{"id":10880,"date":"2024-04-11T18:32:49","date_gmt":"2024-04-11T22:32:49","guid":{"rendered":"https:\/\/www.orchestratesales.com\/?p=10880"},"modified":"2024-04-16T18:57:05","modified_gmt":"2024-04-16T22:57:05","slug":"ises3-episode-12-dr-shawn-fowler-phd","status":"publish","type":"post","link":"https:\/\/www.orchestratesales.com\/orchestrators\/ises3-episode-12-dr-shawn-fowler-phd\/","title":{"rendered":"ISEs3 Episode 12: Dr.\u00a0Shawn Fowler, PhD"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"10880\" class=\"elementor elementor-10880\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-cfa5936 e-flex e-con-boxed e-con e-parent\" data-id=\"cfa5936\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-382074e elementor-widget elementor-widget-text-editor\" data-id=\"382074e\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.21.0 - 08-05-2024 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">&#8220;Sales (Revenue) Enablement is the change management arm of revenue.&#8221;<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">On ISEs3 Episode 12, I am joined in the&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/company\/orchestrate-sales\/\" data-attribute-index=\"0\" data-entity-type=\"MINI_COMPANY\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Orchestrate Sales<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">&nbsp;studios by Dr.&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/in\/ACoAAACAenUBdPRt3vWfvdv-C2L9am6SbqbPihU\" data-attribute-index=\"2\" data-entity-type=\"MINI_PROFILE\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Shawn Fowler, PhD<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">&nbsp;whom I originally met when he was VP, Sales Enablement and&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=orchestrator&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7184494857283891201\" data-attribute-index=\"4\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">#Orchestrator<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">&nbsp;at&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/company\/salesloft\/\" data-attribute-index=\"5\" data-entity-type=\"MINI_COMPANY\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Salesloft<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">, and a gracious host of my first executive board meeting as Pres of the ATL&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/company\/revenueenablementsociety\/\" data-attribute-index=\"7\" data-entity-type=\"MINI_COMPANY\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Revenue Enablement Society<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">&nbsp;at the turn of the decade,Dr. Fowler had been the Global Director of Enablement for&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/company\/ibm\/\" data-attribute-index=\"9\" data-entity-type=\"MINI_COMPANY\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">IBM<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">, and is now a Partner in his own sales strategy and enablement consulting venture:&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/company\/berevenueready\/\" data-attribute-index=\"11\" data-entity-type=\"MINI_COMPANY\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">RevenueReady<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">.<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">Highlights from the episode include&#8230;<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">PAST:<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\u231b\ufe0f&nbsp;Shawn &#8220;stumbled&#8221; into the profession working as the first services salesperson for Silverpop, selling desired business outcomes.&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/in\/ACoAAAAj6zYBHVIPSFYmKIWokkaUgEcnETPh22A\" data-attribute-index=\"13\" data-entity-type=\"MINI_PROFILE\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Todd McCormick<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">&nbsp;announced he was hiring a head of enablement under&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/in\/ACoAAACccbkB79JGvXZP8vTDaZUGc-68DX9mQ_E\" data-attribute-index=\"15\" data-entity-type=\"MINI_PROFILE\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Drew Prante<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">.<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\u231b\ufe0f&nbsp;His first&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=salesenablement&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7184494857283891201\" data-attribute-index=\"17\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">#SalesEnablement<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">&nbsp;event was hosted by&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/company\/siriusdecisions\/\" data-attribute-index=\"18\" data-entity-type=\"MINI_COMPANY\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">SiriusDecisions<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">&nbsp;in Atlanta<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\u231b\ufe0f&nbsp;&#8220;Getting a seat at the (CxO) table was probably the biggest factor in helping me be successful in sales enablement.&#8221;<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\u231b\ufe0f&nbsp;Shawn was responsible for internal sales enablement including customer service and sales engineers and external &#8211; partner enablement &#8211; as well.<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">PRESENT<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\ud83d\udcbc Dr. Fowler diagnosed a few challenges that Enablement faces today:<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\ud83e\ude7a &#8220;I think there&#8217;s not enough sharing of best practices&#8221;<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\ud83e\ude7a &#8220;The quality of sales enablement as a profession has gone down pretty dramatically in the last five years.&#8221;<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\ud83e\ude7a The Doc offers REMEDIES to these challenges<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\ud83d\udcbc In order to succeed you must both design an effective intervention, and then execute the reinforcement required to drive real change.<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\ud83d\udcbc &#8220;Sales (Revenue) Enablement is the change management arm of revenue.&#8221; WGLL shoutout to&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/in\/ACoAAAClLkkBmdeQUafhNEIT3ejrzlFM73W4Izw\" data-attribute-index=\"20\" data-entity-type=\"MINI_PROFILE\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Hilary Headlee<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">&nbsp;who exemplified this at&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/company\/zoom-video-communications\/\" data-attribute-index=\"22\" data-entity-type=\"MINI_COMPANY\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Zoom<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">, having owned both global Ops AND Enablement &#8230;during the height of Covid! And now she&#8217;s doing it at the global Advisory Leader, Growth Team @&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/company\/insight--partners\/\" data-attribute-index=\"24\" data-entity-type=\"MINI_COMPANY\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Insight Partners<\/a><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">for 500+ companies.<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\ud83d\udcbc Interview advice for Enablement: Focus on the first 90 days through the lens of the CRO. Have the attitude that you will onboard as if you are planning to be in the top 10-15% of their sales team.<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">FUTURE<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\ud83e\udd16 Increasing recognition of the role of enablement in change management and of the need for an explicit change managing function in organizations.<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\ud83e\udd16 Increased focus on frontline managers on both the new and existing sales side of the house, because the reality is everything lives or dies with the frontline manager.<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">\ud83e\udd16&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=ai&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7184494857283891201\" data-attribute-index=\"26\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">#AI<\/a><span style=\"color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255);\">&nbsp;is going to evolve and facilitate some things. The power of artificial intelligence to comb through thousands of minutes that are produced on a weekly basis and distill that down into insights or moments can be powerful when training, coaching, and identifying what works.<\/span><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><a href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=revenueenablement&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7184494857283891201\" data-attribute-index=\"27\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">#RevenueEnablement<\/a><br style=\"box-sizing: inherit; color: rgba(0, 0, 0, 0.9); font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; font-size: 14px; letter-spacing: normal; word-spacing: 0px; background-color: rgb(255, 255, 255); line-height: inherit !important;\"><a href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=aicurioushumanenthusiast&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7184494857283891201\" data-attribute-index=\"28\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: 14px; vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); text-decoration: var(--artdeco-reset-link-text-decoration-none); font-weight: var(--font-weight-bold); border: var(--artdeco-reset-link-border-zero); touch-action: manipulation; position: relative; word-break: normal; overflow-wrap: normal; font-family: -apple-system, system-ui, &quot;system-ui&quot;, &quot;Segoe UI&quot;, Roboto, &quot;Helvetica Neue&quot;, &quot;Fira Sans&quot;, Ubuntu, Oxygen, &quot;Oxygen Sans&quot;, Cantarell, &quot;Droid Sans&quot;, &quot;Apple Color Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Emoji&quot;, &quot;Segoe UI Symbol&quot;, &quot;Lucida Grande&quot;, Helvetica, Arial, sans-serif; letter-spacing: normal; word-spacing: 0px; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">#AiCuriousHumanEnthusiast<\/a><br><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e93986b e-flex e-con-boxed e-con e-parent\" data-id=\"e93986b\" data-element_type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-09ffcad elementor-widget elementor-widget-image\" data-id=\"09ffcad\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.21.0 - 08-05-2024 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"640\" height=\"640\" src=\"https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/11\/ISEs3_Ep12_DrShawnFowler-1024x1024.jpg\" class=\"attachment-large size-large wp-image-10882\" alt=\"ISEs3 Episode 12, I am joined in the Orchestrate Sales studios by Dr. Shawn Fowler, PhD\" srcset=\"https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/11\/ISEs3_Ep12_DrShawnFowler-1024x1024.jpg 1024w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/11\/ISEs3_Ep12_DrShawnFowler-300x300.jpg 300w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/11\/ISEs3_Ep12_DrShawnFowler-150x150.jpg 150w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/11\/ISEs3_Ep12_DrShawnFowler-768x768.jpg 768w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/11\/ISEs3_Ep12_DrShawnFowler-1536x1536.jpg 1536w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/11\/ISEs3_Ep12_DrShawnFowler-2048x2048.jpg 2048w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2020\/11\/ISEs3_Ep12_DrShawnFowler-624x624.jpg 624w\" sizes=\"(max-width: 640px) 100vw, 640px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>&#8220;Sales (Revenue) Enablement is the change management arm of revenue.&#8221;On ISEs3 Episode 12, I am joined in the&nbsp;Orchestrate Sales&nbsp;studios by Dr.&nbsp;Shawn Fowler, PhD&nbsp;whom I originally&hellip;<\/p>\n","protected":false},"author":96,"featured_media":10882,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1,125,442,44,128,483,484,485,435,129],"tags":[],"_links":{"self":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts\/10880"}],"collection":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/users\/96"}],"replies":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/comments?post=10880"}],"version-history":[{"count":10,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts\/10880\/revisions"}],"predecessor-version":[{"id":10902,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts\/10880\/revisions\/10902"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/media\/10882"}],"wp:attachment":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/media?parent=10880"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/categories?post=10880"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/tags?post=10880"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}