{"id":10937,"date":"2024-01-31T19:38:39","date_gmt":"2024-02-01T00:38:39","guid":{"rendered":"https:\/\/www.orchestratesales.com\/?p=10937"},"modified":"2024-04-16T19:46:37","modified_gmt":"2024-04-16T23:46:37","slug":"ises3-ep2-scott-santucci-the-birth-of-the-ses","status":"publish","type":"post","link":"https:\/\/www.orchestratesales.com\/ise-podcast\/ises3-ep2-scott-santucci-the-birth-of-the-ses\/","title":{"rendered":"ISEs3 Ep2: Scott Santucci &#8211; The birth of the SES"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"10937\" class=\"elementor elementor-10937\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d07e9a0 e-flex e-con-boxed e-con e-parent\" data-id=\"d07e9a0\" 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-06047b6 elementor-widget elementor-widget-text-editor\" data-id=\"06047b6\" 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<div class=\"feed-shared-update-v2__description-wrapper\n    \n     mr2\" tabindex=\"-1\" style=\"box-sizing: inherit; margin-top: 0.8rem; padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); 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; letter-spacing: normal; word-spacing: 0px; margin-right: 0.8rem !important;\"><div class=\"feed-shared-inline-show-more-text\n    feed-shared-update-v2__description feed-shared-inline-show-more-text--minimal-padding\n    \n    feed-shared-inline-show-more-text--3-lines\n    feed-shared-inline-show-more-text--expanded\n    \n    \" tabindex=\"-1\" data-artdeco-is-focused=\"true\" style=\"box-sizing: inherit; margin: 0px 1.6rem; padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: none; position: relative; max-width: 928px; --artdeco-reset-typography_getLineHeight: 1.42857; max-height: none; overflow: hidden; line-height: 2rem !important;\"><div class=\"update-components-text relative update-components-update-v2__commentary \" dir=\"ltr\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-typography_getFontSize); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); position: relative !important; line-height: inherit !important; --artdeco-reset-typography_getFontSize: 1.4rem; --artdeco-reset-typography_getLineHeight: 1.42857; color: var(--color-text);\"><span class=\"break-words\n      \" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); overflow-wrap: break-word !important; word-break: break-word !important; line-height: inherit !important;\"><span dir=\"ltr\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\">A new episode of Inside Sales Enablement (ISE) Season 3 has arrived! ISEs3 is focused on Enablement History. And timed perfectly as we just celebrated the seventh anniversary of the official signing of the Sales Enablement Society into reality by the ~100 SES Fore-founders in Palm Beach, November of 2016.<span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>Please join me on the time travelin&#8217; journey at the Orchestrate Sales &#8220;Property&#8221;&nbsp;as we revisit the wisdom of the treasures therein as well as from the global Enablement community. As a self-professed Sales Enablement history nerd with a passion for the continued elevation of the profession I have invested in OSC as &#8220;the Sales Enablement Smithsonian&#8221; and an opportunity to serve YOU&nbsp;in elevating your enablement game too.<span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>We began ISEs3 with a focus on &#8220;Before the SES &#8230;and how it almost didn&#8217;t exist&#8221; with SPECIAL GUEST SES (now RES &#8211;<span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><a class=\"app-aware-link \" target=\"_self\" href=\"https:\/\/www.linkedin.com\/company\/revenueenablementsociety\/\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" rel=\"noopener\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\">Revenue Enablement Society<\/span><\/span><\/a>) Founding Father<span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><a class=\"app-aware-link \" target=\"_self\" href=\"https:\/\/www.linkedin.com\/in\/ACoAAAABeJwBDVtO9RbGatidv_QeElmvL97tmj8\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" rel=\"noopener\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><\/span><\/a><a href=\"https:\/\/www.linkedin.com\/in\/scottsantucci\/\" id=\"ember3898\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Scott Santucci<\/a><\/span>.<span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>And part two of that interview &#8211; the birth of the SES &#8211; is now live!<span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>Scott rejoins me in the<span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><a class=\"app-aware-link \" target=\"_self\" href=\"https:\/\/www.linkedin.com\/company\/orchestrate-sales\/\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" rel=\"noopener\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\">Orchestrate Sales<\/span><\/span><\/a><span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span>studios as we land in Palm Beach in November of 2016, alongside the ~100 fore-founders from around the globe who, following the Declaration of Independence as a design point, collaborated, cultivated, and &#8220;ratified&#8221; three founding positions:<span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>1 &#8211; To promote and elevate the role with the destination to be executive of sales productivity.<span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>2 &#8211; To align with four primary points of friction in the sales system: between human resources and sales; marketing and sales; administration and sales; and finance and sales.<span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>3 &#8211; To address this friction by building cross-functional competency: orchestrating the enablement function as a business within a business.<span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>The episode is packed with pivotal moments in Enablement history including:<span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>&gt; How<span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><a class=\"app-aware-link \" target=\"_self\" href=\"https:\/\/www.linkedin.com\/in\/ACoAAAQgfzwBJhiSscEVKbfMcJ8ybYBvS-Y2Fks\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" rel=\"noopener\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><\/span><\/a><a href=\"https:\/\/www.linkedin.com\/in\/brittonrobert\/\" id=\"ember3899\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Bob Britton<\/a><\/span>&#8216;s &#8220;land of misfit toys&#8221; hit the bull&#8217;s-eye<span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>&gt;<span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><a class=\"app-aware-link \" target=\"_self\" href=\"https:\/\/www.linkedin.com\/in\/ACoAAAEO110BflFzncNmbBehCm8ijYaYpB8U8xU\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" rel=\"noopener\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><\/span><\/a><a href=\"https:\/\/www.linkedin.com\/in\/jen-burns-aa5b3b5\/\" id=\"ember3900\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Jen Burns<\/a><span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span>playing an unexpected but pivotal role as &#8220;bad cop&#8221;<span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>&gt; The positive impact of<span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><a class=\"app-aware-link \" target=\"_self\" href=\"https:\/\/www.linkedin.com\/in\/ACoAAAUNTlkB56RVuAbbzLMO3SQMecmtosi3ZYA\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" rel=\"noopener\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><\/span><\/a><a href=\"https:\/\/www.linkedin.com\/in\/christopherkingman\/\" id=\"ember3901\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Christopher Kingman M.S.<\/a>&#8216;s &#8220;but what about millennials?&#8221; outburst<span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>&gt;<span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><a class=\"app-aware-link \" target=\"_self\" href=\"https:\/\/www.linkedin.com\/in\/ACoAAAAEigoBGpKsnhQWnAmQpvhfXF1CLJ_Ql9I\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" rel=\"noopener\"><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><\/span><\/a><a href=\"https:\/\/www.linkedin.com\/in\/sheevaun\/\" id=\"ember3902\" class=\"ember-view\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\">Sheevaun Thatcher, CPC<\/a><span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span>pointing out of the park and saying &#8220;that&#8217;s going to be ME!&#8221;<span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>Please be sure to subscribe to the podcast<span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><a class=\"app-aware-link \" target=\"_self\" href=\"https:\/\/lnkd.in\/gAZDpjYz\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" rel=\"noopener\">https:\/\/lnkd.in\/gAZDpjYz<\/a><span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span>\ud83d\udc47\ud83c\udffb and join us in the time machine to uncover new discoveries with a series of special guests &#8230;which may even include YOU.<span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span>Are you an enablement<span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><a class=\"app-aware-link \" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=orchestrator&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7143303026760445952\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\"><span class=\"visually-hidden\" style=\"box-sizing: inherit; font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); margin: -1px !important; padding: 0px !important; border: 0px !important; display: block !important; clip: rect(0px, 0px, 0px, 0px) !important; height: 1px !important; overflow: hidden !important; position: absolute !important; text-wrap: nowrap !important; width: 1px !important; line-height: inherit !important;\">hashtag<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span aria-hidden=\"true\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\">#<\/span>Orchestrator<\/span><\/a><\/span><span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span>too?<span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span><a class=\"app-aware-link \" target=\"_self\" href=\"https:\/\/lnkd.in\/eHTpm5SR\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" rel=\"noopener\">https:\/\/lnkd.in\/eHTpm5SR<\/a><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><br style=\"box-sizing: inherit; line-height: inherit !important;\"><\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><a class=\"app-aware-link \" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=enablement&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7143303026760445952\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\"><span class=\"visually-hidden\" style=\"box-sizing: inherit; font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); margin: -1px !important; padding: 0px !important; border: 0px !important; display: block !important; clip: rect(0px, 0px, 0px, 0px) !important; height: 1px !important; overflow: hidden !important; position: absolute !important; text-wrap: nowrap !important; width: 1px !important; line-height: inherit !important;\">hashtag<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span aria-hidden=\"true\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\">#<\/span>Enablement<\/span><\/a><\/span><span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><a class=\"app-aware-link \" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=salesenablement&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7143303026760445952\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\"><span class=\"visually-hidden\" style=\"box-sizing: inherit; font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); margin: -1px !important; padding: 0px !important; border: 0px !important; display: block !important; clip: rect(0px, 0px, 0px, 0px) !important; height: 1px !important; overflow: hidden !important; position: absolute !important; text-wrap: nowrap !important; width: 1px !important; line-height: inherit !important;\">hashtag<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span aria-hidden=\"true\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\">#<\/span>SalesEnablement<\/span><\/a><\/span><span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><a class=\"app-aware-link \" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=revenueenablement&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7143303026760445952\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\"><span class=\"visually-hidden\" style=\"box-sizing: inherit; font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); margin: -1px !important; padding: 0px !important; border: 0px !important; display: block !important; clip: rect(0px, 0px, 0px, 0px) !important; height: 1px !important; overflow: hidden !important; position: absolute !important; text-wrap: nowrap !important; width: 1px !important; line-height: inherit !important;\">hashtag<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span aria-hidden=\"true\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\">#<\/span>RevenueEnablement<\/span><\/a><\/span><span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><a class=\"app-aware-link \" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=revenuegrowth&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7143303026760445952\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\"><span class=\"visually-hidden\" style=\"box-sizing: inherit; font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); margin: -1px !important; padding: 0px !important; border: 0px !important; display: block !important; clip: rect(0px, 0px, 0px, 0px) !important; height: 1px !important; overflow: hidden !important; position: absolute !important; text-wrap: nowrap !important; width: 1px !important; line-height: inherit !important;\">hashtag<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span aria-hidden=\"true\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\">#<\/span>RevenueGrowth<\/span><\/a><\/span><span class=\"white-space-pre\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); white-space: pre !important; line-height: inherit !important;\"> <\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><a class=\"app-aware-link \" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=digitaltransformation&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7143303026760445952\" data-test-app-aware-link=\"\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); 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; line-height: inherit !important;\" target=\"_blank\" rel=\"noopener\"><span class=\"visually-hidden\" style=\"box-sizing: inherit; font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); margin: -1px !important; padding: 0px !important; border: 0px !important; display: block !important; clip: rect(0px, 0px, 0px, 0px) !important; height: 1px !important; overflow: hidden !important; position: absolute !important; text-wrap: nowrap !important; width: 1px !important; line-height: inherit !important;\">hashtag<\/span><span style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\"><span aria-hidden=\"true\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); outline: var(--artdeco-reset-base-outline-zero); line-height: inherit !important;\">#<\/span>DigitalTransformation<\/span><\/a><\/span><\/div><\/div><\/div><div class=\"update-components-image\n    update-components-image--single-image\n    feed-shared-update-v2__content\" style=\"box-sizing: inherit; margin-top: 0.8rem; padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: rgb(255, 255, 255); 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; letter-spacing: normal; word-spacing: 0px;\"><div class=\"relative\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding: var(--artdeco-reset-base-padding-zero); border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background: var(--artdeco-reset-base-background-transparent); position: relative !important;\"><div class=\"update-components-image__container\" style=\"box-sizing: inherit; margin: var(--artdeco-reset-base-margin-zero); padding-top: 507.051px; border: var(--artdeco-reset-base-border-zero); font-size: var(--artdeco-reset-base-font-size-hundred-percent); vertical-align: var(--artdeco-reset-base-vertical-align-baseline); background-color: var(--color-background-container); height: 0px; width: 507.051px; position: relative;\"><button class=\"update-components-image__image-link\" type=\"button\" style=\"box-sizing: inherit; font-family: inherit; touch-action: manipulation; background: none; border: none; padding: 0px; top: 0px; left: 0px; display: block; width: 507.051px; height: 507.051px; position: absolute;\"><\/button><\/div><\/div><\/div>\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-5d4bd81 e-flex e-con-boxed e-con e-parent\" data-id=\"5d4bd81\" 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-987fdef elementor-widget elementor-widget-image\" data-id=\"987fdef\" 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\/2024\/01\/ISEs3_Ep2_Santucci-BirthOfSES-1024x1024.jpeg\" class=\"attachment-large size-large wp-image-10112\" alt=\"ISEs3 Ep1: Scott Santucci \u2013 Before the Sales Enablement Society\" srcset=\"https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/01\/ISEs3_Ep2_Santucci-BirthOfSES-1024x1024.jpeg 1024w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/01\/ISEs3_Ep2_Santucci-BirthOfSES-300x300.jpeg 300w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/01\/ISEs3_Ep2_Santucci-BirthOfSES-150x150.jpeg 150w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/01\/ISEs3_Ep2_Santucci-BirthOfSES-768x768.jpeg 768w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/01\/ISEs3_Ep2_Santucci-BirthOfSES-1536x1536.jpeg 1536w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/01\/ISEs3_Ep2_Santucci-BirthOfSES-2048x2048.jpeg 2048w, https:\/\/www.orchestratesales.com\/wp-content\/uploads\/2024\/01\/ISEs3_Ep2_Santucci-BirthOfSES-624x624.jpeg 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>A new episode of Inside Sales Enablement (ISE) Season 3 has arrived! ISEs3 is focused on Enablement History. And timed perfectly as we just celebrated&hellip;<\/p>\n","protected":false},"author":96,"featured_media":10112,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[442,486,435],"tags":[],"_links":{"self":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts\/10937"}],"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=10937"}],"version-history":[{"count":5,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts\/10937\/revisions"}],"predecessor-version":[{"id":10942,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/posts\/10937\/revisions\/10942"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/media\/10112"}],"wp:attachment":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/media?parent=10937"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/categories?post=10937"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/tags?post=10937"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}