How has the role of sales enablement transformed since its early days, and what does this mean for the future? Join me for my final episode of "Stories from the Trenches" as I sit down with Juliana Stancampiano, CEO of Oxygen and former board president of the Revenue Enablement Society (RES).

We trace Sales/Revenue Enablement's transition from traditional sales training to the more holistic approach of modern sales enablement, emphasizing the diverse backgrounds of professionals in the field. We dive into the critical role of organized processes, clear metrics, and continuous learning in driving sales performance and discuss the importance of educating senior executives about effective enablement and the impact of new technology on the field.

Be sure to subscribe and follow the Revenue Enablement Society on LinkedIn for exciting announcements about what's next for the podcast!

As this is my final episode as producer and host, I want to express my heartfelt gratitude to all my guests and listeners. Thank you all for being integral to this incredible journey with "Stories from the Trenches."

Juliana Stancampiano is an author, entrepreneur, and leader helping businesses prepare their people for what happens next. For more than 15 years, she has helped leaders translate their company’s strategy into tangible achievements for their people, creating experiences that help people succeed. As CEO of Oxygen, Juliana has developed a unique perspective around the enablement, skilling and ways of educating the workforce of today. Juliana also held the Board Presidency for the Sales Enablement Society from 2019-2022.

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Have you ever wondered why some sales teams consistently hit their targets while others struggle? Keenan, CEO of A Sales Growth Company and acclaimed author behind "Gap Selling," rejoins me on the podcast to unravel the secrets of enabling high-performing sales teams with his innovative S.P.E.E.D. model.

Gain insights into creating enablement impact by prioritizing actual sales performance outcomes and aligning strategies with critical business metrics sales leadership uses.

Learn about integrating the three layers of training, skill development, and forecasting into your enablement framework and how to embrace the shift from traditional enablement to a results-driven approach. With the S.P.E.E.D. model, enablement teams will empower sales teams to succeed by focusing on what truly matters—the tangible impact on business metrics and organizational growth.

Keenan and I unpack:

• The details behind the S.P.E.E.D model and why it works
• The three layers of S.P.E.E.D. that align enablement to revenue success
• The critical sales metrics all Enablement teams need to internalize
• How to assess the current state, identify gaps, and make improvements

Keenan is the CEO/president and chief antagonist of A Sales Growth Company. With over 20 years of sales experience, he has long influenced, learned from, and shaped the sales world. Keenan calls it as he sees it and lets nothing and no one go unnoticed.

He is the celebrated author of Not Taught: What It Takes to be Successful in the 21st Century That Nobody’s Teaching You and Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price.

Gap Selling has been voted among the sales community as one of the best sales books ever.

Father of 3 amazing girls, PSIA Certified Level 2 ski instructor (see, more coaching), and avid Boston sports fan, Keenan keeps crazy busy when he’s not focused on A Sales Growth Company.

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None of us is as smart as all of us. Engaging with peer groups and industry networks can accelerate your career, enhance your skills, and provide invaluable professional development.

In this episode, we explore the transformative power of communities and personal networks with Stephanie White, Sr. Director of Revenue Enablement at Medallia. Stephanie highlights the tangible benefits she's gained from participating in various revenue enablement communities, fostering a sense of belonging and camraderie.

Whether you're looking to tackle complex challenges, stay ahead of industry trends, or simply connect with like minded professionals this episode is your roadmap to leveraging and growing your professional network.

Join us and hear how to unlock the potential of community-driven growth in your career!

Stephanie White is the Sr. Director, Revenue Enablement at Medallia. For Stephanie, Revenue Enablement is People Enablement, driving revenue and impact strategically to scale. With 20 years of experience in Sales, Marketing, Enablement, Operations building and scaling teams of passionate people to drive revenue is at the core of her approach.

A people focused enabler by nature, Stephanie thrives on engaging, connecting and learning with others.

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