SaaSy Talk Unfiltered | SaaSy Talk S01.08:The Importance of Sales Enablement in Tech Companies

SaaSy Talk S01.08:The Importance of Sales Enablement in Tech Companies

September 25, 2023 / 55:53/S1:E8

About The Guest(s):

Nate Vogel, an accomplished professional with an impressive track record in the field of Sales Enablement with 30+ years’ experience leading teams at Southwestern Advantage, Tableau, Salesforce and now Gong. Over the past two years, he has held the position of Global Vice President, GTM Enablement at Gong where he excelled in fostering growth and sales development within the organization. Prior to that, Nate's expertise in Enablement flourished during his nine-year tenure as Global Vice President of Sales & Partner Enablement at Tableau and Salesforce, where he spearheaded sales training, partner, and leadership development programs. Under his leadership, Nate expanded his team at Tableau from just 3 Enablement professionals to over 80+, empowering them to efficiently train thousands of sellers, leaders, and partners worldwide.

Beyond these accomplishments, Nate has a genuine passion for employing data-driven methodologies and frameworks to gauge the effectiveness of Enablement strategies. His dedication to embracing analytics and metrics has contributed significantly to the success of his initiatives. In addition, he has traveled extensively, sharing his expertise in over 40 countries, and accumulating an impressive 3 million air miles. Personally, he also finds inspiration in his diverse range of hobbies, including exploring new destinations, staying up to date with fashion trends, expressing creativity through design, and enjoying the simple pleasure of a good cup of tea. Nate lives in Seattle, Washington with his wife, Rachel a yoga instructor, and son, 12-year old Pierson Jett who is becoming a great basketball player.

Summary: Nate's tech and sales enablement journey, emphasizing its importance for companies of all sizes and the impact of AI on the industry. Key Takeaways:

Enablement is important for both small and large companies and should be aligned with revenue goals.
Measuring enablement effectiveness requires tracking metrics such as training satisfaction, content adoption, and revenue impact.
Collaboration between enablement and other teams is crucial for success, including marketing, product, and customer success.
Managing enablement across global teams requires defining competencies and focusing on partner enablement.
AI presents opportunities for improving training and performance in the enablement industry.

Quotes:

"Enablement is built to help hit and exceed revenue targets."
"Building with the people, for the people makes a really big difference."
"Choose competencies and define them clearly to align with strategic initiatives."
"Partners are a crucial part of the GTM strategy and should not be overlooked."
"AI is changing everything and will have a significant impact on the enablement industry."

Chapters:

00:00 Background of Nate's tech journey

00:01 Discussion on the importance of sales enablement in both small and large companies

00:03 How to ensure sales enablement strategy aligns with company goals

00:08 Measuring the effectiveness of sales enablement through metrics

00:10 The challenge of training effectiveness and the importance of data analysis

00:14 Showcase of enablement's value leads to increased investment

00:19 Enablement should be led by example and involve sellers and leaders

00:32 Aligning with executives and using strategy documents for effective enablement

00:41 Creating a structure for global enablement teams

00:43 Learning from mistakes and sharing best practices

00:51 Nate's excitement about the future of AI