About TCC
TC Topics 2020
TC Topics 2019
Members
SE Defined
About the Twin Cities SE Chapter
The Twin Cities Chapter of the Sales Enablement Society is dedicated to providing sales enablement professionals and sales leaders with a place where they can share best practices, learn new ideas and network with other people who face similar challenges. Meetings are designed to provide them with practical guidance for tackling common projects and problems. The programs are heavy on content, but there will be significant interaction. The ultimate goal is to give participants the benefit of all the experience and knowledge that is in the room each month.- Host discussions that improve seller and customer-facing effectiveness and the buyer experience
- Audience: Sales Enablement, Sales Operations, Training, Customer Facing, and others that enable sales success
About National Sales Enablement Society
SESociety.org is the only place to meet, engage and network with people involved in all facets of sales enablement, both locally and globally. The site acts as a global resource center to engage with the greater global Sales Enablement Community. As a member, you won’t need to go it alone. You're just a click away from engaging with over 6,000 members, across more than 50 countries, in our organization. Here you have the opportunity to ask questions, hear stories from peers throughout the community, share your own knowledge and experiences, meet and learn from guest speakers at local events, gain valuable resources and keep on top of the latest sales enablement tools and technology solutions. Learn more: https://www.sesociety.org/page/about_usTwin Cities Sales Enablement Society 2020 Topics
| January | 2020 Meeting Topic Discussion to select 2020 topics and National SE Society Recap |
| February | Enabling the Success of all Customer-Facing Roles |
| March | Organization Alignment to Impact Sellers and Buyers Daily |
| April | Lobby Learning: Continuous Enablement that Sales Wants |
| May | Staff On-boarding Never Ends… Moving to Ever-boarding |
| June | Sales Process and Skills that Matter to Buyers |
| July | Month off for summer! |
| August | Adjust strategic and enablement plans to respond to COVID |
| September | How Subject Matter Experts Improve the Buyer Experience |
| TBD | Sales Enablement Outside Sales and Buyer Interactions |
TC Chapter Meeting Format
- Identify topics and place in a logical order so that topics build off each other
- Host each month starting in January 2020
- Typical Agenda outline
- Start at 4PM: 15 minutes for networking
- 20 minutes presentation (can go longer)
- 40 minutes of moderated discussion
- 5:15: More networking
Topic Details
January 23
Planning for Sales Success in 2020, People, Process, Content, Technology- Presenter: Chuck Prescott, Client Relations Manager at Wolters Kluwer, and Craig Nelson, VP of Global Training and Enablement at SAP
- Topic: Planning for Sales Success in 2020: People, Process, Content, Technology
- Download Content: Planning for Sales Success in 2020: People, Process, Content, Technology
February 20
Beyond Enablement for Direct Sales Reps to Partners and other Customer-Facing Roles - Multi-purposing Sales Enablement Process, Content and Tools for different audiences with different needs, including: Topic: Beyond Enablement for Direct Sales Reps to Partners and other Customer-Facing Roles This was a hot topic at the recent National Sales Enablement Society meeting, as sales enablement matures within a company the audience naturally expands to include all customer-facing roles. Now the questions is, how a unified Training and Enablement team supports the needs of each discrete audience. To start the discussion on this topic now go to the TC discussion forum on the SE SOCIETY WEBSITE. For our February meeting please come prepared to discuss your organizations plan to support 1) sales enablement process 2) messaging and content and 3) tools to address the needs of the audiences that apply to your organizational sales roles, such as:- Direct Field Sales
- Business Development
- Inside Sales
- Channel Partner Sales
- Service and Support
- Buyers
- What audience listed above provides leads within your organization today?
- What are your growth plans by audience - For example move 25% of overall revenue to channel sales
- What is your growth plan by geography or industry or both - For example, generate 10% of sales to outside US
- What is in place today and planned to support SE use cases such as onboarding, training and everboarding each audience
- Download Content: SES TC Meeting 2.20.2020
March
Organization Alignment and Transformation - Sales Enablement as the doorway to the sales, partners and customers. Working toward an environment where departments recognize the benefits of working with the sales enablement team before bringing change, content or new solutions to the sales team. Topics:- Managing cross-functional teams to develop, deliver and adopt enablement with departments that include PM, Marketing Sales, Presales, Services and Partners
- Reducing organizational drag
- Sales transformation and cultural change
April
Lobby Learning: Continuous Enablement that Sales Wants Sales are highly motivated to learn and leverage enablement when engaging a quality opportunity- On-boarding new staff, partners and customers. Extending to ever-boarding
- Moving away from traditional training and content delivery to a continuous learning approach
- Formal vs informal training, coaching
- Snackable/Micro-Learning/ever-boarding/learning in the lobby
- Sales Play Simulations
- Formal vs. informal training strategies/investment
- Playbooks and mobile
May
May: Staff Onboarding Never Ends… Moving to Everboarding- Scaling revenue through Everboarding
- Debunking learning myths and moving to continuous learning
- Sales Manager’s Role in Training and Coaching
- Moving online with key elements: people, process, content and technology
June
Sales Process and Skills– How can sales enablement support shorter sales cycles and reduce wasted effort.- Aligning sales and buyers - improving conversations between customer-facing roles and buyers
- Mutual Action Plans between sellers and buyers
- Concept of mutual investment
- Improving buyer experience
- Determine if a deal is "winnable" faster? How do we encourage sales to “fail faster” and reduce resources spent on long-shot opportunities
- Top 12 skills, moving from sales to sales advisors
July
TC SE Society Meeting off for summer!August
Adjust strategic and enablement plans to respond to COVID- How Enablement Adjusted- what new day to day activities
- How to convey continued need for enablement with Execs and how SE Society Chapter and help
September
Subject Matter Experts Impact on sales and buyer process- Effectively leveraging SMEs/Solution Specialists in the sales process
- Going beyond the sales process, what are the top sales skills needed
- Knowledge Transfer
- To sales reps
- Creating institutional knowledge and leveragable tools
TBD
Topics: Sales Enablement outside of the sales process– participating in:- Business planning
- Territory planning
- Go to market strategies
- New product launches
Twin Cities Sales Enablement Society 2019 Topics
Past Events | |
| December | 2020 Meeting Topic Discussion and National SE Society Recap |
| November | Six Sigma to Create a Customer-Centric Sales Process |
| October | Social Selling as Part of the Sales Process |
| September | Microlearning Strategies to Support Sales Training |
| August | Simplify the Sales Process for Highly Technical Solutions |
| July | Sales Enablement Maturity Model to Develop a Strategic Plan |
| June | Making the Case for World-Class Sales Enablement |
| May | Sales Playbooks |
| January | Implementation Best Practices |
| December | Updgrade Sales Skills, Continuous Learning |
December Chapter Meeting
2020 Meeting Topic Discussion and National SE Society Recap
- Presenter: Craig Nelson, VP, Global Training and Enablement at SAP
- Topic: Review of Topics Discussed at the Sales Enablement Society National Conference and Planning for 2020.
November Chapter Meeting
Six Sigma to Create Customer-Centric Sales Process
- Presenter: Rich Braden, Global Leader of Training and Development at Honeywell Building Technologies
- Topic: Using Six Sigma and Systems Thinking to Create Customer-Centric Sales Processes
- Summary: Rich led us through a discussion about why and how to use Lean Six Sigma and systems thinking frameworks to create an effective, customer-centric sales process. Topics he covered included: applying Lean Six Sigma tools to analyze, create and sustain effective sales process; process mapping techniques to ensure a thorough understanding of the current sales process; and utilizing a Lean framework to drive adoption of the new sales process.
October Chapter Meeting
Social Selling as Part of the Sales Process
- Presenter: Jason Schober, Social Selling Program Manager at Fiserv
- Topic: Effectively Utilizing to Generate Social Selling as Part of the Sales Process
- Summary: Jason discussed how his team established a social selling practice in their sales training and the key skills they preach for building a sales pipeline through LinkedIn and other essential partners.
- Download Content:SES Schober-Social Selling Oct 2019
September Chapter Meeting
Microlearning Strategies to Support Sales Training
- Presenter: Ed Staten, consultant at LiquidSmarts and Sr. Director of Sales Operations at Bird and Cronin
- Topic: Microlearning Strategies to Support Sales Training
- Summary: Ed discussed how training departments can utilize microlearning to meet a host of challenges they face as they work to meet the changing needs of their learners and their sales organizations.
- Presentation available upon request.
August Chapter Meeting
Simplify the Sales Process for Highly Technical Solutions
- Presenter: Michael Opperman, Director of Business Development at Design Center
- Topic: Tools and Strategies to Simplify the Sales Process for Highly Technical Solutions
- Summary: Michael led the conversation around exciting new approaches and technologies to help companies navigate the long sales cycles and complicated buying processes that they face when trying to sell highly technical solutions.
July Chapter Meeting
Sales Enablement Maturity Model to Develop a Strategic Plan
- Panel Discussion:
- Participants: Craig Nelson, VP, Global Training and Enablement at SAP, Mike Krzmarcik, Sr Sales Enablement Program Manager at Medtronic, Ed Staten, Sales Operations Director at 3M
- Topic: Using a Sales Enablement Maturity Model to Develop a Strategic Plan
- Summary: Ed discussed how training departments can utilize microlearning to meet a host of challenges they face as they work to meet the changing needs of their learners and their sales organizations.
- Download Content: TwinCities Sales Enablement Society Maturity Model July Mtg.pdf
June Chapter Meeting
Making the Case for World-Class Sales Enablement
- Presenter: Craig Nelson, VP of Global Training and Enablement at SAP
- Topic: Making the Case for World-Class Sales Enablement starting with proven use cases and ROI
- Download Content: Sales Enablement Implementation Best Practices Nate Bollinger January 2019.pdf
May Chapter Meeting
Sales Playbooks
- Presenter: Mike Krzmarcik, Sr Sales Enablement Program Manager at Medtronic
- Topic: How Medtronic uses Sales Playbooks to support their sales reps
- Download Content:Medtronic MN SES May Chapter Mtg Sales Playbooks FINAL
January Chapter Meeting
Implementation Best Practices
- Presenter: Nate Bollinger, Director, Sales Enablement, SAP
- Topic: Sales Enablement best practices based on over a decade of SE deployment experience
- Download Content: Sales Enablement Implementation Best Practices Nate Bollinger January 2019
December 2018 Chapter Meeting
Updgrade Sales Skills, Continuous Learning
- Presenter: Griffin Kilber from Magenic
- Topic: Ways to Continuously Upgrade Sales Skills after Onboarding
- Download Content:Griffin Kilber presentation what Sales Enablement programs Dec 2018
For full TC SE Society Chapter Members go to SE Society
| Title | Company |
| Manager, Sales Talent & Enablement | Wolters Kluwer |
| Vice President of Business Development | Modus |
| Performance Enablement | Sr. Curriculum Design | Cray Inc. |
| SalesForce Administrator | JAMF |
| Owner | KBD Consulting LLC |
| Partner | Romain Berg |
| IT Integration Manager | Land O Lakes |
| Director of Sales Strategy | Starkey Hearing Technologies |
| Director, Sales Strategy and Operations | Analysts International Corporation (AIC) |
| Partner | Luminaries Consulting |
| Director, Sales Enablement | SAP |
| Global Leader of Training and Development | Honeywell |
| Sales Enablement Manager | Cardiovascular Systems Inc (CSI) |
| Managing Director of Cloud Services | ConvergeOne |
| Sr. Account Manager | Xigent Solutions |
| Digital Communications Strategist | CRC, Inc. |
| Marketing Director | Design Center Inc. |
| Digital Sales Enablement Director | Modus |
| CEO | Denamico |
| Sales Director | THE MAREK GROUP |
| Sales & Marketing Productivity Digital Specialist | 3M |
| IT Solutions Manager | CSI |
| CEO & Co-Founder | Covalent North |
| Sales Enablement Specialist | iHeart Radio |
| Founder & CEO | ManufacturingPower.com |
| Director of Enablement - Sales | Varonis |
| Sales Enablement | Deluxe Corporation |
| Sales Operations & Sales Enablement | Total Expert |
| Client Engagement Specialist | Leadous |
| VP of Sales | Design Center |
| Director, Sales Effectiveness | Deluxe Corporation |
| Global Enablement & Effectiveness Leader PreSales, Sales | Anaplan |
| Sr. Manager Sales Training | Patterson Dental |
| Vice President of Sales | Rootstrap |
| Business Development | Denemics |
| VP of Technology and Evangelist | Secude |
| Solution Advisor | Ascent Solutions LLC |
| Sales Enablement & Analytics Trainer | Ryerson |
| Business Development Executive | Securicon, LLC |
| Sales Enablement Manager | Verizon |
| Director - Business Optimization & Process Excellence | Land O Lakes |
| Marketing Manager | Land O Lakes |
| Sr Sales Enablement Program Manager | Medtronic |
| Founder | Ask Listen Innovate LLC |
| Business Development Representative | Denamico |
| Enterprise Account Executive | Anaplan |
| Director of Sales | Help Systems |
| Sr. Sales Enablement Manage | Tennant Co. |
| Sales Enablement Director | Optum |
| Vice President, Sales Training, Education & Development | Thomson Reuters |
| Director Of Business Development | BringCorp |
| SVP of Sales | Modus |
| Business Development Executive | Daire Success Coaching & Facilitation |
| Director of Global Product Marketing | Starkey Hearing |
| V.P. Sales Operations | Wilson Learning Corp |
| Strategic Training Consultant | Thomson Reuters |
| Sales Enablement Specialist | Andersen Corporation |
| Director Of Marketing Operations | HelpSystems |
| VP of Sales Enablement and Training | SAP Concur |
| Director Of Sales | Chemstar Products |
| Revenue Enablement Manager | Jamf |
| Chief Revenue Officer | LUMEDX |
| Digital Sales Enablement Director | Modus |
| President | Sales Exceleration |
| Sales Support | Arcon Solutions, Inc. |
| Sales Enablement Manager | Starkey |
| Owner | MN Sales Institute |
| Sales | Wolters Kluwer |
| Creative Director | 1KMonkeys |
| Consultant | |
| Vice President, Sales Enablement | Hearth & Home Technologies |
| Partner | Romain Berg |
| Digital Sales Enablement Director | Modus |
| Managing Director | Market Leaders, Inc. |
| VP Marketing | Modus |
| Sales Enablement Lead | HelpSystems |
| Channel Sales Executive | Specialty Medical LLC. |
| Managing Director | Edgewater Ranzal |
| Social Selling Program Leader | Fiserv |
| Chief Revenue Officer (CRO) & Advisory Board Member | ManufacturingPower.com |
| Supervisor of Sales Operations | Starkey Hearing |
| Owner | Singer Performance Group |
| Sales Leader | Trainer | Coach | Pivotal Advisors |
| Global Director of Sales Enablement | Anaplan |
| Senior Director Sales, Marketing and Sales Operations | Bird & Cronin |
| Financial Planner | M&E Catalyst Group |
| Director Commercial Solutions, Customer and Sales Enablement | Ecolab |
| CRM Business Analyst | Demand Chain Systems |
| President & Founder | The Millau Group Global (TMG) |
| Senior Brand Marketing Associate | Starkey Hearing |
| VP of Sales | The Sales Board |
| Sales Executive | FPX |
| Vice President of Sales, Marketing and Customer Experience | Waymouth Farms |
What is Sales Enablement
Simple Definition: Sales enablement drives predictable, high-value sales results through strategic content, tools and training to enable sales professionals to add value in every customer interaction.
There are many definitions of Sales Enablement. My take, each company should find one they like to start and quickly refine it to meet your organization's need to enable sales success. Do it with a cross-functional team and base it on your organization's plan to grow revenue this year! Take no more than a couple hours and include 2-4 Sales Enablement use cases like sales onboarding to convey what Sales Enablement functions will actually do, such as the following example.
In memory of a great friend, Jim Ninivaggi, I'd like to reference a blog he wrote back in 2013. Jim's passion for Sales Enablement was always contagious and on target! Craig Nelson
https://www.siriusdecisions.com/blog/what-is-sales-enablement
What Exactly Does Sales Enablement Do?
When we ask companies what their sales enablement functions do, the top four responses are – provide guidelines for using sales assets (78 percent of respondents reported this as one of enablement’s responsibilities), share enablement best practices (73 percent), build sales assets (71 percent) and develop product training (68 percent) – reflecting the function’s legacy of supporting product marketing. But more than 50 percent report that the function contributes to various sales effectiveness areas (delivering sales effectiveness training, selecting and deploying sales technology, managing sales communication). This indicates that the function’s role is broadening from providing sales assets to ensuring that reps are competent in using those assets. Based on client feedback, we also see new rep onboarding as a key responsibility of enablement.