Larry here. CEO of Olono. I just returned from the Sales Enablement Society Conference in Dallas—a very well run event with dynamic content. Thumbs up. I will admit, going in I had the misperception of what "sales enablement" actually meant. Let me start out by saying it is NOT just a new term for Sales Ops. Far from it. Sales enablement is much more holistic—a cross-functional discipline that is leading the way in helping organizations adapt to the rapidly changing sales landscape. These professionals are all about making sure an entire organization is focused on enabling revenue through all of its channels.
The next basic sales skill that triggered another Ah Ha moment was the art of "storytelling." Notice I did not say the art of giving powerpoint with bullets. The art of telling a story in human terms to other humans. That connection is very powerful and complex points can be made through a story. This won't be a surprise, but the best presenters at the conference delivered their message through stories. Again, it's something I know, but something that is always good to recognize in action. Personally, I can always improve here and am committing to it. We all should.
It's okay to have fun. The conference was fun. The people were fun. It's good to have fun, even when handling gnarly issues that we all face. My take away: Smile. People respond to that—and aren't our prospects all people?
Using a music analogy (I am in Austin after all), these folks are the "Roadies for the concert called Revenue."