Sales Enablement 3.0 with Roderick Jefferson #019

The Sales Consultant Podcast

Roderick Jefferson is the Founder and CEO of Roderick Jefferson & Associates.

Roderick has been leading Sales Training and Sales Enablement for companies since the mid 2000s and has operated at scale several times with companies like PayPal, Salesforce, Oracle and Marketo.

In addition to helping companies with Sales Enablement, Roderick is also one of the founding members of the Sales Enablement Society and is an Advisory Board Member for two (2) companies in the sales acceleration space: Autobound.ai and Selleration.

In this episode, we learn about all things Sales Enablement but most importantly how to set it up correctly.

#salesconsultantpodcast #?

Time Stamps:

The Definition of Sales Enablement

[1:00] Roderick walks us through his impressive background and how he transitioned his career from Sales to Sales Training. Defines Sales Enablement and talks about its evolution. “You train animals, you enable people.” -Roderick Jefferson

Sales Enablement At Scale vs At a Startup

[8:23] Talks about the differences between running Sales Enablement at a large enterprise company and a smaller startup.

His Sales Enablement Consulting Practice

[11:22] Roderick shares his transition into consulting + when, how and why he started Roderick & Associates

[15:00] His advice to someone who wants to transition their career into an independent consultant.

[18:00] How Roderick grappled with the messaging he uses in his GTM strategy as a consultant.

AI Meets Sales Enablement

[23:00 I ask if we’re at a point with AI where we can focus more of our enablement time and money on just in time support or should we still be focusing 100% on preparing reps for scenarios (vs enabling them during the live situation).

[29:00]”AI is going to give me more time to spend time with humans.” -Roderick Jefferson

[31:11] Covers how Sales Enablement is measured and type of KPIs the department should be held to.

Do A-Players Really Make Bad Managers?

[35:80] We tackled the issue of A-Players being promoted into management and I challenge the notion that this is a bad approach.

Partnering With Product Marketing

[41:40] Explains what the relationship between Product Marketing and Sales Enablement should look like.

Mapping a Sales Process to The Buyer Journey

[45:35] Roderrick’s 5 step approach to mapping your sales process to the buyer journey.

Mentions:

The Blueprint To Sales Enablement Excellence: Sales Enablement 3.0 - https://roderickjefferson.com

Autobound.ai - https://www.autobound.ai

Connect with us:

Roderick’s LinkedIn - https://www.linkedin.com/in/roderickjefferson/

Roderick’s Instagram - https://www.instagram.com/roderick_j_associates/

Roderick’s YouTube - https://www.youtube.com/@roderickjeffersonassociate5012

The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link