EP. 222 Driving Sales Enablement That Delivers: A Conversation with Tom Kiernan

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SALES with ASLAN

ASLAN Training and Development

236 episodes

2 days ago

Selling is serving. Let us serve you with tips, stories and experts on topics you care about. Buyer behavior has changed dramatically. Customers have more information available to them, and therefore are unreceptive, or closed, to sellers. And the harder we sell, the more closed customers become. Traditional selling approaches are working against sellers. ASLAN helps sellers make that shift, from 'typical' selling to a different approach that makes us more influential because we embrace the truth that the customer's receptivity is more important than your value prop or message.

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EP. 222 Driving Sales Enablement That Delivers: A Conversation with Tom Kiernan

SALES with ASLAN

50 minutes

6 months ago

EP. 222 Driving Sales Enablement That Delivers: A Conversation with Tom Kiernan

In this episode of Sales with ASLAN, Tom and Tab sit down with global sales enablement leader Tommy Kiernan (TK) to unpack what truly drives results in modern enablement strategies. From his experience leading global enablement at companies like Visible Alpha and post-acquisition by S&P Global, Tommy K shares battle-tested insights for aligning enablement with leadership, measuring the right outcomes, and using AI to drive performance.

You’ll learn:

Why enablement must start with leadership (CRO, sales, and client success)
How to move from measuring competencies to business outcomes
The power of conversation intelligence tools in building better scorecards
How to manage change and assess team readiness through objective benchmarks

Whether you're a sales leader or enablement pro, this episode offers tactical wisdom for building a program that actually drives growth.