EP. 228 Enablement That Works: Insights From an Expert

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SALES with ASLAN

ASLAN Training and Development

236 episodes

1 day 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. 228 Enablement That Works: Insights From an Expert

SALES with ASLAN

48 minutes 1 second

3 months ago

EP. 228 Enablement That Works: Insights From an Expert

In this episode, Tom and Tab sit down with Sheevaun Thatcher, VP of Enablement at Demandbase, to unpack her unconventional career path and the bold strategies redefining sales enablement. From innovative demo techniques to a five-question framework that filters out noise, Sheevaun shares how she drives performance by aligning enablement with revenue impact.

We explore:
▪️ Why 100% executive buy-in is non-negotiable▪️ How just-in-time learning beats traditional onboarding▪️ A competitive enablement case study that led to a 27% pipeline boost▪️ How AI could kill the corporate deck and power personalized learning

Whether you’re in enablement, sales leadership, or looking to scale performance with less friction, this conversation delivers a fresh perspective on what great enablement looks like today.