In the latest episode of the Sales Readiness Podcast, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Charlie Dorrier, Director of Training at SBI, to explore the gap between building playbooks and using them to drive results.  

They dive into recent research on manager enablement, the pitfalls that cause playbooks to fail, and the tactics top-organizations are using to drive real change.  

Key Takeaways:

• A well-designed playbook without enablement is just noise.

• Executive sponsorship is essential for adoption and impact. 

• AI presents an opportunity to deliver playbook insights directly into the sellers workflow.  

In this episode of The Climb podcast, our host Cliff Simon is joined by Laura Erdem, Sales Manager at Dream Data, to explore the value of crafting ICP specific LinkedIn messaging to build a strong brand identity.  

Listen in as Laura outlines both that tactical and strategic decisions that led to long-term inbound marketing success at a tech startup.  

Key Takeaways:

• Methods to treat LinkedIn as a product, marketing, and sales motion.

• Work with the data to form a complete story and make ongoing refinements to your strategy. 

• Ask yourself: How do you help your customers, customer?  

In the latest episode of the Sales Readiness Podcast, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Annie Stefano, Senior Training Consultant at SBI, to unpack their key takeaways from the recent Gainsight Pulse Conference.  

Ray and Annie share their firsthand insights on the evolving trends in customer success and enablement, highlighting the rising impact of dedicated customer education and the shift toward value-based outcomes.  

Key Takeaways:

• The role of AI as a strategic partner to enhance customer journeys. 

• How customer education is becoming critical levers for customer success to achieve operational efficiency.  

• Why enablement leaders must evolve their teams to deliver outcomes-based value to drive growth. 

In this episode of the Sales Readiness Podcast, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Christina Brady, CEO and Co-Founder of Luster.ai to explore why traditional sales training often falls short and how a data-driven approach can transform outcomes. The two dive into how AI and predictive analytics are setting a new standard for sales effectiveness.   

Key Takeaways:

• Relying on lagging KPIs like quota attainment is no longer enough to drive performance.

• Practical strategies for building a scalable, customized program that delivers measurable outcomes. 

• How to uncover skill gaps by using predictive proficiency measurement tools.