Join us in this episode as we dive into the world of customer journey enablement with seasoned consultant Paul Butterfield, Founder of Revenue Flywheel.
Discover the core principles behind buyer-centric operations and the pivotal role enablement plays in driving organizational success.
Paul shares insights on prioritizing enablement in building effective sales strategies and the dangers of relying solely on self-reported data. Through vivid examples, he illustrates the consequences of inadequate outreach and engagement when teams lack proper enablement.
Drawing from his consultancy experience, Paul reveals essential elements clients seek when hiring consultants and introduces his comprehensive "Customer Enablement Framework."
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Time Stamps:
[05:15] - Paul’s first priorities in building his second consulting practice.
[10:55] - Enablement defined.
[15:30] - Why enablement leaders must think like a sales leader.
[18:50] - The negative side of just relying on self-reporting and the importance of using actual customer feedback to inform the sales enablement strategy.
[22:50] - Examples of poor outreach and poor engagement when revenue teams are not properly enabled.
[32:00] - Paul had a successful intellectual property consultancy that he built prior to Revenue Flywheel - we discuss the business and why he ultimately stopped consulting the first time. The lessons he learned the first time around that are influencing his approach with Revenue Flywheel. He shares important stories and insights that every consultant should hear.
[38:20] - Three things people are looking for when they’re hiring a consultant.
[39.45] - Paul breaks down his “Customer Enablement Framework” (Methodology, Process, Tools, Coaching, Skills)
[46:30] - The importance of including enablement for managers in the enablement plan.
Connect with Paul:
https://www.linkedin.com/in/paulrbutterfield/
Connect with Derrick:
https://www.linkedin.com/in/derrickis3linksales/
These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw
