{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2Fad66ee4d-e92f-4dec-ac83-5a83ba0393c9","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"","title":"Ep39 Santucci on TRIAL re: the Definition of Sales Enablement with John Thackston","description":"Welcome to the Inside Sales Enablement Podcast, Episode 39\r\nIn this episode, the definition goes on trial and so does Scott Santucci. Scott gets temporarily removed from the co-host seat by John Thackston, VP of SOAR performance group.\r\nPerhaps no case in Sales Enablement history deserves the oft-used description \u201cTrial of the Century\u201d more than the case of Scott Santucci\u2019s Definition of Sales Enablement vs. the People.\r\nIn this podcast, the prosecutor\u2019s arguments are presented in a trial fashion. The defendant is Scott Santucci and he\u2019s waived his right to an attorney.\r\nMore than 10 years ago, the definition of Sales Enablement has existed in the market. The definition has created unprecedented international scrutiny and media attention, captivating the sales enablement profession. In one camp, the best definition = \u201cwhoever has the most organic search hits.\u201d On the side, the best definition is \u201ccreated by VP\u2019s of Sales and CMOs and executives over the course of 2 working sessions as agreed upon by a team of practitioners.\u201d\r\nYou\u2019re the juror. You decide.\r\nBy the way, the first definition of Sales Enablement was written by Scott Santucci and published by Forrester in 2010.\r\nThat Definition:\r\n Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer\u2019s problem-solving life cycle to optimize the return of investment of the selling system.\r\nSince that time, he\u2019s received a lot of feedback on this definition, and many many many other definitions have sought to take it\u2019s place.\r\n\r\nJoin us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/5e87119c-0e70-43bf-b9a7-15849971f443/39.png"}