{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2Fd4cd9210-0d17-4853-b6cb-14b82af5156f","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"<iframe style=\"width: 100%; height: 200px;\" title=\"66: Hope is Not a Strategy and Sales Enablement with Roderick Jefferson\" frameborder=\"0\" scrolling=\"no\" allow=\"clipboard-write\" seamless src=\"http://player.captivate.fm/episode/d4cd9210-0d17-4853-b6cb-14b82af5156f\"></iframe>","title":"66: Hope is Not a Strategy and Sales Enablement with Roderick Jefferson","description":"<p>In this episode, my good friend Roderick Jefferson joins me to talk about how hope is not a strategy, and why enablement is so critical to organizations success.</p> <ul> <li> <div>Training is not a one-time spot fix that\u2019s reactive. It\u2019s ingrained and woven into a company\u2019s fabric</div> </li> <li> <div>If you don\u2019t know the sales handshake, you\u2019re marketing\u00a0</div> </li> <li> <div>If you know one more thing than everyone else in the room, you\u2019re the subject matter expert</div> </li> <li> <div>We\u2019re change management agents</div> </li> <li> <div>Coaching only works if someone is coachable</div> </li> <li> <div>Hope is not a strategy\u00a0</div> </li> <li> <div>Reps need to think about the enablement department of a company</div> </li> <li> <div>What drives the company? Sales, service, engineering will all drive the company differently. You need to go where your personality fits</div> </li> <li> <div>Make leadership your megaphone</div> </li> <li> <div>Ask people who are smarter than you</div> </li> <li> <div>Enablement is a lot like college or marriage, it\u2019s not for everyone and it takes a lot of work!</div> </li> </ul>","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/90e9d17e-3804-40ed-9a05-2cdc92a49e08/24dbd842-25f3-4c7f-bd53-123b4adeba98.jpg"}