The Sales Consultant Podcast Sales Enablement 3.0 with Roderick Jefferson - The Sales Consultant Podcast

Episode 19

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Published on:

17th Mar 2023

Sales Enablement 3.0 with Roderick Jefferson #019

Roderick Jefferson is the Founder and CEO of Roderick Jefferson & Associates.

Roderick has been leading Sales Training and Sales Enablement for companies since the mid 2000s and has operated at scale several times with companies like PayPal, Salesforce, Oracle and Marketo.

In addition to helping companies with Sales Enablement, Roderick is also one of the founding members of the Sales Enablement Society and is an Advisory Board Member for two (2) companies in the sales acceleration space: Autobound.ai and Selleration.


In this episode, we learn about all things Sales Enablement but most importantly how to set it up correctly.


#salesconsultantpodcast #?

Time Stamps:

The Definition of Sales Enablement

[1:00] Roderick walks us through his impressive background and how he transitioned his career from Sales to Sales Training. Defines Sales Enablement and talks about its evolution. “You train animals, you enable people.” -Roderick Jefferson


Sales Enablement At Scale vs At a Startup

[8:23] Talks about the differences between running Sales Enablement at a large enterprise company and a smaller startup.


His Sales Enablement Consulting Practice

[11:22] Roderick shares his transition into consulting + when, how and why he started Roderick & Associates

[15:00] His advice to someone who wants to transition their career into an independent consultant.

[18:00] How Roderick grappled with the messaging he uses in his GTM strategy as a consultant.



AI Meets Sales Enablement

[23:00 I ask if we’re at a point with AI where we can focus more of our enablement time and money on just in time support or should we still be focusing 100% on preparing reps for scenarios (vs enabling them during the live situation).

[29:00]”AI is going to give me more time to spend time with humans.” -Roderick Jefferson

[31:11] Covers how Sales Enablement is measured and type of KPIs the department should be held to.


Do A-Players Really Make Bad Managers?

[35:80] We tackled the issue of A-Players being promoted into management and I challenge the notion that this is a bad approach.


Partnering With Product Marketing

[41:40] Explains what the relationship between Product Marketing and Sales Enablement should look like.


Mapping a Sales Process to The Buyer Journey

[45:35] Roderrick’s 5 step approach to mapping your sales process to the buyer journey.



Mentions:

The Blueprint To Sales Enablement Excellence: Sales Enablement 3.0 - https://roderickjefferson.com


Autobound.ai - https://www.autobound.ai

Connect with us:

Roderick’s LinkedIn - https://www.linkedin.com/in/roderickjefferson/

Roderick’s Instagram - https://www.instagram.com/roderick_j_associates/

Roderick’s YouTube - https://www.youtube.com/@roderickjeffersonassociate5012



The Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/

Derrick’s LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/

Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/

Derrick’s Twitter - https://twitter.com/derrickis3link

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About the Podcast

The Sales Consultant Podcast
Researching solutions to the toughest problems facing B2B revenue teams
Welcome to The Sales Consultant Podcast, where each week we bring you critical insights from some of the best in the game.

Our interview-based format features weekly 40-minute episodes dropping every Friday, with a primary focus on helping you get better at revenue generation.

We pick the brains of industry experts to find solutions to the toughest problems facing revenue teams, exploring every nook and cranny for the goodies. We're not afraid to tackle any area of sales, and we're always looking to learn from the best.

An important part of the show is when we get to unpack different people’s journeys into sales consulting and training, and discover how they've overcome challenges along the way.

With each episode, we research our guests, prep for the interview, and continue to learn from them, before, during, and after the recording.

Join us on The Sales Consultant Podcast and let's level up together.

About your host

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Derrick Williams

Derrick Williams is the Founder and Principal of 3Link Consulting where he has helped companies to implement, expand, and/or improve their Sales Development practice for 7 years. He has numerous sales technology certifications and uses his expertise to map his client's unique business requirements to their sales tech stack enabling processes that are truly data-driven. Derrick specializes in improving sales productivity, lead conversion at scale, implementing high-velocity sales processes, and recruiting high-caliber sales talent.

Derrick's Current Certifications include:
- Salesforce Certified Sales Cloud Consultant
- Salesforce Certified Administrator
- SalesLoft Certified Administrator
- AWS Certified Cloud Practitioner

Derrick comes highly recommended by his clients which is evident from the array of written recommendations on his LinkedIn profile.