- New episode of Speak Revenue. We speak with sales leaders and entrepreneurs about their journeys. Let's unpack what works for them and what didn't today with our guest, Kenneth Tabernant.- Stephen: VPs of Sales or higher level sales or revenue executives have multiple pressures. He says the key is maximizing spend with not a lot of headcount. When you outsource with a specialization, it's a less spend to engage a specialty. The goal is not rip and replace. It is moving the revenue engine alongside is the key goal.- Michelle O'Brien: What I focus on with the enablement piece is getting the salespeople. Do you mimic the buyer journey or do you interrogate salespeople till they give up and tell you what they need? How do you find that fit for me?- In that market education piece, buyers are learners. One of the crucial things we've got to focus on is how are we delivering education. Does that mean that you map out every stage of the sales process and create a checklist?- How does buyer enablement or sales enablement speed up your pipeline? A big thing for you is about process and speed. What we have to apply to process is also putting the collateral within those stages. The before and after.- Candice, thank you so much for joining us today. Huge shout out to our listeners. Your support means the world to us. We'll be back with another great guest. Until then, stay curious, keep listening and keep learning.

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