"Never listen to your mother" was the first piece of advice [Nic Deville](https://www.linkedin.com/in/ndeville/) shared with me in our interview. His mum—a freelance B2B rep—thought he was too introverted to ever succeed in Sales.

Fast-forward to the present, and Nic has a 20+ year Sales career under his belt. He's held roles as Managing Director EMEA at two B2B SaaS companies, and founded and sold his own business... twice.<br>

<iframe src="https://www.buzzsprout.com/2084115/11838326-002-nic-deville-s-journey-from-ae-to-two-time-founder?client_source=small_player&iframe=true" loading="lazy" width="100%" height="200" frameborder="0" scrolling="no" title='Commission Accomplished, #002 Nic Deville's journey from AE to two-time founder'></iframe>

I asked Nic to reflect on his journey, and share the strengths, weaknesses and mistakes that shaped his perspective on Sales. In our 20 minute conversation, you'll hear him discuss how:

👾 Learning to code changed the way he thinks about selling<br>
🎨 Creative-thinking helped him land a $3.5M contract<br>
📚 Reading business books is the one thing he wishes he'd done sooner in his career

## Nic's recommended reading list

Nic also gave us his top three book recommendations for reps, VPs and CROs looking to expand their knowledge. I've linked to all three on Amazon to save you time:

📕 [Gap Selling by Keenan](https://www.amazon.com/Gap-Selling-Problem-Centric-Everything-Relationships/dp/1732891001)<br>
📗 [The Qualified Sales Leader by John McMahon](https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064)<br>
📘 [The Sales Accerleration Formula by Mark Roberge](https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072)

We'll be releasing a bonus episode in which Nic talks about his selection in more detail—subscribe so you don't miss it. Links to the show on Spotify, Apple and Google Podcasts are below.

Nic-cover-2

"Never listen to your mother!" Nic Deville talks about how he defied expectations in his 20+ year Sales career.

Commission Accomplished: Nic Deville's journey from AE to two-time founder

When I was a Sales rep it always baffled me how six-figure deals would be managed over email. Eight-or-so stakeholders cc’d (if you're lucky). The same documents attached in-thread again and again. So much potential for ghosting and gatekeeping. And no idea what's actually happening on the other end after you’ve hit ‘send’.

This was nearly ten years ago. These days the problem is even more pressing:

- 🧑‍🤝‍🧑 The average B2B deal involves **11** buyer stakeholders

- 📈 The number of interactions in a buying journey has soared **60%** in the last **4** years (most of those interactions are digital or self-guided)

- ☎️ **83%** of a Sales process happens outside of meetings and calls

- 🙅 Over **60%** of B2B buyers are Millennials, and **~30%** of Millennials would prefer not to talk directly to salespeople<br>

IMO, Sales teams need a better way to build trust and momentum with stakeholders, especially when it comes to asynchronous and digital interactions. And buyers need the right mix of support and content to self-navigate the complexities of buying in their organization.

So we built the solution. And like Google, Twitter and Loom before us, Workbounce now has ‘Spaces’.

## Spaces: collaborative deal rooms to engage stakeholders and drive momentum

In a nutshell, Workbounce Spaces are where B2B deals get done. They’re collaborative deal rooms for engaging stakeholders (external and internal), sharing resources, assigning next-steps, and managing deals to completion.

### What do Spaces look like?

![example-space](https://cms.workbounce.com/uploads/example_space_b8f3d8aca2.jpeg)

In each Space, you’ll find:

- **Relationship goals:** For defining the outcomes and benefits of your partnership in relation to your customer’s strategic priorities. This ensures every stakeholder understands how your product or service is fundamental to their success<br>

- **Resources:** For sharing your pitch decks, one-pagers, product videos, T&Cs, contracts, etc. This keeps everything in one location so stakeholders can self-serve, and provides consistency and oversight into which pieces of collateral are having the biggest impact.<br>

- **Milestones:** For assigning next-steps, setting deadlines and sharing updates. They ensure you maintain momentum throughout your Sales process, and get more deals to Closed Won.

### What’s the benefit of Spaces?

**For buyers**, purchasing a new tool isn't a ‘sales cycle’ or an ‘opportunity’, it's a complex project with a lot of moving parts. Spaces help buyers navigate this, and turn reps into enablers and collaborators towards their buyer’s end goal. 

This brings about a much better experience for all stakeholders, and increases the likelihood of a deal closing.

That said, the most powerful benefit of Spaces is the level of insight Sales teams get in return.

- **For reps**, this means an overview of stakeholder activity—knowing who’s viewed what and when, who’s been added to a Space, the questions that are being asked internally, and whether stakeholders are on track to complete key milestones on time.<br>

- **For Sales leaders**, Spaces provide a real-time overview of every active deal in your organization—allowing for accurate forecasting, and active coaching in one-on-ones (rather than asking the same tired questions about missing admin). <br>

- And **for Sales Enablement**, they make it easier for you to understand the adoption and performance of your organization’s latest content and Sales initiatives. Plus, they’re a valuable tool for demonstrating your Sales process to new hires and ensuring quicker ramp times.

## Try it for free (before your teammates do)

If you’re a Sales rep, Workbounce is completely free for the first five users in any team—so [click here](https://app.workbounce.com/auth/register) to sign up ahead of your colleagues. You can be up and running in under a minute.

If you’re a Sales leader, book a call with [me](http://calendly.com/workbounce) or [Rowan](http://calendly.com/rowanbailey), and we’ll walk you through the platform personally.

This is the biggest change in Workbounce so far, and there’s plenty more to come (we just wrapped-up our latest roadmap this month). Learn more, and stay up to date with our development by following us on [LinkedIn](https://www.linkedin.com/company/workbounce/).

Frame-1

B2B deals shouldn't be managed in an email inbox: a long list of CC'd recipients, attached documents lost in multiple threads—and no idea what happens on the other end after you hit 'send.' So what's the solution?

Workbounce launches into Spaces 🚀🪐

Welcome to episode one of Workbounce's brand new B2B Sales podcast: Commission Accomplished!<br>

<iframe src="https://www.buzzsprout.com/2084115/11697317-001-neil-ryland-s-journey-from-sdr-to-cco?client_source=small_player&iframe=true" loading="lazy" width="100%" height="200" frameborder="0" scrolling="no" title='Commission Accomplished, #001 Neil Ryland's journey from SDR to CCO'></iframe>

Where a lot of Sales content can be ***reactive***, focusing on fashionable tactics for delivery and execution, Commission Accomplished is ***reflective***, bringing you: 
<br><br>✅ Human stories
<br>✅ Lived experience
<br>✅ Candid discussion about life in B2B Sales

## Episode #001: Neil Ryland

In our first episode, we spoke to [Neil Ryland](https://www.linkedin.com/in/nryland/), Chief Commercial Officer at Normative, and former Chief Revenue Officer at Peakon (acq. by Workday, $700M).

Rather than ask Neil for the standard "top tips" and "hot takes," we spoke to him about his journey as an AE, including:
<br><br>🙅 The best practice he ignored
<br>🏋️ The traits that helped him progress
<br>🤦 The biggest f***-ups he ever made

Find links below to listen on your preferred podcast platform—and subscribe to be notified about future episodes.

commission-accomplished-neil-ryland

Neil Ryland, CCO at Normative, talks to us about his time as an Account Executive, and the hard lessons he learned along the way.

Commission Accomplished: Neil Ryland's journey from SDR to CCO

Welcome to another episode of the Workbounce Podcast. This week, Adam and I had the pleasure of talking to [Angela Ferrante](https://www.linkedin.com/in/angela-ferrante), CEO and founder of [Laudable](https://www.laudable.com/).<br><br>

<iframe src="https://www.buzzsprout.com/1774043/10691507-george-foreman-tiktok-and-mascara-talking-social-proof-with-angela-ferrante?client_source=small_player&iframe=true" loading="lazy" width="100%" height="200" frameborder="0" scrolling="no" title='The Workbounce Podcast, George Foreman, TikTok and Mascara: Talking Social Proof with Angela Ferrante'></iframe><br>

Angela is a social proof guru. She has extensive experience in B2B marketing—in a former life she was CMO at Sparkfund where she helped grow the company from zero to $50MM+ revenue. Now, she and the Laudable team help businesses around the world bring their customer stories to life.

In this episode we discuss:

**🥊 The power of social proof** 
(and how it made George Foreman hundreds of millions of dollars)

**🎁 Why it’s so effective** 
(and how it helps us buy everything from mascara to Mothers’ Day gifts)

**🙋 And how you can create authentic and impactful messaging yourself** 
(aka [The TikTok Effect](https://www.tiktok.com/@hellolaudable/video/7086130491866418478))

We finish with advice for building trust in B2B customer relationships—and Angela has also provided this [best-practice social proof resource](https://laudable.notion.site/laudable/How-to-Use-Customer-Stories-to-Grow-a965f23ed74746edb4383202d3c23fd2) which is full of great examples.

Find links below to listen on your preferred podcast platform—and don’t forget to subscribe so you can follow future episodes. Happy listening! 


podcast-angela

Angela Ferrante, CEO of Laudable, talks to us about social proof, and how it can help you build trust in B2B customer relationships.

George Foreman, TikTok and Mascara: Talking Social Proof with Angela Ferrante

The way we work, communicate, and collaborate has changed. The pandemic took concepts like remote and flexible working, asynchronous communication, and work/life balance—and forced us to make 10 years of progress in a matter of months.

It might not feel like it, but we’re still in the early stages of this wave of change. Pandemic-induced work-from-home was just the beginning.

Tens of millions of people have now been experiencing the highs and lows of “the new world of work” and they’re asking: “What else is possible? Couldn’t this be better? Why are we still doing things this way?” 

For me, those questions are the most exciting thing about Workbounce—we get to build a part of what comes next. Not just with our products, but also with our own ways of operating.

After announcing our [$2.7M seed round led by Index Ventures](https://techcrunch.com/2022/03/09/workbounces-google-meets-slack-product-for-sales-teams-raises-2-7m-from-index-ventures/), we’re building our team with the intention of creating a better kind of workplace. One that questions the outdated notions of 9–5 office-based work and finds new ways to help every individual flourish.

We want to lead by example and build a new blueprint for what work can look like. Our ever-growing list of vacancies can be found [here](https://workbounce.com/company). If what we’re doing appeals to you, please get in touch (and if you don’t see a position that fits, email us anyway).

## Building a new kind of company, for the better 👷‍♀️

Rowan and I met five years ago at Peakon ([acq. by Workday](https://techcrunch.com/2021/01/28/workday-nabs-employee-feedback-platform-peakon-for-700m/)) where we led Go-to-Market strategy and Revenue Operations from Series A. It’s there that we both encountered the challenges faced by customer-facing teams, and struggled to find good solutions on the market.

But our time at Peakon didn’t just give us our idea for a product. As an Employee Engagement startup, Peakon was at the forefront of great employee experiences—radical transparency, industry-leading DEIB initiatives, progressive maternity/paternity policies. What we really took from our time there was an appreciation that work could (and should) be different—all you needed was the mindset to continuously ask “How can we make this a great place to work for everyone?”

With Workbounce, we’re able to apply this mentality ourselves from day one—while combining it with our strong belief that the corporate 9–5 is a thing of the past.

## Fully remote and asynchronous 👩‍💻

This means we’ve made the decision to be fully-remote and asynchronous from day one. The last two years have demonstrated beyond doubt that we don’t need to be in the same room as our colleagues to get things done.

We believe the freedom to choose how, when and where to work allows us to make room for other nourishing parts of our lives like friends, family, hobbies and travel. And this gives us the energy to do work we can truly be proud of.

It also gives us the opportunity to work alongside talented people from all over the world—without being limited to one or two cities where we have an office. With a remote setup, we all benefit from greater access to diverse opinions, experiences, backgrounds and beliefs—and our working lives are much better for it.

## Our operating principles 👩‍⚕️

The caveat of remote and asynchronous work is that, while we have the freedom to fit our jobs around our lives, communication isn’t as simple as it would be if we were all in the same room.

In an office, peering over your monitor to ask a colleague for a helping hand or a second opinion is instinctual. In a remote team, methods of communication and collaboration have to be more intentional—as well as more respectful of each other’s priorities.

This is why we’ve taken care to lay out our operating principles at such an early stage. 

Most people will be familiar with “company values”. However, we believe these can be vague and difficult to put into practice on a daily basis. Our operating principles give us clear guidelines for working together with care and intention. They cover how we work collectively, efficiently and sustainably—and you can see what we’ve already put in place [here](http://www.workbounce.com/principles).

These principles will be an ever-evolving document. We’ll no doubt experience growing pains during various stages of our journey—and as we do, we’ll update our principles to reflect the lessons we learn, and solutions we develop, as a team.

## Our benefits 💝

When we started Workbounce, Rowan and I were also clear with each other that we wanted our benefits to reflect our own values, as well as set the standard for what a seed-stage company can offer. 

Remote-first, flexible working is the cornerstone of our setup, and alongside that, we’re implementing:<br><br>

### 🏖 Unlimited holiday with a three-week minimum
We believe there’s no benefit in keeping a tally of time off, so long as everyone is respectful about completing what they need to get done, and not leaving any teammates in a difficult position. (We also know some people have a tendency to not take enough time off—so we’re enforcing a mandatory minimum)<br><br>

### 🧘 Mental health support: 24/7 EAP and free access to therapy
We believe that nothing is more important than our mental health. We want to support any team member through any challenges they might be experiencing<br><br>

### 👪 Twelve weeks paid parental leave after the birth or adoption of a child
We believe that family is more important than work, and no one should miss out on those first few months together<br><br>

### 🌱 Monthly carbon offsetting for each employee via Gold Standard projects
We believe we have a responsibility to protect the environment, for the benefit of ourselves, other communities and future generations<br><br>

### 🏥 Health insurance
We believe that access to healthcare is a fundamental right<br><br>

### 🏆 Employee share plan
We believe that, if Workbounce is successful, then everyone who contributed  should share in that success<br><br>

### 💻 Top-of-the-line equipment and a home office/coworking office stipend
We believe a comfortable work environment is an absolute necessity—no expense spared<br><br>

### 🛳 A travel stipend to visit and collaborate with colleagues around the world
We believe in the power of human relationships. With a remote-first team, it’s vital that we invest in spending time together, to work, relax and build empathy<br><br>

But this is just v1, and we could be missing something that’s important to you. If we are, we’d love to know (message us at [people@workbounce.com](mailto:people@workbounce.com))

## Let’s work together 🤝
The earliest hires in any team are instrumental, and the big draws of a startup are the autonomy to carve out your role and the opportunity to make a significant impact. As you can hopefully tell, we want to offer more than that. 

Autonomy at Workbounce is not just the ability to own your work and define your role—it’s the autonomy to shape how you work around the kind of life you want to live. 

Opportunity, to us, is about more than individual successes—it’s about challenging outdated notions, pioneering new ways of working together, and building something that benefits others as much as ourselves.

Rowan and I are committed to figuring out how Workbounce can be a force for good—for our team, our communities, and the wider world. There's a lot of bullshit in startups about “making the world a better place”. We're building enterprise software, not saving lives, and that's ok. But we can and will find ways to give back and support initiatives with investments of company time and money. And the more successful we are as a company, the greater the impact we can make. 

So if you’re the kind of person who’s excited to challenge old ideas and lead by example—while being part of a team that puts benefitting people at the heart of everything it does—then [please check out our vacancies](https://workbounce.com/company). We’d love to redefine how people work, *together*.

we-are-hiring

We're building a fully-remote, asynchronous team to redefine how people work together. Learn more about how we operate and what it's like to work with us.

Help us redefine how people work together

The way we work is changing. More importantly, the way people work together is changing. 

The pandemic was a huge catalyst for this. Ideas that had been steadily gaining traction—flexible and remote work, asynchronous collaboration, work/life balance—suddenly saw five years of progress in five months.

Businesses rushed to adopt solutions. Face-to-face interactions were replaced with Zoom meetings, and formal and informal conversations moved to Slack or Teams. 

But these first-wave fixes are a stop-gap. Tens of millions of people are experiencing the highs and lows of “the new world of work” and they’re asking: “What else is possible? Couldn’t this be better? Why are we still doing things this way?” The real change is still to come.

## B2B sales depends on human connection 🤝
Human relationships have always been an important part of any customer-facing role. But building a personal connection is now harder than ever.

Face-to-face lunches and polished boardroom pitches are on the decline—and the stop-gap remedies don’t suffice. No one wants another Zoom meeting added to their calendar. And everyone’s inbox is already overflowing with emails and IMs. 

> “The ‘best product’ doesn’t always win—the best relationship does”

Your customers want to participate in a meaningful interaction—not a burdensome or impersonal exchange. They want to feel welcomed, supported and understood. They want to feel like they’re *working together* with another human being—in collaboration—to find a solution to their challenges.

Trust is essential during this process, and ultimately, your customers make their buying decision based on the level of trust they have in you. To put it another way—the success of any Sales rep or CS exec is determined by the quality of the customer relationships they’re able to build. The ‘best product’ doesn’t always win—the best relationship does. 

## Successful relationships rely on knowledge 🧠

Rowan and I saw the value of these relationships first-hand as we helped scale revenue teams at Peakon on the way to a $700M acquisition.

The standout reps—those who consistently exceeded target, or had glowing CSAT scores across the board—were the ones who excelled at establishing a rapport with the customers they worked with.

They earned trust by being attentive and empathetic. They were quick to respond to questions, understood what customers wanted, and were proactive in offering solutions. 

> “The best reps had to learn what customers needed to know—and where to get the answers—the hard way”

But the ability to do this wasn’t a fluke, nor was it down to natural talent—it came from hard-earned knowledge. 

The best reps got better by missing out on winnable deals and renewals. They had to learn what customers needed to know—and where to get the answers—the hard way.

> “Essential knowledge was obscured from view—and it was hindering both the reps and the business”

The knowledge they were missing at the time already existed—in a document, in a tool, or in a coworker's head—but it was almost impossible to find when it was needed most.

Essential knowledge was obscured from view—knowledge that was key to building strong customer relationships—and it was hindering both the reps and the business.

## Every team struggles with knowledge silos 😩

Knowledge shouldn’t have to be hard-won. And reps shouldn’t have to lose business to get better. However, it’s something that B2B teams have come to expect.

We believe there’s a solution—and it involves breaking down knowledge silos. 

Let’s talk through the problem in three steps:

### Content and answers could be anywhere 🤷‍♀️

Loom, Gong, Marketo, Docusign, Dropbox, GDrive, Slack—answers live everywhere, including inside people’s heads. So much valuable information is available but hidden—unless you know exactly what you’re looking for, exactly where to find it, or exactly who to ask. To solve this, you bring in a Content Management System (CMS) to function as “a single source of truth.” However…<br>

### CMSs can’t keep up 🏃‍♀️

They don’t work as promised. CMSs inevitably become outdated silos and create a huge maintenance burden. In any business, things are constantly changing and new knowledge is created every day—service options, marketing content, case studies, product features, internal processes, supporting documentation. Keeping a CMS up to date is an impossible task. Before long, everyone’s complaining that they’re still unable to find anything, and your expensive solution is poorly adopted. So people take it upon themselves to find a workaround, but…<br>

### The workarounds just don’t work 🤯

You can waste an hour or two clicking through shared platforms and folders without success. You could try turning to a colleague, but remote and hybrid work is making peer-to-peer knowledge sharing much harder. Or you could ask a question on Slack/Teams, with no guarantee you’ll get a response—and if you do, someone else will probably have the same question again a week later. 

In all scenarios, knowledge remains obscured from view—there’s no record of knowledge discovery, and no opportunity for team-wide improvement. Worse, it means that when experienced reps leave, that experience leaves with them.

It’s no wonder Sales and CS reps struggle to find the answers they need to win deals and wow customers. The route to success is littered with setbacks and delays, and they’re forced to go it alone with workarounds that just don’t work.<br>

## Introducing Workbounce: the co-pilot for Sales teams 🧭

Rowan and I spent years frustrated by the lack of a good solution to these problems. And so, in early 2021, we founded Workbounce.

Workbounce is designed to be an insightful co-pilot for all customer-facing teams. We connect the siloed tools you use every day—like Google Drive, Notion and Slack—with a layer of intelligent search and analytics. 

This means you spend less time digging through multiple platforms looking for answers, and more time building deal-winning relationships with your customers.

> “The end goal of Workbounce is to provide a better experience to our customers’ customers”

Our mission is to redefine how people work together. And to do so, we have to be incredibly user-centric. Ultimately, we’re building a solution with the end goal of providing a better experience to our customers’ customers. If this sounds like an interesting problem to work on, then keep reading—we have many open roles.

## Index Ventures leads our $2.7M seed round 🥳

When we started on this mission less than a year ago, we had a hunch we’d soon meet people who were just as excited by our vision as we were. And we didn’t have to wait long.

Rowan and I are incredibly proud to announce that we’re beginning 2022 with the support of the team at [Index Ventures](https://www.indexventures.com/), who have led our $2.7M seed round.

We really couldn’t have picked a better partner. [Index’s portfolio](https://www.indexventures.com/companies/backed/all/) speaks for itself and it’s inspiring to be in such great company (Ayden, Confluent, Dropbox, Discord, Figma, Glossier, Notion, Roblox and Zendesk to name just a handful).

We’re also joined by a group of angel investors whose in-depth knowledge of B2B SaaS, Sales, and CS is sure to prove invaluable:

- Matthias Hilpert, Investor at MH2 Capital
- Harsh Sinha, CTO at Wise
- Simone Goodman, CFO at Forecast
- Kevin Van Grundy, CRO at Vercel
- Dan Rogers, co-founder and CPO at Peakon
- Christian Holm, co-founder and CTO at Peakon
- Samantha Wessels, VP EMEA at Snyk
- Jeetu Mahtani, EVP Customer Success at Hubspot
- Keiran Flanagan, SVP Marketing at Hubspot

But most importantly, we’re excited by those who are yet to join us on this journey. The majority of our seed round has been set aside to help us build a world-changing team, and we have many open positions, including:

- CTO
- Fullstack, Frontend and Backend Software Engineers
- Founding Designer
- Operations Manager
- & anyone else who’s excited by our mission but doesn’t fit the roles above

If you’re looking for a new challenge in 2022, are inspired by what we’re doing, and want to be part of the journey, please get in touch.

Lastly, Rowan and I would like to say a huge thank you to everyone who has supported us so far—our friends, our families, and our customers. The knowledge you’ve shared and the relationships we’ve built together mean the world to us.




workle

We are incredibly proud to announce that we’re beginning 2022 with the support of the team at Index Ventures, who have led our $2.7M seed round.

We’ve raised $2.7M from Index Ventures to build the co-pilot for Sales teams

Welcome to episode three of the Workbounce podcast. In this episode we talk to [Matthias Hilpert](https://www.linkedin.com/in/matthiashilpert/), investor and entrepreneur. Matthias founded his first company right out of university, spent 20 years as an operator in telecoms and private equity, running a €1bn P&L and now has turned his hand to investing in early stage tech, real estate and public markets. 

Matthias has also just co-authored a book, titled [“Fast Forward - Accelerating B2B Sales For Startups”.](https://www.fastforwardbook.com/?ref=workbounce)<br><br>

<iframe src="https://www.buzzsprout.com/1774043/8801286-operator-to-investor-lessons-from-both-sides-of-the-table-with-matthias-hilpert?client_source=small_player&iframe=true" loading="lazy" width="100%" height="200" frameborder="0" scrolling="no" title='The Workbounce Podcast, Operator to investor: Lessons from both sides of the table with Matthias Hilpert'></iframe>

## Key takeaways:

**The most successful revenue leaders accept that things are always changing.** 
They stay close to the customer and incorporate direct feedback into each strategic iteration.

**Companies should embrace bottom-up systems** 
This allows. them to capture lessons from the front-lines and make decisions that keep the customer front and centre.

**Understanding the pain you are solving, and really taking it to heart, is of utmost importance.**
That pain is the north star, and the whole company should be built towards it.

We hope you enjoy the conversation. If you’d like to talk about any of the topics raised, or find out more about what we’re building at Workbounce, we’d love to hear from you. 

team@workbounce.com 

matthias

In this episode we talk to Matthias Hilpert, investor, entrepreneur and now co-author of “Fast Forward - Accelerating B2B Sales For Startups”. We discuss what the best revenue teams in the world have in common and Matthias' own operating principles.

Operator to investor: lessons from both sides of the table with Matthias Hilpert

Welcome to episode three of the Workbounce podcast. In this episode we talk to [Nikki Schanzer](https://www.linkedin.com/in/nikkischanzer/), Head of Sales & GTM Enablement at Hopin and [Lish Gates](https://www.linkedin.com/in/lish-gates/), Director, Global Revenue Enablement at Algolia.<br><br>

<iframe src="https://www.buzzsprout.com/1774043/8642674-collaborating-and-building-enablement-at-scale-with-nikki-schanzer-and-lish-gates?client_source=small_player&iframe=true" loading="lazy" width="100%" height="200" frameborder="0" scrolling="no" title='The Workbounce Podcast, Collaborating and Building Enablement at Scale with Nikki Schanzer and Lish Gates'></iframe>

## Key takeaways:

**An enablement team has to take on a range of personas.**
Analogous to a circus troupe, this covers presenting, entertaining, balancing (between stakeholders), juggling (multiple initiatives), the list goes on…

**The logistics of enablement is often overlooked, particularly when it comes to onboarding.** 
Aligning team members to initiatives rather than functional groups can avoid burnout.

**Parts of your enablement strategy can be at different stages of maturity, across tooling, onboarding and content.** 
Different approaches and skills are required at different stages.

**Not every piece of information needs to be delivered as a training session.** 
Enablement are there to protect the time of customer-facing reps, which means filtering and condensing key messages.

We hope you enjoy the conversation. If you’d like to talk about any of the topics raised, or find out more about what we’re building at Workbounce, we’d love to hear from you. 

team@workbounce.com 

lishnikki

Welcome to episode three of the Workbounce podcast. In this episode we talk to Nikki Schanzer, Head of Sales & GTM Enablement at Hopin and Lish Gates, Director Global Revenue Enablement at Algolia.

Collaborating and Building Enablement at Scale with Nikki Schanzer and Lish Gates

Welcome to the second episode of The Workbounce Podcast. In this episode we speak to [Catherine Young](https://www.linkedin.com/in/catyoung/), Head of Global Sales Enablement Strategy at Xerox, and [Carly Lehner](https://www.linkedin.com/in/carlylehner/), Head of Revenue Enablement at Andela about laying the foundations of successful sales enablement.<br><br>

<iframe src="https://www.buzzsprout.com/1774043/8490724-foundations-of-enablement-with-catherine-young-and-carly-lehner?client_source=small_player&iframe=true" loading="lazy" width="100%" height="200" frameborder="0" scrolling="no" title='The Workbounce Podcast, Foundations of Enablement with Catherine Young and Carly Lehner'></iframe>

## Key takeaways:

**Provide a cohesive & co-ordinated experience for customer-facing reps.** 
So that they can provide a cohesive and co-ordinated experience to the customer.

**Leverage the knowledge that already exists in your team.**
Peer to peer training provides additional context and real-world application to standardised content, which helps new hires ramp faster.

**Adapt your sales process to the buyer experience.**
Listen to the prospect and jump through their hoops, rather than making them jump through yours.

**Everyone is vying for the attention of customer facing teams.**
But reps need a single point of entry to the content and information they need to do their jobs effectively.

We hope you enjoy the conversation. If you’d like to talk about any of the topics raised, or find out more about what we’re building at Workbounce, we’d love to hear from you. 

team@workbounce.com




We speak to Catherine Young, Head of Global Sales Enablement Strategy at Xerox, and Carly Lehner, Head of Revenue Enablement at Andela about laying the foundations of successful sales enablement.

The Foundations of Sales Enablement with Catherine Young and Carly Lehner

Welcome to the Workbounce Podcast. In our first episode we speak to [Roman Gruhn](https://www.linkedin.com/in/romangruhn/) Senior Director of Sales Operations & Technology at MongoDB and [Neil Ryland](https://www.linkedin.com/in/nryland/), Chief Revenue Officer at Peakon.<br><br>

<iframe src="https://www.buzzsprout.com/1774043/8457202-how-to-win-remotely-with-neil-ryland-and-roman-gruhn?client_source=small_player&iframe=true" loading="lazy" width="100%" height="200" frameborder="0" scrolling="no" title='The Workbounce Podcast, How to Win Remotely with Neil Ryland and Roman Gruhn'></iframe>

## Key takeaways:

**Make training bite-sized for self-paced consumption.**
A necessary shift to remote-first has highlighted the importance of adopting asynchronous ways of working, to support employees where periods of attention are no longer predictable.

**Empathy is king for building resilient teams and better champions.**
The unexpected benefits of gaining a window into the life of your team and customers have been increased compassion, trust and rapport. These traits build stronger relationships with colleagues and customers.

**In the age of the connected customer be genuine.**
Related to the above, the strongest competitive differentiator is being yourself. 

**The lines between pre and post-sale blurring.**
We need to drive a connected customer experience and build relationships that last beyond the point of sale.

We hope you enjoy the conversation. If you’d like to talk about any of the topics or find out more about what we’re building at Workbounce we’d love to hear from you. 

team@workbounce.com


podcast-1

Welcome to the Workbounce Podcast. In our first episode we speak to Roman Gruhn, Senior Director of Sales Operations & Technology at MongoDB and Neil Ryland, Chief Revenue Officer at Peakon about how to win remotely in the changing landscape of enterprise sales.

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The Foundations of Sales Enablement with Catherine Young and Carly Lehner

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