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Episode Summary This episode is all about building a sales enablement strategy and deploying it across your business! I'm joined by Lisa Neff, who is the sales enablement manager for Porex. Lisa shares a wealth of information about how to get started building your strategy, where to begin with deployment, and how to manage KPIs for success. [00:01:15] Introduction: Lisa Neff, Sales Enablement Manager at Porex Lisa Neff is with Porex, a company based out of Atlanta. They are a global leader in advanced porous solutions and are a member company of the Filtration Group. She has been with them for a little over a year, but has about 16 years of experience in sales enablement. [00:02:00] How did Porex begin on their sales enablement journey? What were some of the drivers inside the business? How did that strategy begin to evolve inside of your company? Porex is a 61-year-old company that grew very quickly and expanded globally. There was a separation in the sales teams as they had different ways of handling their content and customers. Without a centralized location for sharing, we noticed problems and inefficiencies and it was the sales team that was carrying the burden. The sales leaders came together to come up with a plan regarding how they envisioned sales operations working. [00:04:40] How did your organization begin to look at structure? When did something click within sales operations? Who was able to help champion this concept of moving toward a formal sales enablement function? A critical step was defining what sales enablement meant to our company and then defining our mission statement. Ours is to be sure that we are developing our sales reps with actionable information to grow revenue. A major component for Porex is training – no matter where a rep lives, they have the same information across the globe. The biggest problem was that there wasn't an easily accessible and centralized location for content. We needed that so reps could have meaningful conversations with their customers. Sales enablement was a fantastic solution to that problem. [00:09:25] How did you address sales and marketing alignment and what were some of the things that led to your success of being tightly integrated? Marketing finds the need in the market or whatever niche they're focusing on and create content they're passionate about and then they bring that to the sales reps. The sales team has answers to questions and they're confident because all the content is right there. [00:13:25] How do you set metrics and KPIs around the success of the team? One thing we started looking at was what the expectation was for how often we expected a rep to be in front of a customer. Another thing we thought about was if the rep was in front of the customer, did we expect them to present material. We had an expectation that reps should be sharing a certain number of pieces of content with a client in a 30-day window. Our adoption in March was only about 40% and by the 1st of July, we were hitting that 85 to 90% mark. Now a year later, we at a 100% adoption and continue to see that month over month which is a testament to the software. It works. [00:18:30] How have you approached sales enablement as a function vs sales enablement as a software? As a function, it is building those partnerships across the other functions of your company - marketing and customer service operations, for example. Sales enablement acts as a liaison. It's really about communication. One of the key things is building trust with your teams and not working in a silo. You have to do what you say and say what you're going to do to form a trusting relationship. [00:21:55] What have you found to be the biggest challenges for deploying your sales enablement strategy and what have you done to avoid roadblocks? One of the challenges we faced was simply reminding the reps that the tool was there and how to use it. Sales enablement was the baby department and it was still brand new. We had to be very flexible and willing to adapt to change. Klyck gave us a structure that really helped guide us in setting a foundation of what an application package that's ready to go to market looked like. There was also confidence in the sales team. Just knowing sales enablement was part of the process and that when we're doing a new product release or taking some strategy to go to market, allowed our sales team to get comfortable with knowing that the resources they needed were available in the sales enablement tool. [00:31:00] What did you attribute to be your biggest factors of success? And what advice would you give to others who are going to get ready to take the plunge? We started with a rep council. We took a couple of reps from each region (some high performers and some low performers) to give feedback. We wanted a true adoption experience from different perspectives. Throughout that first month, everybody got a little homework assignment where they needed to go in and demonstrate a feature of Klyck. Not only did it create muscle memory, but also drove home the idea that sales enablement was a part of the fundamental sales skills in the company. We wanted our reps to go in and play with it for a little bit. That was a big thing - go in and play to see you can't break it. And that's the great thing about Klyck, you can't. We wanted to take that fear away. [00:36:19] Take-aways Have a mission statement Build trust with your team - deliver what you say you're going to Sales enablement can create an atmosphere that provides the fundamental skills for how a person reacts to problem and the tools they'll use to conquer it Resources & Links Sales Enablement Checklist Resources Lisa Neff LinkedIn Profile Porex Website Dave Karr LinkedIn Profile Klyck.io Website

Introduction: MJ Peters, VP of Marketing at Firetrace (Time stamped at 1:00) MJ Peters has been in her position for two and a half years. Firetrace sells and manufactures automatic fire suppression systems that detect and suppress fires that start inside of equipment. They sell through OEM, distribution, and direct channels. How should marketing be viewed inside of an organization and what is marketing's role at the executive level of the organization? (Time stamped at 2:00) Marketing teams need to be deeply involved in marketing strategy and actively bring insights to drive the strategic direction of the company as a whole. How do you structure a marketing team within an organization and how do you set that team up for success? (Time stamped at 3:30) There are three marketing components. Product marketing, growth marketing, and product management. Product marketing is going out to market understanding your customers, what solutions are out there, and what opportunities exist. Growth marketing amplifies the value proposition that you bring to the right customer on the channels where they spend time. You can generate opportunities for the sales team regardless of the medium you're going to market with – traditional or digital. Product management is the whole lifecycle. It addresses things like: What are the new product opportunities? What is currently moving through the new product development pipeline and is it going to meet the customer's needs? What's ready to launch and how are you supporting the launch of new products? Does the sales team know what they're going out to sell? Is the operations team ready to deliver it? Is engineering ready to support it? How should marketing manage the voice of the customer and how do you get those insights delivered back to the organization? (Time stamped at 10:30) Try to set up conversations where the objective is not a sales call. The purpose of the call is to really find out what the customer needs. That will bring the most insights forward. Start broad and then zoom in. The first couple of questions you ask should have nothing to do with your product. You should aim to find out what they think are the most important elements of their job because it can help you uncover latent needs. How do you set up customer meetings to capture insights? (Time stamped at 14:45) It's easier said than done. Try working with sales because sales can open doors for you – especially with the customers they have good relationships with. But you don't only want to talk to your friends. You want to talk to customers that might have cooled off or customers you aren't selling to right now. You will need to do some cold calling – especially if your organization hasn't done customer research like this before. People won't always take your call, but if you send enough targeted emails you should be able to set up seven or eight calls and that's all it takes. How do you determine the most effective marketing channels for your business? Once you do that, how do you begin to scale that strategy? (Time stamped at 17:20) Start running experiments by channel type, and you need to start thinking of events as a channel, too. If you want to have good results you should only be looking at two channels at a time – especially if your marketing team is small. Use experiments to find out what works and then scale up or down accordingly. SEO and paid ads are a good place to start. What are your thoughts on integrating MarTech and how did you start building your digital strategy? (Time stamped at 21:30) Start working on the tech stack earlier than you think you need to. Having an effective tech stack (website feeding information to your CRM and then Google analytics) can accelerate your knowledge about the customer. MarTech systems, like Hubspot, can identify how your new leads arrived and you can learn more about the customers from their contact information. Tools like Hubspot can provide you with information that you wouldn't otherwise have. If you don't have a marketing automation system in place, you're going to have to find things out manually and it will happen slowly. Make sure your website plays nice with your CRM and follow it up with Google Analytics (make sure you set it up properly). HubSpot is a great tool. It's a marketing automation system, it's a CRM, it's a social media management tool, and it will manage your paid ad accounts. Start implementing MarTech earlier than later and start with something that can do a lot out of the box. With Hubspot, were you able to start making progress early on or did you have to tailor the tool to fit your process? (Time stamped at 25:24) I had to tailor the tool and made a lot of mistakes at first, but I kept going. Eventually, the right metrics to measure surfaced, and the right fields to ask the sales team to fill in surfaced and we were able to get rid of the elements that weren't helping. You need to minimize the number of asks on your sales team to make the technology work. Do it step by step and do it in small chunks. What metrics did you place your focus on? How do you view those data points in terms of attribution? How did that help you grow your effectiveness as a marketer in the B2B industrial segment? (Time stamped at 28:45) One of the challenges with MarTech tools is that there is too much data. You have to figure out what data is actually going to be useful. It's difficult to manage more than two or three metrics. I don't agree with linear attribution models because they aren't a reflection of what's actually happening. They can be very misleading. Attribution models aren't at the point where they can give you the whole story, so it's best to sometimes tune them out. Look at two metrics: inbound dollars of opportunities and the number of opportunities in the pipeline from marketing sources. Keeping it simpler is better. Take-aways (Time stamped at 34:20) Effective marketing is not just communications. Most industrial marketers are still thinking in terms of broachers and trade shows. The companies that are winning are thinking about marketing in terms of strategy. The digital opportunities in the B2B industrial space are huge because there are still many companies that are focused on traditional marketing methods. Trade shows happen once a year, but with digital, you can reach out to the same people every day on social channels. There's a lot of technology out there that can help you accelerate everything from your customer insights to how quickly you can reach the right customers with the right message. But, at the end of the day, it's all about fundamentals. It's about understanding what your customer wants, keeping your message simple, being disciplined about what you measure and what you're doing, and taking away what's not working. Resources MJ Peters LinkedIn profile Firetrace website HubSpot website Dave Karr LinkedIn profile Klyck.io website Klyck.io product platform

In this episode, Kristine Sizemore joins to discuss the importance of refining your sales training strategy for 2021. With so much changing in the world of solution selling since the pandemic, many organizations are struggling to pivot their sales operations to adapt to the new normal. We'll discuss ways that organizations can leverage new training techniques to ensure that their teams are equipped to succeed in 2021 as they navigate the post-COVID environment. Introduction: Kristine Sizemore, President at Sandler Training At Sandler Training, Kristine Sizemore works with companies that are doing well but looking to grow in terms of revenue, prospecting process, and having better conversations with customers in their ideal target market. She also helps companies that are tired of cutting costs to win deals when they don't need to. (Time stamped 1:00) Discussion topics and time stamps What are the fundamentals of what has changed in sales training since the pandemic? What has stayed the same? How should we be thinking about 2021? (Time stamped 2:20) What sort of adaptations are organizations and sellers having to make to continue to stay relevant? How can organizations help train their sales teams on how to better adapt to the new normal? (Time stamped 6:25) How are organizations looking at their training metrics to figure out if there is the stickiness factor in actually seeing results from what they're implementing in terms of training? (Time stamped 16:10) How has training for channel partners or rep agents changed as we've morphed in 2020? How is that going to play out in 2021? (Time stamped 22:30) What has changed in terms of the bid process? How are people handling the touchpoints in between in that process? (Time stamped 27:50) Take-aways You control the leading indicators of your success. We control what we do every day, every week, and every month. Make sure you're really understanding what's going on with your prospects. Learn from your current clients. Make sure your process is in alignment with what matters most to them. Learning from each other and pivoting and shifting based on what you're seeing in your marketplace can set you apart from your competition. Resources Kristine Sizemore: https://www.linkedin.com/in/link-kristine-sizemore/ Dave Karr: https://www.linkedin.com/in/davekarr/ Sandler Training: https://www.ksainc.sandler.com/ Article - The Importance of B2B Sales Training: https://www.klyck.io/blog/the-importance-of-sales-training-for-b2b Klyck.io: https://www.klyck.io

On this episode of B2B Enablement, Chris Dickey (CEO and Founder of Visably) joins to discuss how B2B marketers can apply new techniques to increase search engine visibility. Chris shares insights on ways that search engine visibility differs from traditional search engine optimization (SEO) and how marketers can use this concept to help them more effectively rank their brand, not just their website. Introduction: Chris Dickey, Founder and CEO at Visably (Time stamped: 0:45) Chris has been a marketer for 17 years and has been involved in publishing and agencies for 11 to 12 years. His new company, Visably, helps companies measure their brand footprint and search. Chris also owns his own PR agency. What's the difference between SEO (Search Engine Optimization) and SEV (Search Engine Visibility)? (Time stamped: 2:05) SEO is about trying to get your company's content at the top of the search results. If you're successful, that's fantastic, but it's tough to do because there is an incredibly competitive landscape. SEV is about trying to get your company's brand to rank. It's about your customers discovering you in any kind of search. How does SEV relate to ranking your brand versus ranking your website? (Time stamped: 3:45) The main point is to get people talking about you. eCommerce partners and wholesale partners have a huge presence online, have a more powerful domain, and do well in non-branded search terms. The idea is that you're trying to get other people's websites working for you. What is the difference in how you rank a page with SEV versus traditional SEO or SEM and how is the buyer intent different? (Time stamped: 6:50) Most modern marketing organizations have several different functional groups (SEO, content, PR, eCommerce, etc) and they can all be brought together through SEV to improve overall SERP performance. Google tries to determine intent based on three things: do you want to click to buy, click to learn, or click to go. Marketers need to match the content and strategy with the intent of the keyword. Visably will go through and aggregate the content on the first page of the search to figure out intent for you. How does one handle the difficulty of keywords in niche market and is it worth it? How can SEV help B2B marketers? (Time stamped: 11:10) When you do a search, look at the page. If it's full of click to learn sites, that is your contact list. You can ask one or more of the writers to consider updating a blog post to include some new information you provide them. Try to make better relationships with the people getting the top Google spots. If you can get in front of them, the next time they write a review, your company might be in it. It's important to build visibility that's not just your own content. This is an integral part of improving overall SEV. How does media and other site listings affect SEV? (Time stamped: 18:40) Reverse engineer how someone finds you by getting a handle on your keywords. Ask yourself: What are the search phrases people are using to look for what I offer? Then you can figure out the relative search volume for each of your keywords. Use the search results to build lists and targets, then allocate those targets to your respective teams to work on optimization. Examples of when SEV has shown good results for B2B. (Time stamped: 22:15) Using Visably as an example: Seeding and answering questions on question-and-answer websites like Quora helps improve online visibility. Similar approaches can work well for B2B in general. Take-aways (Time stamped: 24:05) Shift your search engine results strategy from just ranking your website to ranking your brand Don't think about the current SERP results as opportunities you've missed, but future opportunities you can gain. Use the results as a list building tool. Don't write off competitive keywords - Create strategies to get into search results with a more holistic approach, including SEV. Resources and links from this episode: Chris Dickey's LinkedIn Profile: https://www.linkedin.com/in/chris-dickey-6619b712/ Dave Karr's LinkedIn Profile: https://www.linkedin.com/in/davekarr/ Visably Website: http://www.visably.com/ Klyck.io Website: https://www.klyck.io/

On this episode of B2B Enablement, Sam Shepler (CEO of Testimonial Hero) joins to talk about the importance of using customer testimonials in your sales and marketing strategy. He shares insights and tips on how your business can use video testimonials to help reduce friction in the customer journey and build brand equity with potential clients. Introduction: Sam Shepler, Founder and CEO at Testimonial Hero (Time stamp 1:00) Testimonial Hero is a video testimonial creation service for B2B marketing leaders. They produce videos all over the world (in-person and remotely) and help B2B marketers drive better results by using the voice of their customers. Why do video testimonials really matter for B2B revenue teams and how does that function bring together sales and marketing? (Time stamp 2:10) Prospects want to hear from other prospects. Many buyers are skeptical of sales content and are more interested in hearing from their peers. In fact, only 9% buyers rate vendor content as trustworthy. How are testimonials valuable for marketing and sales? (Time stamp 4:00) For marketing, video testimonials reduce friction wherever you use them (landing pages, cold emails, etc.) It's best to make several versions of the video. Use a 90 second version as standard, 30 second version for social, and a 15 second version for digital paid ads. Testimonials help you build trust faster and increase credibility thus accelerating the buyer journey. What are the friction points and where do testimonials come into play? (Time stamp 6:25) There's never a time when buyers don't want to hear from other customers. Traditionally, testimonials have been used in the final stages of the sales process. Now they are being used in all stages of the funnel. If video testimonials are so important, why aren't more people using them and what's preventing them from becoming more popular? (Time stamp 10:30) One major problem is that no one is putting their hand up to be featured in them. Marketing, sales, and customer success all need to come together to figure out who is the best person to approach. Testimonials aren't only for you. They hold your customer up as an example of best practice in their industry, plus, it's good PR for the individual featured in the video. People want to showcase their achievements. How do you go about making a video testimonial? (Time stamp 14:25) Big companies are hiring videographers and can use in-house resources. But there is also the DIY approach. You can simply record a video meeting and do some simple editing. It won't likely be a show stopper, but it's an option. You can also work with a partner, like Testimonial Hero, that can do on-site and remote filming for you. Have there been any big changes in the way customer testimonials are handled as a result of COVID? (Time stamp 21:25) There has been an increase in remote-only testimonials. Though in-person filming is still happening. The challenge isn't maintaining physical distancing, it's that many offices are closed. Videos are being filmed in rented conference rooms or co-working spaces that can be dressed up to provide a nice background. Tips for people looking to get started with video testimonials? (Time stamp 23:10) The challenges are getting people to agree to do video testimonials and getting comfortable asking for them. There are some options. You can build the ask into the initial sales agreement. It has a greater chance of being redlined, but also sets the expectation early. You can also use the ask as a bargaining tool. If they put the brakes on the project because of the cost, you can offer to discount the price if they agree to do a video testimonial (pending satisfaction, of course). That way, they get a discount and conversation about a testimonial is already started. Take-aways (Time stamp 27:00) Find out where the friction being created and figure out how to leverage the customer voice to push through those barriers. If you're in marketing, talk to sales to find out who the best customers are. If you're in sales, talk to marketing and ask for video testimonial assets. B2B buyers are skeptical of vendor content. So, do a brand/messaging audit and ask yourself. “Do we have the voice of the customer in our story?” Resources and links from this episode: Written summary overview of this podcast : https://www.klyck.io/how-to-use-customer-testimonials-to-close-more-deals-and-build-brand Sam Stepler: https://www.linkedin.com/in/samshepler/ Dave Karr: https://www.linkedin.com/in/davekarr/ Testimonial Hero: https://testimonialhero.com/ Klyck.io: https://www.klyck.io/ Testimonial Hero's The 15 Ultimate Video Testimonial Interview Questions

In this episode, Dave Karr (VP of Marketing at Klyck.io) and Michael Hartman (Director, Marketing Technology, Demand Generation and Analytics at Freeman Company) discuss how marketing automation and MarTech systems can support B2B marketing operations. We'll discuss how marketing automation can be optimized to support the sales funnel, best practices and concepts for launching a MarTech integration project, how to handle change management when implementing new MarTech, and how to align MarTech systems to support overall revenue generation in the organization. Summary and Time Stamps: Introduction: Michael Hartman, Director, Marketing Technology, Demand Generation and Analytics at Freeman Company (Time stamped at 0:40) Michael's background is in implementing and deploying marketing automation and MarTech. He is currently leading demand generation at Freeman, but started out in management consulting then took a turn into marketing. Marketing automation and its importance (Time stamped at 2:10) Marketing automation and CRM are the core of what every B2B enterprise has and that's not going to change. The major problem is the enormous growth in point solutions in marketing technology and finding a leader in that space. Marketing automation is the core in scaling what you do and CRM is at the center of all of that. Properly making MarTech work and where you get started (Time stamped at 4:00) You need to understand what is currently in place. You need to know how you go to market and decide if your organization is ready for a MarTech solution. ABM is an example of where things become challenging. First you need to get sales and marketing in alignment. Then you can experiment. People and process need to go in front. How to Setup Marketing Automation for Success (Time stamped at 6:25) People and process should precede technology. The system needs to support the day-to-day needs. One of the challenges is the hand off of leads to sales and getting information back to the marketing system. There needs to be a clear picture of the full lifecycle. With that, you can start to see which channels are working better to generate pipeline and revenue. How to leverage the capabilities of marketing automation and the data (Time stamped at 10:45) Enable the sales team to have visibility and see what's happening with prospects and customers. Marketing automation can make the information they're tracking visible within the CRM application. Get the intent information and then you can customize to a prospect or organization. Make sure you update lead statuses and then keep them up-to-date. Having the discipline to update makes the work the best it can be. How marketing automation empowers personalization in customer touchpoints (Time stamped at 14:20) Educate sales teams how marketing automation and the data it can collect can help the them with personalization. It doesn't have to overly complex, you can start by making simple lists. Much of the time, keeping things simple can generate the most wins. The simplest way is often the best way. It's important to not get caught up in complexity and to remember that it won't be perfect. The role management plays in MarTech (Time stamped at 16:40) Bring in middle management because they can upsell through the chain and help sell it to their managers. It's important to enable people to make decisions, but also to give them space to get it wrong. That said, you should continue to try to get better and better. “Done is better than perfect.” It's the journey. It's not the event. Best practices in marketing automation (Time stamped at 21:40) No company is the same, so there is no one size fits all. Having marketing automation and CRM in place is at the core. There are some principles that apply across the board, though. One thing is keeping things simple and solving for the 80% and not the 100%. Also, try things and try to move forward. When it comes to technology, figure out if there is a way to achieve the same goal without buying new technology. Picking the best marketing technology and aligning to your needs (Time stamped 25:05) Most marketing technology can do the same things. You have to decide what you're comfortable with and figure out what the technology can integrate with it. You can win with any of them. It also depends on the size of your organization. Take-Aways (Time stamped 32:55) Best practices are a myth. Every organization is different and how they implement is different. People and process first. Technology should follow what you're doing with go to market. Keep it as simple as possible. Marketing automation is foundational with CRM. Don't look at other technology before having those in place. Resources and links from this episode: Michael Hartman: https://www.linkedin.com/in/michaelhartmanndfw/ Dave Karr: https://www.linkedin.com/in/davekarr/ Freeman Company: https://www.freeman.com/apac/ Klyck.io: https://www.klyck.io/ LeadMD: https://www.leadmd.com/ HubSpot: https://www.hubspot.com/ Zinc Partners: https://www.zincpartners.us

In this episode, Lewis Mudrich, Founder of KonvertLab, joins as our guest to discuss how B2B companies can build a PPC and social media advertising strategy. Topics include how to get started with PPC and online ads, the best ways to set up a strategy with internal or external resources, common mistakes made with PPC, how to set up analytics to track success, how to align your sales funnel to nurture the leads, the power of LinkedIn advertising for B2B, and how to ensure that you are getting a positive ROI on your efforts. Links to episode resources: Lewis' LinkedIn Profile https://www.linkedin.com/in/lewismudrich/ Dave Karr's LinkedIn Profile https://www.linkedin.com/in/davekarr/ Klyck.io Website https://www.klyck.io KonvertLab Website https://konvertlab.com/

In this episode, Drew Franklin (Marketing Specialist at Altec) joins us for a discussion about why B2B businesses need a video marketing strategy. Video has solidified itself as the king of content and marketers must understand how to utilize video in their overall content marketing strategy. Topics of discussion include : What is video marketing, how to build a video marketing strategy, what type of videos you should be creating, how to track analytics on video marketing, and what B2B companies are benchmarks for success. Links to show resources below: Drew Franklin's LinkedIn profile - https://www.linkedin.com/in/drewdfranklin/ Altec's Website - http://www.altec.com Altec's YouTube Channel - https://www.youtube.com/user/AltecTrucks SPOC Automation's Website - https://spocautomation.com SPOC Automation's YouTube Channel - https://www.youtube.com/user/spocautomation Refine Labs Video Library - https://refinelabs.com/videos/ Peter McKinnon's YouTube Channel (great educational content on how to produce video!) - https://www.youtube.com/user/petermckinnon24

In this episode, we dive further into the concepts of sales enablement and the connection to revenue enablement within organizations. Jamie Kirmess, Principal at LeadMD, joins as our guest to discuss how B2B companies can leverage sales enablement to support better connectivity between sales and marketing, digitalization, change management, and ultimately revenue enablement. Jamie shares real life examples of how LeadMD's clients have applied sales enablement strategies in their business to drive better marketing results and increased revenue. She also leaves listeners with 3 powerful concepts that can be immediately applied in their business. Links from the episode: Jamie Kirmess's LinkedIn profile - https://www.linkedin.com/in/jamiekirmess/ Klyck.io Website - https://klyck.io LeadMD Website - https://www.leadmd.com

In this episode, I'm joined by Stephanie Friedman, Vice President of Sales and Marketing at City Paper Company, to discuss the importance of personalization in your sales and marketing activities during COVID 19. We discuss a number of best practices from B2B business that are doing this well and share some practical steps that you can take to improve your outreach. If you are looking for creative ideas on how to connect with your customers and break through the cloud of COVID 19, this episode is for you. Resources and links below from the show: City Paper Company's Website : https://citypapercompany.com Stephanie Friedman's LinkedIn Profile - https://www.linkedin.com/in/stephkfriedman/ Klyck.io's website : https://klyck.io Klyck.io's blog : https://blog.klyck.io/blog Dave Karr's LinkedIn Profile : https://www.linkedin.com/in/davekarr/

In this episode, Dave Karr hosts a chat with Paul Ryce (Vice President of Business Development, Klyck.io) about the implications and impacts of selling during COVID 19. Topics include how to sell remotely, how to manage a sales team during the pandemic, how to use sales enablement to empower better remote customer meetings, and how COVID 19 could reshape the way we think about sales. Resources from the Podcast: Klyck.io article - COVID 19 - A Guide to Remote Selling Request a demo of Klyck.io - https://klyck.io/request-a-demo/

In this episode, Dave Karr hosts a chat with Josh Wagner (Director of Partnerships, LeadMD) to discuss concepts from Klyck.io's most recent eBook, the 2020 Digital Roadmap for Industrial Sales and Marketing. Topics include sales and marketing alignment, marketing automation, CRM, sales enablement, and how to apply digital tools for success. Resources referenced in the Podcast: Download Klyck's new eBook here - 2020 Digital Roadmap eBook Request a demo of Klyck.io's sales enablement platform - https://klyck.io/request-a-demo/ Josh Wagner's LinkedIn Profile - https://www.linkedin.com/in/joshwagneraz/ LeadMD's Website - https://www.leadmd.com Info on Klyck.io - https://klyck.io

Welcome to B2B Enablement! A podcast created specifically for B2B industrial sales and marketing leaders. In this introductory episode, we discuss the launch of our new podcast and what you can expect to learn on each episode. We'll cover the 3 main concepts of the podcast, digital transformation, sales management, and marketing management. To learn more about Klyck.io and access other resources related to this podcast, please visit www.klyck.io