Episode 16

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Published on:

1st Jun 2024

ISEs3 Ep16 Jonathan "Coach K" Kvarfordt - GTM AI + Enablement on the RISE

Join Erich Starrett in the Orchestrate Sales Studios as he interviews Jonathan "Coach K" Kvarfordt on the transformative power of AI in Enablement. Delve into Jonathan's insights on evolving the role of enablement professionals and the strategic impact of AI.

  • Jonathan's journey from survival-focused to strategic thought leadership in sales enablement
  • Active involvement in opportunities to improve Enablement
  • The formation and goals of the RISE initiative for research-based enablement insights
  • The role of AI in feedback, coaching, and automating administrivia
  • Future of enablement with AI and the necessity for adaptation and innovation

We can't wait for you to listen to this episode and harness the power of AI to elevate your enablement game. Jonathan's insights are not just enlightening but will truly redefine how we look at sales enablement’s role in the future.

Don’t miss this in-depth discussion on the future of Enablement!

5 Keys You'll Learn in This Episode 🎓

  1. Jonathan’s Journey: Discover how Jonathan transitioned from a survival mode to becoming a pioneering figure in sales enablement, learning from industry leaders and engaging with professional organizations.
  2. AI in Feedback & Coaching: Learn how AI tools like Momentum are transforming feedback processes, making coaching multilingual teams more efficient and strategic.
  3. Philosophical Shifts in Enablement: Jonathan challenges the traditional reactive role of enablement, advocating for a shift towards being proactive strategic partners within organizations.
  4. Strategic Use of AI: Get insights on how AI can automate routine tasks, freeing up time for more creative and impactful enablement activities.
  5. Future Vision: Jonathan introduces the RISE Initiative, which aims to clarify enablement roles and responsibilities using data-driven insights. This initiative involves thorough research and academic collaboration to define what good enablement looks like.

Fun Fact of the Episode 🌟

Did you know Jonathan discovered AI’s immense potential even before ChatGPT became a household name? His early adoption of generative AI tools has paved the way for groundbreaking applications in enablement, from crafting precise feedback to creating competency models that require minimal tweaks!

Mentioned in this episode:

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ISE Listeners Get 30% Off of GTM AI Academy!

GTM AI Academy. The only AI curriculum curated by Enablement for Enablement ...and the entire cross-functional GTM team. Don't get tangled up in all of the random vendor driven offerings in your feed. Learn AI from a globally trusted source - Coach K - Jonathan Kvarfordt Their bundle "Enablement AI Mastery" includes BOTH the core "Generative AI Foundations" course AND "Enablement AI Mastery" specifically. Each course has a value of $599 individually, but Coach K is offering them as a bundle with reduced pricing. AND as a listener of the Inside Sales Enablement podcast, if you "ACT NOW" you can use code "ISE30" to get an ADDITIONAL 30% off of the entire thing. You will also receive FREE access to the GTM AI Tools Demo Library. Coach K has done the demos so you don't have to and offers his straight shooting opinion through an Enablement lens. Go to www.gtmaiacademy.com and enter code ISE30 TODAY and elevate your AI Enablement game!

Brought To You By GTM AI Academy - 30% Off for ISE!

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About the Podcast

Inside: Sales Enablement
Join industry experts Scott, Brian, and Erich as they take you inside the past, present, and future of Sales Enablement.
SEASON 3: Enablement History w/Erich Starrett and Special Guests
Together we will hop (take a leap!) into the Enablement Time Machine and...
- Have a look back with those who had a role in / contribution to Enablement history.
- Pause in the present, to hit on a few "modern" themes
- And then shift our focus to the future of the Enablement function / profession, and what it may bring for Enablement teams.

SEASONS 1 + 2: Scott Santucci & Brian Lambert
Explore the dynamic world of elite B2B Sales Enablement professionals who support solution sellers at scale while running Enablement as a cross-company strategic function to the C-Suite.

Discover the winning mindsets, strategies, and executable insights commercial enablement leaders follow to elevate their role and function. Engage with other listeners looking to evolve their function to commercial enablement, talent enablement, message enablement, pipeline enablement, or organizational enablement.
Support This Show

About your hosts

Scott Santucci

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Scott Santucci is widely recognized as the founding father of rapidly emerging sales enablement space. In 2008 he created the sales enablement practice at Forrester Research where he published the first official definition of the role.  While there, he and his team conducted ground-breaking research that highlighted the massive expense of “random acts of sales support” and the growing gap between buyers and sellers, and also identified the characteristics of organizations that achieve outlier performance.  He’s advised investment firms, CEO’s, CFO’s, and other executive teams about the strategic importance of sales enablement in the changing business environment.  In 2015 he joined Alexander Group to blend his expertise with that of the leading boutique revenue growth consultancy in order to help clients successfully evolve their sales forces and become more competitive in the new economy.

Today, Scott wears two other hats in addition to his Program Director responsibility with the Conference Board.  In 2016 he founded a local meet up group in DC that would evolve into The Sales Enablement Society and currently serves as its President.  “The Society” is a volunteer organization dedicated to promoting and elevating the role of sales enablement.  The group has grown rapidly and is over 4,000 members today, with 50 local chapters spread across 15 countries.   In 2018 he founded his own firm Growth Enablement Ecosystems – where he focuses on applying what he’s learned to help companies establish progressive sales enablement functions and programs to activate growth.  He is a proud graduate of Virginia Tech, where he attended on an athletic scholarship and currently resides in Northern Virginia with his four children.

Erich Starrett

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In addition to co-founding OrchestrateSales.com, I had the opportunity to join Scott and Brian in a couple of Episodes the first few seasons of ISE. Fully embracing the curiosity of the SE Nerd in me I host ISE Season 3: Enablement History. My passion project? The elevation of the profession. Established upon Enablement history -- the three founding positions of the Sales Enablement Society back in November of 2016. Creating a platform for Enablement Superheroes around the globe, across the timeline, to unveil their role in our story. A movement where Enablement Practitioner evolves to become a cross-functional #Orchestrator of their company's Revenue Engine and ultimately obtains a executive-level seat as head of Productivity.

Brian Lambert, PhD

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Dr. Brian Lambert is a vanguard for customer-centric business strategies and excels in spearheading digital transformations. His collaboration to align technology, process, and behavioral systems across various functions is pivotal to his team’s success. As a practitioner and leader, he accelerates digital transformation by aligning people, processes, and technology with customer-centric experiences, laying the groundwork for cohesive and adaptive organizations to thrive in the digital economy.

Globally recognized as a practitioner, leader, consultant, adviser, and strategist, Dr. Lambert’s expertise spans technology, sales, product management, and marketing. His adaptive career encompasses profound expertise in technology, big data, application development, marketing, sales and sales management, sales enablement, and operations.

As an International practitioner, consultant, and host of the Digital Flight podcast, Brian's influence extends through his foundational work in non-profits and academic contributions. He emphasizes the importance of digital innovation and customer focus in today's business landscape.

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