Episode 19

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Published on:

15th Feb 2025

ISEs3 Ep19: Jen Marie Jacober - SES O.G.

We're thrilled to bring you episode 19 of Inside Sales Enablement, Season 3 - Enablement History, featuring the one and only SES O.G. Jen Marie Jacober, or as some of you might know her, Bacon. Join us as we dive deep into the origins and growth of the Sales Enablement Society with someone who was right there from the start!

🧠 5 Keys You'll Learn in This Episode:

  1. Origins of a Movement - How Jen Marie stumbled upon sales enablement and played a pivotal role in launching the Sales Enablement Society.
  2. The Power of Networking - Discover how the community fostered invaluable professional relationships and connections.
  3. The Birth of Chapters - Learn about the formation of local chapters and how they contributed to the society's mission.
  4. Evolution to Revenue Enablement - Explore the transition from sales to revenue enablement and what it signifies for the industry.
  5. AI and the Future - Jen Marie shares her thoughts on AI's role in the future of enablement and the importance of being an orchestrator in a digital world.

🥓 Fun Fact From the Episode:

Did you know Brian Lambert gave Jen Marie the nickname "Bacon" because he said she makes everything better, just like the breakfast staple? Now that's a compliment worth savoring!

Mentioned in this episode:

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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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Erich Starrett has been building and advising in emerging technologies since the earliest days of the internet, long before “AI” was trendy. His career has focused on helping organizations adopt new technology in practical, human-centered ways that actually move revenue forward. Grounded in the belief that technology should remove “administrivia” rather than replace human creativity, judgment, or empathy.

He is the founder of OrchestrateRevenue.com, where he works with startups through large enterprises to design AI-powered go-to-market and revenue operations systems that remove administrivia and increase the precision of GTM revenue engines across sales, marketing, and operations. He operates as a fractional executive and GTM Engineer / AI architect, helping leadership teams modernize revenue without losing their humanity. He is a huge advocate of Creative Contact Marketing and has THE Audacity to be in process of launching a new agency with the global thought leaders in the space - Stu Heinecke and Dale Dupree.

Erich is also the creator of AICHE (AiCuriousHumanEnthusiast.com) and hosts the AICHE Podcast, where he explores the evolving relationship between humans and intelligent systems, with a strong emphasis on agency, ethics, and practical application. AICHE represents a growing identity for professionals who are optimistic and curious about AI while remaining firmly human-centric.

In addition, he plays an active role in the Atlanta tech ecosystem as a Clay Creator and Clay Club Community Lead, and as the Atlanta Chapter Lead for the RevOps Co-op, helping revenue operators learn, build, and scale together in community. He is also a #MindStudioMaster AI Agent Builder (Level 3) and a global Ambassador of GTM AI Academy.

Brian Lambert, PhD

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Dr. Brian Lambert is an Amazon Best-Selling and Award-Winning Author, AI strategist, and digital transformation expert dedicated to helping leaders overcome data drag and master AI-driven success. As the host of The AI Lead Podcast, Brian delivers actionable insights, expert interviews, and real-world strategies to help professionals and organizations navigate the AI-driven economy.

With over 20 years of experience in technology, business transformation, and leadership development, Brian has worked with Fortune 500 companies, government agencies, and industry pioneers to drive AI adoption, digital strategy, and workforce innovation. He is the author of The AI Lead: Overcoming Data Drag to Accelerate Digital Dominance and the creator of Digital Command, a movement designed to equip professionals with the skills needed to thrive in the age of AI.

Follow Brian Lambert to stay ahead of AI trends, digital strategy, and the future of leadership. 🚀