April 28th, 2022  
In 2009, at Forrester Research, I was part of a team building the client-facing Sales Enablement practice. We positioned the value of Sales Enablement as a way of maximizing the return on the cost of sales and marketing. Armed with a simple model and a large ‘cost of sales’ number, we were looking to justify an increase in our Sales Enablement budget. Our key metric was a long-term lagging indicator: annual ‘cost reduction’ versus ‘growth improvement. This approach failed to resonate with sales because …

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Mark your calendars and TAKE THE LEAP with us in person at the 2022 SES Experience, one of the most recognized global conferences for sales enablement professionals. This premiere “Experience” fosters learning, connecting and re-connecting with your peers, clients, decision makers and those who conduct and build powerhouse enablement programs.  

Are you planning on joining us in person? Discounted hotel room rates are available at the Westin Buckhead Atlanta. Make your hotel reservations early to take advantage of room block pricing. 

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SES has partnered with SV Academy to create Enableship, our flagship DEI program. It was born out of a discussion on how to ensure a more inclusive, diverse sales enablement space. The program provides underrepresented job seekers with the technical skills and qualifications through a 6-week training program that will allow them to begin a career in enablement.

We are looking for Hiring Partners who are interested in hiring graduates of  Enableship into internships and open positions at their organizations. We are also looking for mentors for the program participants. 

Want to get involved? Have questions? Contact enableship@sesociety.org 

Starting next month, our SES Webinars will have a new face! After moderating the webinars since their inception, Bill Ball, SES Board Vice President, is passing on the torch to Michael Hosler, Global Sales Learning, Europe at FIS. Thank you Bill for all your dedication to making the webinars so highly valuable and engaging throughout the years. Welcome, Michael! Learn about himl below….
Tell us about yourself.
I’ve spent my entire career in sales and sales related roles including customer success, direct sales, and managing sales teams. I’ve had the opportunity to shift my focus from direct selling to enabling and educating the sales force at FIS. My focus was initially on Europe, but I now manage the global team with team members in North America, Europe, and APMEA. Like many practitioners, I wear many hats working with cross-functional teams; however, my key focus at the moment is equipping our sellers with the latest sales research, psychology, and tools to help them sell more, sell faster, and sell smarter.
What got you into Sales Enablement?
I started in sales and I enjoyed it, but realized early on that I was a lot more interested in all of the pieces that made a sales org successful than selling myself. I eventually found opportunities to be involved in projects (from coaching and development to rolling out tools and methodologies) and the rest is history!
Why become the new Moderator at SES?
I’ve gained so much knowledge from SES events in the past and it’s an opportunity to help facilitate that experience for others. The great thing about SES webinars is that you learn from the presenters and the audience themselves! 
3 fun facts about yourself:
1. The summer after college I got a job as a movie extra. With a very, very powerful magnifying glass, you might find me in the background of Real Steel or Transformers 3.
2. Despite living in NYC and London the past decade, I love hiking, climbing, and biking as far away from the city as possible.
3.  I have a 7-month-old Cockalier puppy named Byron, who is the best negotiator I’ve ever met when he gets a hold of something he’s not supposed to have.

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