On the TechTO stage ×1
First seen on the TechTO stage in 2016. Every talk is searchable — ask the archive about Melissa ↗
In their words
there is a function a person a department that provides you as sellers with the process tools and training that you need to close more business faster
salespeople are a very expensive resource if you bring the wrong salesperson in might be a great person but if they're wrong for your business it costs you a lot of money down the line
why as salespeople are we not practicing what we're going to say in front of the customer before we actually get in front of the customer and say it
Quick answers
What is sales enablement?
The function Madian defined at TechTO's SalesTO edition in 2016: giving a sales team the process, tools and training it needs to close faster, and measuring whether that actually happened rather than assuming it did.
What does TMM Enablement Services do?
Her consultancy builds that function for other companies' revenue-generating teams — process, tools and training — rather than running it in-house at one employer.
What was her role at Vision Critical?
She led sales enablement at the Vancouver customer-intelligence company, the role she was in when she took the TechTO stage in December 2016.