Here's how Nate Vogel led enablement teams at Tableau, Salesforce, Gong, Databricks, and more

Here's how Nate Vogel led enablement teams at Tableau, Salesforce, Gong, Databricks, and more

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Clara Johnson and I got Nate in studio here in Seattle for an interview. And bummer, the video was corrupted, but we captured the audio!

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Here's what we learned:

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✅ Tableau/Salesforce: Focus on managers FIRST and specialize

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It's easy to over-rotate on sales training for reps. But managers are where the magic happens.

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Build every program WITH managers, get their buy-in, and show them how to reinforce the training.

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Second, as much as you can, tailor enablement by skill level, role, segment, etc.

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I can't tell you how many teams don't provide SDR-specific enablement and just have them join the AE sessions.

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✅ Gong: Put aside your pride

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The Gong enablement did a big messaging rollout. Trained the entire sales org, certified them, etc.

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But Gong's conversational intelligence data showed that it wasn't effective:

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- Customers weren’t asking questions or paying attention to slides

- Every customer was asking about Integrations, which wasn't a focus at all

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You need great tools to measure the correlation between behavior change and results. Don't guess. And don't be afraid to scrap what isn't working.

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✅ Databricks: AI

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Nate's a big believer that enablement professionals should be experts in AI.

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Not to create a few email templates or sequences. Or to draft some new messaging.

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But to spot big trends in what buyers are sharing in sales calls. To analyze what the best reps are doing. To give reps an "always on" sales coach to ask anything (and actually get great insights).

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✅ Pigment: Scaling internationally

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We see this all the time in Outbound Squad: international teams subject to US-centric training. We treat EMEA like it's a country instead of a continent with hundreds of languages and cultures.

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AI gives us a big leg up now with global sales teams. Translate everything. Not just the words, but the meaning. The culture references. The nuances.

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EMEA and APAC must get the attention they deserve.

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~~~

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Nate, we'll have to get you back in the studio again soon so we can do proper video interview!

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Listen to the full interview with Nate on the Outbound Squad podcast here.