Episode 21 - Jay Zandstra on Building Sales Playbooks and Driving Adoption

Jay Zandstra, Sales Enablement Mgr. at UpKeep joins Paul Butterfield, Instructure Revenue Enablement VP to discuss several topics many Sales Enablement teams face and how he and the team are solving for them.How to successfully request help from other departments that are also overstretchedThe biggest challenges of building a new sales playbook and first stepsReinforcing and developing sales team skills using the playbookDriving adoption of the playbook by sales teamsBio:Jay enjoys the challenge of diagnosing a problem and researching the best ways to solve it, His view of Sales Enablement is that “It's hard, it's challenging and it's incredibly rewarding when you see the light bulbs turn on with the sales teams, and see them succeed”.Away from work he spends his time doing home improvements and working on cars. He and his wife recently moved to southern California after living in Indiana for the past 5 years. UpKeep is a cloud-based CMMS (computerized maintenance management system) designed to be used on mobile devices, and suitable for a range of industries including manufacturing, construction, distribution, warehousing, utilities, hotels, restaurants, food processing, churches, and education.Please subscibe on Apple, Spotify or Google.

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The Revenue Enablement Society's "Stories From The Trenches is where revenue enablement practitioners share their real world experiences. Get the scoop on what's happening inside revenue enablement teams across the global RES member community. Each segment of "Stories From The Trenches" share the good, the bad, and the ugly practices of corporate revenue enablement initiatives. Learn what worked, what didn't work, and how obstacles were eliminated by enablement teams and GTM leadership. Sit back, grab a cold one and join host Paul Butterfield, founder of Revenue Flywheel Group for casual conversations about the wide and varied profession of revenue enablement where there is never a one size fits all solution.The wide and varied profession of Revnue Enablement ensures there is never a one-size-fits-all solution to be successful. Amidst constant change the  journey to successful outcomes is never the same. Learn from your peers and gain insights on topics like: -Building strategies and metrics that correlate back to revenue impact-Gathering requirements to identify stakeholders-Gaining buy-in and executive sponsorship-Aligning with sales leaders-Facilitating cross-functional collaboration