Leading with Enablement: Transforming Revenue Teams with Haley Katsman #050

The Sales Consultant Podcast

Embark on a journey with Haley Katsman, an accomplished Go-To-Market leader renowned for her prowess in building and scaling high-performance teams. Currently serving as the Vice President of Global Strategic Accounts, Haley leads a top-tier team dedicated to driving strategy, revenue, and unparalleled customer experiences for the largest Global 2000 accounts.

In this riveting episode, Haley shares her wealth of expertise and experiences in sales leadership, offering invaluable insights into the evolving landscape of sales strategies and team dynamics.

From prioritizing productivity over relentless growth to fostering alignment across revenue teams, Haley unveils practical strategies for success in today's competitive market.

We explore the intersection of AI and Revenue Enablement, delve into the importance of coaching in maximizing team performance, and gain exclusive career advice from a seasoned leader.

Haley shares her personal journey and reveals the challenges and triumphs of being a woman in sales leadership, offering inspiration and empowerment to aspiring leaders worldwide.

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Time Stamps:

[02:00] - Prioritizing productivity over relentless growth on the path to profitability: One of the biggest shifts Haley’s see companies making in 2024

[07:15] - Aligning your revenue teams: How companies can improve at aligning their Enablement and RevOps teams.

[11:20] - The importance of having a healthy mix of talent: A message of caution to companies that are shifting their sales hiring to more seasoned reps and reducing their dependency on less experienced talent, specifically Sales Development Reps (SDRs).

[16:50] - Revenue Enablement powered by Artificial Intelligence (AI): Haley’s opinion on the idea of AI providing real-time enablement during customer interactions, not just streamlining how we identify action items, areas for improvement, etc.

[25:30] - Coaching is where you close the loop on enablement: We discuss bridging the gap between the two and calibrating performance based on top performers.

[31:00] - Moving on and letting go when you’re promoted: Career advice for sales leaders.

[39:30] - Nurturing ICs for leadership: We unpack the topic of promoting top performers to management roles and discuss ideas on how companies can do this effectively.

[45:30] - How Haley has navigated her career differently than her male counterparts.

[48:40] - Haley shares which heroine of her’s she would have lunch with and why.

Connect with Haley:

Haley’s LinkedIn page: https://www.linkedin.com/in/haleykatsman/

Connect with Derrick:

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw