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The Accidental Sales Enablement Professional
Between 2016 and 2018, there was a 118% increase in LinkedIn job titles with “sales enablement.” And according to a 2019 research study by CSO Insights, over 60% of companies have a dedicated sales enablement person, program, or function.

But, how did we all really get here? This discussion will explore the evolution of our individual careers and where we want to go from here. How can we formalize the role of sales enablement – what skills are required and what does an ideal sales practitioner look like? What do we want sales enablement to look like in the future? How can we attract talent with the required skills into sales enablement without them landing in the role by accident? How do we make enablement something people want to be when they grow up?

Join Seismic’s VP of Sales Nadia Rashid alongside a star-studded cast of female leaders in the industry.

5: 00 – 5:30 | Welcome + Treat Yourself
5:30 – 6:15 | Open Conversation Customer Panel – The Accidental Sales Enablement Professional 
6:15 – 6:45 | Shift Style Ted Talks
6:45 – 7:00 | Open Dialogue
7:00 – 8:00 | Continue the Fun with Networking, Cocktails, and Pampering

Wake up and kick off the day with this heart-pumping, energy-boosting bootcamp hosted by Roberto Wallace: former National Panamanian soccer player and NFL wide receiver. Roberto will focus on technique-perfecting exercises inspired by workout programs at TYME Performance including balance, power and endurance.

Doug is the co-founder and CEO at Seismic. Named 2018’s Most Admired CEO in San Diego by the San Diego Business Journal, Doug has led Seismic from a five-person startup to a 600-employee international organization over the course of seven years.

Having founded multiple successful companies and currently the chief executive of one of the fastest-growing technology providers in North America, Doug has been featured in Forbes, Entrepreneur, VentureBeat, TechCrunch and other notable publications for his expertise in entrepreneurship, leadership, and sales and marketing alignment.

For the fifth iteration of the Seismic Shift Awards—celebrating outstanding achievement among the Seismic customer base—we are honoring those that exemplify four areas of facilitating change. We will celebrate the people who champion the ideals of sales enablement and sales and marketing alignment within their organizations, the teams that have upended the idea of what a sales enablement process should look like and what it can accomplish, and those that have taken the Seismic product to innovative heights that not even we could have imagined. New to 2019, we will be honoring an individual pioneer who has helped spearhead the entire sales enablement movement through a relentless drive and series of achievements over the course of their career.

Seismic’s product team will give you an inside look at the most recent product release and latest features as well as a sneak peek into what’s on the horizon for Seismic.

Designing an effective system to ensure that 8,500 field sales reps and 300,000+ channel partners were on-message and receiving the right information was no easy task. In this session,you’ll hear about HPE’s successful activation process and how they’ve fashioned a content curation engine to deliver effective sales communications and news to their internal sellers and partner.

Not unlike other asset management firms, T. Rowe Price started with a significant challenge: at each quarter’s end, their team would struggle to produce and distribute around 450 data-intensive pitch books. After pioneering data automation and tackling 185 LiveDocs supporting all facets of their global client operations, the firm has made significant strides to implement Seismic as their single source of marketing and product content across the organization.

Hear from Victoria and Jay as they discuss:

• The efficiencies their firm has seen with their automation journey and how they’ve educated the firm on what is possible and how to identify use cases
• How they got internal buy-in and moved forward with revolutionizing the way their end users interact with content
• What their global enablement strategy entails and what it means for their global user base

Enjoy lunch at your leisure or join a hosted networking roundtable with a wide range of topics to choose from.

Dive into use cases from Blackbaud and Clearbridge focusing on stellar functionality of NewsCenter (Blackbaud) and WorkSpace (Clearbridge).

After realizing sales reps were receiving up to 15 internal emails a day and only 49% of sellers were checking and engaging with those updates, Blackbaud’s leadership team realized their sales team was lacking important product updates, competitive intelligence, and ultimately content to help close deals. Hear from Alan Yarborough, Senior Brand Enablement Manager, the mastermind behind The Enabler, a monthly communications program managed and distributed within NewsCenter, that led to:

1. Creating and distributing personalized updates and communications for each of Blackbaud’s 5-7 sales verticals
2. Cutting back on email and pivoting to push notifications for bi-weekly communications and tracking readership back to sales management
3. More cohesion and awareness within Blackbaud’s commercial team to assist with their go-to-market execution.

Gone are the days of thinking of WorkSpace simply as a collaboration tool and place to swap edits. In this session, you’ll have the opportunity to hear about how the team at Clearbridge Investments devised a unique workflow to facilitate cross-functional workstreams to deliver data and design intensive market overviews on a quarterly basis. You’ll hear how Jennifer and team:

1. Streamlined the production of the 60-70 page document and shrunk delivery time from 8 working days to just 1
2. Took a thought leadership idea and evolved the concept into a full-fledged marketing program with 10k+ subscribers
3. Utilized a tool within their arsenal to support an extremely successful and high-profile education and outreach program

How many teams and roles in your organization interact directly with your buyers? How many get involved after prospects become customers? What are you doing to ensure internal consistency and excellence in all interactions throughout the entire customer experience, so that you can build external loyalty, advocacy and growth? Modern b-to-b organisations invest significant resources to support buyers and customers throughout their pre- and post-sale lifecycles. To deliver the best results from those investments, companies must unify the internal enablement that allows sellers, partners and customer success and customer marketing teams to optimize the external experience. Join SiriusDecisions’ Peter Ostrow for this informative keynote that recognizes the growing trend of revenue enablement, and helps you adopt best practices to make it work for your organization.

Join Renée Baker, Head of Advisor Inclusion Networks at Raymond James, in an open and honest discussion about how leaders can create more inclusive workplace cultures. Renée will address why organizations should consider the importance of diversity beyond its standing as an industry buzzword. Instead, inclusion has become a business imperative that every industry can act on.

Managing, organizing and understanding the impact of content can be a challenge for enterprises looking to scale their marketing efforts. This session will teach you how to supercharge your team’s marketing efforts with new tools to better manage, review and distribute content. Additionally, you’ll understand how content is being used by your sellers, its effectiveness with prospects, and how it is evolving over time. Leverage these insights to inform and improve your company’s overall content strategy.

Struggling to keep your content up to date?  Have many cross-functional teams contributing valuable content to tell a comprehensive story?  Need self-service at scale? This session will show you how to leverage new LiveDoc content sharing strategies coupled with our new presentation builder application to supercharge content automation and personalization at scale. End result – less time managing content!

A pool party in November – every East Coasters dream! Join us on the Edge Pool deck and promenade for a night of dinner and drinks close out your first day at Shift.

Wake up and kick off the day with this heart-pumping, energy-boosting bootcamp hosted by Roberto Wallace: former National Panamanian soccer player and NFL wide receiver. Roberto will focus on technique-perfecting exercises inspired by workout programs at TYME Performance including balance, power and endurance.

The team at Genesys has been busy in the past few years. They made the switch from SAVO toSeismic and have consistently rolled out new product features and functionality to their sellers, including the new UI and NewsCenter. Throughout this change, they’ve managed to maintain a 90% adoption rate throughout their nearly 2000 users. Hear from Corey Bischoff, Senior Vice President, Global Sales Operations and Quentin Clark, Sales Operations Analyst on how their team has:

• Created a culture of learning throughout Genesys by continually teaching their sellers large concepts to help them be more effective in their day-to-day work
• Tackled the change management from introducing a new platform alongside new strategies
• Ultimately benefited from this change

Creating change at an organization is never easy, and implementing new technology often comes with unwelcome disruption. The small but mighty Equifax Sales Enablement team, however, launched Seismic in under 90 days to over 4,000 users in seventeen countries. But their work didn’t stop there—they’ve managed to roll out educational content and trainings to achieve a nearly 80%adoption rate worldwide. Join the Equifax Sales Enablement team as they walk through:

• How they’ve managed to duplicate their successful model with offices around the globe
• Tackling security, compliance, and IT challenges to deploy robust, customized environments for their worldwide teams
• What future plans they have for their teams and the platform for continued success

Thinking Outside the Internal Box – Enabling Internal and Partner Sellers as One Team (Nectar)

From Sales Enablement to Partner Enablement: How We’re Motivating our Partners with Gamification (Rackspace) .

Enablement is more than just training, and enablement needs expand beyond internal resources. Today’s sales motion has shifted and selling with partners is more important than ever.

To support these initiatives, hear two unique strategies from Cathy Rowell, VP, Channel and Sales Enablement at Nectar, and Bryan Murphy, Sales Enablement Lead, Rackspace.

You’ve written it, you’ve said it, and you’ve read it, but what the heck does it mean? “Personalization” is to B2B marketing what “digital transformation” is to, well…B2B anything. Join sales and marketing industry leader Matt Heinz, founder & president of Heinz Marketing, as he reveals for the first time, research results that show how fellow marketing leaders are applying (and defining) personalization across the entire buyer’s journey. Learn how today’s most successful organizations think about, use, and measure the success of personalized content.

Think LiveDocs are just for presentations and pitchbooks? Think again! Pluralsight’s Sapphire Reels will completely change your outlook on how to build and scale LiveDocs. You’ll leave this session with a better understanding of:

• How to make LiveDocs less intimidating and more user-friendly Why and how you should involve your sellers in every step of the process
• How Sapphire created the number one used asset at Pluralsight that landed the company’s biggest deal to date—as well as other unique use cases that are guaranteed to get your creative juices flowing

This session will provide an in-depth, first-hand view into how we make quantum leaps in our product.

Enjoy lunch at your leisure or join a hosted networking roundtable with a wide range of topics to choose from.

Buyers expect more personalized information for every interaction, but , the reality is, there just isn’t enough time in the day to create it all manually and then distribute. Leverage LiveDocs along with our new API capabilities to automatically generate personalized content such as account reviews, use cases, market snapshots, or even personalized cards and send them via email campaigns, personalized client portals, and more!

Join us for a session where we will review some of Seismic’ s latest updates to our sales engagement product portfolio to better equip sellers with the tools needed to deliver a more efficient and effective sales experience. In this session we will cover a number of different ways to effectively serve up content to your sellers through their most commonly used applications and also discuss how to leverage LiveInsights to learn how content is really resonating with recipients. Tapping into our improved applications and latest tools is your secret weapon for engaging your sellers.

Downloading files, trying to merge them in excel, understanding JSON… these can all be daunting, but you know the questions you want to answer with data and struggle to answer them. With modern BI tools and data architectures you now have immense amounts of easily consumable data at your fingertips for beginners or experts. This sessions will teach you how to spend time on data insights, not data infrastructure and get real-time answers faster than ever to drive business decisions. End result – limited or no dependencies on traditional IT teams.

Looking to polish your Seismic skills or learn a new area of the product? Our Product Managers, Customer Success leaders, and Partners will be on hand sharing the most recent product updates and resources available for continued team success. Join our solutions consultants in the product hub to boost your knowledge of the platform and partner offerings while enjoying cocktails and limitless networking opportunities.

Join us for a look into the lifecycle of a piece of content within the Seismic platform. In this session you will learn how to use all the new tools Seismic offers to best organize, manage, and distribute your content. We’ll also discuss what in-app analytics tools are available to help you better understand how your content is performing and it’s overall effectiveness. These valuable, data-driven insights will help fuel your content strategy.

Join us for a session where we will review some of Seismic’ s latest updates to our sales engagement product portfolio to better equip sellers with the tools needed to deliver a more efficient and effective sales experience. In this session we will cover a number of different ways to effectively serve up content to your sellers through their most commonly used applications and also discuss how to leverage LiveInsights to learn how content is really resonating with recipients. Tapping into our improved applications and latest tools is your secret weapon for engaging your sellers.

With modern BI tools and data architectures you now have immense amounts of easily consumable data at your fingertips for beginners or experts. Join us for a session that will allow you to get hands-on experience building out a reporting dashboard.

Join our full-day workshop where you will learn how to leverage LiveDocs technology and the new sharing model to automate and personalize content at scale. There will be instructor presentations, demonstrations, and hands-on exercises to help you learn more about creating LiveDocs templates for your organization. This session is designed to target beginner and intermediate LiveDocs learners.

Join our full-day workshop where you will learn how to leverage LiveDocs technology and the new sharing model to automate and personalize content at scale. There will be instructor presentations, demonstrations, and hands-on exercises to help you learn more about creating LiveDocs templates for your organization. This session is designed to target intermediate to advanced LiveDocs learners.

Join us for a look into the lifecycle of a piece of content within the Seismic platform. In this session you will learn how to use all the new tools Seismic offers to best organize, manage, and distribute your content. We’ll also discuss what in-app analytics tools are available to help you better understand how your content is performing and it’s overall effectiveness. These valuable, data-driven insights will help fuel your content strategy.

Join us for a session where we will review some of Seismic’ s latest updates to our sales engagement product portfolio to better equip sellers with the tools needed to deliver a more efficient and effective sales experience. In this session we will cover a number of different ways to effectively serve up content to your sellers through their most commonly used applications and also discuss how to leverage LiveInsights to learn how content is really resonating with recipients. Tapping into our improved applications and latest tools is your secret weapon for engaging your sellers.

With modern BI tools and data architectures you now have immense amounts of easily consumable data at your fingertips for beginners or experts. Join us for a session that will allow you to get hands-on experience building out a reporting dashboard.

Join us for a look into the lifecycle of a piece of content within the Seismic platform. In this session you will learn how to use all the new tools Seismic offers to best organize, manage, and distribute your content. We’ll also discuss what in-app analytics tools are available to help you better understand how your content is performing and it’s overall effectiveness. These valuable, data-driven insights will help fuel your content strategy.

Join us for a session where we will review some of Seismic’ s latest updates to our sales engagement product portfolio to better equip sellers with the tools needed to deliver a more efficient and effective sales experience. In this session we will cover a number of different ways to effectively serve up content to your sellers through their most commonly used applications and also discuss how to leverage LiveInsights to learn how content is really resonating with recipients. Tapping into our improved applications and latest tools is your secret weapon for engaging your sellers.

With modern BI tools and data architectures you now have immense amounts of easily consumable data at your fingertips for beginners or experts. Join us for a session that will allow you to get hands-on experience building out a reporting dashboard.