AMA: Fastly Senior Director, Global Sales Enablement, Andrew Zinger on Sales Enablement

PMM and Product have traditionally been my strongest cross functional partners, and I believe they are vital for any enablement team's success. The way I get their buy-in, and bring them into the fold with our approach, is all around maximizing the work they do and serving up only what we expect sellers to know. Nothing is worse for content creators than not having anyone consume their content. So, since Enablement should understand the needs of the sellers more than most cross functional teams, ...Read More

I Love this question...I was once a salesperson, so I have always carried a ton of empathy for sellers and how precious their actual selling time is. I really disliked being taken away from my role to take training or meetings that were not immediately something I could action (sell), or that didn't make me effective at my job. With that in mind, I adopted a philosophy around 'Golden Selling Time, where we front load any enablement we deliver in the first 45 days of a quarter - right out of the ...Read More

Great question - as I touched upon in an earlier answer, innovation needs to happen across the organization - both in the way we sell and in the way we deliver enablement. The traditional approach to selling needs to evolve - from how sellers prospect, to how they show up to discovery calls. In order to earn wallet share in today's economy, sellers need to show up as consultants, understand more about the industry their customers are in, the challenges and opportunities they face, and come armed ...Read More

Thank you for asking - for me it is 2 key philosophies that help build a successful culture within sales: Distraction Free Selling & Golden Selling Time. When it comes to 'Distraction Free Selling' that means we centralize all cross functional communications for sales into a bi-weekly, repeatable webinar program (we call this 'The Scoop'). It builds confidence with the sellers that they don't need to waste time searching for information, updates or launches that are key to their role, but th ...Read More

This is so key to our team and to our growth mindset. For me, taying up-to-date on industry trends and best practices in sales enablement requires a proactive approach to continuous learning and networking. Here are some effective strategies: Industry Publications and Websites: Regularly follow industry-specific publications, blogs, and websites dedicated to sales enablement. Examples include Sales Enablement Society, Sales Hacker, and Forrester. Professional Associations and Groups: Join profes ...Read More

You make more succinct: With submissions due last Friday, March 8, we are now shifting to the ‘manager review’ portion of our program. Over the next 2 weeks managers will be reviewing stories & will be serving up their teams strongest submission - Artur is very much looking forward to seeing some ‘gold standard’ storytelling from the field! ChatGPT ChatGPT Submissions closed on March 8. Now, managers will review stories over the next 2 weeks, selecting the best submissions for their teams. A ...Read More