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Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success, the podcast that brings you insider stories of the moments that mattered—turning points on the sometimes rocky road to success. Our guests are leaders in sales, training, enterprise learning, and academia, who share how they’re adapting to the changing world. These interviews are informative, inspirational, and based on real-world experiences to help listeners learn how their organizations can adapt to change. The host is Mark Magnacca, president and co-founder of Allego, the workforce training and readiness platform built for distributed teams.
Episodes
Wednesday Sep 25, 2024
Wednesday Sep 25, 2024
In this episode of The Adapter's Advantage podcast, host Mark Magnacca sits down with Mary Shea, General Manager at HireQuotient and a globally recognized thought leader in the future of work. Mary shares her insights on the evolving landscape of sales and revenue enablement, the transformative power of generative AI, and the critical role of upskilling for today’s professionals. Tune in to discover why staying ahead of the curve in technology and innovation is essential for success in a rapidly changing world.
Connect with Mary
Thursday Aug 01, 2024
Thursday Aug 01, 2024
In this episode of The Adapter's Advantage podcast, Neil Patwardhan, Senior Vice President of Sales at Accenture, shares his experiences navigating cultural differences in B2B sales. Neil discusses his unique career journey from the United States to Singapore, highlighting the importance of adapting sales strategies to different cultural contexts. He emphasizes the value of building trust, both internally with teams and externally with clients, and offers practical insights into the nuances of doing business in Asia. Neil also explores how to effectively co-create localized sales strategies and the critical role of listening and understanding cultural norms in building successful client relationships. Tune in to gain valuable perspectives on mastering international sales and thriving in diverse markets.
Tuesday Jul 09, 2024
Tuesday Jul 09, 2024
In this episode of The Adapter’s Advantage podcast, host Deniz Olcay, Vice President of Marketing at Allego, welcomes Ben Purton, Senior Director of International Enablement and Global Onboarding at RingCentral. Ben, an expert in sales enablement with a decade of experience, explains the critical aspects of modern sales enablement. He discusses the importance of role-specific onboarding and the necessity of maintaining live training sessions alongside on-demand content.
Ben also explores how RingCentral leverages AI tools to enhance their training programs and streamline sales processes. He emphasizes the need for strong collaboration with sales operations and leadership to ensure effective pipeline management and successful enablement initiatives. Additionally, Ben shares valuable tips on utilizing professional networks, such as the Revenue Enablement Society, to support and enhance enablement efforts.
Tune in to gain actionable insights and strategies from a seasoned enablement leader on how to measure success and make your sales enablement efforts impactful and aligned with business goals.
Tuesday Apr 16, 2024
Tuesday Apr 16, 2024
In this episode of The Adapter’s Advantage podcast, host Deniz Olcay, Vice President of Marketing at Allego, steps in for Mark Magnacca to welcome the multi-faceted Sam Richter. Sam, a bestselling author, hall-of-fame speaker, and innovative technology entrepreneur, delves into the groundbreaking realm of generative AI and its profound impact on sales and technology. With a career that spans delivering keynote presentations globally and developing AI-driven technologies, Sam shares his expert insights on the rapid evolution of these tools and their capabilities to transform sales practices.
Tuesday Apr 09, 2024
Tuesday Apr 09, 2024
In Episode 62 of The Adapter’s Advantage podcast Hannah Ajikawo, Founder of Revenue Funnel, shares her insights into fixing the broken B2B buying experience. Discover how sales enablement can help buyers and the challenges faced by high-growth organizations. Explore strategies for value creation and service-oriented selling, including the power of Digital Sales Rooms (DSRs).
Hannah created Revenue Funnel to push the boundaries of what’s possible and accepted in B2B organizations. She is obsessed with rethinking the ways organizations can continuously deliver value to their customers.
A Mum, a Go-to-market Strategy Consultant, and an experienced sales leader. Hannah recently led the EMEA business at Skaled, building out global onboarding, training, and enablement programs for high-growth organizations.
Monday Mar 18, 2024
Monday Mar 18, 2024
In Episode 62 of The Adapter’s Advantage podcast Hannah Ajikawo, Founder of Revenue Funnel, shares her insights into fixing the broken B2B buying experience. Discover how sales enablement can help buyers and the challenges faced by high-growth organizations. Explore strategies for value creation and service-oriented selling, including the power of Digital Sales Rooms (DSRs).
Hannah created Revenue Funnel to push the boundaries of what’s possible and accepted in B2B organizations. She is obsessed with rethinking the ways organizations can continuously deliver value to their customers.
A Mum, a Go-to-market Strategy Consultant, and an experienced sales leader. Hannah recently led the EMEA business at Skaled, building out global onboarding, training, and enablement programs for high growth organizations.
Monday Jan 29, 2024
Monday Jan 29, 2024
Join host Mark Magnacca in a dynamic conversation with Alycia Anderson, the Senior Director of Sales Enablement and People Development at Total Expert, a remarkable leader with a track record of academic excellence. Alycia's impressive journey blends her expertise in people development, sales enablement, organizational development, employee engagement, and team performance, all of which reflect her deep passion for continuous learning and employee growth. With over 15 years of successful experience in delivering award-winning programs and fostering opportunities for individuals to excel in their careers, Alycia is a true advocate for creating the best possible employee experiences.
In this episode, Alycia shares her transformative vision and leadership style that has reshaped the landscape of sales enablement at Total Expert. She draws on her academic background, specializing in educational psychology, to design learning experiences tailored to how adults learn best. Alycia's approach focuses on enhancing the mental, emotional, and physical experiences of learners, ensuring that information is not just absorbed but effectively applied.
Discover how Alycia's visionary perspective aligns with Total Expert's goals, allowing her to develop a comprehensive enablement strategy that bridges gaps and drives the company toward its objectives. Furthermore, Alycia dives into the importance of data-driven decision-making, highlighting the exceptional insights gained from a comprehensive modern revenue enablement solution. With detailed analytics and reporting, Alycia and her team can identify what's working and what needs improvement, enabling them to continuously refine their approach and deliver impactful solutions.
Monday Jan 29, 2024
Monday Jan 29, 2024
In this episode, meet Mark Lonzo, the driving force behind a transformative shift in sales enablement at The Hillman Group. Discover how Mark's leadership and vision have reshaped the sales landscape within his organization.
Mark Lonzo explains how he recognized the need for change when faced with the challenges of outdated learning management systems and fragmented information access. He takes you through his process of researching and evaluating sales enablement solutions to help drive future growth.
Explore the tangible benefits of embracing a digital sales room (DSR) approach, where quick access to information and resources becomes a game-changer for both customers and employees. Mark Lonzo shares real-world examples of how DSRs have revolutionized customer follow-up, delivering instant access to valuable content.
Mark shares the importance of a user-friendly interface and mobile capabilities to help elevate The Hillman Group's sales teams to access critical information on the go, leading to improved efficiency and better customer interactions.
Listen in to gain insights into Mark’s successful journey in enabling future-proof sales strategies and fostering an enhanced employee and buyer experience.
Show Notes: https://www.linkedin.com/in/mark-lonzo-93644122/
Friday Jan 12, 2024
Friday Jan 12, 2024
Join host Mark Magnacca in a dynamic conversation with Alycia Anderson, the Senior Director of Sales Enablement and People Development at Total Expert, a remarkable leader with a track record of academic excellence. Alycia's impressive journey blends her expertise in people development, sales enablement, organizational development, employee engagement, and team performance, all of which reflect her deep passion for continuous learning and employee growth. With over 15 years of successful experience in delivering award-winning programs and fostering opportunities for individuals to excel in their careers, Alycia is a true advocate for creating the best possible employee experiences.
In this episode, Alycia shares her transformative vision and leadership style that has reshaped the landscape of sales enablement at Total Expert. She draws on her academic background, specializing in educational psychology, to design learning experiences tailored to how adults learn best. Alycia's approach focuses on enhancing the mental, emotional, and physical experiences of learners, ensuring that information is not just absorbed but effectively applied.
Discover how Alycia's visionary perspective aligns with Total Expert's goals, allowing her to develop a comprehensive enablement strategy that bridges gaps and drives the company toward its objectives. Furthermore, Alycia dives into the importance of data-driven decision-making, highlighting the exceptional insights gained from a comprehensive modern revenue enablement solution. With detailed analytics and reporting, Alycia and her team can identify what's working and what needs improvement, enabling them to continuously refine their approach and deliver impactful solutions.
Friday Jan 12, 2024
Friday Jan 12, 2024
In this episode, meet Mark Lonzo, the driving force behind a transformative shift in sales enablement at The Hillman Group. Discover how Mark's leadership and vision have reshaped the sales landscape within his organization.
Mark Lonzo explains how he recognized the need for change when faced with the challenges of outdated learning management systems and fragmented information access. He takes you through his process of researching and evaluating sales enablement solutions to help drive future growth.
Explore the tangible benefits of embracing a digital sales room (DSR) approach, where quick access to information and resources becomes a game-changer for both customers and employees. Mark Lonzo shares real-world examples of how DSRs have revolutionized customer follow-up, delivering instant access to valuable content.
Mark shares the importance of a user-friendly interface and mobile capabilities to help elevate The Hillman Group's sales teams to access critical information on the go, leading to improved efficiency and better customer interactions.
Listen in to gain insights into Mark’s successful journey in enabling future-proof sales strategies and fostering an enhanced employee and buyer experience.
Show Notes: https://www.linkedin.com/in/mark-lonzo-93644122/