For the full podcast, check out the episode here.

In this episode, we cover...

1. At what point smaller companies should start thinking about enablement.
2. The ways in which Brendan’s work sets others up for success.
3. The power of authenticity in a digital sales environment.

Brendan McGrail is Sales Enablement Leader at Next Caller, who were recently acquired by Pindrop. Brendan’s journey with the company has seen him grow from an SDR into management positions.

Here are some of the key insights from the conversation.

• Brendan is driven by a passion for helping people to do their job.

”What I want sales enablement to do, is to help any customer-facing Pindrop employee to have those right conversations, at the right time, with the right customers. I want our team to have the utmost confidence in those conversations.”

• As proven by the recent acquisition, loyalty and hard work results in success.

”If you’re willing to put the work in, and do everything that you need to do to grind it out - it’s a pretty cool feeling to watch that seed grow and develop. It’s a very different choice than taking a position at an established firm, but it just depends on what you’re looking for.”

• An authentic, empathetic approach goes a long way in today’s sales world.

”I think Zoom has this thing that creates this cold, business interaction. It can be very transactional. Anything that you can do to connect with that person on an authentic human-to-human level, really sets you apart.”

The best place to find Brendan is on LinkedIn.

See you next week!