The Adapter’s Advantage: Marilyn Pearson Hendricks on Advancing Technology Transformation
Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success.
In this episode, Marilyn shares how organizations can unlock the power of technology to open new revenue streams and why a cross-functional approach is a key factor for success in the SaaS playbook.
It’s not about having the loudest conversations but about having a better conversation.
– Marilyn Pearson Hendricks
Marilyn has over 20 years of senior leadership, strategy, sales, marketing, alliances, and subject matter expert experience. She has dedicated her career to advancing the technology, processes, and mindset that support innovative people management used by organizations across the globe.
Marilyn began her career as an HR practitioner, where she focused on digital transformation, change management, and business process redesign. She now helps clients achieve their revenue and growth goals, specializing in strategic repositioning, pivots, opening new revenue streams, geographic expansion, and full-stack go-to-market strategy.
Listen as Marilyn discusses how the line between sales and marketing has blurred, the importance of having a community of customers who advocate for your products and services, how to embed sales enablement into your company culture, and more.
Episode 57: Advancing Technology Transformation | Marilyn Pearson Hendricks
From This Episode
Host Mark Magnacca: “When you think about the role of sales enablement, what are some of the top strategies for getting the majority of your sellers to participate?”
Marilyn Pearson Hendricks: “It’s about group participation and building it into your company culture. At one of the SaaS companies I worked for, our head of sales ops did one of the best jobs embedding enablement into the culture.
“Every Friday, we had a one-hour meeting where he shared really valuable information: We’re in a deal, this is the situation, and here are the headwinds that we had. It was like storytelling. And he recorded the meetings, so if you missed one, you could go listen. And pretty soon, we had a nice curriculum. It was participatory and meaningful, and it made our culture.”
About The Adapter’s Advantage
Our podcast features leaders from sales, training, and industry who share their personal journeys of transformation and how they are adapting to an ever-changing environment. As your host, I’ll introduce you to some of the most interesting and inspiring people I’ve met over the last 20 years.
The conversations dive into the ups and downs of their journey. Our guests focus on inflection points—the aha moments that, in retrospect, had a critical impact on their success. These interviews will leave you with practical, real-world advice that you can apply to your life.