The Adapter’s Advantage: Marc McNamara on Mastering the Art and Science of Sales Enablement
Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success.
In episode 37, Marc McNamara, founder & chief enablement officer of The Enablement Group, explains the impact of the knowledge economy, the value of personalized content for sales teams, and how to master the art and science of sales communications.
You’ve got to be able to communicate to sell, explain, and train. — Marc McNamara
Marc McNamara is founder and chief enablement officer of The Enablement Group. He is an expert in workforce enablement strategy and execution. For more than 30 years, Marc has helped hundreds of organizations reduce their “sales knowledge gap” with his unique approach and facilitative style.
Marc specializes in helping B2B organizations blend art and science to appropriately design content experiences and processes that improve engagement and increase productivity.
Listen as Marc shares his thoughts about modern sales enablement and what it takes for sales teams to succeed in today’s economy.
Episode 37: Mastering the Art and Science of Sales Enablement | Marc McNamara
From This Episode
Host Mark Magnacca: “What is the most important skill that people should learn or improve today?”
Marc McNamara: “Communications. Organizations today lose about $28,000 annually per employee of lost productivity due to poor communications. That’s on selling, and that’s internal, as well.
“It’s huge. We’re in a knowledge economy. We’re [also] in a service economy. If we don’t communicate efficiently and effectively, what does it do? It’s lost productivity, it’s lost opportunity.
“I can think of so many times, particularly for salespeople, how many opportunities have been lost because they haven’t been able to communicate their value effectively to the customer.”
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 twenty 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.