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Blog

Melissa Madian

Melissa is the Principal and Chief Fabulous Officer at TMM Enablement Services, providing sales and customer experience enablement services for organizations looking to optimize their revenue-generating, customer-facing functions. She takes her 15+ years of experience in building and running successful sales enablement programs for rapid-growth startups, large corporations, and pre-IPO software organizations, and applies those best practices to companies interested in taking their sales and customer success teams to the next level. Prior to her consultancy, she held senior sales enablement positions at Eloqua, Oracle, and Vision Critical.
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Recent Posts

Why Customer Personas and Enablement Matter for Reps

August 15, 2018 / by Melissa Madian posted in Sales Enablement, Sales Training & Coaching, Sales Enablement Best Practices

Let me take you way, way back to a time when I was a quota-carrying sales rep. The meeting room was filled with everyone from our sales team.

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How to Diagnose Gaps in Your Sales Team and Prescribe Ongoing Training

June 19, 2018 / by Melissa Madian posted in Sales Enablement, Sales Training & Coaching, Sales Enablement Best Practices

Over the past few months, I’ve sat with many new sales enablement professionals to coach them on how to structure the function within the sales organization. What is common across these new sales enablers is an uncontrollable panic: Why would a tenured sales organization listen to them?

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Why Sales Enablement Needs to Add Context to Selling

June 5, 2018 / by Melissa Madian posted in Sales Enablement, Sales Training & Coaching, Sales Onboarding, Sales Enablement Best Practices

My very first sales job was during the summer between my first and second year of university. My dad had a close friend who owned his own company, and because his friend was a decent guy, he took me on as his paid intern for the summer.

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Defining The Sales Role Path for SDRs

March 14, 2018 / by Melissa Madian posted in Sales Enablement, Sales Training & Coaching, Sales Enablement Best Practices

It’s remarkable how when you’re in line at a coffee shop, everyone in line goes out of their way to not look at each other.

You’re all there for the same reason: ridiculously overpriced espresso drinks served by disinterested hipsters. You would think the common interest would be grounds for light conversation as you waited. Yet, you go out of your way to look at your phone, or stare at the floor, or silently peruse the pastry display internally debating whether to get that cake pop or not. I mean, it’s only 120 calories! I’m probably burning that many just standing here in line.

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How To Help Your SDR Team Ramp Faster

February 21, 2018 / by Melissa Madian posted in Sales Enablement, Sales Onboarding, Sales Enablement Best Practices

It’s a sunny Wednesday morning, and you’re at your desk, snuggling into your second cup of coffee as you respond to various emails. Your phone rings, and without looking at the call display you answer; because talking to someone on the phone is WAY better than responding to a chain of emails, right?

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