Welcome to the Inside Sales Enablement Podcast, Episode 40In this episode, the guys interview Hang Black, Head of Global Sales Enablement at Juniper Networks and Insider Nation Member. Her mantra Earn It. Own It. Evolve It. As applied during COVID: Embrace the hard of this ....”She talks about her application and use of the HEROIC Leadership Framework and her journey to establish her charter.On this podcast you will learn how she is using the elements of HEROIC to blend her passion for engineering and sales to find her purpose with a modern approach to sales enablement. Her mantra: Embrace the hard of this. You are out on leading the edge. You must be relevant to sales. Learn what it means to be relentlessly relevant by applying the HEROIC leadership framework.Holistic: The whole is greater than the sum of the partsEngineered: How the parts best fit togetherReality: How the parts behaveOngoing Operations: Continuous and sustained improvementImpactive: How you message to your community of stakeholders to drive actionCollaborative: Process to factor in multiple perspectives required to drive cohesion.Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.EPISODE TRANSCRIPT:Intro 00:02  Welcome to the inside sales enablement to podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.Scott Santucci 00:32  I'm Scott Santucci.Brian Lambert 00:35  I'm Brian Lambert and we are the sales enablement insiders. This podcast is focused on helping you be successful overcoming the complexities that you find in your own company, so that your salespeople can have more valuable and relevant sales conversations, and your company wins in the market. If you're an enablement, leader, looking to elevate your function, expand your sphere of influence, or increase your impact. You're in the right spot. And today on this episode, we've got a special guest, we've got Hank black, and this is in response to the heroic framework that we published in an earlier episode.Scott Santucci 01:14  Welcome to the show.Hank 01:16  Thanks so much for having me. I want you to know how much it means to me to have thought leaders like yourself, introducing me to frameworks and thought processes and I particularly resonated with your heroic framework.Brian Lambert 01:29  That's awesome. How did you guys meet?Scott Santucci 01:32  Geez, I think it was at a sales enablement society meeting in San Francisco, on a panel hang asked a tough question about metrics. I think, I think we've gotten along swimmingly ever since. And I think that's really how we got here. We got introduced and connected.Hank 01:48  Yes, I did ask you about metrics. Specifically, how much of a portion GMA did companies spend on sales enablement? I think I got a funny look from you.Brian Lambert 01:56  I bet. Scott, love that question.Scott Santucci 01:59  Oh, that was about a funny luck. The answer was 15.9%.Hank 02:04  I think it was more than you were surprised that somebody would pick up on...