Sales Enablement

Thank you for asking - for me it is 2 key philosophies that help build a successful culture within sales: Distraction Free Selling & Golden Selling Time. When it come...

We're moving away from Playbooks and moving towards Personalized Agentic AI Coaching - just as we're moving out of the darkness and into the light...2020 was a powerful c...

Many of the large research firms (ex: Gartner) and other smaller societies exist. They put out interesting reports, whitepapers, and findings that showcase new enablement...

Measuring seller ramp is key to understand if your enablement is effective, but it's one factor into the seller's ramp. You need to consider the individual's prior experi...

Great question & cross-functional support is paramount to success. My best recommendation: Find common areas of overlap or shared interest Align on the outcomes you ...

In-office, remote, and virtual training is all part of corporate learning, post-pandemic. Enablers need to think about, and design, learning that is effective across lear...

One word: outcomes. Sales enablement should (and needs to be) tightly aligned to business objectives & desired outcomes of the business/sales organization. When you ...

Great question - as I touched upon in an earlier answer, innovation needs to happen across the organization - both in the way we sell and in the way we deliver enablement...

You'll get many enablement requests from a vast number of sources. I recommend triaging using this flow: Inbound request for enablement Substantiate with data (where &am...

There are many of ways to incorporate feedback into your enablement work. One framework that has served me well is the, 'Successive Approximation Model (SAM)'. In summar...

Getting feedback from sales (both leaders & sellers) is crucial. It'll help you assess success, relevance, and what you need to focus on next. It's easy to skip over ...

Without feedback, you're building & delivering learning in a vacuum and not setting yourself up for success. To mitigate this: Collect feedback early & often Sen...

There needs to be a problem to solve. Begin by finding out what problem exists. Then, Create a clear problem statement Define the current vs. desired future state Outli...