10 Essential Insights

Insights for

✅ Sales Enablement

✅ Product Marketing

✅ Technical Training

✅ Job Coaching

1. The #1 Mistake in Sales Enablement (And How to Fix It)

Sales enablement isn’t about creating more content—it’s about creating the right content at the right time.

Many teams flood their sales reps with materials, yet sellers struggle to find what they need when they need it. The real issue? A lack of alignment between content and the sales process.

3 Steps to Fix It:

1. Map content to the sales process – ensure reps have the right assets at each stage (prospecting, negotiation, closing).

2. Centralize resources – eliminate scattered materials and create a single source of truth.

3. Use analytics – track which content reps use and how it impacts sales results.

📢 What’s been your biggest challenge in sales enablement? Drop it in the comments!

2. Why Enablement and Marketing Need Couples Therapy

Sales enablement and marketing should work hand-in-hand, but too often, they’re out of sync.

• Marketing creates messaging that doesn’t align with real sales conversations.

• Enablement builds training without involving marketing in GTM strategy.

The result? Sales reps get mixed messages, and customers get confused.

The Fix:

✅ Co-create messaging & content – involve both teams in development.

✅ Use sales feedback – refine messaging based on real-world objections.

✅ Track alignment metrics – measure how well content supports sales conversations.

Have you ever seen sales-marketing misalignment impact a deal? Let’s discuss!

3. The Future of Sales Enablement: 5 Trends You Can’t Ignore

Enablement is evolving fast. If you’re still relying on outdated methods, you’re already behind.

5 Key Trends:

1. AI-driven coaching & content recommendations – real-time insights for sales performance.

2. Micro-learning & on-demand training – bite-sized learning replaces long sessions.

3. Sales & Partner Enablement integration – partners need the same level of training as internal reps.

4. Outcome-based enablement metrics – focus on impact, not just training completion.

5. Collaborative enablement – stronger alignment with sales, product, and marketing.

💡 Which of these trends is most relevant to your org?

4. The Secret to Faster Onboarding: Focus on These 3 Things

A slow ramp-up kills revenue. The best onboarding programs focus on three areas:

1️⃣ Role-based learning – customize training for AEs, SDRs, SEs.

2️⃣ On-the-job application – real-world practice beats passive training.

3️⃣ Manager involvement – sales leaders must reinforce training, not just L&D.

What’s the best onboarding experience you’ve had? Let’s hear it!

5. Why Technical Training Is the Hidden Revenue Driver

Well-trained reps close deals faster. When customer-facing teams deeply understand the product, they: ✔ Build credibility faster. ✔ Articulate real business value. ✔ Reduce friction in the sales process.

How to Make Technical Training Work:

💡 Teach “why,” not just “how” – connect features to business outcomes. 🎯 Use real customer stories – make tech relatable. 📊 Make it interactive – hands-on demos beat slide decks.

Does your team struggle with product training? Let’s discuss!

6. How to Coach Sales Teams to Win (Without Wasting Time)

Sales coaching is the most underutilized revenue lever. Most coaching is too vague or inconsistent.

✅ A Simple Framework for Effective Coaching:

1. Review call recordings (Gong, Chorus, etc.) – find real coaching moments.

2. Role-play objection handling – refine responses in real scenarios.

3. Coach to behaviors, not just numbers – metrics show symptoms; skills drive results.

Want a sales coaching playbook? DM me!

7. What Job Seekers Can Learn from Sales Enablement

Job searching is like selling—you need a strategy.

✔ Your resume = Sales Pitch Deck – concise, benefit-driven.

✔ Your LinkedIn = Marketing Collateral – optimize it to tell your story.

✔ Your Networking = Prospecting – build relationships before you need them.

✔ Your Interviews = Discovery Calls – ask great questions, qualify the opportunity.

💡 Want a 1:1 coaching session? Let’s connect!

8. The Metrics That Actually Matter in Enablement

⛔ Training completion rates?

⛔ Webinar attendance?

⛔ Content downloads?

🚀 These don’t measure enablement success. What does? 

✔ Win rates of trained reps vs. non-trained reps.

✔ Deal velocity – impact on time-to-close.

✔ Content adoption – how often sales uses materials in real deals.

If enablement isn’t moving revenue, it’s just noise.

What KPIs do you track?

9. The Power of Partner Enablement: Don’t Leave Revenue on the Table

Your partners are an extension of your sales team. If they’re not enabled, you’re leaving revenue behind.

Winning Partner Enablement Playbook:

✅ Clear onboarding – ramp partners up quickly.

✅ Sales & technical training – make sure they understand the product.

✅ Co-selling & deal support – work together to close more business.

✅ Incentives that drive behavior – reward engagement, not just sales.

What’s working in your partner enablement strategy?

10. Why Enablement Leaders Need to Think Like Product Marketers

Sales enablement and product marketing are two sides of the same coin.

3 Product Marketing Principles for Enablement Leaders:

1. Buyer personas – train reps on real customer pain points.

2. Competitive positioning – help reps articulate differentiation.

3. Messaging frameworks – provide consistent, compelling narratives.

Enablement isn’t just training—it’s go-to-market execution.

What’s one lesson you’ve borrowed from product marketing?