The Dumb Guy's Guide To Sales Enablement

Are your deals stalling and budgets frozen? Is economic uncertainty throwing punches at your sales pipeline? Then you need to hear this! Well Sales Enablement folks listen up:This podcast episode dives into the crucial strategies sales teams must adopt right now to not just survive, but thrive in today's unpredictable climate. Learn how to move beyond outdated tactics, understand your nervous buyers, defend value over discounts, and build a sales engine that adapts faster than the economy shifts. Don't get benched – sharpen your edge and prepare your team to weather the storm and grow.Subscribe to the Love Enablement Newsletter for more insights and to see past issues!

In this episode, we dive into the transformative power of one-on-one meetings. Often reduced to mundane pipeline reviews, these meetings have the potential to be powerful coaching sessions that foster growth and development in your team. Join us as we explore the subtle art of questioning, revealing how the right questions can unlock honest and transformative conversations. We’ll tackle the common pushbacks and provide practical solutions for separating pipeline discussions from coaching conversations. Learn how to build trust, enhance team dynamics, and drive engagement by asking the right questions and following through on your commitments. Whether you’re a seasoned manager or new to the role, this episode offers valuable insights and actionable advice to help you turn your one-on-ones into a catalyst for personal and professional growth. Tune in and discover how to foster a more dynamic, supportive, and productive work environment. Don’t miss this episode packed with tips and strategies that will empower you to coach your team more effectively. Listen now and start transforming your one-on-ones into extraordinary coaching sessions! jjpod

This week ⁠Dan Smith⁠, Chief Learning Officer at ⁠Winning by Design⁠ introduced us to Impact Sprints. A new format of sales training they are implementing which supercharges behavior change through the use of frontline sales managers. He also shared with us his Coaching Maturity Model and how to identify where your team is at. Music in this episode: Artist: Cosmonkey Title: So Close

In this episode, we tackle the biggest mistake in sales enablement: focusing on the wrong metrics and KPIs. Discover what really matters and get insights into what CSOs care about most. Tune in for practical advice and a fresh take on driving real results in enablement. #salesenablement #salestraining #sales jjpod

Today we discuss how to measure the ROI of Sales Enablement for your business and your company. The idea of having a standardized version of success when it comes to sales enablement is the worst way to think about proving ROI. Listen to this episode to understand how to make it unique to your business and the stakeholders that sign your checks. Want to get the best insights on Sales Enablement? Subscribe to the ❤️, Enablement Newsletter. Each week, hundreds of sales enablement professionals get the latest in sales enablement.

This week's episode is brought to you by GTM AI Academy. Sign up for their Enablement AI Powered course bundle using the code PODCAST30 and receive 30% off of your course bundle. In this episode we share the best way to think about how to incorporate #AI into your enablement workflow. The types of tasks that are best suited for moving the needle. Grab a copy of the book: Co-Intelligence: Living and Working with AI by Ethan Mollick ---- Join hundreds of your most successful enablement peers who read the ❤️, Enablement newsletter each week. An in-depth look at what’s working in Sales Enablement right now. Subscribe Here Visit our Youtube channel for interviews, tactics and smart conversations on Sales Enablement. *Music in this episode is from Artists on Artlist.io Song: On The Way Up Artists: Sourwah Ft. Mkada *All Licensing through Artlist *Some Links in this description are affiliate links.

In this podcast episode, we explore the debate on whether past sales experience is necessary for success in enablement. We draw parallels from professional sports and filmmaking to discuss examples of individuals who achieved legendary success without having significant experience in their respective fields. We discuss the various skills and expertise that enablement professionals must possess and how selling experience is not the only indicator of success in enablement. Ultimately, we argue that what matters most is whether the enablement professional possesses the skills and expertise to drive incredible impact for the organization. --- Get the "Love, Enablement" Newsletter! Enablement Insiders Youtube Channel Follow Ryan On Linkedin

Most Sales Execs and C-suite leaders try to “add” enablement — and end up with confusion, churn, and zero measurable impact. In this episode we unpack the biggest mistake companies make when launching Sales Enablement and how to avoid it from day one.You’ll hear practical guidance for:Deciding when to hire your first Enablement team member (and what that person must actually do).How to frame the executive conversation so Enablement is resourced for outcomes, not just “a seat at the table.”Simple, repeatable steps to move Enablement from good intention to measurable results.Get the weekly Love, Enablement newsletter so you can get the insights and actions you need to be successful in sales enablement.

Discover how "deliberate practice" will change the way your sales team skills faster, and 5 ways your sales enablement team can implement practice into their "daily practice". For more on Sales Enablement, join the "love, enablement" newsletter!Find us on Youtube

Training isn’t the same as skill change. This episode explains why forgetting is an essential step in skill formation and how to use spaced repetition and retrieval practice to turn classroom content into sustained seller behavior.What we coverThe science behind forgetting and why it’s useful for learning.How spaced repetition differs from one-off roleplay and slide decks.A lightweight weekly cadence (10–15 minutes) for reps, managers, and enablement teams.Examples of prompts, micro-practices, and evaluation metrics you can adopt immediately.Pitfalls to avoid (overloading reps, confusing recall with mastery).Who should listenSales enablement leads, sales managers, learning & development partners, and revenue leaders who want measurable skill change—not just attendance.Action steps (do these after listening)Schedule one 10–15 minute spaced-repetition touchpoint for next week.Convert one training outcome into a single retrieval prompt.Join Enablement Insiders to practice the routine live and get templates: https://bit.ly/Join-EI

In this episode we discuss the most common reasons sales enablement fails and how you can avoid these mistakes. Join other successful sales enablement professionals each month at the Enablement Insiders live call: https://bit.ly/Join-EI

Episode focusTraining is a powerful lever — but it’s overused. This episode shows how to diagnose the real problem behind training requests and choose a faster, cheaper, or more durable intervention that actually changes seller behavior and results.What we coverThe three questions to ask before you design a single slide or roleplay.A decision tree: when to train vs coach vs change process vs create job aids vs run a spike experiment.Real-world examples where a 15-minute manager coaching call beat a full workshop.How to measure whether training is the right answer (leading indicators vs outcomes).Quick templates: triage script for incoming requests, a one-page experiment plan, and an ROI checklist.Who should listenSales enablement leads, sales ops, sales managers, L&D partners, and revenue leaders who want higher-impact interventions with less wasted effort.Action steps (do these after listening)Run the 3-question triage on the next training request and pick an alternative if any answer is “no.”Try a 1-week spike (coach + job aid) before committing to a workshop.Use the episode’s ROI checklist to decide whether to invest in full training.Join Enablement Insiders to workshop your next request live: https://bit.ly/Join-EIResources & CTAJoin Enablement Insiders monthly calls — practice the decision tree with peers: https://bit.ly/Join-EI

In this episode we discuss how to thrive as a one person sales enablement team inside your organization. Remember, even though it seems like it, you're not alone. You have more resources than you think you do. Want to join a group of amazing sales enablement professionals who meet monthly to grow, overcome challenges and workshop new tools? Check out The Enablement Insiders and join us today.

In this episode, we're getting into how creating buyer personas can really up your sales game. We'll show you how knowing the nitty-gritty about your customers can change the way you sell, from getting your message just right to making sure your sales tactics are on point.

This episode of "The Dumb Guy's Guide to Sales Enablement" focuses on the transformative power of diagnostic techniques in navigating the complexities of sales enablement and evading the detrimental "I Think Hurricane." It highlights the necessity of replacing assumptions with evidence-based strategies, leveraging data-driven insights, fostering open communication, and staying updated with market trends to accurately diagnose and address sales team needs.

In this episode, we will share which projects you should tackle first as a new sales enablement person in a small company that has not had a formalized sales enablement program before.  Support this podcast by sharing it with friends or colleagues who would get value from hearing it.  Want to connect with us directly on Linkedin? Or get more articles here!

In this episode, you will discover how to determine what a good sales enablement role is beyond reading a job description. Asking the right questions during the interview process is key to understanding if the company actually has its shit together.  Connect with me on Linkedin and tell me what you thought about today's episode. Discover more articles and insights about enablement HERE.

Hear how to avoid sales enablement jobs that will kill you, and keep you from being successful at an organization.  You will also hear about how to CLEARly make a decision based on the information you gather during the interview process. 

In this episode discover how to strip sales enablement down to the bare bones and stay on track.  If you are just starting out in sales enablement, or you are a company trying to formalize a sales enablement team, this is for you.