#102 Sales Enablement in the AI Native World- with Laura Fu, Head of RevOps & Strategy at DevRev
Description
Laura Fu joins Janis and Philipp to talk about her new book Designing for Excellence, and how Sales Enablement is transforming inside an AI-native world. Laura breaks down the core principles of effective enablement, the flywheel every GTM team needs, and what changes when AI becomes part of the daily workflow.
We cover:
- Why she wrote the book Designing for Excellence
- The core principles of modern sales enablement
- Lagging vs. leading metrics — and why pipeline creation is the #1 indicator of rep productivity
- How to identify, measure, and coach the behaviors that matter
- The Sales Enablement Flywheel: content, programs, tools, analytics
- What “AI-native enablement” looks like in real GTM workflows
- How real-time feedback loops transform programs and content
- What organizations need to change to adopt AI successfully
- Where to start when introducing AI into Sales Enablement
- Laura’s recommended books & mindset shifts for operators
Laura Fu on LinkedIn:
https://www.linkedin.com/in/laurazfu/
Weflow: https://getweflow.com
RevOps Chat Community: https://getweflow.com/community
RevOps Resources: https://getweflow.com/revops
Janis on LinkedIn: https://www.linkedin.com/in/janiszech
Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer
Chapters:
(00:00:00 ) Intro & Meet Laura
(00:01:07 ) Why Laura Wrote Designing for Excellence
(00:04:02 ) What It Means to Be an AI-Native Company
(00:05:24 ) Structuring the Book: 5 Sections Explained
(00:07:14 ) The Core Principles of Sales Enablement
(00:11:26 ) The #1 Leading Indicator: Pipeline Creation
(00:15:16 ) Discovery, New-Business Meetings & Rep Behaviors
(00:18:44 ) The Enablement Flywheel: Content, Programs, Tools
(00:20:34 ) How AI Creates a Closed-Loop Feedback System
(00:23:47 ) Real-Time Coaching & Adaptive Content
(00:27:04 ) What It Takes to Become AI-Native
(00:28:59 ) Organizational Change & Leadership Mindset
(00:31:48 ) Where Enablement Teams Should Start
(00:36:27 ) Book Recommendation: The Courage to Be Disliked
(00:38:32 ) Closing
United States
