Why Most Sales Enablement Fails - And What to Do Instead
Description
Federico Presicci, Director of Sales Enablement at GetAccept, shares why most enablement programs fall short and how to fix them fast.
He reveals how to turn generic sales messaging into a precision tool, embed live coaching, and use AI without damaging trust.
By the end, you'll rethink how your team handles rep performance, buyer experience, and GTM execution.
What to listen for:
1. 01:10 – Why most AI-generated outreach breaks trust instead of booking meetings
2. 04:02 – The hidden cost of letting AI SDRs flood inboxes with low-precision messages
3. 09:21 – The smarter way to use AI: as a research layer, not a rep replacement
4. 12:57 – How to build message cards that reps actually use in conversations
5. 15:34 – The trap of treating enablement like a content factory (and what to do instead)
6. 20:45 – Why messaging consistency breaks down when it's divorced from call reality
7. 24:16 – Structure beats scripts: how Federico trains reps to think, not memorize
8. 28:08 – Why coaching doesn’t work if the sales environment is broken
9. 32:11 – The system Federico uses with CROs to spot hidden friction fast
10. 39:42 – How sales leaders accidentally approve toxic culture by staying silent
United States
