# Sales Enablement Collective > The Sales Enablement Collective is a global gathering of revenue leaders, all striving towards one, shared goal: consistent and predictable revenue growth. Public Ghost content for AI and LLM tooling. Use `/llms-full.txt` for consolidated page and post context. Append `.md` to any post or page URL to get the content in Markdown (for example, `/example-post.md`). ## Pages - [About us](https://www.salesenablementcollective.com/about-old.md) - The Sales Enablement Collective was founded in December 2019 with a mission of uniting revenue leaders, all striving towards one shared goal: consistent and predictable revenue growth. And it did just that. - [Sales Enablement Collective Become an ambassador](https://www.salesenablementcollective.com/become-an-ambassador-old.md) - Are you looking to elevate your personal brand in sales enablement? Then our ambassador program is the perfect choice for you! Designed to give you the space to establish yourself in Sales enablement, the program can also be tailored to be exactly what you want. We want it to be as beneficial for y… - [Contact us](https://www.salesenablementcollective.com/contact.md) - Got a burning question or a hot idea? Want to grab 5 with us? Need some help with an existential dilemma? Drop us a note and we'd be happy to help. - [Create & contribute](https://www.salesenablementcollective.com/contributor-guide.md) - Share knowledge. Build recognition. This is your opportunity to create and contribute with us, and share expertise with other sales enablement experts. - [Future of Sales Festival | OnDemand](https://www.salesenablementcollective.com/future-of-sales-festival-ondemand.md) - The Future of Sales Fest was bursting at the seams with so much invaluable advice from sales and marketing industry leaders, and we wanted to make sure you didn’t miss anything. So, we’ve put all the talks in one place. - [Meet our ambassadors](https://www.salesenablementcollective.com/meet-the-ambassadors-old.md) - We’re proud to introduce our ambassadors. Coming from all over the world and with a range of backgrounds and expertise, they are crucial to helping us achieve our mission of showcasing the power of sales enablement strategies. - [membership](https://www.salesenablementcollective.com/membership.md) - Wanna learn from sales enablement pros from orgs like HubSpot, IBM, Zendesk, and more? Get your hands on tons of tried, tested and vetted templates? Come on in. - [Calling all partners & sponsors](https://www.salesenablementcollective.com/partner.md) - Want to access our network of senior sales enablement decision-makers and position your brand as an industry leader? Find out more about our sponsorship opportunities. - [Sales assets templates](https://www.salesenablementcollective.com/sales-assets-templates.md) - Sales assets arm your salespeople with the tools and information they need to effectively pitch your product - and make more $$$. Get your hands on all the best templates. - [Sales Enablement Summit | Austin | OnDemand](https://www.salesenablementcollective.com/sales-enablement-austin-ondemand.md) - Relive the highlights from 2019’s event, including how to align the perspectives of product marketing and sales, plus expert insights on outbound prospecting, scaling sales onboarding, and value-based cold calling, and much more. - [Sales Enablement Salary Survey 2022](https://www.salesenablementcollective.com/sales-enablement-salary-survey-2022.md) - The 2022 Sales Enablement Salary Survey will explore the ins and outs of salaries all over the world, broken down by everything from time in the industry, leadership support and company head counts, to gender, location and seniority - and more. - [Sales Enablement Summit | London | OnDemand](https://www.salesenablementcollective.com/sales-enablement-summit-london-ondemand.md) - Fancy some nuggets of wisdom about leveraging AI for sales, bridging the gap between sales and marketing, and the challenges of global go-to-market strategies, from speakers at the top of their game? You’ve come to the right place! - [Sales Enablement Summit | San Francisco | OnDemand](https://www.salesenablementcollective.com/sales-enablement-summit-san-francisco-ondemand.md) - San Fran’s 2019 Summit saw speakers from Shopify, Yelp, Kompytech, Hired, and ZenDesk tackle subjects like buyer/seller personas, the challenges of go-to-market, and building executive buy-in. All the good stuff is down here... - [Sales Enablement Summit | Sydney | OnDemand](https://www.salesenablementcollective.com/sales-enablement-summit-sydney-ondemand.md) - Curious to learn more about how the roles of content, technology and science can enhance a culture of sales enablement and drive results? Hear first-hand stories from senior figures at Hubspot, Uber, HP and many more. - [Sales readiness templates](https://www.salesenablementcollective.com/sales-readiness-templates.md) - Ensuring your sales reps are ready to confidently represent your product during prospect conversations is critical. We've got tons of templates to help you do just that. - [Sales strategy templates](https://www.salesenablementcollective.com/sales-strategy-templates.md) - A killer sales strategy is behind every single one of the world's leading companies. Level up yours with tried and tried templates from some of the industry's best. - [SEC Play](https://www.salesenablementcollective.com/sec-play.md) - On-demand premium content from the world's sales enablement leaders, at your fingertips. - [signin](https://www.salesenablementcollective.com/signin.md) - [Teams](https://www.salesenablementcollective.com/teams.md) - [The SEC team 💪](https://www.salesenablementcollective.com/the-sec-team.md) - Find out more about the people who are passionate about making SEC the best and most inspirational community for sales enablers worldwide ## Posts - [How to build AI coaching and onboarding that reps will adopt with Molly Sestak and Bert Vanhaecke](https://www.salesenablementcollective.com/how-to-build-ai-coaching-and-onboarding.md) - Bert Vanhaecke built a revenue agent at Lighthouse that gives every seller a fresh deal strategy each morning. Molly Sestak of Showpad explains how she personalizes onboarding with aptitude profiles and pre-joiner surveys, so each new rep gets a program shaped around their experience. - [Why enablement needs to be in the room before the product ships](https://www.salesenablementcollective.com/why-enablement-needs-to-be-in-the-room-before-the-product-ships.md) - How SAP Engagement Cloud brought enablement and rev ops into launch planning early, with 3 plays to get your field team ready on launch day. - [The 2027 SPM Readiness Guide](https://www.salesenablementcollective.com/the-2027-spm-readiness-guide-ebook.md) - A practical SPM assessment framework covering compensation, territories, quotas, forecasting, and planning – showing you exactly where your revenue operations stand and what's blocking faster growth. Stop leaving 15% of your revenue on the table 92% of revenue leaders say internal misalignment is c… - [AI-Driven Enablement Summit 2026 | OnDemand](https://www.salesenablementcollective.com/ai-driven-enablement-summit-2026-ondemand.md) - Needing some new inspiration on how AI can transform your enablement function? We've got you covered. - [Launch readiness planner](https://www.salesenablementcollective.com/launch-readiness-planner-template-framework.md) - A quarterly planning tool for every initiative heading to your frontline teams, from product launches to policy changes and compliance training. - [Lightning Lecture: Building customized roleplays around your playbook](https://www.salesenablementcollective.com/customization-roleplays-built-around-your-playbook.md) - A generic roleplay gets you a generic result. This session is for teams that have decided to buy and want to know what a platform needs to do to fit the way they sell. - [From system of record to system of context: the layer revenue AI needs](https://www.salesenablementcollective.com/from-system-of-record-to-system-of-context-the-layer-revenue-ai-needs.md) - Most revenue AI runs on systems built to store transactions. The AI for Revenue Leaders 2026 report shows why teams seeing real revenue impact built a context layer first. - [Why sales leader coaching is your most underused growth lever](https://www.salesenablementcollective.com/why-sales-leader-coaching-is-your-most-underused-growth-lever.md) - Intuit's sales coaching lead on lifting coaching from 10% to 50-70% of leaders' time, and why quality, frequency and accountability grow revenue. - [Why reps abandon your new process by week four (and the one manager behavior that fixes it)](https://www.salesenablementcollective.com/week-four-sales-adoption-problem.md) - Most rollouts stall once the kickoff energy wears off. This piece explains what drives reps back to old habits and how a two-minute change in manager one-on-ones turns compliance into lasting adoption - [Lightning lecture: Build vs. buy AI roleplays in 20 minutes](https://www.salesenablementcollective.com/build-vs-buy-ai-roleplays-in-house.md) - Your team can build an AI roleplay in a week. Sasha Karnig of Yoodli shows what it costs to keep it running a year from now. - [The Leaky funnel: How enablement fixes what training can't](https://www.salesenablementcollective.com/the-leaky-funnel-fix.md) - SECnow is your chance to stream exclusive talks and presentations, hosted by sales enablement experts and industry leaders. It's a unique opportunity to watch the most sought-after Sales Enablement content. Each stream delves deep into a key Sales Enablement topic, industry trend, or case study. Si… - [How to scale revenue growth in the AI-first era](https://www.salesenablementcollective.com/how-to-scale-revenue-growth-in-the-ai-first-era.md) - Learn how Xerox and Leica used AI agents to scale their pipeline, plus a 5-step playbook to follow. - [Sales Enablement Summit San Francisco 2026 | OnDemand](https://www.salesenablementcollective.com/sales-enablement-summit-san-francisco-2026-ondemand.md) - Catch up on all your favourite sessions from Sales Enablement Summit San Francisco and hear from the likes of Zendesk, Uber, Google and more. - [A buyer's guide to choosing a sales training program](https://www.salesenablementcollective.com/the-sales-training-buyers-checklist.md) - This buyer's checklist builds that finding into nine weighted criteria for scoring vendors and a quarter-long evaluation plan anchored by a paid pilot. - [The Psychology of Persuasive Messaging](https://www.salesenablementcollective.com/the-psychology-of-persuasive-messaging.md) - A research report examining how gain vs. loss messaging and buyer agency affect attention, engagement, and memory in B2B communications. - [Metrics that matter: how to measure what actually drives sales enablement success](https://www.salesenablementcollective.com/sales-enablement-metrics-that-matter.md) - How to co-design sales enablement metrics with leadership and anchor at least one KPI to your organization's purpose, with examples from KPMG. - [How AI is transforming leadership development at LinkedIn](https://www.salesenablementcollective.com/how-ai-is-transforming-leadership-development-at-linkedin.md) - How LinkedIn's team used AI to get managers actually coaching, plus the Berlin summit session taking the idea further. - [How to turn a brand story into a sales story with Dhvani Unadkat](https://www.salesenablementcollective.com/how-to-turn-a-brand-story-into-a-sales-story-with-dhvani-unadkat.md) - Brand narrative looks five years ahead, while sellers need ground-level detail for the call in front of them. Dhvani Unadkat of PayPal tells Chris Walker and Leann Leone how enablement can translate between the two and help product marketing build more snail-view artifacts. - [What reusable coffee cups can teach us about AI enablement](https://www.salesenablementcollective.com/what-ai-cant-replace-in-sales-enablement.md) - High AI usage rarely tells you whether sellers are improving. Here's how enablement teams can use AI to build seller judgment and curiosity. - [Persona-based selling template](https://www.salesenablementcollective.com/persona-based-selling-template-framework.md) - A structured guide for mapping how your buyers actually make decisions and building your sales approach around it. - [How AI is reshaping sales enablement](https://www.salesenablementcollective.com/how-ai-is-reshaping-sales-enablement.md) - Find out how AI is changing the way we think about sales enablement. - [Why building AI on top of your CRM produces faster chaos](https://www.salesenablementcollective.com/prove-ai-capability.md) - Adoption is close to universal among revenue leaders in 2026, and most can only show productivity for it. The AI for Revenue Leaders 2026 report points at architecture as the reason. - [Selling in 2027: three shifts the late 2026 data say you should plan around](https://www.salesenablementcollective.com/sales-trends-2027.md) - New York is currently showing its Spring/Summer 2027 collections, which makes September a convenient time to think about trends in another industry. The sales trends emerging in late 2026 are less visually obvious, but several changes in buyer behavior and go-to-market execution are becoming diffic… - [Current value and unrealized value : why your sales metrics are looking backward](https://www.salesenablementcollective.com/current-value-unrealized-value-sales.md) - Every time sales decline, organizations launch another improvement initiative: more meetings, more dashboards, and more action plans. Yet many of these efforts produce surprisingly little change; not because people lack capability, but because organizations fail to unlock the intelligence already d… - [Cutting through the noise: prospecting in the AI era](https://www.salesenablementcollective.com/prospecting-in-the-ai-era-ebook.md) - What 153 sales leaders and reps say earns a meeting in 2026, and where AI fits. Did AI make prospecting better or just faster? Sellers rank cold calling as the second most effective way to reach a new buyer, six times ahead of an AI-written email. Leaders rank their teams dead last at doing it. Cut… - [How to build a sales enablement function from the ground up](https://www.salesenablementcollective.com/build-an-enablement-function-from-the-ground-up.md) - Build a high-impact sales enablement function from the ground up with proven strategies for charter development, change management, and measuring success. - [Personalized onboarding design worksheet](https://www.salesenablementcollective.com/personalized-onboarding-design-worksheet.md) - Build an adaptive sales onboarding ramp without losing consistency. Define non-negotiables, choose progress signals, and match support to what sellers need. - [How one enablement leader built AI skills to drive engagement in enablement](https://www.salesenablementcollective.com/how-one-enablement-leader-built-ai-skills-to-drive-engagement-in-enablement.md) - Most enablement content fails at the moment of need, not the moment of creation. Here's how one enablement leader built a modular set of Claude skills that reps reach for twenty minutes before a call. - [AI-supported scoring](https://www.salesenablementcollective.com/ai-supported-scoring-template.md) - An example prompt for scoring sales conversations, plus a template for reviewing the output and turning it into a coaching plan. - [The Sandler sales methodology: complete guide and pain funnel examples](https://www.salesenablementcollective.com/what-is-the-sandler-sales-methodology.md) - We take a deep dive into the Sandler sales methodology and the Sandler pain funnel to understand what this sales methodology is about. - [The operational playbook every enablement leader needs](https://www.salesenablementcollective.com/the-operational-playbook-every-enablement-leader-needs.md) - The operational framework for leading go-to-market, programs, and enablement. - [90-day AI-ready skill build plan](https://www.salesenablementcollective.com/90-day-ai-ready-skill-build-plan-template.md) - The 90-day AI-ready skill build plan works the other way around. You pick a focus area, name one real workflow from your current role, and commit to a short list of moves for a single quarter. - [How to build interactive sales training in an afternoon](https://www.salesenablementcollective.com/start-building-training-that-sticks.md) - A live look at how sales, support, and CS teams turn updates into training people actually use. - [How AI is rewiring enablement and GTM](https://www.salesenablementcollective.com/how-ai-is-rewiring.md) - Turning on enterprise AI without enablement doesn't scale productivity, but inconsistency. How to build governance before the bill arrives. - [Why sales enablement needs fewer decks and better facilitators](https://www.salesenablementcollective.com/why-sales-enablement-needs-fewer-decks.md) - How AI is changing what matters in the enablement profession, and why facilitation now counts for more than content volume. - [Structure, intelligence, practice, measurement: what makes a battlecard actually useful?](https://www.salesenablementcollective.com/what-makes-a-battlecard-useful.md) - Most enablement teams have battlecards. Far fewer know whether reps open them before a competitive deal. Three leaders, at Entravision, Uber for Business, and The Standard, built programs that answer that question differently and arrive at the same place. - [Challenger sales methodology: model, process, and coaching guide](https://www.salesenablementcollective.com/what-is-the-challenger-sales-methodology.md) - We take a deep dive into the Challenger sales methodology to understand what it means to be a Challenger sales rep. - [Why sales enablement is becoming revenue enablement](https://www.salesenablementcollective.com/why-sales-enablement-is-becoming-revenue-enablement.md) - Modern enablement leaders are conductors, not soloists. How to move from sales enablement to a connected, cross-functional revenue engine. - [Half of the content marketing made with AI is sales collateral [Infographic]](https://www.salesenablementcollective.com/half-of-the-content-marketing-made-with-ai-is-sales-collateral-infographic.md) - Marketing is making sales content with AI, and 86% report a bigger pipeline contribution. New Allego research breaks down the numbers. - [Sales enablement and onboarding: how to measure what really matters](https://www.salesenablementcollective.com/sales-enablement-and-onboarding-how-to-measure-what-really-matters.md) - Move beyond training completion metrics and discover how to measure true sales proficiency to drive predictable revenue and empower your team. - [Real behaviour change takes 6 months. Here's why.](https://www.salesenablementcollective.com/real-behaviour-change-takes-6-months-heres-why.md) - The 5 stages real change runs through (and where most teams quit). - [Sales Success Playbook for Life Sciences 2026](https://www.salesenablementcollective.com/sales-success-playbook-for-life-sciences-2026.md) - A 10-page playbook from Allego packed with proven strategies and real-world examples for life sciences sales enablement leaders navigating the shift to digital selling. Make your sales team impossible to ignore When 61% of buyers prefer a rep-free experience, your enablement strategy can't rely on… - [The Ultimate Guide to Sales Content](https://www.salesenablementcollective.com/the-ultimate-guide.md) - A 3-part guide series from Allego on building a sales content system sellers actually use: how to organize it, how to make it findable in seconds, and how to keep it trusted as it grows. Free download. Build a sales content system sellers actually use Forrester found that 65% of sales content goes… - [Are sales training courses worth it in 2026?](https://www.salesenablementcollective.com/are-sales-training-courses-worth-it-in-2026.md) - Proving revenue impact ranks as the single hardest part of the role for 61.2% of sales enablement teams. - [A practical map of where generative AI actually helps sellers (and where it doesn't)](https://www.salesenablementcollective.com/a-practical-map-of-where-generative-ai-actually-helps-and-where-it-doesnt.md) - The tool writes faster than you, but it doesn't know your buyer better than you. - [AI in Revenue Enablement Research Report 2026](https://www.salesenablementcollective.com/ai-in-revenue-enablement-research-report-2026.md) - A 19-page industry report by Allego revealing how 95.6% of revenue teams now use AI, including the 7 measurable ways it's driving pipeline growth, faster onboarding, and shorter sales cycles. Finally, the data to justify your AI investment Your leadership wants ROI. Your team wants clarity. This re… - [How to measure sales enablement and finally get the credit](https://www.salesenablementcollective.com/how-to-measure-sales-enablement-and-prove-its-value.md) - Effort alone will not prove your sales enablement program works. This guide covers the metrics that matter and how to report them in a way that earns credibility and budget. - [The precision playbook for B2B selling: how enablement teams turn account focus into pipeline](https://www.salesenablementcollective.com/the-precision-playbook-for-b2b-selling-how-enablement-teams-turn-account-focus-into-pipeline.md) - A deal worth ten times more than another often takes the same number of hours to close. In B2B selling, the opportunity set is small enough to name the twenty accounts likely to define your quarter. Here are four enablement plays built around that math. - [When does challenger selling actually work best? (deal types, conditions and fit)](https://www.salesenablementcollective.com/when-does-challenger-selling-actually-work-best-deal-types-conditions-and-fit.md) - Challenger selling wins in complex, multi-stakeholder B2B deals and backfires on transactional buys and renewals and this is a practical guide to when to use it and when not to. - [Sales Coaching Virtual Summit 2026 | OnDemand](https://www.salesenablementcollective.com/sales-coaching-virtual-summit-2026-ondemand.md) - Check out the best of our global sales coaching network. Hear insights from leaders at Google, Visa, Microsoft, and more. - [How to tell if your sales team has outgrown lead-based selling](https://www.salesenablementcollective.com/target-account.md) - Most teams need to know whether the signals apply to them. If three or more are true for your team, the model is likely holding you back. If only one applies, you may just have an execution problem inside your current motion. - [The sales enablement metrics worth measuring (and the ones to ignore)](https://www.salesenablementcollective.com/the-sales-enablement-metrics-worth-measuring-and-the-ones-to-ignore.md) - Discover practical strategies to measure the true impact of your sales enablement programs across onboarding, continuous training, and major initiatives. - [Sales enablement vs. sales training: roles, activities, and metrics compared](https://www.salesenablementcollective.com/sales-enablement-vs-sales-training.md) - Discover the nuances between enablement and training in the sales world. We highlight 5 differences, and how these initiatives work together. Learn more. - [How to measure what matters in sales enablement and onboarding with Russ Martin](https://www.salesenablementcollective.com/how-to-measure-what-matters-in-sales-enablement-video.md) - Russ Martin spent years as a CRO and SVP before co-founding RampRight, and he admits he underused every strong enablement leader he worked with. He explains how revenue teams can track the new-hire ramp with objective, real-time data and prove their onboarding is working. - [Sales Enablement Festival New York, July 2026](https://www.salesenablementcollective.com/sales-enablement-festival-new-york-july-2026.md) - Catch up on every session from Sales Enablement Festival New York with sessions from AWS, Atlassian, Automation Anywhere and more - [The build vs. buy guide: an enablement playbook for technical objections](https://www.salesenablementcollective.com/build-vs-buy-the-sales-enablement-playbook-for-technical-objections.md) - Picture a scene that plays out on thousands of sales calls every day. Your account executive is thirty minutes into a discovery call with a technical buyer. The buyer's been nodding along, agreeing that their current process is broken, manual, and costing them hours of productive work every week. T… - [How to turn field intelligence into revenue impact (and close the feedback loop)](https://www.salesenablementcollective.com/how-to-turn-field-intelligence-into-revenue-impact-and-close-the-feedback-loop.md) - Here's something most organizations won't admit out loud: competitive intelligence is treated as an afterthought. It lives in static battlecards that haven't been updated in months. It gets distributed via one-way emails that land in inboxes and are promptly ignored. It gets discussed in well-meani… - [Why most value propositions fail and how to build one that doesn't](https://www.salesenablementcollective.com/your-ultimate-guide-to-creating-a-value-proposition.md) - A powerful value proposition can be the difference between a prospective customer choosing your brand, or your competitor. - [Why 95% of your call insights die in dashboards](https://www.salesenablementcollective.com/why-95-of-your-call-insights-die-in-dashboards.md) - AI role play adoption stalling? 3 hard truths from 150+ enterprise rollouts, plus the revenue activation framework that makes practice stick. - [The future of revenue is postmodern: why the old sales process no longer works](https://www.salesenablementcollective.com/scrap-your-sales-process-building-a-new-enablement-strategy-for-post-modern-buyers-and-sellers.md) - Tim Riesterer, Chief Strategy Officer at Corporate Visions, chronicles the transition of sales from the traditional sales process to the postmodern method. - [How to align marketing, product, and support (and why it is a competitive advantage)](https://www.salesenablementcollective.com/the-alignment-power-team-up-with-marketing-support-and-product.md) - Deriving valuable insights from business data, client cases, or market trends for sales enablement can be a tricky task. However, all the resources are right there, in your company. - [Is sales enablement software worth it? A buyer's guide to content, ramp, and win rates](https://www.salesenablementcollective.com/is-sales-enablement-software-worth-it-a-buyers-guide-to-content-ramp-and-win-rates.md) - Buying sales enablement software is rarely a technology decision but a bet that better content, training, and coaching will show up in the pipeline, and the hard part is knowing whether that bet pays off before you sign a contract. Sales enablement software is worth it for most growing revenue team… - [Why frontline sales management is the hardest job in sales (and how to do it well)](https://www.salesenablementcollective.com/3-key-focuses-for-effective-frontline-sales-leadership.md) - Zach Barney runs through the three key focuses to lead your sales team to success as a frontline leader. - [Defend your margins: Is negotiation training worth it for sales teams?](https://www.salesenablementcollective.com/defend-your-margins-is-negotiation-training-worth-it-for-sales-teams.md) - [State of Agentic Revenue Enablement 2026 Report](https://www.salesenablementcollective.com/state-of-agentic-revenue-enablement-2026-report.md) - Find out what the top 20% of performing reps do differently and how to close the gap before it costs you another quarter. - [The rise of go-to-market engineering: The first AI-native career](https://www.salesenablementcollective.com/the-rise-of-go-to-market-engineering-the-first-ai-native-career.md) - Meet the first AI-native career: how GTM engineers use automation and agents to run revenue at scale without growing headcount. - [Over half your losses were avoidable](https://www.salesenablementcollective.com/over-half-your-losses-were-avoidable-3.md) - It's not price, product, or politics: here's what actually killed the deal. - [Sales Enablement Summit Seattle | 2026](https://www.salesenablementcollective.com/sales-enablement-summit-seattle-2026.md) - Catch up with sessions from Microsoft, OpenAI, Visa and more at Sales Enablement Summit Seattle 2026. - [How to keep AI-built decks on brand at scale with Ulrik Bo Larsen [Video]](https://www.salesenablementcollective.com/how-to-keep-ai-built-decks-on-brand-at-scale-video.md) - Episode 6 - How to keep AI-built decks on brand at scale (with Ulrik Bo Larsen)Podcast Episode · The Enablement Optimization Podcast · 30 June · 51minApple Podcasts - [When 14% of reps carry the number: de-risking your forecast](https://www.salesenablementcollective.com/clone-your-best-reps.md) - The sales and enablement leader's framework for turning top-performer instinct into a team-wide standard - [Sales Enablement Festival London 2026 | OnDemand](https://www.salesenablementcollective.com/sales-enablement-festival-london-2026-ondemand.md) - [How to manage capacity and hold the line with stakeholders in enablement with Stephanie White [Video]](https://www.salesenablementcollective.com/how-to-manage-capacity-and-hold-the-line-video.md) - Episode 5 - How to manage capacity and hold the line with stakeholders in enablement (with Stephanie White).Podcast Episode · The Enablement Optimization Podcast · 17 June · 45minApple Podcasts - [If the leader isn't in the room, cancel the session](https://www.salesenablementcollective.com/if-the-leader-isnt-in-the-room-cancel-the-session.md) - Sessions that don't shift behaviour have one thing in common. Here's what makes the difference. - [What are sales enablement tools?](https://www.salesenablementcollective.com/what-are-sales-enablement-tools.md) - There are a lot of options when it comes to sales enablement tools, as well as a lot of confusion. If it’s your first time exploring tech stacks, it can be hard to separate your CMS from your CRM. We're here to help. - [Sales plays explained: frameworks, examples, and templates](https://www.salesenablementcollective.com/sales-plays-what-they-are-how-they-work-and-templates-to-get-started.md) - This comprehensive guide breaks down how to build action-oriented sales plays, drive field adoption, and equip your revenue team with the exact tools they need to win competitive deals, launch new products, and revive stalled pipelines. - [Sales enablement maturity: A practical guide to every stage](https://www.salesenablementcollective.com/what-is-a-sales-enablement-maturity-model.md) - A sales enablement maturity model helps you track your team's journey to becoming a key, strategic part of your organization. This article explains why the model is important and what it looks like. - [AI for Sales Enablement](https://www.salesenablementcollective.com/ai-for-sales-enablement-brochure-2.md) - Everything you need to know about the certification - [How to use models like ChatGPT in sales enablement](https://www.salesenablementcollective.com/chatgpt-for-sales-enablement.md) - Wondering how to use ChatGPT for sales? This article, featuring SEC Ambassador Thomas Cheriyan, is your one-stop shop. - [Sales Enablement Summit Atlanta, June 2026](https://www.salesenablementcollective.com/sales-enablement-summit-atlanta-june-2026.md) - Catch up on every session from Sales Enablement Summit Atlanta with sessions from the likes of Oracle Netsuite, Jumpcloud, Zscaler and more. - [AI strategic plan](https://www.salesenablementcollective.com/ai-strategic-plan.md) - A blueprint for sustained innovation, agility, and industry leadership. - [AI for sales enablement: 7 time-saving use cases that actually work](https://www.salesenablementcollective.com/ai-and-sales-enablement-a-match-made-in-the-cloud.md) - AI has incredible potential when used in a sales environment, and best of all, it’s not limited to one area. It can be used to help sales enablement achieve its goals in a number of both direct and indirect ways. - [Why sales reps need to experience customer onboarding (and close the empathy gap)](https://www.salesenablementcollective.com/why-sales-reps-need-to-experience-customer-onboarding-and-close-the-empathy-gap.md) - We've all seen it where a sales rep paints a vision of seamless, AI-driven transformation during the demo. The deal closes. Two weeks later, the customer success manager is staring at a frustrated client who just discovered the “utopia” requires a 14-step manual data upload they were never told abo… - [How AI-powered practice delivered a $1M+ return](https://www.salesenablementcollective.com/ai-powered-practice.md) - Sales enablement teams are increasingly being asked to prove that learning drives business outcomes, not just skill development. TEKsystems set out to do both. - [Sales Enablement Summit Amsterdam, May 2026 | OnDemand](https://www.salesenablementcollective.com/sales-enablement-summit-amsterdam-may-2026-ondemand.md) - Catch up on every session from Sales Enablement Summit Amsterdam, including sessions from SAP, Uber, Puzzel, Ford and more. - [AI for Sales Enablement](https://www.salesenablementcollective.com/learning/on-demand/ai-for-sales-enablement.md) - [Sales Enablement Labs 2026 | December](https://www.salesenablementcollective.com/sales-enablement-labs-2026-december.md) - [SKO planning | Sales Enablement Labs](https://www.salesenablementcollective.com/sko-planning-sales-enablement-labs.md) - [December | GTM Labs](https://www.salesenablementcollective.com/december-gtm-labs.md) - [Orchestrating cross-functional GTM: Breaking down silos for unified growth| GTM Labs](https://www.salesenablementcollective.com/october-gtm-labs.md) - [November | GTM Labs](https://www.salesenablementcollective.com/november-gtm-labs.md) - [Why hiring more AEs is the wrong way to meet your revenue goals](https://www.salesenablementcollective.com/why-hiring-more-aes-is-the-wrong-way-to-meet-your-revenue-goals-2.md) - Your board is probably asking you to headcount your way to next year's number. More AEs, more pipeline, more revenue. It's the playbook that's worked for decades. But what if the math is broken? Mark Roberge scaled HubSpot from $0 to $100M and wrote the book on revenue science. Now he's saying the… - [Market sizing](https://www.salesenablementcollective.com/market-sizing.md) - A step-by-step guide to estimating market potential using top-down or bottom-up methods, covering target market definition, customer research, and financial modelling. - [How to deliver just-in-time sales enablement that works](https://www.salesenablementcollective.com/why-the-4p-framework-is-changing-sales-enablement.md) - Looking at my background in the sales training and technology space, I see an industry that has made many well-intentioned promises over the years. We’ve talked about delivering learning in the flow of work, the 70-20-10 model, experiential learning, and just-in-time support. We've used all the buz… - [What is the SPIN selling sales methodology?](https://www.salesenablementcollective.com/spin-sales-methodology.md) - We take a deep dive into the SPIN sales methodology to understand what it means, and explain how to use SPIN selling's four-stage model to close more deals. - [Go-to-Market Labs Workshops](https://www.salesenablementcollective.com/go-to-market-labs-workshops.md) - [Assistant vs. Delegate: How autonomous agents and AI loops are changing Product Marketing | GTM Labs](https://www.salesenablementcollective.com/assistant-vs-delegate-how-autonomous-agents-and-ai-loops-are-changing-product-marketing-gtm-labs.md) - [Taking GTM metrics beyond the dashboard | GTM Labs](https://www.salesenablementcollective.com/taking-gtm-metrics-beyond-the-dashboard-gtm-labs.md) - [Lifecycle metrics that drive retention & advocacy | GTM Labs](https://www.salesenablementcollective.com/lifecycle-metrics-that-drive-retention-advocacy-gtm-labs.md) - [Avoid vanity metrics: evaluating true GTM impact | GTM Labs](https://www.salesenablementcollective.com/avoid-vanity-metrics-evaluating-true-gtm-impact-gtm-labs.md) - [GTM on a budget: do more with less | GTM Labs](https://www.salesenablementcollective.com/gtm-on-a-budget-do-more-with-less-gtm-labs.md) - [Lead with impact: conversations that shape GTM success | GTM Labs](https://www.salesenablementcollective.com/lead-with-impact-conversations-that-shape-gtm-success-gtm-labs.md) - [Winning the narrative when markets move fast | GTM Labs](https://www.salesenablementcollective.com/winning-the-narrative-when-markets-move-fast-gtm-labs.md) - [Turning launches into repeatable revenue moments | GTM Labs](https://www.salesenablementcollective.com/turning-launches-into-repeatable-revenue-moments-gtm-labs.md) - [What low-stakes dad poker taught me about today’s sales enablement](https://www.salesenablementcollective.com/what-low-stakes-dad-poker-taught-me-about-todays-sales-enablement.md) - Once a month, ten friends, most of us exhausted dads of small children, descend upon my basement for a game of ultra-low-stakes poker. We wager less than the cost of a single Starbucks latte, fueled by smoked meat from my Big Green Egg and the need for some adult conversation at the end of a long d… - [Why your next great enabler might already be sitting on your sales floor with Varun Desai [Video]](https://www.salesenablementcollective.com/your-next-great-enabler-might-already-be-sitting-on-your-sales-floor-video.md) - Episode 4 - Why your next great enabler might already be sitting on your sales floor. With Varun DesaiPodcast Episode · The Enablement Optimization Podcast · 14 May · 40minApple Podcasts - [Sales enablement vs sales operations: 9 key differences explained](https://www.salesenablementcollective.com/sales-enablement-vs-sales-operations.md) - Sales enablement vs sales operations... What's the difference between these two business functions? How can they work together? Read on to find out. - [Beyond the battlecard: why static competitive docs aren't enough](https://www.salesenablementcollective.com/beyond-the-battlecard-why-static-competitive-docs-arent-enough.md) - You did everything right. You interviewed the SEs. You sat down with the product team. You combed through win/loss data, pulled the sharpest objections from Gong, and distilled all of it into a clean, scannable format. The battlecard went out. Reps said it was helpful. You called it done. Then you… - [How much do sales enablement managers earn?](https://www.salesenablementcollective.com/what-is-a-sales-enablement-managers-salary.md) - Wondered what a sales enablement manager salary looks like? We take a look at the numbers behind the job title using data from our Sales Enablement Salary Report. - [Sales metrics for sales enablement: explained](https://www.salesenablementcollective.com/sales-metrics.md) - Learn to calculate and measure key sales enablement metrics that help you analyze your enablement and sales team's performance. - [Metrics 101: What enablement metrics actually measure](https://www.salesenablementcollective.com/enablement-metrics-101.md) - Carly Lehner discusses enablement metrics 101: Why metrics matter, which metrics to use, and how to use data to inform your enablement strategy. - [Capturing your invisible market](https://www.salesenablementcollective.com/capturing-your-invisible-market.md) - A 31-page report revealing why B2B companies miss 60% of their total addressable market and the framework to capture every account your reps can actually sell to: Your CRM is lying to you Every territory plan, hiring forecast, and pipeline target you've built is based on incomplete data. On average… - [Cross-sell/upsell opportunity matrix](https://www.salesenablementcollective.com/cross-sell-upsell-opportunity-matrix.md) - A visual framework that helps sales teams identify and prioritise cross-sell and upsell opportunities by mapping customer segments. - [Why agentic AI is your moment to elevate enablement (and your career)](https://www.salesenablementcollective.com/why-agentic-ai-elevates-enablement-and-your-career.md) - Agentic AI is transforming enablement. Scale coaching, boost win rates, and elevate your career with data-backed insights. - [How to stop wasting 4 hours a month in enablement with Andrew Zinger](https://www.salesenablementcollective.com/how-to-stop-wasting-hours-in-enablement-video.md) - Episode 3 - Your sellers are wasting 4 hours a month. Here’s the fix. With Andrew ZingerPodcast Episode · The Enablement Optimization Podcast · 30 April · 46minApple Podcasts - [90% hit quota. The data-driven onboarding system behind it](https://www.salesenablementcollective.com/90-hit-quota-the-data-driven-onboarding-system-behind-it.md) - How one enablement team cut ramp time from 6 months to 3 and got 90% of reps hitting quota, without an LMS or a big budget. - [AI ethics and governance framework](https://www.salesenablementcollective.com/ai-ethics-and-governance-framework-2.md) - A framework for ethical, responsible AI development and governance. - [Why every sales training program you've built has failed (and what finally works) with Greg Smith](https://www.salesenablementcollective.com/why-every-sales-training-program-youve-built-has-failed-video.md) - Learning in the flow of work has been promised for a decade, yet most sales training programs never delivered it. Greg Smith of Janek Performance Group tells Chris Walker and Leann Leone why that is changing and how the enabler role is moving from trainer to orchestrator. - [Coach sellers to handle objections with confidence](https://www.salesenablementcollective.com/coach-sellers-handle-objections-confidence.md) - This guide from Allego covers how to coach objection handling that actually builds confidence and closes more deals. - [Stop reviewing deals. Start coaching sellers.](https://www.salesenablementcollective.com/stop-reviewing-deals-start-coaching-sellers.md) - This guide from Allego and Krysten Conner shows how to build a coaching system that actually drives performance. - [Should sales teams build their own tools?](https://www.salesenablementcollective.com/buy-vs-build-enablement-tools.md) - AI makes building internal software easier than ever. But for revenue teams, the real challenge isn't in building but in running. - [One doc to rule them all: The golden ring framework](https://www.salesenablementcollective.com/one-doc-to-rule-them-all-the-golden-ring-framework.md) - Most companies are failing at AI without knowing it. Here's how one enablement leader fixed it with a single 30-page Google Doc. - [How to build a sales onboarding program from scratch](https://www.salesenablementcollective.com/designing-a-sales-onboarding-program-from-scratch.md) - Discover how to create a successful sales onboarding program from scratch with the help of Neha Divakarla of VMWare. - [How sales can use AI sales agents … right now](https://www.salesenablementcollective.com/how-sales-can-use-ai-sales-agents.md) - What makes agentic AI so different from generative tools like ChatGPT? What are the most practical use cases for sales teams? - [Sales and marketing alignment: The complete guide for 2026](https://www.salesenablementcollective.com/align-sales-and-marketing.md) - Learn how to align marketing and sales to boost revenue, improve collaboration, and create a unified strategy that accelerates deal success. - [How to sell through others: Your complete guide to sales enablement](https://www.salesenablementcollective.com/channel-sales-enablement.md) - Channel sales enablement is the process of enabling your channel partners (like resellers, referral partners, and affiliates) to perform better. - [Gap analysis template](https://www.salesenablementcollective.com/gap-analysis-template.md) - A structured template for mapping current vs. desired states across customer journey objectives to identify gaps and prioritize actions. - [A 5-step framework for consistent sales messaging](https://www.salesenablementcollective.com/consistent-sales-messaging.md) - Align your sales and marketing with consistent messaging to boost credibility, improve buyer trust, and win more deals in 2026. - [Can AI coaches replace human coaches?](https://www.salesenablementcollective.com/can-ai-coaches-replace-human-coaches.md) - New biometric research reveals how sellers emotionally and cognitively respond to feedback from AI compared with human coaching. - [The enablement trap: why most revenue enablement doesn't change behavior](https://www.salesenablementcollective.com/the-enablement-trap-why-most-revenue-enablement-doesnt-change-behavior.md) - Most revenue enablement programs work exactly as designed and that's the problem. - [5 sales enablement best practices to improve sales performance](https://www.salesenablementcollective.com/sales-enablement-best-practices.md) - These actionable strategies show exactly how to improve sales enablement and scale your program. - [The modern sales coaching model](https://www.salesenablementcollective.com/the-modern-sales-coaching-model.md) - How a new hybrid approach, blending AI insights with human guidance, is helping sales organizations reinforce skills and drive better results. - [Sales Enablement Summit Denver, April 2026](https://www.salesenablementcollective.com/sales-enablement-summit-denver-april-2026-2.md) - [Sales Enablement Salary and Landscape Survey 2026](https://www.salesenablementcollective.com/the-sales-enablement-salary-and-landscape-survey.md) - Have something to say about the state of enablement in 2026 ? The Sales Enablement Salary & Landscape Report 2026 is our most ambitious research study yet and it only works if the people doing the work are the ones shaping it. Every response makes the data more accurate, more representative, and mo… - [Only 12% of deals are won by the "best" solutions](https://www.salesenablementcollective.com/only-12-of-deals-are-won-by-the-best-solutions.md) - What 103M poker hands reveal about sales: why sellers matter more than ever, and how to win more deals. - [The Modern Sales Coaching Playbook](https://www.salesenablementcollective.com/the-modern-sales-coaching-playbook.md) - [Stop reviewing deals, start coaching sellers](https://www.salesenablementcollective.com/stop-reviewing-deals-start-coaching-sellers-video.md) - Every sales leader believes in coaching. But in reality, it rarely happens the way it should. Managers get pulled into forecasts, sellers focus on closing, and “coaching” turns into pipeline inspection. But that's deal interrogation, not coaching. And it’s costing you performance Deal reviews might… - [Coaching sellers to handle objections with confidence](https://www.salesenablementcollective.com/coaching-handle-objections-confidence-video.md) - Every deal hits resistance. But top performers don’t fear objections; instead, they use them. Most sellers get this wrong. They hear pushback and assume the deal is slipping. They rush to defend, over-explain, or drop the price. That’s where deals are lost. Because objections aren’t rejection. They… - [AI vs. Human Coaching Report](https://www.salesenablementcollective.com/ai-vs-human-coaching-report.md) - A 30-page neuroscience research report by Allego revealing how B2B sellers respond differently to AI coaching versus human coaching – and what that means for your training programs. What’s actually working in coaching? You've invested in coaching. You've rolled out AI tools. But do you actually kno… - [Defining enablement’s seat at the table | Sales Enablement Labs](https://www.salesenablementcollective.com/defining-enablements-seat-at-the-table-sales-enablement-labs.md) - [The new content playbook: Live, competitive, and buyer-led | Sales Enablement Labs](https://www.salesenablementcollective.com/the-new-content-playbook-live-competitive-and-buyer-led-sales-enablement-labs.md) - [Proving ROI on tech investments and driving rep adoption | Sales Enablement Labs](https://www.salesenablementcollective.com/proving-roi-on-tech-investments-and-driving-rep-adoption-sales-enablement-labs.md) - [Change management and adoption | Sales Enablement Labs](https://www.salesenablementcollective.com/change-management-and-adoption-sales-enablement-labs.md) - [Modern onboarding and everboarding | Sales Enablement Labs](https://www.salesenablementcollective.com/modern-onboarding-and-everboarding-sales-enablement-labs.md) - [Turning AI roleplay into a scalable coaching engine | Sales Enablement Labs](https://www.salesenablementcollective.com/turning-ai-roleplay-into-a-scalable-coaching-engine-sales-enablement-labs.md) - [Narratives that change minds: The storytelling skills every enablement leader needs | Sales Enablement Labs](https://www.salesenablementcollective.com/narratives-that-change-minds-the-storytelling-skills-every-enablement-leader-needs-sales-enablement-labs.md) - [Building an enablement charter that earns trust and powers scale | Sales Enablement Labs](https://www.salesenablementcollective.com/building-an-enablement-charter-that-earns-trust-and-powers-scale-sales-enablement-labs.md) - [Beyond Vanity: Metrics that showcase Enablement’s value | Sales Enablement Labs](https://www.salesenablementcollective.com/beyond-vanity-metrics-that-showcase-enablements-value-sales-enablement-labs.md) - [Sales Enablement Labs](https://www.salesenablementcollective.com/sales-enablement-labs-workshops.md) - [Sales Enablement Powerhour Bi-weekly virtual meetups](https://www.salesenablementcollective.com/sales-enablement-powerhour.md) - SEC Powerhour is our bi-weekly virtual drop-in for Pro and Pro+ members where you'll have the chance to discuss a range of topics with your fellow sales enablers. - [Enablement is broken. Let's fix it.](https://www.salesenablementcollective.com/enablement-is-broken-lets-fix-it-video.md) - In the opening episode of the Enablement Optimization Podcast, Chris Walker and Leanne Leone look at why sales enablement keeps being mistaken for training and admin and how enablement leaders can use data to prove revenue impact and earn recognition as a strategic function. - [How I built an AI-powered sales enablement system that actually works](https://www.salesenablementcollective.com/how-i-built-an-ai-powered-sales-enablement-system-that-actually-works-2.md) - Most sales training doesn’t stick. Here’s how AI and human enablement can reinforce frameworks in the flow of work and improve seller performance. ## Optional - [RSS Feed](https://www.salesenablementcollective.com/rss/) - [Sitemap](https://www.salesenablementcollective.com/sitemap.xml) - [Full content of pages and posts](https://www.salesenablementcollective.com/llms-full.txt)