Enablement Uncanned

In this episode of Enablement Uncanned, we dive into the essentials of sales content creation and management, exploring how modern enablement platforms are transforming the way sales teams access, personalize, and share content. Discover why so many reps struggle to find the right assets, how marketing can finally track content effectiveness, and the critical role of AI-powered tools in streamlining workflows. The discussion highlights real-world challenges—like scattered content, time-consuming updates, and the need for personalized buyer experiences—and offers actionable strategies to overcome them.

Tune in to learn how leading organizations are consolidating their content, leveraging inte...

Sales, marketing, and product often march to different beats, leaving revenue on the table and buyers in the dark. Today, our host Jack Naish is joined by Ben Pearce, Strategic Growth Director, to detail how teams can challenge the status quo and approach enablement successfully by tackling misaligned messaging, siloed teams, and outdated enablement tactics.

Enablement isn’t just a buzzword, it’s a powerful tool that can bridge the go-to-market gap and ignite growth. The two unpack how modern enablement empowers teams to move as one, equipping sellers with the right tools, insights, and confidence to crus...

Ready to transform your sales process from ordinary to unforgettable? In this episode, we break down the most impactful sales touchpoints that move buyers from curious to committed—without the clichés. Discover how to create engaging, value-driven experiences at every stage of the journey, from that first cold call to the final handshake (or e-signature).

We’ll unpack:

In this episode of Enablement Uncanned, Jack Naish is joined with Lisa Borg, SVP of Marketing at Acumen, who shares her perspective on the evolving role of marketing in driving business growth and customer engagement with a focus on the transformative impact of AI and its various tools and capabilities.

Lisa has formed a strong perspective on AI and how teams are using it on a day-to-day basis and what the long term impact is shaping up to be for sales, specifically for the buyer's journey.

In this episode, we explore the transformation happening within the enablement world, where we are seeing a shift from traditional sales enablement to holistic revenue enablement.

We discuss why enabling all customer-facing roles—not just sellers—is essential for delivering seamless buying experiences and driving growth. The discussion highlights how breaking down silos and aligning teams around shared goals turns enablement into a strategic business partner. Real-world examples show how AI-powered tools are revolutionizing productivity and engagement.

Leaders, get ready to embrace innovation and collaboration for future-forward success with these critical insights you should take note...

Does one size fit all in enablement? In this episode of Enablement Uncanned, Jack Naish sits down with Hadia Madni, a leader in commercial excellence, to explore the evolving landscape of sales enablement in complex organizations.

Hadia shares her journey implementing enablement technology, the lessons learned from driving adoption, and why workflow-driven solutions are key to lasting impact. Hadia also shares her most "uncanned" takes on enablement, and explains why taking a "one size fits all" approach can quickly lead to frustrating results.

Have you ever wondered where your Generative AI answers are actually coming from?

How can you know if it's to be trusted, and how can you fine tune the results to fit your needs?

In this episode of Enablement Uncanned, Mark and Sarah dig deep into the different types of data sources and knowledge scopes that generative AI can utilize, such as: company content, analytics, general language models, and approved external websites.

They highlight the importance of configuring these knowledge scopes to align with specific business needs and ensure that AI delivers relevant...

In this episode of Enablement Uncanned, Jack is joined by Lawrence Wayne O'Connor, a pro at building training that sticks.

The two explore the evolution of sales enablement, highlighting the shift from traditional sales support to a buyer-first, strategic discipline. Key topics include the adoption of tailored sales methodologies, the importance of clear and expert-driven playbooks, and the growing impact of AI in automating coaching and content creation.

If you're an enablement leader looking for actionable strategies, this episode is for you.

In this episode, we dive into ten secrets your team can use to help engage even the most reluctant reps. Kelly Mullins, Revenue Enablement Manager at Bigtincan, created a list of ten actionable strategies she's developed from her vast experience in the field, designed to keep reps motivated, energized, and committed to ongoing learning. This episode explores how to connect training content directly to real seller challenges, leverage effective storytelling and scenario‐based exercises, and incorporate interactive elements—like gamification, peer coaching, and microlearning—to foster immediate application and retention.

Key themes include aligning every module with clear...

Enablement Uncanned sits down with Carley Fisher, Global Revenue Enablement Lead at GoCardless, for a candid chat about imposter syndrome in enablement. Carley shares her journey from marketing to sales to enablement, opening up about how real-world experience often matters more than formal credentials when it comes to building trust and driving impact. The conversation covers the challenges of feeling like an outsider, the importance of finding the right work environment, and practical ways to connect with teams and overcome self-doubt. Down-to-earth and honest, this episode reminds us that everyone feels like an imposter sometimes — but with the right su...

This episode of Enablement Uncanned explores how the psychology of decision-making—specifically Daniel Kahneman’s concepts of System 1 (fast, intuitive thinking) and System 2 (slow, analytical thinking)—shapes success in sales enablement. Hosts Mark and Sarah discuss the myth of the purely rational B2B buyer, highlighting research that shows emotional, subconscious factors (System 1) often drive purchasing decisions, while logical analysis (System 2) is used to justify choices after the fact. The conversation moves from theory to practice, offering actionable strategies for sales professionals to engage buyers’ intuitive minds, such as building trust, creating positive first impressions, and designing memorable meeting experien...

In this episode of Enablement Uncanned, host Jack sits down with Phil Laslett, founder of Move Forward Consulting and a veteran in tech sales, alliances, and enablement. Phil shares his unconventional journey from selling books door-to-door in the US—dodging dogs and facing rejection—to leading partner enablement strategies that help tech companies drive real revenue growth. The conversation digs into why most partner enablement programs fizzle out, the importance of building confidence at every level, and how focusing on the right partners can make all the difference. Phil also talks about his work as a children’s author and ho...

In this episode of Enablement Uncanned, we tackle the buzzworthy topic of generative AI and its growing role in sales. From writing emails to prepping for meetings, AI is proving to be a game-changer—but it’s not without its challenges. Why are salespeople slower to adopt AI compared to other professions? How do you use it without losing the personal touch that’s so critical in building customer relationships?

We’ll break down the practical ways sales teams are using AI right now, like speeding up research and crafting better pitches, while also highlighting where caution is key—su...

In this insightful episode of Enablement Uncanned, host Jack sits down with Natasha Lindsey, Director of Sales Enablement and Channel Development at Jabra, to explore the transformative impact of AI on sales and the future of work. Natasha shares her unique perspective as a seasoned sales professional turned enablement leader, offering actionable insights into how organizations can effectively integrate AI into their workflows.

This episode is packed with actionable strategies for sales leaders, enablement professionals, and organizations looking to harness the power of AI while maintaining the human touch in customer interactions. Natasha’s reflections on change man...

In this episode of Enablement Uncanned, AI podcasters Mark and Sarah discuss the world of being a solo sales enablement leader, sharing insights and strategies for success. From leveraging peer learning and prioritizing tasks to harnessing technology and building an enablement army, this episode is packed with practical advice for solo enablement professionals. Discover how to streamline content creation, scale coaching efforts, and stay motivated in a demanding role. Whether you're looking to survive or thrive, this deep dive offers actionable tips and inspiration to transform your sales team and drive results.

Join us on Enablement Uncanned, a no-fluff, vendor-agnostic podcast, as we dive into the world of sales enablement with our guest, Kunal Pandya. Kunal is a renowned figure in the enablement sector, serving as the founder of Sales Velocity Labs and VP of Revenue Enablement at Core Search. In this episode, we explore the challenges of sales coaching, discussing why it's often deprioritized and how it impacts revenue. Kunal shares insights from his extensive experience, highlighting the importance of data-driven strategies and the need for effective coaching to drive sales performance. Tune in for a deep dive into the c...

In this episode of Enablement Uncanned, host Jack sits down with Arup Chakravarti, a go-to-market consultant, to talk about building trust in B2B sales. With decades of experience in sales enablement, operations, and analytics, Arup shares his insights on becoming a trusted advisor in an increasingly complex business landscape.

The conversation explores how trust impacts decision-making processes, deal cycles, and repeat business. Arup breaks down his research-backed framework for building trust, including the five key mental processes and ten drivers of trust in B2B relationships. He offers practical advice on how salespeople can develop expertise...

Welcome to Enablement Uncanned, the podcast that's not your typical corporate fluff. Hosted by Jack Naish, a sales guy with a geology degree and a knack for spotting what really works in enablement, this isn't your cookie-cutter, polished show – it's raw, real, and ready to shake things up. We're diving into the nitty-gritty of why enablement programs fail, why sales reps ignore training, and who actually owns enablement. Expect uncensored chats with industry insiders, stories of epic fails and surprising wins, and even some AI-generated content to keep things interesting. We'll be tackling the stuff no one likes to sa...