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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 ...
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AI in Sales: The Good, the Bad, and the Ugly
43:17
43:17
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43:17
In this episode of 'AI in Sales: The Good, The Bad, and The Ugly,' Jack Naish is joined by Mike Pritchett to dive into the transformative impact of artificial intelligence on modern sales organizations. They explore how AI-powered tools are reshaping sales workflows by automating repetitive tasks, prioritizing leads, and personalizing outreach—free…
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Agentic AI: Game Changer in Sales Enablement
9:41
9:41
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9:41
In this episode of Enablement Uncanned, we dive into the shift happening right now in sales enablement, driven by the rise of Agentic AI. Drawing on insights from the brand-new in the 2025 Aragon Research Globe™ for Sales Enablement Platforms report, we unpack how sales enablement platforms are evolving far beyond traditional content management. We…
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AI is Ruining Sales — And Enablement Needs to Push Back
47:21
47:21
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47:21
In this episode of "Enablement Uncanned," Dave Sweeney dives into the provocative claim that AI is undermining the sales profession, challenging the widespread belief that more automation always leads to better results. Sweeney explores how AI-driven tools, while promising efficiency, often risk eroding the human elements critical to successful sel…
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Aligning Sales and Marketing for GTM Success
15:41
15:41
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In this episode, we take a deep dive through the essential strategies for bridging the gap between sales and marketing teams to drive impactful business outcomes. The discussion highlights the importance of fostering a culture of collaboration, where cross-functional teams leverage shared tools and transparent communication to break down silos. We …
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Unpacking Enablement: Practical Lessons for Teams Big and Small
48:12
48:12
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48:12
In this episode of Enablement Uncanned we are joined by Viktorija Hartwell, Professional Enablement Consultant, to break down what enablement truly means in today’s fast-paced business environment. Jack and Viktorija discuss how enablement has evolved from simple training and onboarding to a strategic function that drives measurable outcomes across…
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Sales Content Creation and Management Essentials
16:56
16:56
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16:56
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 t…
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The GTM Gap is Real — And Enablement Can Fix It
43:07
43:07
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43:07
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 enablemen…
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The Best Sales Touchpoints to Improve the Buyer's Journey
21:08
21:08
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21:08
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-sign…
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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 an…
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Revenue Enablement: A Holistic Business Approach
14:46
14:46
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14:46
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 h…
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One Size Fits None: How to Actually Enable Sales by Sales Type
42:55
42:55
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42:55
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 workflo…
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Where Does Your Generative AI Pull Answers From?
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15:03
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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: comp…
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Are Sales Methodologies Dead? Rethinking Enablement for the Modern Buyer
33:40
33:40
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33:40
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…
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Ten Hard Won Secrets for Engaging Reluctant Reps
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13:13
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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 episod…
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Imposter Syndrome in Enablement: Credentials vs. Experience
37:52
37:52
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37:52
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 im…
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The Psychology of Selling: System 1 v System 2 Thinking
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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 emotio…
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From Door-to-Door Sales to Partner Success: Being a Catalyst for Revenue Growth
38:43
38:43
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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…
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To GPT or Not to GPT: Navigating Generative AI in Sales
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13:00
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13:00
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 person…
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The Future of Work: AI, Sales Skills, and Enablement
40:59
40:59
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40:59
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 i…
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Nine Tips for Solo Sales Enablement Leaders
36:12
36:12
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36:12
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 p…
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Challenges Managers Face with Sales Coaching
42:42
42:42
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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,…
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Becoming a Trusted Advisor with Arup Chakravarti
46:20
46:20
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46:20
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 exp…
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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 progr…
…
continue reading
