Sales organizations often rely on lagging indicators like win rates or total revenue to evaluate performance. The problem? By the time those numbers surface, it’s too late to course-correct. That’s like waiting until the end of the season to tell a baseball player how to swing. Project Moneyball  offers a different approach: measure performance across key milestones in real-time  instead of waiting for deals to close. This way, we compare how reps perform against the proven p

Why L&D teams keep falling into the content-creation trap - and how this obsession quietly limits real GTM impact, adoption, and performance change.

The Missed Opportunity in Most Sales Organizations Too often, sales enablement is treated as a support function - the team that builds playbooks, runs training, and delivers content when asked. This mindset leaves value on the table. Enablement isn’t just about “helping sales sell”; it’s about multiplying the effectiveness of your entire go-to-market engine. In my Project Moneyball  series, I’ve seen how companies either thrive or stall based on how they leverage enablement.

(This article was first published on October 14, 2020, during COVID. Yet, in light of the aftermath and the ongoing economic climate, its insights remain just as relevant- if not more so in 2025 ) We’re in for a very long and challenging era of uncertainty. In hopes to overcome loss of productivity, Sales Leaders and trainers are redesigning their strategies around onboarding and ongoing training. What might have worked prior to COVID times, may not be enough today and will d

Should you hire a sales trainer or fix the system first? A practical GTM perspective on why internal diagnosis beats generic sales training.

Competition gives birth to innovation. That’s a fact. Without competition iPod, iPhone, Windows, and Google would probably have not been part of our lives today. Without competition, humans on the moon would still be remembered as a chapter in Jules Verne’s famous book.  If competition is a good thing, where's the problem? We (humans) are always looking for new products, new experiences, new features and new capabilities. When businesses compete, consumers (like ourselves) ge

Hiring for a Sales Enablement role? Here's something to read in between interviews... I find those conversations with entrepreneurs and leaders most enjoyable and productive. When looking back and examining the common denominator of those conversations, I realize most of time we circle around the role & responsibilities of the Sales Enablement function and "what engagement tools do we need?..." When comparing where we are today and where we were 10 years ago, I clearly see th

Upfront Contract In this article I will be sharing a high level introduction to Revenue Intelligence followed by a brief snapshot of the evolution of traditional sales tools, and the reasons that led every SW vendor to embed "Revenue Intelligence" in their messaging.   In the second part of the article I will be sharing a few best practices that I have developed, refined and mastered over the last 10+ years. These best practices have helped me to build & manage Sales Enableme

This does not make any sense... Those Kamikaze pilots deliberately crashed their planes directly into enemy warships, why did they bother...

One of the biggest challenges for hiring managers is to build a scalable team from scratch with the right people, with the right culture fit, and with the right skill sets. You're probably thinking - where's the problem? Simply check if they hit their quota in their past role…problem solved. Hire them.     Well, we know it’s not that simple, at least not if you're planning on getting them to stick around if your sales ecosystem is bumpy, immature, unhealthy or still requires

Everyone would agree that the job market today is transforming rapidly. A templated CV stacked with qualifications and experiences is not enough to land your dream job or secure that promotion you've been anxiously waiting for. As the global workforce continues to evolve, the demand for versatile professionals capable of adapting to dynamic challenges becomes increasingly pronounced.    When it comes to seasoned Training professionals, leveraging one's skills and knowledge em

In the dynamic landscape of modern Sales, Sales Enablement stands as a cornerstone for organizations striving to empower their Sales...

Why content management turns into chaos: a GTM perspective on how endless content, tools, and versions pull teams down the rabbit hole.

(A glimpse into the inevitable evolution of Sales Enablement)   During one of our Friday Walk & Talks, my wife was excitedly discussing a...

Two years ago, GTM was just another buzzword. Today, more and more roles are adopting a   GTM approach - and even GTM titles. The shift is no longer confined to Marketing or the boardroom. It’s being felt in Enablement, in Customer Success, and even in L&D.   Two years ago, GTM was just another buzzword. Today, more and more roles are adopting a   GTM approach - and even GTM titles. The shift is no longer confined to Marketing or the boardroom. It’s being felt in Enablement,

In almost every Sales Dev training I’ve run in the last 15 years, I’ve seen the same pattern:   A prospect is showing interest by making the first move (via gated content or through other common CTA).The rep feels the momentum. And then… they pitch. Too soon. The prospect pulls back. The meeting never happens. Why this happens? It’s not because your reps don’t care, or because the leads are bad. It ’s because most reps are trained to book the meeting as the primary goal… but

Here’s the hard truth about Enablement: 👉 When sellers hit quota, no one questions Enablement. 👉 When they don’t - Enablement is the first to go. Why? Because most Enablement teams operate in the Confusion Gap - that fuzzy, dangerous grey area where: Nobody knows what Enablement truly owns Leaders don’t understand how to fully leverage their Enablement function Product Marketing, RevOps, and Enablement trip over each other And everyone silently prays that this month’s pipel

A few years ago, I was leading workshops and enablement sessions - doing what I loved - but deep down, I knew I had more to give.   Fast forward to today: I’ve just stepped into my dream role as VP of GTM and Sales Development. Why? Because CEOs today need multidisciplinary leaders - practitioners who are willing to step outside their comfort zones and jump onto a fast-moving train with grit, adaptability, and a lessons-learned mindset. If that sounds familiar, it’s because t

Lately, I’ve been speaking with founders and early-stage entrepreneurs building the next wave of sales tools. As someone who’s experienced this world from every angle, as a Power User, Consultant, Design Partner, and Strategic Advisor - I can tell you: this shift was inevitable.   There’s one clear signal across the board: 👉 Vendors are no longer setting the rules. Users are. Just like the telecom industry 15 years ago! Back then, cellular providers controlled everything - F

I found a $3M leak and no one saw it coming! Let me tell you a story.   Back when I led Enablement at a global company, I noticed something odd: our top-performing reps were struggling to hit quota, while mid-level reps were mysteriously booking tons of meetings.   Turns out, SDRs were hand-picking which AEs got the good leads - bypassing the automated system.   The result? 🥇 Our best closers weren’t getting enough at-bats 🤷‍♂️ Less experienced reps were burning through hig