2023 - Three years ago I stood on the stage of the most important event for customer success leaders, I was invited as a sales enablement guru to speak in front of CCOs, CSMs, AMs and renewal managers on a revolutionary practice and approach: Why and how flipping upside down the customer lifecycle could contribute a bigger impact to the business. Put simply, I came in as a sales enablement guru to speak the lingo of RevOps to CS practitioners (an approach more commonly known

Sales workshops fail when they focus on content instead of reinforcement. This article explains how sales leaders and enablement teams can design high-impact sales workshops that close real performance gaps, reinforce execution, and deliver measurable improvements across the go-to-market organization.

Strategic guidance on AI role-play as a systems decision - not a training tool - highlighting risks, readiness criteria, and platform selection principles.

Greetings Everyone ! Greetings everyone, Happy Holidays! For those who celebrate Christmas, I want to extend my warm wishes for a Merry Christmas - and for everyone, a happy, healthy New Year. Thank you for reading, replying, sharing, and keeping the conversation going this year - it means a lot. If you’re taking a few days to recharge, I hope you get real rest (the kind that actually resets you). And if you’re still in motion, I hope you get a calm week with fewer “urgent”

היי 🙋‍♂️ יש לי חדשות מרגשות לשתף אתכם: במהלך החודשים האחרונים עבדתי על קורס אונליין חדש, והיום אני יכול סוף סוף לומר – הקורס כבר באוויר, ושישה פרקים ראשונים זמינים לצפייה ביוטיוב - חינם ללא צורך בהרשמה: https://www.youtube.com/@projectmoneyball פרקים נוספים מתבשלים כרגע ויעלו בקרוב. הקורס הוקלט כולו בסלוניקי, יוון – והעיר המדהימה הזו לגמרי נכנסת לפריימים 😊 לאורך השיעורים תוכלו להציץ קצת בנוף, באווירה, בבתי הקפה ובאנרגיה המיוחדת שהייתה חלק גדול מההשראה לתוכן. הקורס נבנה על

Every great pilot has a co-pilot. The same is true in GTM: Modern selling is a high-pressure cockpit. Playbooks evolve constantly. Messaging changes. Competitors reposition. Buyers show up better informed - and less patient for poorly educated reps. New reps join, veterans need to adapt, and everyone is expected to stay sharp. This is exactly why Enablement must act as your team’s co-pilot. Who Needs a Co-Pilot? Short answer: everyone in GTM. New hires need a co-pilot to fla

Corporate events are full of noise - slides, booths, pitches, promises. But the real breakthroughs don’t happen on the expo floor. They happen after , when leaders slow down to reflect and rethink. That’s why a book is such a powerful strategic gift. A book doesn’t interrupt. It invites . It reframes challenges, sparks new thinking, and plants ideas that keep working long after the event ends. This year, Second Nature , the leading AI role-play platform, chose to treat their

(And how Enablement can turn these issues into strategic advantages) Every GTM organization produces signals. Some are loud - missed quota, churn, falling win rates. But the most dangerous ones are the subtle early indicators that your revenue system is fundamentally misaligned. These issues slow you down quietly… until the cost becomes impossible to ignore. And here’s the truth: If Enablement doesn’t identify and address these issues early, they compound into bigger problem

Here's why Consumption Metrics kill productivity and why L&D Must Evolve For years, L&D practitioners and enablement pros were measured by how much content they produced : modules, decks, playbooks, videos, certifications, learning paths, completion rates. But in GTM organizations where every minute must translate into pipeline, revenue, retention, or customer value , traditional training formats no longer make sense. Not because learning isn’t important. But because the wa

The last 18 months have reshaped the expectations placed on every business unit, including L&D and Enablement. Boards and executive teams have made one thing extremely clear: The organization has zero tolerance for inefficiencies. Every function must prove its contribution to revenue, productivity, or cost reduction or it will be restructured or replaced. In this environment, relying on consumption metrics like course completion rates, learning hours, or video views is no l

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

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

If you’ve ever felt stuck in your career - moving sideways, never quite “moving up” - you’re not alone. Many talented L&D professionals...