Project Moneyball Sales training & workshops Too many reps confuse qualification  with discovery . They walk into a first meeting with a checklist: Do you have Budget? Who’s the Authority? What’s the Need? What’s your Timeline? The problem? Those questions don’t reveal anything new to the prospect. They already know their budget. They already know their timeline. So instead of adding value, you end up frustrating them — because the conversation feels one-sided and self-servin

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

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.

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

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

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

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

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

As a Talent Acquisition Manager, Sales Recruiter or BP, you know this by now - Not all salespeople are created equal - and hiring the wrong type can hurt your pipeline and team performance, and most importantly - the business' goals. As someone who’s led sales teams and built enablement functions from scratch, I’ve seen too many recruiters left guessing during interviews - without the tools or support they need from the hiring manager. The results? Bad fits Long hiring cycles

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