The Project Moneyball YouTube channel is more than just conversations - it’s a window into the minds of entrepreneurs, GTM leaders, CEOs, and practitioners from across the globe. Each interview is designed to deliver practical insights, fresh perspectives, and actionable takeaways you can apply directly to your role. Whether you’re in L&D, Customer Success, Sales Enablement, or Leadership, there’s something here to elevate how you think, operate, and grow. 👉 Subscribe to Pro

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

One year ago, I waded into new waters and became an author. I published not one, but two books in the  Project Moneyball  series:  💡Book One: Top Sales Enablement Challenges 💡Book Two: The Multiplier In a world where AI is rewriting how we learn, share, and consume knowledge, you might ask: “Why write a book at all?” For me, the answer was simple: writing is timeless. It’s a chance to create something lasting. Authoring these books was more than a project - it was a process

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,

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

Every HR leader I’ve worked with is an expert in people, culture, and process. But when it comes to hiring sales talent, even the best teams face an invisible challenge: Sales candidates are trained to “sell” themselves just like they would to a buyer. Without the right interview lens, top-performing candidates can blend in with average ones - until it’s too late.   In my work with Talent Acquisition Managers and VPs of HR, one pattern stands out: Hiring salespeople without a