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PODCAST

Enablement Uncanned

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 and

business marketing

All Episodes

14:46

Revenue Enablement: A Holistic Business Approach

Enablement Uncanned ·

2025/06/03

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 how breaking down silos and aligning teams around shared goals turns enablement into a strategic business partner. Real-world examples show how AI-powered

en

42:55

One Size Fits None: How to Actually Enable Sales by...

Enablement Uncanned ·

2025/05/27

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 workflow-driven solutions are key to lasting impact. Hadia also shares her most "uncanned" takes on enablement, and explains why taking a "one size fits all"

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15:03

Where Does Your Generative AI Pull Answers From?

Enablement Uncanned ·

2025/05/20

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: company content, analytics, general language models, and approved external websites. They highlight the importance of configuring these knowledge scopes to

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33:40

Are Sales Methodologies Dead? Rethinking Enablement...

Enablement Uncanned ·

2025/05/13

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 clear and expert-driven playbooks, and the growing impact of AI in automating coaching and content creation. If you're an enablement leader looking for

en

13:13

Ten Hard Won Secrets for Engaging Reluctant Reps

Enablement Uncanned ·

2025/05/06

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 episode explores how to connect training content directly to real seller challenges, leverage effective storytelling and scenario‐based exercises, and

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37:52

Imposter Syndrome in Enablement: Credentials vs....

Enablement Uncanned ·

2025/04/29

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 impact. The conversation covers the challenges of feeling like an outsider, the importance of finding the right work environment, and practical ways to

en

13:08

The Psychology of Selling: System 1 v System 2 Thinking

Enablement Uncanned ·

2025/04/22

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 emotional, subconscious factors (System 1) often drive purchasing decisions, while logical analysis (System 2) is used to justify choices after the fact. The

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38:43

From Door-to-Door Sales to Partner Success: Being a...

Enablement Uncanned ·

2025/04/15

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 drive real revenue growth. The conversation digs into why most partner enablement programs fizzle out, the importance of building confidence at every

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13:00

To GPT or Not to GPT: Navigating Generative AI in Sales

Enablement Uncanned ·

2025/04/08

In this episode ofEnablement 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 personal touch that’s so critical in building customer relationships?We’ll break down the practical ways sales teams are using AI right now, like speeding up

en

40:59

The Future of Work: AI, Sales Skills, and Enablement

Enablement Uncanned ·

2025/04/01

In this insightful episode ofEnablement 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 insights into how organizations can effectively integrate AI into their workflows.This episode is packed with actionable strategies for sales leaders,

en

36:12

Nine Tips for Solo Sales Enablement Leaders

Enablement Uncanned ·

2025/03/25

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 professionals. Discover how to streamline content creation, scale coaching efforts, and stay motivated in a demanding role. Whether you're looking to

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42:42

Challenges Managers Face with Sales Coaching

Enablement Uncanned ·

2025/03/18

Join us onEnablement 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, discussing why it's often deprioritized and how it impacts revenue. Kunal shares insights from his extensive experience, highlighting the importance of

en

46:20

Becoming a Trusted Advisor with Arup Chakravarti

Enablement Uncanned ·

2025/02/25

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 explores how trust impacts decision-making processes, deal cycles, and repeat business. Arup breaks down his research-backed framework for building trust,

en

06:15

Welcome to Enablement Uncanned

Enablement Uncanned ·

2025/02/17

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 and

en

34 results

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