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In this episode, Laura Fu discusses her new book, 'Designing for Excellence,' which focuses on sales enablement in an AI native world. The conversation explores the principles of effective sales enablement, the importance of metrics, and how AI can transform the sales process. Laura emphasizes the need for organizations to be agile and ready for change as they integrate AI into their systems. The discussion also covers the significance of real-time feedback and the role of leadership in driving successful enablement strategies.

Takeaways

Laura Fu's book is a blueprint for AI native enablement.

AI native companies integrate AI into their systems fundamentally.

Sales enablement requires motivation and reinforcement.

Clarity in communication boosts rep confidence.

Pipeline creation is a leading indicator of success.

The enablement flywheel consists of content, programs, and tools.

Real-time feedback is essential for effective enablement.

Organizations must be agile to adapt to AI changes.

Identifying impactful metrics is crucial for success.

Change management is key to implementing new processes.

Keywords

AI native, sales enablement, revenue enablement, metrics, feedback loop, change management, organizational readiness, enablement flywheel, Laura Fu, Designing for Excellence