Enablement Uncanned

Ready to transform your sales process from ordinary to unforgettable? In this episode, we break down the most impactful sales touchpoints that move buyers from curious to committed—without the clichés. Discover how to create engaging, value-driven experiences at every stage of the journey, from that first cold call to the final handshake (or e-signature).

We’ll unpack:

• The art of the first impression: Why your opening move matters more than ever
• Multi-channel magic: How blending calls, emails, and digital sales rooms keeps buyers engaged
• Personalization at scale: Turning data into meaningful, memorable interactions
• The power of real-time feedback: Using conversation intelligence and AI to fine-tune your approach
• Collaboration that clicks: How commenting and shared spaces accelerate decisions and build trust

Packed with real-world examples and actionable tips, this episode is your playbook for building buyer trust, shortening sales cycles, and closing with confidence. Whether you’re a seasoned seller or just starting out, you’ll walk away ready to trailblaze a buyer journey that stands out—and wins.

In this episode of Enablement Uncanned, Jack Naish is joined with Lisa Borg, SVP of Marketing at Acumen, who shares her perspective on the evolving role of marketing in driving business growth and customer engagement with a focus on the transformative impact of AI and its various tools and capabilities.

Lisa has formed a strong perspective on AI and how teams are using it on a day-to-day basis and what the long term impact is shaping up to be for sales, specifically for the buyer's journey.

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 tools are revolutionizing productivity and engagement.

Leaders, get ready to embrace innovation and collaboration for future-forward success with these critical insights you should take note of.

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" approach can quickly lead to frustrating results.

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 align with specific business needs and ensure that AI delivers relevant, accurate insights.

This episode also addresses practical business implications, like improving sales readiness, reducing onboarding time, and enabling scalable learning programs. Real-world examples illustrate how AI-driven tools like Bigtincan’s GenieAI help organizations streamline content management, automate repetitive tasks, and provide timely, data-driven recommendations—all while maintaining high standards for data privacy and governance.

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 actionable strategies, this episode is for you.

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 incorporate interactive elements—like gamification, peer coaching, and microlearning—to foster immediate application and retention.

Key themes include aligning every module with clear business outcomes, using data‐driven feedback loops to track progress, and creating a culture of continuous reinforcement through regular check‐ins and on‐the‐job coaching. Listeners will learn practical tips for designing compelling role‐plays, integrating customer stories, and building bite‐sized learning experiences that fit into busy seller schedules. From crafting a narrative arc that resonates to measuring true behavior change, these ten secrets offer a step‐by‐step blueprint for driving engagement and maximizing the impact of your sales‐training programs.

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 connect with teams and overcome self-doubt. Down-to-earth and honest, this episode reminds us that everyone feels like an imposter sometimes — but with the right support and mindset, you can turn that into your strength.

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 conversation moves from theory to practice, offering actionable strategies for sales professionals to engage buyers’ intuitive minds, such as building trust, creating positive first impressions, and designing memorable meeting experiences.

The episode also examines the transformative role of generative AI in sales. AI tools can automate and streamline System 2 tasks—like research, proposal writing, and data analysis—freeing salespeople to focus on high-value, human-centered activities that foster relationships and trust. Listeners are encouraged to reflect on their own sales processes and consider how leveraging AI can help them spend more time on the “human stuff” that truly moves deals forward. The episode concludes with practical takeaways for integrating psychological insights and AI into smarter, more effective sales strategies.

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 level, and how focusing on the right partners can make all the difference. Phil also talks about his work as a children’s author and how the lessons he teaches kids about confidence and resilience apply just as much to sales teams. Whether you’re in sales, enablement, or just curious about what it takes to turn potential into performance, this episode is packed with practical insights, real stories, and a refreshing take on what it means to empower others—without the fluff.