In this opening episode of a 3-part series, Roxanna Marazzi of RM Consultancy shares how sales leaders, HR, sales ops and enablement can move from ad hoc training requests to a shared view of performance gaps, capability gaps and role alignment. This is for revenue, sales, and enablement leaders who want enablement to prove measurable impact, not just deliver training.

The final part of our wide-ranging talk with Benne Peto shifts from program design to operating model: how to win senior and middle-management support, how leadership capability differs from practitioner capability, and how the profile becomes organizational IP for recruitment, succession and continuous improvement. It ends with a strong closing message on why targeted development outperforms well-meaning but average programs.

Part 2 with Benne Peto gets under the bonnet of the model: how to assess potential rigorously, why the nine-box grid falls short, and how psychometrics plus observation reveal the real “sweet spot” for sustained performance. It is the most practical section for leaders trying to move from intuition to evidence in talent decisions.

Benne Peto opens with her commercial-to-HR journey and explains why growth-focused people strategy starts with business outcomes, not learning activity. The conversation then lands on the core argument: one-size-fits-all development is expensive theatre unless it is targeted at the people and capabilities most likely to shift performance.

This episode looks at leadership, how you should show up to work every day, and how you should evolve as your organization does. Vanguard's Lucy Houlding reflects on the realities of leading teams in high‑performance environments, from decision‑making under uncertainty to balancing empathy with accountability.

Lucy Houlding from Vanguard Asset Management shares her story, from working in Chile to the UK, exploring Vanguard’s approach to value & communication, and Lucy’s own lessons with scrutiny and change. This episode is all about understanding how strong cultures and clear purpose enable growth that lasts.

Part 2 of our episode with Kluster's Rory Brown gets practical: Rory and Jonny Adams walk through a hypothetical joint client and show how Kluster’s quantitative insight pairs with SBR’s enablement to close performance gaps. Rory breaks down leading vs lagging indicators, why “sheep dip” KPIs fail, and how to reverse-engineer every rep’s route to quota. The episode closes with Rory’s grounded view on AI: fix the data context first, then unlock trusted natural-language answers and predictive actions.

In Part 1 of this episode, Rory Brown (Chief Commercial Officer at Kluster) reframes forecasting as an executive decision tool, not a spreadsheet ritual. He explains why many businesses still “feel” their way through board reporting, how latency and fragmented data kill credibility, and why sales forecasting becomes politics when culture rewards narratives over evidence. You’ll hear how Kluster blends the art + science of forecasting to surface uncomfortable truths early enough to act.

In Part 3 of our episode, Matt Ring argues that ‘sales enablement’ is too narrow – the real job is revenue enablement across the full customer lifecycle. He shares practical segmentation frameworks for focusing on strategic, future‑potential and volume accounts, and debates how AI and signal data can support rather than replace human judgment. Matt then opens up about two major crises – Facebook’s missing mobile ad product and Deliveroo’s COVID lockdown shock – before closing with clear, 2026‑ready advice for commercial leaders on propositions, processes, people, and scaling the basics with AI.

In Part 2 of this episode, Matt Ring takes us inside Deliveroo’s nine‑country operation and its multi‑billion‑pound marketplace. He unpacks how seemingly small product changes, like Rider Check‑in, drive customer experience, loyalty, and margin in a tight unit economics model. Matt then digs into building a global GTM calendar around local commercial priorities, how to hold a core narrative while flexing 30% for regional nuance, and where AI is genuinely helping with content consistency and coaching.