Enablement changes what your team believes selling is -- and that has a price tag
Nate tells the story of a value-selling programme that permanently changed how he thought about price -- and why, three years later, it was the reason he left the company. He and Ava dig into how to design enablement around a real business model shift, and what has to change around it afterwards.
What Nate and Ava discuss
- Why enablement should be built around the business model shift you're actually making, not generic sales skills
- Spacing beats intensity: two short blocks four weeks apart, with real wreckage to discuss in between
- What happens when you upgrade what people believe and leave pricing, comp and deal reviews untouched
The move
Before you sign off on any enablement, name the one thing in your operating system that has to change to match it -- and put a date on it. Then say that date out loud to the team.
🔗 Resources & Links: paths.to/presales
📅 Book a Discovery Call: calendly.com/serockstars-tim/discovery-call
Your hosts
Nate Hargrove
The Seasoned Pragmatist
Ava Vasquez
The Modern Builder