Sales & Product Enablement
Build seller capability—and reinforce it where performance happens.
Sales approaches, product positioning, readiness, coaching and manager reinforcement.
The decision this work supports
What must a seller know and demonstrate before moving into the next stage of customer-facing work?
The business problem
Sellers needed to understand the products, earn the next conversation and apply the right skills in live opportunities. The work connected product knowledge with practice, assessment and ongoing coaching.
What I owned and delivered
I led product enablement across a six-product portfolio, translating technical capabilities into buyer value, discovery, objection handling and sales conversations. I owned curriculum, approved sales approaches, live training, certifications, coaching and manager reinforcement, and directly managed an Enablement Specialist.
Inside the work
- Technical-to-commercial translation
- Converted product capabilities and positioning into buyer narratives, discovery, objections and talk tracks.
- Practice and readiness
- Designed curricula, certifications, role-play, AI-assisted practice and graded readiness checks.
- Coaching and reinforcement
- Built call-review streams, scorecards, manager checkpoints and ongoing resource updates.
From problem to use
- Define the seller role, product knowledge, conversation skills and readiness expectations.
- Build guidance, training, practice and assessment around those expectations.
- Reinforce learning through call review, coaching, manager checkpoints and content updates.
The commercial judgment
Treat knowledge and performance as different checks: a seller needs to explain the product and use it in a relevant customer conversation.
What changed
Time to first meeting during the redesign
Observed completion against the previous eight-week onboarding schedule
The redesigned BDR program reached observed completion in about 4.5 weeks against the previous eight-week schedule. Time to first meeting moved from 52.8 to under 35 days during the redesign. The ongoing system connected product guidance, approved approaches, live practice, certification and manager reinforcement.
Let’s talk about revenue performance.
For conversations about go-to-market strategy, AI operations, product marketing, sales enablement or commercial leadership, email me or connect on LinkedIn.