The Enablement Leader's Guideto Sales Excellence

Strategic enablement frameworks for building high-performing sales teams. From onboarding to ongoing development, the playbooks that accelerate time-to-productivity and drive consistent performance.

Enablement Conversations

Enablement leaders discuss onboarding, coaching, and performance improvement

All episodes
Podcast
26 min

The Missing Link Between Sales Playbooks and Performance

In the latest episode of the Sales Readiness Podcast, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Charlie Dorrier, Director of Training at SBI, to explore the gap between building playbooks and using them to drive results.
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Podcast
25 min

A ‘Wicked’ Gainsight Recap: The Dual Forces Shaping Customer Success

In the latest episode of the Sales Readiness Podcast, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Annie Stefano, Senior Training Consultant at SBI, to unpack their key takeaways from the recent Gainsight Pulse Conference.
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Podcast
25 min

Predicting and Preventing Revenue Impacting Mistakes

In this episode of the Sales Readiness Podcast, our host Ray Makela, SBI’s Managing Director of Talent Development, is joined by Christina Brady, CEO and Co-Founder of Luster.ai to explore why traditional sales training often falls short and how a data-driven approach can transform outcomes. The two dive into how AI and predictive analytics are setting a new standard for sales effectiveness.
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Enablement Success Story

How Siemens Scaled Enablement Globally

When Siemens needed to standardize enablement across 200+ countries, they partnered with SBI to build scalable onboarding, unified playbooks, and consistent coaching methodologies.
50%
Faster Ramp Time;
85%
Certification Rate
40%
Productivity Gain
Read the full story
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SBI helped us build revenue operations that scale across continents, languages, and business units.

Quick Tips for Enablement Leaders

Actionable enablement insights you can implement this month

Measure Time-to-First-Deal

Track when new hires close their first deal. Optimize onboarding based on data.

Build Role-Based Certifications

Not all sellers need the same skills. Tailor certification paths by role and segment.

Create Just-in-Time Content

Sellers don't remember 3-day training. Provide micro-content when they need it.

Inspect Deal Execution Weekly

Coaching happens in the deal. Use deal reviews to identify skill gaps.

Update Battle Cards Quarterly

Competitive landscape changes. Keep positioning current and relevant.

Survey Sellers on Content Utility

Build what sellers will use. Kill content that sits on the shelf.

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Schedule a confidential discussion with our enablement team to explore onboarding, coaching, and performance improvement best practices.

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