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Building a Sales Enablement Strategy That Actually Works | Sales Gravy Podcast
Sales Gravy28 Aug 2026
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I think it's going to collapse the stack, maybe not in a week or a month, but I think as AI gets smarter and some of the core tools we use incorporate more AI into them, I think “we'll find we need less, not more.” I agree with that because there's a platform we use specifically for project management and the way that they've expanded how they're utilizing AI and the platform has kind of done that. Some other tools that I was considering to pull in rendered that unnecessary, which is awesome.
So it's like clockwork, right? Which is really important. And I think you can extend that if you're an enablement team or you're part of this readiness group, who's really working on ensuring that. Also think about standardizing communications, right? So, you know, it should never be a one and done. “And so if you do an event and you have people come and learn and then there's a follow up communications and just making sure that you're consistent with all the pieces and not just one off things, because that doesn't help the situation, especially when, again, back to the rate of change is so fast these days that you have to be consistent.” Otherwise people don't get all the pieces. My next question is, so within these forums and as much as your sales team and customer service reps talk to your client base, how often in the forums do y'all actively hear feedback? Because you're bringing all the teams together, so you're bringing all the parts of the house together.
So it's like clockwork, right? Which is really important. And I think you can extend that if you're an enablement team or you're part of this readiness group, who's really working on ensuring that. Also think about standardizing communications, right? So, you know, it should never be a one and done. “And so if you do an event and you have people come and learn and then there's a follow up communications and just making sure that you're consistent with all the pieces and not just one off things, because that doesn't help the situation, especially when, again, back to the rate of change is so fast these days that you have to be consistent.” Otherwise people don't get all the pieces. My next question is, so within these forums and as much as your sales team and customer service reps talk to your client base, how often in the forums do y'all actively hear feedback? Because you're bringing all the teams together, so you're bringing all the parts of the house together.
The advantage is depth in discovery in particular. So slow down and do discovery until there's no more questions to answer. “And it's crystal clear what the next step should be.” And that will be hard to swallow. So I don't think we'll ever get to that point where there's never any more questions to answer, but I think it's something to strive for because my hypothesis is you'll find that the rest of the sales cycle speeds up. Mm-hmm. No, I love that.