Sales Enablement Episodes
Sales enablement is the discipline of changing seller behavior to drive revenue, not just providing tools or content; it's a strategic function that aligns the entire revenue engine (people, process, content, tech) to help reps create new value, guide buyers through discovery, and build lasting customer relationships through knowledge-based, strategic interactions, not just pitches. He emphasizes it's about orchestrating a system that empowers reps to act as trusted advisors, reframing problems and cultivating believers, not just closing transactions.
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Jan. 13, 2026
Escaping the Sales Treadmill: Cognitive Load & Deal Risk w/ Pete Smith
Pete Smith, founder of SpotLogic and veteran sales leader, discusses why enterprise sales reps are drowning in tools and still starving for insight. We discuss the "Cognitive Load" crisis in modern selling.
We explore why 84% of enterprise deals stall after the first meeting and how Sales Enablement leaders can help reps stop "winging it" and start winning. From his days at NCR’s legendary "Sugar Camp" to building deal intelligence software, Pete reveals how to earn the status of a "Trusted Insider" rather than just another vendor.
We explore why 84% of enterprise deals stall after the first meeting and how Sales Enablement leaders can help reps stop "winging it" and start winning. From his days at NCR’s legendary "Sugar Camp" to building deal intelligence software, Pete reveals how to earn the status of a "Trusted Insider" rather than just another vendor.
Guest: Pete Smith
85
Jan. 7, 2026
Why Sales Training Fails: The Science of Attention & Practice w/ Tom Kiernan
Veteran enablement leader Tom Kiernan and I debate the forbidden "T-Word"—Training. Tom argues that effective enablement isn't a one-time event but a continuous process akin to the "Toyota Way," and challenges the industry's "Practice Deficit" where sales reps, unlike professional athletes, often treat live calls as their practice fields. We dive into the neuroscience of the Reticular Activating System (RAS) to explain how buyers filter out noise, and why removing "Commission Breath" is the only way to hack their attention and build genuine trust.
Guest: Tom Kiernan
81
Dec. 9, 2025
Gen Z Grit: NISC Finalist Nina Iannuzzi on Hockey, Slime & Closing the Deal
Episode Summary What do selling gum in the 5th grade and playing defense in hockey have in common with high-stakes Enterprise Sales? According to Nina Iannuzzi , absolutely everything. In this episode of Thoughts on Selling , Lee Levitt sits down with Nina, a sophomore at the Isenberg School of Management (UMass Amherst) and a top-tier finalist at the recent National Intercollegiate Sales Competition (NISC) . If you think the next generation of sales talent is "soft," you haven’t met Nina. We re...
76
Nov. 4, 2025
The Godfather of Sales Mindset: "Who Are You?" w/ Gerhard Gschwandtner
Episode Summary In this special episode of Thoughts on Selling , Lee Levitt sits down with Gerhard Gschwandtner , founder of Selling Power Magazine . Gerhard’s story is extraordinary—from growing up in Austria to creating one of the most influential media platforms in sales history. We discuss how Curiosity , Creativity , and Courage shape every career, and why the most important question isn't "What do you want to buy?" but "Who are you?" Gerhard shares lessons from giants like Zig Ziglar and M...
Guest: Gerhard Gschwandtner