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 …
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 onl…