Win/Loss Analysis: From Deal Data to Strategic Action
Learn how to run a win/loss analysis that goes beyond reporting, using CRM, AI, and buyer feedback to uncover patterns, find root causes, and drive revenue-impacting decisions.| Federico Presicci
Disclaimer: This article is written in partnership with GetAccept, the digital sales room platform I regard as the most robust on the market. Having spent 2+ years at GetAccept, I’ve seen its strengths firsthand and how it stacks up against the competition. The article includes affiliate links, meaning I may earn a commission if you book a demo or make a purchase through these links, at no additional cost to you. These partnerships support the blog and help me keep sharing free, practical r...| Federico Presicci
Learn how to run a win/loss analysis that goes beyond reporting, using CRM, AI, and buyer feedback to uncover patterns, find root causes, and drive revenue-impacting decisions.| Federico Presicci
Welcome to The Enablement Insight, a blog where sales enablement transcends traditional boundaries. This blog serves as a compass in the complex world of sales and enablement. Here you will discover expert insights into tools, systems, frameworks, methodologies, and strategies to augment your capacity to nurture and upskill your sales teams. Featured posts ‹ Mark […]| Federico Presicci
Welcome to The Enablement Insight, a blog where sales enablement transcends traditional boundaries. This blog serves as a compass in the complex world of sales and enablement. Here you will discover expert insights into tools, systems, frameworks, methodologies, and strategies to augment your capacity to nurture and upskill your sales teams. Featured posts ‹ Mark […]| Federico Presicci
Over the years, I’ve noticed one pattern repeat itself: when people hear “sales enablement,” their minds often go straight to training. And to be fair, that’s understandable as training is often the most visible part of what we do. But it’s also just one piece of a much bigger puzzle. The post Sales Enablement Program: What It Is and Why It’s Not Just Training appeared first on Federico Presicci.| Federico Presicci
When I was writing my article on what defines a high-performing sales culture, I spent hours debating whether to include something practical – something readers could take away and apply in their own organisations, whether they work in enablement or lead sales teams themselves. If you’ve read that article, you’ll see why I ultimately decided against it. The post How to Build a High-Performing Sales Culture – A 7-Step Playbook appeared first on Federico Presicci.| Federico Presicci
Explore what is a digital sales room and 29 practical use cases across new biz, expansion, renewals, onboarding, internal collaboration, and AI-driven workflows.| Federico Presicci
Unlock the full potential of your sales force and whole GTM with holistic and multidisciplinary sales enablement systems and expert insights.| Federico Presicci
A practical guide to the key competencies for SDRs, AEs, AMs, and CSMs with a clear matrix to benchmark skills, support development, and drive performance.| Federico Presicci
Discover 8 expert best practices for effective product training in sales, focusing on behaviour change, real-world application, and alignment.| Federico Presicci
Welcome to The Enablement Insight, a blog where sales enablement transcends traditional boundaries. This blog serves as a compass in the complex world of sales and enablement. Here you will discover expert insights into tools, systems, frameworks, methodologies, and strategies to augment your capacity to nurture and upskill your sales teams. Featured posts ‹ Mark […]| Federico Presicci
Welcome to The Enablement Insight, a blog where sales enablement transcends traditional boundaries. This blog serves as a compass in the complex world of sales and enablement. Here you will discover expert insights into tools, systems, frameworks, methodologies, and strategies to augment your capacity to nurture and upskill your sales teams. Featured posts ‹ Mark […]| Federico Presicci
This article was created in collaboration with Glyphic, who sponsored this piece. Glyphic is an AI sales copilot platform I’ve explored in-depth and personally recommend. It includes affiliate links, which means I may earn a commission if you book a demo or make a purchase – at no extra cost to you. These partnerships help sustain the blog and keep my content free. All insights reflect my independent analysis and commitment to sharing meaningful, practical value with the enablement and re...| Federico Presicci
Sales teams today are drowning in content. Battle cards, one-pagers, eBooks, decks, product sheets, ROI calculators – more gets added every quarter. Each asset built with the best intentions: to inform, enable, persuade, or accelerate the sale. But here’s the paradox. The post 24 Sales Content Metrics: Measuring What Influences Revenue appeared first on Federico Presicci.| Federico Presicci
I’ve written extensively about sales methodologies and sales qualification frameworks – including why sales methodology implementations often fail. In my own work, I’ve been a strong advocate of MEDDPICC. I’ve explored in detail how to embed it across the go-to-market organisation, from training and reinforcement to deal reviews and forecasting. But recently, I realised something was missing. The post 27 Sales Methodology Metrics: Track Adoption, Execution, & Impact appeared first on ...| Federico Presicci
Sales enablement technology is meant to make sales easier. But for many sales enablement teams, it’s become a double-edged sword. From clunky CRMs and half-used tools, to a growing list of AI-powered add-ons, the stack keeps growing – but the value doesn’t always follow. The post 21 Sales Enablement Technology Metrics That Matter appeared first on Federico Presicci.| Federico Presicci
I thought I had a solid plan for exploring high-performing sales culture. Step one: review the latest research on sales culture. Step two: gather insights from practicing sales leaders – each of whom has managed teams or entire sales organisations at some of the world’s most successful companies. Then, I’d smash these two main sources together like some kind of content-based Large Hadron Collider… and voilà: out would come something valuable. The post What Is a High-Performing Sales ...| Federico Presicci
Discover 16 cross-functional collaboration metrics to measure alignment, track enablement impact, and improve handoffs, launches, and seller support.| Federico Presicci
Discover the top challenges facing sales operations today, shared by 16 industry leaders.| Federico Presicci
Discover the most comprehensive list of sales enablement metrics to track impact, improve performance, and align with strategic goals.| Federico Presicci
Track training impact with 25+ metrics covering knowledge, behaviour, ROI, and more – built for modern sales enablement teams.| Federico Presicci
Learn what an AI sales copilot really does and explore 25+ practical use cases that support reps, managers, and GTM teams across the full sales cycle.| Federico Presicci
Learn what product enablement is, how it differs from product marketing and training, and why it's essential for organisations with rapidly evolving products.| Federico Presicci
Discover the best methods and models for evaluating sales training, from Kirkpatrick to LTEM, and learn how to prove, improve, and communicate real impact.| Federico Presicci
Explore the distinctions/synergies between sales enablement & sales operations. Understand their roles in enhancing sales effectiveness and driving revenue.| Federico Presicci
Learn about the similarities and the differences between revenue operations and sales operations. Find out how they work best together.| Federico Presicci
Discover the pivotal role of buyer enablement and explore how integrating buyer perspectives into sales enablement practices can elevate sales strategies.| Federico Presicci
16 sales operations leaders share the best practices driving real revenue impact.| Federico Presicci
Discover 31 powerful use cases for AI sales roleplay, from mastering discovery calls to enhancing competitive positioning| Federico Presicci
Explore first-hand insights from 17 sales managers as they share the top sales management challenges and how they overcome them.| Federico Presicci
Explore the key differences between product enablement and product marketing, how they complement each other, and their roles in driving business outcomes.| Federico Presicci
Discover the essential sales enablement skills needed to build a successful career. Explore foundational skills, role-specific skills, and emerging skills.| Federico Presicci
Explore the best AI sales roleplay software of 2025 – including tools like Hyperbound – to help sales teams master cold calls, discovery, and much more.| Federico Presicci
This sales enablement technology guide investigates the different types of sales enablement software and how they support sales teams.| Federico Presicci
A comprehensive overview of the knowledge, skills and behaviours that are essential for the success of a Sales Development Representative (SDR).| Federico Presicci
Explore the nuanced distinctions and overlaps between sales enablement and revenue enablement, delving into definitions and clarifying misconceptions.| Federico Presicci
Explore the evolving roles within sales enablement, from generalists like specialists, managers, and directors to more specialised positions.| Federico Presicci
Discover expert insights on when and how to build a successful sales enablement function. Learn why timing and execution are critical and how to avoid common pitfalls.| Federico Presicci
Discover the key to effective sales enablement: linking knowledge, actions, outputs, and outcomes to drive measurable results.| Federico Presicci
Transform your deal review sessions into high-impact meetings with our essential deal review template.| Federico Presicci
Discover the simplest and most impactful way to approach sales enablement, focusing on outcomes, outputs, and obstacles.| Federico Presicci
Explore the journeys of 17 sales enablement directors as they share their daily routines, responsibilities, and skillset.| Federico Presicci
Discover why sales enablement is essential for driving business outcomes. Learn about its role, purpose, and how it equips revenue teams.| Federico Presicci
Discover the key factors that drive sales success, including leadership, clear processes, tailored training, consistent coaching, and scalable systems.| Federico Presicci
Learn what true cross-functional alignment means and how it is achieved.| Federico Presicci
Unlock the value of structured deal reviews to drive accountability and sales success.| Federico Presicci
7 sales enablement specialist describe their responsibilities, challenges and how they help their GTM departments achieve success.| Federico Presicci
This sales onboarding checklist provides you with all the essential steps to take to build a world-class sales onboarding.| Federico Presicci
An investigation into sales training vs sales coaching identifies similarities and interactions between the two sales enablement pillars.| Federico Presicci
Discover the key techniques to elevate your sales skills and behavioural coaching in this comprehensive guide.| Federico Presicci
Learn everything there is about the sales enablement manager role - responsibilities, skills needed and even daily activities.| Federico Presicci
Discover 11 essential sales meeting types for sales managers to effectively lead their teams and drive performance.| Federico Presicci
Explore my modern sales enablement specialist job description, including responsibilities, skills, and experiences required to succeed in the role.| Federico Presicci
Learn how to build an world-class sales discovery training programme, integrating AI roleplaying for greater revenue impact.| Federico Presicci
Take your sales enablement to the next level with our Sales Enablement Strategy Template, helping align initiatives with business objectives.| Federico Presicci
Empower your sales teams with this comprehensive sales coaching guide. Dive into different sales coaching types and how to get started with them.| Federico Presicci
Are you looking to elevate your sales training? Our checklist is your go-to resource, outlining essential best practices for designing impactful programmes.| Federico Presicci
This guide to sales qualification frameworks introduces and examines the most popular approaches used for lead qualification by sales teams.| Federico Presicci
Explore a full-scale implementation walkthrough of the MEDDPICC sales methodology, from the initial preparation through to the development of mastery.| Federico Presicci
Learn about different sales methodologies, their history, guiding principles, and steps included. Find out which one could work for you.| Federico Presicci
Unravel the complexities of sales enablement in this comprehensive 2024 handbook. Gain a clear understanding of its purpose, advantages, and key pillars.| Federico Presicci
Unlock the transformative potential of sales enablement with this comprehensive sales enablement strategy guide.| Federico Presicci
This sales enablement technology guide investigates the different types of sales enablement software and how they support sales teams.| Federico Presicci
Navigate the intricate world of sales enablement with The Enablement Insight blog - your guide to elevating your sales force performance.| Federico Presicci
What is a sales process? What is a sales methodology? Learn the key differences and how they work together to boost your sales success.| Federico Presicci
Explore the intricate dynamics of sales enablement challenges through the lens of industry leaders.| Federico Presicci
Explore the dynamic world of sales enablement jobs. Uncover the range of roles and determine if a sales enablement career is your next step.| Federico Presicci
Explore the top sales enablement best practices shared by 20 industry leaders from some of the world's most successful companies.| Federico Presicci
Meet Federico, a sales enablement strategist with a unique blend of expertise in sales, training, coaching, technology, and psychology.| Federico Presicci
Discover 107 MEDDPICC questions to effectively understand you buyers, qualify them, and align the value your solution offers.| Federico Presicci
Learn about partner enablement - what it is, how to enable different types of sales partners, and how it relates to sales enablement.| Federico Presicci
Welcome to this extensive guide on sales onboarding, written directly from first-hand experience and thorough research.| Federico Presicci
Learn what sales effectiveness is, how you can measure it, and what sales enablement can do to make sales teams more effective.| Federico Presicci
Unlock the secrets of effective sales training. This guide offers in-depth sales training best practices to bolster sales performance and drive results.| Federico Presicci
Familiarise yourself with 32 different types of sales enablement assets and materials - what they should achieve and how to ensure success.| Federico Presicci
Dive into the different sales enablement content types, the best practices for creating content and measuring its effectiveness, and emerging trends.| Federico Presicci
Find out what are the 14 most costly sales enablement mistakes and how you can avoid them.| Federico Presicci
16 CROs and VPs of sales share their biggest sales leaders' challenges; explore what's top of mind for them.| Federico Presicci
A comprehensive overview of the knowledge, skills and behaviours that are essential for the success of an account executive (AE).| Federico Presicci
