The Enablement Optimization Podcast

AI made it trivial for sellers to generate passable decks, and that convenience pulled go-to-market teams back into single-player work and final-final-v3 attachments. Ulrik Bo Larsen, who built Falcon to over 400 employees before selling in 2019 and now runs Pitch, warns that the deeper cost is brand dilution as the marginal cost of software approaches zero.

The episode covers capacity management, team inheritance, stakeholder expectation-setting, and the question every interview process should include.

In this episode of the Enablement Optimization Podcast, Varun Desai joins Chris Walker and Leann Leone to discuss what it takes to build enablement that sellers actually trust and how to prove it is working.

Andrew Zinger has spent his career in rooms that did not want to listen and figuring out how to make them. From running Salesforce boot camps for 200 new hires a week to building enablement functions inside some of the world's most complex sales organizations, he has developed a clear and often contrarian view of what enablement actually is and what it is not. In this episode of the Enablement Opt...

In this episode, hosts Chris Walker and Leann Leone sit down with Greg Smith from Janek Performance Group to unpack why enablement has struggled to deliver on its own promises, what's changed, and how a convergence of AI, culture, and smarter implementation strategy is finally making real skill development possible at scale. If you've ever implemented a tool nobody used, watched an LMS gather digi...

On this episode, hosts Chris Walker and Leanne Leone kick off the brand new Enablement Optimization Podcast to explore what sales enablement actually is, why it keeps getting mistaken for admin, and how leaders can stop being order takers. Key talking points: Why this podcast exists and what's currently broken in the enablement profession The common misconception that sales enablement is just trai...