The Dumb Guy's Guide To Sales Enablement

Training isn’t the same as skill change. This episode explains why forgetting is an essential step in skill formation and how to use spaced repetition and retrieval practice to turn classroom content into sustained seller behavior.What we coverThe science behind forgetting and why it’s useful for learning.How spaced repetition differs from one-off roleplay and slide decks.A lightweight weekly cadence (10–15 minutes) for reps, managers, and enablement teams.Examples of prompts, micro-practices, and evaluation metrics you can adopt immediately.Pitfalls to avoid (overloading reps, confusing recall with mastery).Who should listenSales enablement leads, sales managers, learning & development partners, and revenue leaders who want measurable skill change—not just attendance.Action steps (do these after listening)Schedule one 10–15 minute spaced-repetition touchpoint for next week.Convert one training outcome into a single retrieval prompt.Join Enablement Insiders to practice the routine live and get templates: https://bit.ly/Join-EI

Episode focusTraining is a powerful lever — but it’s overused. This episode shows how to diagnose the real problem behind training requests and choose a faster, cheaper, or more durable intervention that actually changes seller behavior and results.What we coverThe three questions to ask before you design a single slide or roleplay.A decision tree: when to train vs coach vs change process vs create job aids vs run a spike experiment.Real-world examples where a 15-minute manager coaching call beat a full workshop.How to measure whether training is the right answer (leading indicators vs outcomes).Quick templates: triage script for incoming requests, a one-page experiment plan, and an ROI checklist.Who should listenSales enablement leads, sales ops, sales managers, L&D partners, and revenue leaders who want higher-impact interventions with less wasted effort.Action steps (do these after listening)Run the 3-question triage on the next training request and pick an alternative if any answer is “no.”Try a 1-week spike (coach + job aid) before committing to a workshop.Use the episode’s ROI checklist to decide whether to invest in full training.Join Enablement Insiders to workshop your next request live: https://bit.ly/Join-EIResources & CTAJoin Enablement Insiders monthly calls — practice the decision tree with peers: https://bit.ly/Join-EI

In this episode, we're getting into how creating buyer personas can really up your sales game. We'll show you how knowing the nitty-gritty about your customers can change the way you sell, from getting your message just right to making sure your sales tactics are on point.

In this episode discover how to strip sales enablement down to the bare bones and stay on track.  If you are just starting out in sales enablement, or you are a company trying to formalize a sales enablement team, this is for you.