Troubleshooting Enablement with Federico Presicci | Interview

The State of Sales Enablement

In this episode of Troubleshooting Enablement, Devon McDermott, your host and EnableNerd, welcomes Federico Presicci, enablement strategist, leader of GetAccept’s enablement team, and creator of the Enablement Insight blog. With extensive experience in building enablement functions and sharing best practices across the community, Federico dives deep into maximizing the value of enablement technology and AI-driven strategies.

Here is what Devon and Federico discussed:

• Clarifying outcomes and aligning with GTM strategy: Why starting with clearly defined, measurable outcomes is critical for long-term success.
• Integrating tech into enablement strategy: How to connect sales technology, such as Gong and Seismic, to ensure scalable impact and behavior change.
• Prioritizing processes over tools: Before implementing any tech, understand the key processes that impact business outcomes and design your tech stack accordingly.
• Leveraging AI co-pilots and conversational intelligence: Insights into how AI-driven tools can automate workflows, improve data quality, and enhance GTM collaboration.
• Digital Sales Rooms vs. Traditional CMS: Federico shares why digital sales rooms offer a more effective, buyer-centric approach to engagement than legacy content management systems.
• Using generative AI as a thinking partner: Federico’s unique take on using AI tools like ChatGPT for brainstorming, performance management, and skill-building.
• Adapting enablement strategies based on organizational readiness: How to assess the maturity level of your organization to create realistic enablement roadmaps.

Tune in to hear Federico’s invaluable insights on aligning enablement with business priorities, selecting the right tools, and building a future-ready enablement function.

Connect with Federico Presicci:

• LinkedIn: linkedin.com/in/federico-presicci/
• Blog: federicopresicci.com
• Newsletter: federicopresicci.com/newsletter/

Connect with Devon:

• LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Do you have a complex enablement challenge you want to troubleshoot? Submit your questions to Devon at [e-mail].

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.