Data Rich, Insight Poor: How to Close the Evidence Gap in Sales Enablement
The session "Data Rich, Insight Poor: How to Close the Evidence Gap in Sales Enablement" by Doug Hutton and Jay Livingston addresses the common issue of revenue teams relying on opinion rather than data despite abundant information, teaching attendees how to identify true enablement signals, avoid decision-making traps, and implement practical, evidence-based strategies to improve sales enablement effectiveness.
Time to say the quiet part out loud: After years of tech investments and endless reporting dashboards, most revenue teams are still making decisions like it’s 1999. Despite having more data than ever, deciding where to focus enablement strategy still falls back on opinion, politics, or plain old gut feel. It’s no wonder only 38 percent of CEOs believe they have the right data to achieve their goals.
Ready for a better way?
Join Doug Hutton and Jay Livingston—two veteran sales leaders who have seen plenty of enablement fads come and go—and find out how to start making targeted, evidence-based enablement decisions that address your biggest needs.
In this session, you’ll learn:
- How to separate real enablement signals from organizational noise
- The common traps that keep revenue leaders stuck in opinion-based decision-making
- Practical steps to build a culture of evidence-based enablement (without a data science degree)
If you’re tired of strategy-by-committee, “spray and pray” enablement, and pretty-but-pointless dashboards, this session’s for you.
You’re On Your Way
Now that you have the framework, put it into action. Pick one area of your strategy and give it the just-in-time treatment—your sellers will thank you.