Sales Enablement
The content provides a series of expert articles from 2025 to 2026 focused on enhancing B2B sales enablement by scaling effective seller behaviors, choosing impactful sales training providers, proving ROI through behavior and performance metrics, addressing buyer skepticism, refreshing outdated training, and leveraging data-driven insights to close evidence gaps and better understand buyer feedback.
Scale the Sales Behaviors That Decide Deals
In complex, high-stakes deals, buyers want a human in the room—not an AI agent. Here's how to build and scale the seller behaviors that win those moments.
- Author: Roberto Parra
- Date: May 13, 2026
How to Choose the Right Sales Training Provider
Learn how to evaluate B2B sales training providers based on seller behavior change, deal outcomes, and measurable revenue impact—not just training satisfaction scores.
- Author: Madeline Cunningham
- Date: May 5, 2026
Build a Clear, Defensible ROI Story with a Triple Metric Planner
Build a clear, defensible ROI story. Connect behavior change, performance metrics, and business impact with this Triple Metric Planner.
- Author: Roberto Parra
- Date: April 14, 2026
How to Prove the ROI of Your Sales Training Program
Show the ROI of sales training with a clear framework that links behavior change, baseline metrics, and business results your executives trust.
- Author: Madeline Cunningham
- Date: April 6, 2026
The Credibility Crisis in B2B Sales: How to Win When Buyers Don’t Believe You
Learn what it takes to build credibility and win sales in a skeptical market—so your team can earn trust, stand out, and turn buyer doubt into opportunity.
- Author: Roberto Parra
- Date: October 28, 2025
Five Signals Your Sales Training Needs a Refresh
Buying behavior has changed faster than much of the sales training world has kept up. See if your program needs a refresh with these five signals.
- Author: Eric Nitschke
- Date: October 28, 2025
Data Rich, Insight Poor: How to Close the Evidence Gap in Sales Enablement
Learn how you can make targeted, evidence-based enablement decisions that directly address your teams’ biggest needs.
- Author: Roberto Parra
- Date: August 27, 2025
The Missing Link in Sales Enablement: What Buyers Are Actually Telling You
If you’re serious about improving sales effectiveness, win-loss analysis needs to be a cornerstone of your sales enablement strategy.
- Author: Ken Allred
- Date: March 6, 2025
Bridging Clinical Expertise and Storytelling
Learn how to use stories for more successful medical device sales.
- Author: Roberto Parra
- Date: November 7, 2024
The Just-in-Time Enablement Cycle
Get an evidence-backed enablement framework to provide your sellers precisely what they need, when they need it most.
- Author: Roberto Parra
- Date: July 10, 2024
Just in Time, Right on Target
Discover how to change your enablement approach to provide your sellers precisely what they need, when they need it most.
- Author: Roberto Parra
- Date: June 17, 2024
Captivate Today’s Buyers with Your Sales Content
Find out how to increase adoption of your content and create a winning combination for sales and marketing alignment.
- Author: Roberto Parra
- Date: June 22, 2023