In this episode of The State of Sales Enablement, Felix sits down with Carolyn Breeze (CEO) and Lauren Calautti (Chief Revenue Rocketeer) from Scalare Partners, an ASX-listed investment firm operating in Australia and USA. Unlike traditional VC firms, Scolari Partners takes a hands-on approach—providing commercial services that help startup founders and scale-ups build and refine their sales motions for sustainable revenue growth.

Carolyn and Lauren share their unique perspectives on sales enablement in the startup world, emphasizing why sales is just as critical as product development. Whether you're a founder, enabler, or sales leader, this episode is packed with insights on how to build scalable sales strategies from day one and how corporates can learn from startup agility.

✅ The biggest sales challenges for startup founders—why sales is often an afterthought and how to correct that.

✅ Building scalable sales functions—the process VC firms use to diagnose sales issues and implement effective strategies.

✅ Sales acceleration in startups vs. enterprises—why corporate sales teams often lack the scrappy, high-impact approach of startups.

✅ Technology for sales enablement—which tools are transforming sales efficiency and effectiveness.

✅ VC firms as sales enablers—how VC firms can embed commercial success into their investment strategy.

🔊 Tune in to learn how startups can accelerate revenue growth and why even large enterprises should adopt a founder’s mindset when it comes to sales.

Scalare Partners: scalarepartners.com

Carolyn Breeze on LinkedIn: linkedin.com/in/carolynbreeze

Lauren Calautti on LinkedIn: linkedin.com/in/laurenmellino

Felix Krueger on Linkedin: linkedin.com/in/hfkrueger/

Mentioned in this episode:

🚀 The Ultimate Sales Enablement Learning Experience is Here!

We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.

In this episode of The State of Sales Enablement, Coach K welcomes Alex Matyushenko, a seasoned enablement leader with experience at AWS, Google, and Microsoft. From driving sales excellence to leveraging AI for scalable impact, Alex shares his expertise on influencing at scale, enabling leaders, and building high-performing teams—even when those teams don’t report directly to you.

Enablement in 2025: What modern enablement really is and why it’s more critical than ever.

AI as an Enablement Superpower: How AI can enhance onboarding, sales readiness, and skill-building at scale.

Influencing Without Authority: How to drive meaningful change even when you don’t manage the sales team directly.

The Power of Research: How Alex prepares for leadership conversations, identifies performance gaps, and builds enablement strategies that work.

Execution Over Advice: Why enablement fails when it stays in “consulting mode” and how to ensure you deliver tangible business impact.

The 3 Leadership Principles: Alex’s framework for inspiring and leading teams effectively.

Tune in for an insightful conversation packed with practical enablement strategies, leadership lessons, and AI-driven innovations that can help any enabler increase their influence and impact in 2025 and beyond.

🔗 LinkedIn: https://www.linkedin.com/in/alexmat/

🔗 LinkedIn: https://www.linkedin.com/in/jmkmba/

#SalesEnablement #AIinSales #Leadership #EnablementExcellence #SalesCoaching

In this episode of The State of Sales Enablement, Jonathan Kvarfordt (Coach K) welcomes Aaron Evans, co-founder of Flow State, a B2B sales performance and transformation consultancy. Aaron has spent 15 years in enablement, working across multinational corporations and fast-moving startups, and today he shares his insights on sales transformation, methodology adoption, and why enablement must be laser-focused on pipeline impact.

🔹 Why methodology alone doesn’t drive success – A critical look at sales methodologies (MEDDIC, SPICED, Challenger, etc.) and why execution and consistency matter more than the framework itself.

🔹 The role of enablement in driving sales effectiveness – Why companies should move away from efficiency-focused programs and prioritize effectiveness to create real revenue impact.

🔹 Fixing enablement’s identity crisis – How enablement’s broad scope leads to confusion and how teams can better define their strategic value.

🔹 Enablement’s impact on pipeline – Why the key to demonstrating enablement’s ROI is tracking measurable business outcomes, not just training participation.

🔹 The CRO’s role in enablement success – What separates a great CRO from an ineffective one and how sales leaders should think about enablement.

Tune in for a no-fluff conversation about what actually moves the needle in sales enablement and how enablement professionals can step up and prove their value in today’s market.

🔗 LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/

🌐 Website: https://flowstatesales.co.uk/

🔗 LinkedIn: https://www.linkedin.com/in/jmkmba/

#SalesEnablement #RevenueGrowth #SalesTransformation #SalesLeadership #B2BSales #AIinSales #SalesCoaching

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.

Devin McDermott welcomes Felix Krueger, the founder of this very podcast, former enablement consultant, and seasoned enablement leader, to discuss one of the hottest topics in sales enablement today: enablement maturity models. Felix shares practical advice and expert insights into what maturity models are, why they matter, and how enablers can leverage them to evolve their functions and drive measurable impact.

• How to assess where your enablement function stands on the maturity curve
• Strategies for gaining leadership buy-in and securing resources
• The importance of connecting your initiatives to business goals and KPIs
• Tips for scaling your function, whether you're a team of one or part of a global organization

• LinkedIn: Felix Krueger

• LinkedIn: Devin McDermott

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.

In this episode of The State of Sales Enablement, Jonathan Kvarfordt (Coach K) welcomes Kieran Smith, Senior Director of Enablement at TechnologyAdvice. With years of experience transitioning from sales leadership to a data-driven enablement leader, Kieran dives into the strategies that transformed his organization’s enablement approach. From streamlining SDR onboarding to launching high-impact product enablement programs, Kieran shares the insights and frameworks that every enabler can use to drive measurable outcomes.

Here’s what Jonathan and Kieran discussed:

• Transitioning from sales leadership to enablement: How Kieran made the intentional pivot to enablement, bringing a data-driven mindset and hands-on approach to the role.
• Transforming SDR onboarding: The step-by-step overhaul that reduced ramp time by 63.75% and time-to-first-meeting by 80%, focusing on intentional training and skill-building.
• Launching a successful product enablement program: Kieran’s framework for implementing a program that increased relevant conversations by 473% and drove nearly $1M in product revenue within a quarter.
• Data analytics in enablement: Why data ownership is critical for identifying problems, setting realistic goals, and earning leadership buy-in.
• The Enablement Effectiveness Equation: Kieran’s innovative framework for measuring program impact through teaching, training, coaching, and metric improvements.
• Overcoming organizational challenges: Tips for gaining credibility, aligning with strategic business goals, and navigating resistance from stakeholders.
• Advice for enablement professionals: Where to start if you’re new to enablement or looking to optimize your impact, with a focus on curiosity, collaboration, and metrics.

Tune in to hear Kieran’s proven strategies for turning enablement into a high-impact, data-driven function that drives measurable business results.

Connect with Kieran Smith:

LinkedIn: https://www.linkedin.com/in/kieransmithvp/

Connect with Jonathan Kvarfordt (Coach K):

LinkedIn: https://www.linkedin.com/in/jmkmba/

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.

In this episode of The State of Sales Enablement, Felix Krueger, your host, welcomes Alex Bedford, a seasoned enablement leader with extensive experience in scaling enablement functions globally. From managing regional enablement teams to leading global initiatives, Alex shares his unique insights on scaling impact, navigating organizational politics, and thriving as a team of one in a startup environment.

Here’s what Felix and Alex discussed:

• Scaling enablement globally: How Alex approached scaling enablement across regions while balancing global consistency and local needs.
• Building trusted enablement teams: The importance of hiring leaders who can engage senior stakeholders and deliver tangible results.
• Overcoming regional challenges: Strategies for managing local resistance and aligning regional enablement with global goals.
• Transitioning from a large enterprise to a startup: How Alex adapted to being a team of one and leveraged agility to drive faster impact.
• Leveraging AI for enablement: Practical ways AI can help scale enablement efforts, including virtual role-playing with AI avatars and account planning automation.
• Finding your champion: Alex’s top tip for enablers—why finding and partnering with a senior champion is crucial for scaling your impact.

Tune in to hear Alex’s invaluable lessons on leadership, scaling enablement, and adapting to change in dynamic organizations.

Connect with Alex Bedford:

• LinkedIn: Alex Bedford

Connect with Felix Krueger:

• LinkedIn: Felix Krueger

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.

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 devon@troubleshootingenablement.com.

In this episode of The State of Sales Enablement, Jonathan Kvarfordt, a.k.a. Coach K, sits down with Krystina Moustakis, an organizational psychologist and enablement expert, to dive into how enablement can drive performance through a unique people-centric approach.

Krystina shares her journey from teaching to organizational psychology and how her background shapes her refreshing perspective on enablement and business performance. They explore how to define and align enablement metrics to business outcomes, change organizational mindsets, and create sustainable, high-impact initiatives.

Here is what Jonathan and Krystina discussed:

• Krystina's journey: from high school teacher to organizational psychologist and sales enablement consultant.
• Why understanding behavior change is critical to improving performance.
• How to align enablement programs with strategic business metrics for executive buy-in.
• The importance of defining outcomes versus simply delivering skills.
• Building enablement as a "game maker" function: how to influence systems, processes, and behaviors.
• How sales principles and user-experience design can transform enablement's impact.
• Tips for driving long-term organizational change and value through enablement.

Tune in to learn how Krystina's insights can help you elevate your enablement function to become a strategic driver of business success.

Connect with Krystina Moustakis:

• Website: https://krystinam.com/
• LinkedIn: https://www.linkedin.com/in/kmost/

Connect with Jonathan Kvarfordt (Coach K):

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