Show notes
In this video, I sit down with Georgia Watson, a 21-year IBM veteran, and Adem Manderovic to dig into why sales enablement keeps failing even when companies are spending big on it.We cover:→ Why strategy is rarely the problem but execution almost always is→ What revenue enablement actually means and why most orgs get it wrong→ The real reason AI pilots fail 95% of the time→ Why human skills like trust, storytelling and value articulation still win dealsIf you're a sales leader, revenue leader or marketer wondering why your sellers still struggle to have commercial conversations despite all the investment you're making in them.Tune in and learn:→ Why tools and training alone don't move the needle→ How incentives and measurement drive the wrong behaviours→ What world class enablement actually looks like in practice→ Why the best sellers win 88% of the time no matter what they're handed-----------------------------------------------------🔗 Links + CTAs-----------------------------------------------------🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency-----------------------------------------------------SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybookSUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletterGET the latest CONTENT: https://theb2bplaybook.com/-----------------------------------------------------Timestamps:00:00 Why Revenue Performance Is an Execution Problem00:07 Georgia Watson's 21 Years at IBM00:12 What Revenue Enablement Actually Is00:20 The 7-Part Enablement Framework00:25 Why AI Pilots Fail 95% of the Time00:31 Human Skills AI Can't Replace00:38 Incentives, Measurement and Broken Pipeline Reviews00:45 What World Class Enablement Really Looks Like00:51 Where Most Enablement Programs Hit Their CeilingS08 E230 - The B2B Playbook #b2b #b2bmarketing #demandgeneration #leadgeneration #digitalmarketing