05 · Field Enablement
Product & Value
The field can't sell value it doesn't understand.
How I think about it
Strategy doesn't matter if the field can't execute it. Enablement is the operating layer between GTM strategy and field execution: sellers need to understand the products, the value they create, who they're for, how to sell them, and how to execute their role consistently. It requires onboarding, certification, process, content, manager reinforcement and measurement—not just generic sales-skills training.