Sustaining momentum after the workshop
Ongoing Enablement
Workshops are powerful moments of alignment and insight.
They give teams shared language, new perspective, and a clear sense of direction.
Ongoing Enablement builds on that foundation, helping teams apply, reinforce, and refine new skills as real-world complexity sets in and live deals take over.
It’s how fundamental principles become everyday habits.
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When Momentum Matters
A great workshop creates energy and focus.
But without reinforcement, even the best concepts can fade under day-to-day pressure.
Not because the training wasn’t good, but because selling is dynamic.
Every deal introduces new variables, stakeholders, and constraints.
Ongoing Enablement exists to keep momentum alive. So new skills don’t remain isolated moments, but become part of how the team actually operates.
When Ongoing Enablement Is the Right Fit
Ongoing Enablement is designed for organizations that recognize meaningful change doesn’t happen in a single session.Â
It happens through reinforcement, practice, and accountability over time.
Teams typically choose Ongoing Enablement when:
- They want consistent, measurable behavior change - not event-based learning
- Challenges span multiple skill areas (discovery, storytelling, collaboration, executive presence)
- Leadership is committed to reinforcing expectations beyond a single workshop
- Enablement is viewed as a strategic investment, not a checkbox
- There’s appetite for coaching, follow-ups, and real application in active deals
This is usually not the right fit when:
- The organization is still unclear on root causes
- Buy-in exists in pockets rather than at the leadership level
- Expectations are for immediate results from a single session or event
In those cases, we often recommend starting with a diagnostic conversation to determine readiness and define the right scope before committing to an ongoing program.
Before committing to ongoing enablement, start with a diagnostic conversation.
Our Point of View
Enablement works best when it’s:
Continuous, not episodic
Consistent and Predictable
Reinforced through Practice
Augmented with AI
Ongoing Enablement isn’t about adding more content.
It’s about helping teams get better at using what they already know.
Our approach is grounded in the principles of the Six Habits, while still flexible enough to fit your sales motion, culture, and goals.
What Our Enablement Engagements Looks Like
Every engagement is tailored, but most follow a consistent rhythm:
1
A foundational workshop or shared baseline
2
Live sessions focused on a specific skill
3
Small group discussions & homework
4
AI-augmented practice & deliverables
5
Management assessment and feedback
Common Business Cases and Scenarios
Ongoing Enablement is especially valuable when:
- A team wants to build on the momentum of a recent workshop
- New hires are joining while sales expectations remain high
- Sales motions are evolving (enterprise, PLG to SLG, AI-augmented selling)
- SEs are expected to play a more proactive role in deals
- Leaders want consistency without scripting
It’s often used to extend the impact of Team Workshops and SKOs, bridging the gap between insight and execution.
Ongoing Enablement Focus Areas
AE-SE Collaboration
The challenge
Account Executives and Sales Engineers work hard, but not always together. Roles blur, discovery is fragmented, and accountability is unclear.
What’s really happening
SEs are often pulled between being a technical expert, a demo resource, and a strategic partner, without clear expectations or shared language with their AE counterparts.
What changes
SEs and AEs operate as true partners. They co-own discovery, align on deal strategy, and communicate with clarity and trust, even when pushing back is required.
How we support this outcome
Through practical partnership models, shared frameworks, and habit-based behaviors grounded in real deal dynamics.
Discovery & Demo Excellence
The challenge
Discovery feels rushed or surface-level - too focused on technical requirements. Demos may be polished, but overly feature-focused and too technical, disconnected from business impact.
What’s really happening
SEs default to showing what they know instead of guiding how buyers should think. Discovery is skipped and important insights surface too late, or not at all.
What changes
Discovery becomes a strategic conversation, not a checklist. Demos become focused stories that connect capabilities to outcomes buyers care about.
How we support this outcome
By helping SEs lead curiosity-driven discovery and design demos that tell a clear, relevant value story.
Influence, Communication & Executive Presence
The challenge
Sales Engineers are technically strong, but struggle with influence, presence, and communication in high-stakes moments.
What’s really happening
Human skills are assumed, not taught. SEs are promoted for technical excellence but expected to “figure out” communication, storytelling, and executive interaction on their own.
What changes
Technical professionals show up with confidence, clarity, and intent. They communicate value, handle difficult conversations, and influence outcomes without over-explaining.
How we support this outcome
Through practical frameworks that build presence, listening, judgment, and story-driven communication.
Value Communication in the AI Era
The challenge
AI accelerates demos, discovery, and content but weakens differentiation. Buyers see more… but feel less.
What’s really happening
When everything is automated, how something is communicated matters more than ever. Judgment, context, and emotional intelligence become the differentiators.
What changes
SEs elevate the human side of selling. They frame value, guide decisions, and communicate impact at an executive level - even in AI-augmented conversations.
How we support this outcome
By developing the habits and communication skills that allow SEs to complement AI, not compete with it.
Ongoing Enablement is ideal for:
Sales Engineering teams at any stage of maturity
Technical sellers supporting complex buying journeys
Organizations focused on long-term skills development
Take a look at two of our more popular ongoing enablement programs
What are the results of Ongoing Enablement?
Teams that engage in Ongoing Enablement:
Apply workshop concepts more confidently in live conversations.
Show greater consistency across discovery and demos.
Strengthen alignment with sales counterparts.
Develop judgment, not just techniques.
Let’s design the right cadence for your team
Every engagement starts with a conversation about your goals, constraints, and what success actually looks like.
From there, we build an enablement rhythm that fits.
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Chris White