Two Pillars, One Team [23]

Show notes

An SE leader running thirty SEs across multiple markets split his enablement into two completely separate tracks: an internal team for product knowledge and an external partner for sales skills. They never overlap — and that's the point.

What Nate and Ava discuss

• Why a single enablement team always defaults to product training when a release ships
• The blind-spot problem when the people who teach the product also coach positioning
• Why continuous external coaching beats two-day workshops — the half-life is days, not months

The move

Split your enablement into two tracks. Internal team owns product knowledge, demos, technical onboarding. External partner owns sales methodology, discovery, positioning. Protect both calendars equally — the moment a product release eats your sales skills time, you're back to one pillar pretending to be two.

🔗 Resources & Links: paths.to/presales

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