The Training That Made Me Quit [73]

Show notes

Nate tells the story of a value-selling programme that permanently changed how he thought about price -- and why, three years later, it was the reason he left the company. He and Ava dig into how to design enablement around a real business model shift, and what has to change around it afterwards.

What Nate and Ava discuss

• Why enablement should be built around the business model shift you're actually making, not generic sales skills
• Spacing beats intensity: two short blocks four weeks apart, with real wreckage to discuss in between
• What happens when you upgrade what people believe and leave pricing, comp and deal reviews untouched

The move

Before you sign off on any enablement, name the one thing in your operating system that has to change to match it -- and put a date on it. Then say that date out loud to the team.

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