Frequently Asked Questions

About Enablement

  • GTM (Go-to-Market) enablement is the process of equipping all customer-facing teams - Sales, Marketing, Customer Success, and Partnerships - with the tools, processes, and guidance they need to engage buyers and drive revenue. At Scaling Edge, I help teams build GTM enablement that’s practical, scalable, and aligned with business outcomes.

  • Sales enablement focuses specifically on supporting the sales team. GTM enablement takes a broader view - aligning Sales, Marketing, CS, RevOps, and sometimes even Partners across the full customer journey. It’s a more holistic and strategic approach, especially useful for scale-ups and cross-functional teams.

  • Enablement isn’t just about onboarding or content - it’s about making sure every team knows what to say, what to use, and how to move deals forward. Done right, it reduces ramp time, increases win rates, supports upsell motions, and improves customer retention.

  • A strong enablement program typically includes:

    • Documented sales processes and plays

    • Tools and templates for each stage of the customer journey

    • Training programs (live or async)

    • Coaching and reinforcement

    • Alignment with RevOps and leadership

    The Enablement Handbook covers these foundational elements and more.

Working with me

  • I partner with GTM leaders, sales teams, enablement professionals, and sometimes RevOps - usually in B2B tech or high-growth environments. Whether you’re building enablement for the first time or refining existing processes, I’ll meet you where you are.

  • It’s a 2-day in-person workshop designed to align your team around scalable sales motions, sharpen your buyer journey, and turn chaos into clarity. It includes pre-work (audit + interviews), live facilitation, and a strategic blueprint to execute afterward.

  • Yes, although I highly recommend delivering it in person for maximum impact. The format is designed to be hands-on, collaborative, and immersive - something that’s hard to fully replicate online. That said, I’m flexible and can adapt to your setup if remote delivery is the better fit for your team.

  • It’s not my primary focus, but I’m happy to discuss your needs and explore what setup would work best. If there's a strong fit, I’m open to designing a solution that balances impact and flexibility. And if I’m not the right partner, I can recommend experienced enablers from my network.

  • Yes! I offer 1:1 coaching for enablement professionals - especially solo enablers looking to clarify their priorities, gain confidence, or level up in their role.

  • No problem. I also offer project-based consulting, like sales play rollouts, enablement audits, or partner academy reviews. We can scope something that fits your stage and needs.

Resources & Getting started

  • Yes. It’s free to download and built to be useful even if we never work together. Think of it as a starter kit to bring structure to your enablement work.

  • Sure. Reach out via the form, and I’ll be in touch shortly to set up a 30-minute intro call (free of charge). No pressure - just a chance to get to know each other and see what might make sense.