Contrary to popular belief, enablement professionals can’t do it all. 

Dave Lichtman, Founder and CEO of Enablematch, shares the advice you haven’t heard yet on how to support your enablement team when “do more with less” is the new norm. We’ll learn why hiring for gravitas and grit matters more than sales experience, why (and how) enablement teams should say “no” more often, and how to supplement your existing team’s weak spots with unconventional staffing solutions.

Show notes 

Here are the key takeaways from our conversation with Dave: 

1. Hire supplemental labor for enablement projects: Other departments have been doing it for decades. Now, it’s time for enablement professionals to do the same. Dave suggests hiring specialists to efficiently and effectively support your full time employees (FTEs) growth areas, upskilling them in the process. 
2. Choose gravitas and curiosity over hyper-specific skills: When filling enablement roles, it’s tempting to key in on sales experience or industry relevance first. Dave offers an alternative. Find the practitioner who is curious, committed, and commanding in their ability to prioritize and align the organization for long-term success. 
3. Create and lean on an enablement charter for your organization: Consider creating a charter for your enablement organization that outlines its purpose, expected results, and necessary resources. Dave emphasizes that this conversation is critical to making smart, sustainable enablement decisions. 

Jump into the conversation: 

[02:20] Who is Dave Lichtman 

[06:52] Why sales experience shouldn’t be mandatory for enablement pros

[11:35] Why best enablers have gravitas and gain respect 

[16:12] How to make the case for curiosity 

[20:54] Why enablement teams should rely on specialized labor these days 

[29:07] What are Heather and Steve’s highlights from the episode 

Continue the conversation with these resources: 

• Read Seismic’s blog on how to build an enablement charter. 
• Learn about Enableship, the program bringing greater diversity and inclusion to the world of enablement.
• Check out Seismic’s Professional Services to learn how to lean on trusted advisors to achieve your enablement goals faster. 
• Learn more about Go-to-Market Magic at gotomarket-magic.com.