A modern sales enablement strategy isn’t about more activity - it’s about better preparation. In this episode of B2B Sales Trends, we explore why preparation has become the true differentiator in B2B selling and enterprise sales strategy.
In this conversation, host Harry Kendlbacher sits down with Gena Dakos, a seasoned sales enablement leader, to unpack how high-quality outreach, customer empathy, and thoughtful preparation help sellers stand out in a noisy, AI-driven market. From executive discovery to enterprise-scale deals, this episode reframes enablement as confidence, clarity, and credibility - not just training.
🔗 Explore more insights: https://www.globalperformancegroup.com/
You’ll learn:
- Why preparation beats volume in modern B2B sales
- How sales enablement strategy builds confidence with executives
- What customer empathy really means in enterprise selling
- How AI supports preparation without replacing human judgment
⏱️ Timestamps
00:00 – Why preparation is the new sales differentiator
04:45 – High-quality outreach vs volume in B2B selling
08:55 – Customer empathy as a core sales enablement strategy
13:40 – Preparing for executive discovery conversations
18:50 – Enterprise sales strategy and multi-stakeholder deals
24:10 – Enablement, confidence, and long-term performance
💡 Key Takeaways
- Sales enablement strategy succeeds when it prioritizes preparation over activity
- Buyers are informed - sellers must add insight, not ask generic questions
- Customer empathy is built through research, not scripts
- Executive conversations demand clarity, relevance, and conviction
- Enablement works best when it builds confidence, not compliance
👤 About the Guest
Gena Dakos is a Sales Enablement Leader specializing in revenue enablement and enterprise sales strategy. With experience at Stripe, Rippling, FIS, and Gartner, Gena is known for building high-performing teams by deeply understanding sellers and designing the structure, preparation, and support they need to succeed in complex B2B environments.
Connect with Gena on LinkedIn: https://www.linkedin.com/in/gena-dakos-3a12ab5b/
If this episode sparked new thinking, share it with your team.
🎧 Subscribe for weekly insights on modern selling, leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/
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A modern sales enablement strategy isn’t about more activity - it’s about better preparation. In this episode of B2B Sales Trends, we explore why preparation has become the true differentiator in B2B selling and enterprise sales strategy.
In this conversation, host Harry Kendlbacher sits down with Gena Dakos, a seasoned sales enablement leader, to unpack how high-quality outreach, customer empathy, and thoughtful preparation help sellers stand out in a noisy, AI-driven market. From executive discovery to enterprise-scale deals, this episode reframes enablement as confidence, clarity, and credibility - not just training.
🔗 Explore more insights: https://www.globalperformancegroup.com/
You’ll learn:
- Why preparation beats volume in modern B2B sales
- How sales enablement strategy builds confidence with executives
- What customer empathy really means in enterprise selling
- How AI supports preparation without replacing human judgment
⏱️ Timestamps
00:00 – Why preparation is the new sales differentiator
04:45 – High-quality outreach vs volume in B2B selling
08:55 – Customer empathy as a core sales enablement strategy
13:40 – Preparing for executive discovery conversations
18:50 – Enterprise sales strategy and multi-stakeholder deals
24:10 – Enablement, confidence, and long-term performance
💡 Key Takeaways
- Sales enablement strategy succeeds when it prioritizes preparation over activity
- Buyers are informed - sellers must add insight, not ask generic questions
- Customer empathy is built through research, not scripts
- Executive conversations demand clarity, relevance, and conviction
- Enablement works best when it builds confidence, not compliance
👤 About the Guest
Gena Dakos is a Sales Enablement Leader specializing in revenue enablement and enterprise sales strategy. With experience at Stripe, Rippling, FIS, and Gartner, Gena is known for building high-performing teams by deeply understanding sellers and designing the structure, preparation, and support they need to succeed in complex B2B environments.
Connect with Gena on LinkedIn: https://www.linkedin.com/in/gena-dakos-3a12ab5b/
If this episode sparked new thinking, share it with your team.
🎧 Subscribe for weekly insights on modern selling, leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/
88. When Hyper-Growth Hits the Wall: GTM & Sales Enablement Driving Sustainable Revenue
B2B Sales Trends
31 minutes 21 seconds
1 month ago
88. When Hyper-Growth Hits the Wall: GTM & Sales Enablement Driving Sustainable Revenue
Hyper-growth feels thrilling - until it breaks your GTM engine. In this episode, Patrick MacKelvie reveals how Remote rebuilt its go-to-market strategy and sales enablement foundations to transform chaos into sustainable revenue. Expect a masterclass in modern GTM, strategic selling, and international expansion.
Harry Kendlbacher sits down with Patrick MacKelvie, VP of Sales Global New Business at Remote, to unpack what really happens when explosive growth outpaces process, people, and operational infrastructure. They explore GTM strategy, the shift from transactional to strategic selling, the role of sales curiosity, and why enablement becomes a non-negotiable for scale.
🔗 Explore more insights: www.globalperformancegroup.com
You’ll learn:
– How Remote managed global employment hyper-growth
– What breaks first in a GTM motion (and how to fix it)
– Why sales enablement is the backbone of sustainable revenue
– How to balance transactional volume with enterprise strategy
– What elite sellers do differently today
⏱ Timestamps
00:00 – When hyper-growth breaks your GTM engine (global employment context)
02:05 – Patrick’s role at Remote & international expansion strategy
04:32 – Why inbound momentum stops scaling + the shift to strategic selling
07:40 – Redefining GTM strategy when ICPs don’t work anymore
10:55 – The hidden operational dependencies behind sustainable revenue
15:22 – Sales enablement, sales curiosity & building a strategic sales culture
💡 Key Takeaways
- Hyper-growth creates invisible GTM debt - and fixing it requires process, clarity, and courage.
- Strategic selling demands a different skillset, mindset, and qualification rigor than transactional motions.
- Sustainable revenue only emerges when sales, product, legal, finance, and operations move in sync.
- Sales enablement becomes a growth multiplier, not a “nice-to-have,” when entering enterprise markets.
- The top traits of elite sellers today: intelligence, motivation, and curiosity - especially in remote environments.
👤 About the Guest
Patrick MacKelvie is the VP of Sales, Global New Business at Remote, leading a 150-person global sales organization across the Americas, EMEA, and APAC. Known for scaling teams during explosive global employment growth, he specializes in GTM strategy, strategic selling, and building the operational backbone required for sustainable revenue.
Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patmack/
If this episode sparked new thinking, share it with your team.
🎧 Subscribe for weekly insights on modern selling, leadership, and GTM strategy.
🔗 Discover more at www.globalperformancegroup.com
B2B Sales Trends
A modern sales enablement strategy isn’t about more activity - it’s about better preparation. In this episode of B2B Sales Trends, we explore why preparation has become the true differentiator in B2B selling and enterprise sales strategy.
In this conversation, host Harry Kendlbacher sits down with Gena Dakos, a seasoned sales enablement leader, to unpack how high-quality outreach, customer empathy, and thoughtful preparation help sellers stand out in a noisy, AI-driven market. From executive discovery to enterprise-scale deals, this episode reframes enablement as confidence, clarity, and credibility - not just training.
🔗 Explore more insights: https://www.globalperformancegroup.com/
You’ll learn:
- Why preparation beats volume in modern B2B sales
- How sales enablement strategy builds confidence with executives
- What customer empathy really means in enterprise selling
- How AI supports preparation without replacing human judgment
⏱️ Timestamps
00:00 – Why preparation is the new sales differentiator
04:45 – High-quality outreach vs volume in B2B selling
08:55 – Customer empathy as a core sales enablement strategy
13:40 – Preparing for executive discovery conversations
18:50 – Enterprise sales strategy and multi-stakeholder deals
24:10 – Enablement, confidence, and long-term performance
💡 Key Takeaways
- Sales enablement strategy succeeds when it prioritizes preparation over activity
- Buyers are informed - sellers must add insight, not ask generic questions
- Customer empathy is built through research, not scripts
- Executive conversations demand clarity, relevance, and conviction
- Enablement works best when it builds confidence, not compliance
👤 About the Guest
Gena Dakos is a Sales Enablement Leader specializing in revenue enablement and enterprise sales strategy. With experience at Stripe, Rippling, FIS, and Gartner, Gena is known for building high-performing teams by deeply understanding sellers and designing the structure, preparation, and support they need to succeed in complex B2B environments.
Connect with Gena on LinkedIn: https://www.linkedin.com/in/gena-dakos-3a12ab5b/
If this episode sparked new thinking, share it with your team.
🎧 Subscribe for weekly insights on modern selling, leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/
