Effective sales enablement starts with understanding the needs of your team—and continuously adapting to meet them.

In this episode, Alex Yeaton, Senior Manager of Global Go-To-Market Field Effectiveness at Klaviyo, shares her journey of supporting a rapidly growing sales team from 7 to over 250 reps. You’ll also hear about the challenges of scaling enablement programs, the importance of coaching leaders, and why iteration is the key to long-term success.

From building trust through product training to helping sales managers become better coaches, she offers practical advice for enabling teams to succeed in a constantly evolving market.

In this episode, you’ll learn:

• Why continuous iteration is critical for enablement programs
• How to coach leaders to be extensions of your enablement team
• Why market insights and customer voices drive better sales outcomes

Jump into the conversation:

(00:00) Nailing down enablement programs

(01:09) Transition from AE to enablement

(03:41) Scaling an enablement team

(07:32) The importance of product training

(09:39) Onboarding BDRs: When to start calls

(12:47) Lessons from building a global sales team

(16:11) The evolving role of enablement

(23:42) Keeping enablement programs relevant

Sales isn’t just a job. For college students like Nora Giannetti, it’s also a path to discovering leadership and building a rewarding career.

In this episode, Kyle Smith sits down with Nora, a junior at UMass Amherst, co-president of the UMass Sales Club, and go-to-market analyst at The Bridge Group. Nora shares how the sales club reshaped her view of sales, sparked her passion through competitions, and what she seeks in a full-time sales role. She also reflects on running her own business, the allure of medical sales, and why sales blends competition, growth, and financial opportunity.

In this episode, you’ll learn:

• How college sales competitions can spark a lifelong passion
• Why understanding company culture and growth opportunities is key for career planning
• How to break down the stigma surrounding the sales profession

Jump into the conversation:
(00:00) Building a career in sales with Nora Giannetti
(01:09) How joining the sales club changed Nora’s career path
(02:36) The competitive spirit that drives success in sales
(06:09) Discovering the potential impact of medical sales
(08:29) Why financial opportunity matters in a sales career
(11:14) Lessons from running a gluten-free baking business
(14:07) Evaluating company culture and career growth opportunities
(16:03) The appeal of remote and hybrid work models
(17:10) Researching upward mobility through LinkedIn
(18:38) Comparing small company autonomy with big company structure
(20:45) How sales club sponsorships support student success

Building a predictable pipeline is every B2B marketer’s goal, but achieving it takes more than random acts of marketing.

In this episode, Matt Heinz, Founder and CEO of Heinz Marketing, shares his expertise on creating revenue-driven playbooks that align sales, marketing, and customer success teams. You’ll learn why balancing brand and demand is key to sustainable growth, how customer-led strategies can unlock untapped potential, and why alignment across the entire revenue team is a game-changer.

Matt also explores the evolving role of AI as a tool to enhance relationships and streamline processes.

In this episode, you’ll learn:

• Why balancing brand and demand is critical for 2025 success
• How customer-led growth drives long-term value
• How AI can support—but never replace—human relationships

Jump into the conversation:

(00:00) The fundamentals of B2B success with Matt Heinz

(01:11) Shifts in the tech market and preparing for 2025

(03:51) Building predictable pipelines with strategy and playbooks

(06:01) Why fundamentals are essential for sales success

(10:23) Balancing brand and demand in go-to-market strategies

(14:03) How in-person events create meaningful engagement

(17:59) The evolving role of AI in marketing and sales

(21:31) Importance of customer-led growth strategies

(27:15) Breaking down barriers across sales, marketing, and CS

(33:13) Leveraging relationships for long-term growth

(41:14) Final insights on thriving in 2025