The State of Sales Enablement

In this episode of The State of Sales Enablement, Jonathan Kvarfordt (Coach K) welcomes Aaron Evans, co-founder of Flow State, a B2B sales performance and transformation consultancy. Aaron has spent 15 years in enablement, working across multinational corporations and fast-moving startups, and today he shares his insights on sales transformation, methodology adoption, and why enablement must be laser-focused on pipeline impact.

Here’s what Jonathan and Aaron discussed:

🔹 Why methodology alone doesn’t drive success – A critical look at sales methodologies (MEDDIC, SPICED, Challenger, etc.) and why execution and consistency matter more than the framework itself.

🔹 The role of enablement in driving sales effectiveness – Why companies should move away from efficiency-focused programs and prioritize effectiveness to create real revenue impact.

🔹 Fixing enablement’s identity crisis – How enablement’s broad scope leads to confusion and how teams can better define their strategic value.

🔹 Enablement’s impact on pipeline – Why the key to demonstrating enablement’s ROI is tracking measurable business outcomes, not just training participation.

🔹 The CRO’s role in enablement success – What separates a great CRO from an ineffective one and how sales leaders should think about enablement.

Tune in for a no-fluff conversation about what actually moves the needle in sales enablement and how enablement professionals can step up and prove their value in today’s market.

Connect with Aaron Evans:

🔗 LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/

🌐 Website: https://flowstatesales.co.uk/

Connect with Jonathan Kvarfordt (Coach K):

🔗 LinkedIn: https://www.linkedin.com/in/jmkmba/

#SalesEnablement #RevenueGrowth #SalesTransformation #SalesLeadership #B2BSales #AIinSales #SalesCoaching

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career.

- Gain the knowledge required to fast-track your sales enablement career
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To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.