Commercial Leadership Podcast Wed, 20 May 2026 01:33:57 -0400 https://altisima-advisory.com/podcasts en-us © 2026 Commercial Leadership Podcast yes cff60d8f-d1ac-5b26-97d5-0c9a574632de JP episodic false Every week, JP Lemaitre breaks down what actually works in B2B sales — from enablement strategy to methodology implementation to AI-powered selling. No theory. No fluff. Just the frameworks and insights that VP Sales and Sales Enablement Directors need to drive revenue.

JP spent 10 years at Korn Ferry Miller Heiman implementing sales enablement projects that impacted over 8,000 sales professionals worldwide. Now as a partner at Altisima Advisory, he helps enterprise sales teams build the systems that make every rep the best-prepared person in the room.

Each episode dives into a specific topic from the Altisima Advisory blog — turning long-form research into focused, actionable conversations you can listen to before your next meeting.

Topics include: sales enablement ROI, pre-call preparation, sales methodology (Challenger, MEDDIC, Miller Heiman), AI for sales teams, sales playbooks, and competitive positioning.

New episodes weekly. Subscribe wherever you listen.

https://altisima-advisory.com/

]]> Buzzsprout (https://www.buzzsprout.com) sales enablement, B2B sales, sales methodology, pre-call preparation, sales playbook, AI sales tools, enterprise sales, sales coaching, sales leadership, value selling, sales readiness, revenue operations JP https://storage.buzzsprout.com/fm2l1a1wtnqqhaml31r7aplbwtsg?.jpg Commercial Leadership Podcast https://altisima-advisory.com/podcasts EP18: Sales Methodology Adoption — Why Training Isn't Enough EP18: Sales Methodology Adoption — Why Training Isn't Enough You've invested heavily in a proven sales methodology. Your team completed training and passed certification. So why aren't they using it? The problem isn't the training—it's what happens after.

In this episode, JP Lemaitre reveals why sales methodology adoption fails in most organizations and what actually drives lasting behavioral change. The gap between training and adoption costs companies millions in unrealized ROI, but it's entirely preventable when you understand the real factors at play.

Key takeaways:

• Why certification scores don't predict real-world adoption
• The critical difference between learning and doing
• What reinforcement mechanisms actually work in sales organizations
• How to measure true methodology adoption (beyond completion rates)
• The role of sales management in driving sustainable change

🔗 Read the full article: https://altisima-advisory.com/blog/why-sales-methodology-adoption-fails.html

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> You've invested heavily in a proven sales methodology. Your team completed training and passed certification. So why aren't they using it? The problem isn't the training—it's what happens after.

In this episode, JP Lemaitre reveals why sales methodology adoption fails in most organizations and what actually drives lasting behavioral change. The gap between training and adoption costs companies millions in unrealized ROI, but it's entirely preventable when you understand the real factors at play.

Key takeaways:

• Why certification scores don't predict real-world adoption
• The critical difference between learning and doing
• What reinforcement mechanisms actually work in sales organizations
• How to measure true methodology adoption (beyond completion rates)
• The role of sales management in driving sustainable change

🔗 Read the full article: https://altisima-advisory.com/blog/why-sales-methodology-adoption-fails.html

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19201337 Tue, 19 May 2026 07:00:00 -0400 367 sales methodology, sales enablement, sales training, change management, sales leadership, B2B sales, sales transformation, sales adoption, sales effectiveness, revenue operations 1 18 full false EP14: Outlining Process for Sales Enablement — Stop the Content Chaos EP14: Outlining Process for Sales Enablement — Stop the Content Chaos Sales enablement teams often struggle with disorganized content and unclear processes that leave sellers frustrated and buyers confused. The key to breaking this cycle is mastering the art of outlining—creating structured frameworks that transform chaotic information into actionable sales resources.

In this episode, we explore a proven framework for outlining processes that sales enablement teams can use to create clear, compelling content. Key takeaways include:

• How to structure process documentation that sellers actually use
• The critical elements every effective sales process outline must contain
• Techniques for identifying and eliminating content gaps that slow deals
• Ways to align cross-functional teams around a unified process framework
• Practical methods for testing and iterating on your outlined processes

🔗 Read the full article: https://altisima-advisory.com/blog/blog-post-outlining-process-sales-enablement.html

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> Sales enablement teams often struggle with disorganized content and unclear processes that leave sellers frustrated and buyers confused. The key to breaking this cycle is mastering the art of outlining—creating structured frameworks that transform chaotic information into actionable sales resources.

In this episode, we explore a proven framework for outlining processes that sales enablement teams can use to create clear, compelling content. Key takeaways include:

• How to structure process documentation that sellers actually use
• The critical elements every effective sales process outline must contain
• Techniques for identifying and eliminating content gaps that slow deals
• Ways to align cross-functional teams around a unified process framework
• Practical methods for testing and iterating on your outlined processes

🔗 Read the full article: https://altisima-advisory.com/blog/blog-post-outlining-process-sales-enablement.html

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19201322 Tue, 19 May 2026 07:00:00 -0400 309 sales enablement, process documentation, sales content, B2B sales, sales operations, content strategy, sales process, enablement framework, sales leadership, sales effectiveness 1 14 full false EP15: Pre-Call Preparation — What Actually Moves Deals Forward EP15: Pre-Call Preparation — What Actually Moves Deals Forward Most sales reps think they're doing pre-call preparation right—blocking calendar time, researching prospects on LinkedIn—but they're missing what actually matters. The difference between ineffective and high-impact prep isn't about doing more research; it's about focusing on the right insights that change how conversations unfold.

In this episode, we break down pre-call preparation practices that actually correlate with won deals:

• Why generic company research wastes time and how to focus on deal-relevant intelligence
• The specific prospect signals that should shape your call strategy
• How to structure prep time so it informs your positioning, not just your small talk
• What top performers do differently in the 15 minutes before a call
• The one preparation habit that separates consultative sellers from pitch-givers

If your team is spending time on pre-call prep but not seeing it translate to better discovery or faster cycles, this episode will show you what to change.

🔗 Read the full article: https://altisima-advisory.com/blog/pre-call-preparation-best-practices-sales.html

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> Most sales reps think they're doing pre-call preparation right—blocking calendar time, researching prospects on LinkedIn—but they're missing what actually matters. The difference between ineffective and high-impact prep isn't about doing more research; it's about focusing on the right insights that change how conversations unfold.

In this episode, we break down pre-call preparation practices that actually correlate with won deals:

• Why generic company research wastes time and how to focus on deal-relevant intelligence
• The specific prospect signals that should shape your call strategy
• How to structure prep time so it informs your positioning, not just your small talk
• What top performers do differently in the 15 minutes before a call
• The one preparation habit that separates consultative sellers from pitch-givers

If your team is spending time on pre-call prep but not seeing it translate to better discovery or faster cycles, this episode will show you what to change.

🔗 Read the full article: https://altisima-advisory.com/blog/pre-call-preparation-best-practices-sales.html

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19201150 Tue, 19 May 2026 07:00:00 -0400 341 pre-call preparation, sales preparation, B2B sales, sales effectiveness, discovery calls, sales process, sales productivity, consultative selling, deal strategy, sales best practices 1 15 full false EP16: Medtech Sales Prep — Beyond Product Knowledge to Strategic Readiness EP16: Medtech Sales Prep — Beyond Product Knowledge to Strategic Readiness Most medtech sales reps over-prepare on product specs and under-prepare on what actually wins deals. When your rep faces a hospital value analysis committee armed only with a polished deck, they're vulnerable the moment a biomedical engineering director asks about EMR integration or a CFO demands ROI specifics tied to their reimbursement model.

This episode breaks down a 4-layer framework for medtech sales call preparation that goes beyond product knowledge to strategic readiness. Key insights include:

• Why product mastery is necessary but insufficient for complex medtech sales
• The four layers of preparation that separate top performers from average reps
• How to prepare for multi-stakeholder dynamics in hospital buying committees
• Practical strategies for anticipating technical, financial, and operational objections
• Building preparation frameworks that scale across your sales team

🔗 Read the full article: https://altisima-advisory.com/blog/medtech-sales-call-preparation-framework.html

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> Most medtech sales reps over-prepare on product specs and under-prepare on what actually wins deals. When your rep faces a hospital value analysis committee armed only with a polished deck, they're vulnerable the moment a biomedical engineering director asks about EMR integration or a CFO demands ROI specifics tied to their reimbursement model.

This episode breaks down a 4-layer framework for medtech sales call preparation that goes beyond product knowledge to strategic readiness. Key insights include:

• Why product mastery is necessary but insufficient for complex medtech sales
• The four layers of preparation that separate top performers from average reps
• How to prepare for multi-stakeholder dynamics in hospital buying committees
• Practical strategies for anticipating technical, financial, and operational objections
• Building preparation frameworks that scale across your sales team

🔗 Read the full article: https://altisima-advisory.com/blog/medtech-sales-call-preparation-framework.html

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19201127 Tue, 19 May 2026 07:00:00 -0400 320 medtech sales, sales preparation, healthcare sales, B2B sales, sales enablement, value analysis committee, hospital sales, sales framework, sales leadership, complex sales 1 16 full false EP17: Life Sciences Sales Enablement — The 2026 Regulatory Playbook EP17: Life Sciences Sales Enablement — The 2026 Regulatory Playbook Territory-specific content management is transforming life sciences sales enablement by accommodating state-by-state and country-by-country regulatory variations, formulary differences, and language requirements that sales teams navigate daily.

Key takeaways from this episode:

• How territory-specific content management addresses regulatory compliance challenges
• Strategies for managing state and country-level regulatory variations
• The role of localization in handling formulary differences and language requirements
• Building scalable sales enablement systems for 2026 and beyond
• Regulatory intelligence as a competitive advantage in life sciences sales

🔗 Read the full article: https://altisima-advisory.com/blog/life-sciences-sales-enablement-regulatory-intelligence-2026.html

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> Territory-specific content management is transforming life sciences sales enablement by accommodating state-by-state and country-by-country regulatory variations, formulary differences, and language requirements that sales teams navigate daily.

Key takeaways from this episode:

• How territory-specific content management addresses regulatory compliance challenges
• Strategies for managing state and country-level regulatory variations
• The role of localization in handling formulary differences and language requirements
• Building scalable sales enablement systems for 2026 and beyond
• Regulatory intelligence as a competitive advantage in life sciences sales

🔗 Read the full article: https://altisima-advisory.com/blog/life-sciences-sales-enablement-regulatory-intelligence-2026.html

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19198267 Tue, 19 May 2026 07:00:00 -0400 286 life sciences, sales enablement, regulatory compliance, territory management, pharma sales, content management, B2B sales, sales strategy, healthcare, regulatory intelligence 1 17 full false EP13: Value Selling Framework — From Discovery to Close EP13: Value Selling Framework — From Discovery to Close Building a compelling business case isn't enough. Even when your champion loves the $2.3M value story, deals still stall. The problem isn't your value methodology—it's how you operationalize it across the entire sales cycle.

In this episode, JP Lemaitre breaks down the complete value selling framework for 2025, from discovery through close. You'll learn how to embed quantified value at every stage, align economic buyers early, and prevent the dreaded "great case, no decision" scenario.

Key takeaways:
• Why value quantification must start in discovery, not demo
• How to connect operational pain to CFO-level financial impact
• The critical handoffs between discovery, proof of concept, and business case
• Strategies to maintain value momentum through procurement and legal
• Common failure points where value conversations break down

🔗 Read the full article: https://altisima-advisory.com/blog/value-selling-framework-discovery-close

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> Building a compelling business case isn't enough. Even when your champion loves the $2.3M value story, deals still stall. The problem isn't your value methodology—it's how you operationalize it across the entire sales cycle.

In this episode, JP Lemaitre breaks down the complete value selling framework for 2025, from discovery through close. You'll learn how to embed quantified value at every stage, align economic buyers early, and prevent the dreaded "great case, no decision" scenario.

Key takeaways:
• Why value quantification must start in discovery, not demo
• How to connect operational pain to CFO-level financial impact
• The critical handoffs between discovery, proof of concept, and business case
• Strategies to maintain value momentum through procurement and legal
• Common failure points where value conversations break down

🔗 Read the full article: https://altisima-advisory.com/blog/value-selling-framework-discovery-close

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19158882 Mon, 11 May 2026 15:00:00 -0400 365 value selling, sales methodology, business case development, B2B sales, discovery calls, sales process, economic buyer, sales enablement, deal management, enterprise sales 1 13 full false EP11: Sales & Marketing Alignment — Stop the Revenue Leak EP11: Sales & Marketing Alignment — Stop the Revenue Leak When 68% of B2B companies admit their sales and marketing teams are misaligned, we're not talking about a collaboration issue—we're talking about a systemic revenue leak that's costing organizations millions annually. This episode breaks down the hard truth about alignment failures and delivers a practical playbook for turning two siloed functions into a unified revenue engine.

In this episode, you'll discover:

  • Why traditional alignment approaches fail and what actually drives sustainable collaboration
  • The revenue architecture framework that connects marketing and sales through shared accountability
  • Practical systems for unified pipeline management, from lead scoring to opportunity progression
  • How to establish common language, metrics, and incentives that eliminate finger-pointing
  • Implementation strategies that leadership teams can deploy immediately to close the alignment gap

🔗 Read the full article: https://altisima-advisory.com/blog/sales-marketing-alignment-playbook-revenue-architecture

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> When 68% of B2B companies admit their sales and marketing teams are misaligned, we're not talking about a collaboration issue—we're talking about a systemic revenue leak that's costing organizations millions annually. This episode breaks down the hard truth about alignment failures and delivers a practical playbook for turning two siloed functions into a unified revenue engine.

In this episode, you'll discover:

  • Why traditional alignment approaches fail and what actually drives sustainable collaboration
  • The revenue architecture framework that connects marketing and sales through shared accountability
  • Practical systems for unified pipeline management, from lead scoring to opportunity progression
  • How to establish common language, metrics, and incentives that eliminate finger-pointing
  • Implementation strategies that leadership teams can deploy immediately to close the alignment gap

🔗 Read the full article: https://altisima-advisory.com/blog/sales-marketing-alignment-playbook-revenue-architecture

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19158879 Mon, 11 May 2026 15:00:00 -0400 359 sales and marketing alignment, revenue operations, B2B sales strategy, pipeline management, revenue architecture, sales enablement, marketing operations, go-to-market strategy, sales leadership, revenue growth 1 11 full false EP10: Pre-Call Prep Sales — Stop Researching, Start Preparing EP10: Pre-Call Prep Sales — Stop Researching, Start Preparing Most sales reps confuse research with preparation. They spend 30 minutes gathering information but zero minutes deciding what to do with it. This episode breaks down a proven 15-minute pre-call preparation system that transforms how you show up to discovery calls.

In this episode, you'll learn:
• The critical difference between research and preparation
• A structured 15-minute framework that prevents information overload
• How to identify the 3-5 data points that actually matter
• The exact preparation checklist top performers use
• Why your questions matter more than your knowledge

🔗 Read the full article: https://altisima-advisory.com/blog/pre-call-preparation-sales-system

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> Most sales reps confuse research with preparation. They spend 30 minutes gathering information but zero minutes deciding what to do with it. This episode breaks down a proven 15-minute pre-call preparation system that transforms how you show up to discovery calls.

In this episode, you'll learn:
• The critical difference between research and preparation
• A structured 15-minute framework that prevents information overload
• How to identify the 3-5 data points that actually matter
• The exact preparation checklist top performers use
• Why your questions matter more than your knowledge

🔗 Read the full article: https://altisima-advisory.com/blog/pre-call-preparation-sales-system

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19158874 Mon, 11 May 2026 15:00:00 -0400 307 sales preparation, discovery calls, sales process, B2B sales, sales productivity, sales research, sales effectiveness, sales methodology, pre-call planning, sales system 1 10 full false EP09: Sales Enablement in 2026 — Why Most Programs Fail EP09: Sales Enablement in 2026 — Why Most Programs Fail Most sales enablement programs are failing because they're built on outdated assumptions. In 2026, the gap between high-performing and struggling programs isn't about tools or content—it's about how organizations balance AI-powered insights with human judgment and strategic leadership.

In this episode, we explore why traditional enablement approaches are breaking down and what separates winning programs from the rest. Key insights include:

  • The critical mistake organizations make when implementing AI in sales enablement
  • Why AI augments rather than replaces human judgment in enablement strategy
  • How the best 2026 programs balance technology with experienced enablement leadership
  • Understanding the nuances of your market, customers, and sales methodology in the AI era
  • The new playbook for building enablement programs that actually drive revenue

🔗 Read the full article: https://altisima-advisory.com/blog/sales-enablement-2026-programs-fail-new-playbook

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> Most sales enablement programs are failing because they're built on outdated assumptions. In 2026, the gap between high-performing and struggling programs isn't about tools or content—it's about how organizations balance AI-powered insights with human judgment and strategic leadership.

In this episode, we explore why traditional enablement approaches are breaking down and what separates winning programs from the rest. Key insights include:

  • The critical mistake organizations make when implementing AI in sales enablement
  • Why AI augments rather than replaces human judgment in enablement strategy
  • How the best 2026 programs balance technology with experienced enablement leadership
  • Understanding the nuances of your market, customers, and sales methodology in the AI era
  • The new playbook for building enablement programs that actually drive revenue

🔗 Read the full article: https://altisima-advisory.com/blog/sales-enablement-2026-programs-fail-new-playbook

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19158872 Mon, 11 May 2026 15:00:00 -0400 341 sales enablement, AI in sales, sales leadership, revenue enablement, sales strategy, B2B sales, sales transformation, sales operations, enablement strategy, sales technology 1 9 full false EP08: Pre-Call Prep Tools — Why Sales Reps Still Seem Unprepared EP08: Pre-Call Prep Tools — Why Sales Reps Still Seem Unprepared Sales reps spend an average of 47 minutes preparing for each discovery call, yet buyers consistently report that salespeople show up unprepared. This is the pre-call preparation paradox—and it's costing your team deals.

In this episode, we explore why traditional prep methods fail and what modern sales teams need in 2026 to truly show up ready. The problem isn't effort—it's the tools and approach to pre-call preparation.

Key takeaways:

  • Why 47 minutes of manual prep still leaves reps unprepared
  • The gap between research effort and buyer perception
  • What separates effective pre-call preparation from busy work
  • Essential features of modern prep tools for sales teams
  • How to reduce prep time while improving call quality

🔗 Read the full article: https://altisima-advisory.com/blog/pre-call-preparation-tool-sales-teams-2026

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> Sales reps spend an average of 47 minutes preparing for each discovery call, yet buyers consistently report that salespeople show up unprepared. This is the pre-call preparation paradox—and it's costing your team deals.

In this episode, we explore why traditional prep methods fail and what modern sales teams need in 2026 to truly show up ready. The problem isn't effort—it's the tools and approach to pre-call preparation.

Key takeaways:

  • Why 47 minutes of manual prep still leaves reps unprepared
  • The gap between research effort and buyer perception
  • What separates effective pre-call preparation from busy work
  • Essential features of modern prep tools for sales teams
  • How to reduce prep time while improving call quality

🔗 Read the full article: https://altisima-advisory.com/blog/pre-call-preparation-tool-sales-teams-2026

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19158865 Mon, 11 May 2026 15:00:00 -0400 342 sales preparation, discovery calls, sales productivity, sales tools, B2B sales, sales efficiency, sales enablement, sales technology, buyer experience 1 8 full false EP07: Challenger Sale Methodology — Why Being Liked Isn't Enough EP07: Challenger Sale Methodology — Why Being Liked Isn't Enough Being liked by your buyers doesn't close deals—challenging their thinking does. The Challenger Sale flips conventional relationship-based selling on its head, proving that sales reps who teach, tailor, and take control outperform those who simply build rapport.

In this episode, we break down how to implement the Challenger methodology in your B2B sales organization:

  • Why relationship-building alone fails in complex B2B sales
  • The five sales profiles and why Challengers win 54% of high-performer spots
  • How to teach customers something new about their business they didn't know
  • Constructive tension: taking control without damaging relationships
  • Practical frameworks for tailoring your message to specific stakeholders

Whether you're a sales leader transforming your team or a rep looking to elevate your approach, this implementation guide gives you the playbook to move from order-taker to trusted advisor.

🔗 Read the full article: https://altisima-advisory.com/blog/challenger-sale-methodology-implementation-guide

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> Being liked by your buyers doesn't close deals—challenging their thinking does. The Challenger Sale flips conventional relationship-based selling on its head, proving that sales reps who teach, tailor, and take control outperform those who simply build rapport.

In this episode, we break down how to implement the Challenger methodology in your B2B sales organization:

  • Why relationship-building alone fails in complex B2B sales
  • The five sales profiles and why Challengers win 54% of high-performer spots
  • How to teach customers something new about their business they didn't know
  • Constructive tension: taking control without damaging relationships
  • Practical frameworks for tailoring your message to specific stakeholders

Whether you're a sales leader transforming your team or a rep looking to elevate your approach, this implementation guide gives you the playbook to move from order-taker to trusted advisor.

🔗 Read the full article: https://altisima-advisory.com/blog/challenger-sale-methodology-implementation-guide

Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19158860 Mon, 11 May 2026 15:00:00 -0400 346 Challenger Sale, B2B sales, sales methodology, sales leadership, complex sales, sales training, consultative selling, sales enablement, commercial teaching 1 7 full false EP12: Sales Enablement 2026: Recession Test for Strategy EP12: Sales Enablement 2026: Recession Test for Strategy JP Lemaitre Buzzsprout-19158674 Mon, 11 May 2026 15:00:00 -0400 340 sales enablement, revenue operations, B2B sales 1 12 full false EP06: Sales Knowledge Management — Capture What Your Best Reps Know EP06: Sales Knowledge Management — Capture What Your Best Reps Know Your #1 sales rep just gave two weeks notice. In this episode, we discuss how to systematically capture institutional knowledge before your best people walk out the door — and how to turn it into a scalable advantage.

Key Takeaways:

  • Why losing a top rep costs more than just their quota
  • The maturity model for sales knowledge management
  • How to build knowledge capture into daily workflows
  • Tools and frameworks that actually work

Read the full article: altisima-advisory.com

Connect with JP on LinkedIn | Visit altisima-advisory.com

]]> Your #1 sales rep just gave two weeks notice. In this episode, we discuss how to systematically capture institutional knowledge before your best people walk out the door — and how to turn it into a scalable advantage.

Key Takeaways:

  • Why losing a top rep costs more than just their quota
  • The maturity model for sales knowledge management
  • How to build knowledge capture into daily workflows
  • Tools and frameworks that actually work

Read the full article: altisima-advisory.com

Connect with JP on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19064311 Thu, 23 Apr 2026 04:00:00 -0400 330 sales knowledge management, sales enablement, B2B sales 1 6 full false EP05: Sales Enablement Content Utilization Fix EP05: Sales Enablement Content Utilization Fix Listen to the discussion on Sales Enablement Content Utilization Fix.

Read the full article: altisima-advisory.com

]]> Listen to the discussion on Sales Enablement Content Utilization Fix.

Read the full article: altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19031558 Fri, 17 Apr 2026 12:00:00 -0400 329 1 5 full false EP04: Sales Enablement 2026: Traditional Approaches Failing EP04: Sales Enablement 2026: Traditional Approaches Failing Listen to the discussion on Sales Enablement 2026: Traditional Approaches Failing.

Read the full article: altisima-advisory.com

]]> Listen to the discussion on Sales Enablement 2026: Traditional Approaches Failing.

Read the full article: altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19031538 Fri, 17 Apr 2026 12:00:00 -0400 338 1 4 full false EP03: Account Intelligence for Sales Teams EP03: Account Intelligence for Sales Teams Listen to the discussion on Account Intelligence for Sales Teams.

Read the full article: altisima-advisory.com

]]> Listen to the discussion on Account Intelligence for Sales Teams.

Read the full article: altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19031494 Fri, 17 Apr 2026 12:00:00 -0400 358 1 3 full false EP02: How to Build a B2B Sales Playbook Your Team Actually Uses EP02: How to Build a B2B Sales Playbook Your Team Actually Uses Most sales playbooks collect dust. In this episode, we break down how to build one your team will actually use — from structure to adoption.

Read the full article: altisima-advisory.com

]]> Most sales playbooks collect dust. In this episode, we break down how to build one your team will actually use — from structure to adoption.

Read the full article: altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19031204 Fri, 17 Apr 2026 12:00:00 -0400 327 1 2 full false EP01: Sales Enablement Platforms — How to Avoid the Shelfware Trap EP01: Sales Enablement Platforms — How to Avoid the Shelfware Trap Your sales team just lost a six-figure deal because they pitched with outdated pricing. Sound familiar? In this episode, we break down the 2026 sales enablement platform landscape and help you choose the right solution for your team.

Key Takeaways:

  • Why platform selection must match your maturity stage — from Content Chaos to Revenue Intelligence
  • How Highspot, Seismic, Showpad, and Mindtickle compare for different use cases
  • The hidden costs beyond licensing: implementation, migration, and ongoing optimization
  • Why executive sponsorship matters more than feature lists

Read the full guide: altisima-advisory.com

Connect with JP on LinkedIn | Visit altisima-advisory.com

]]> Your sales team just lost a six-figure deal because they pitched with outdated pricing. Sound familiar? In this episode, we break down the 2026 sales enablement platform landscape and help you choose the right solution for your team.

Key Takeaways:

  • Why platform selection must match your maturity stage — from Content Chaos to Revenue Intelligence
  • How Highspot, Seismic, Showpad, and Mindtickle compare for different use cases
  • The hidden costs beyond licensing: implementation, migration, and ongoing optimization
  • Why executive sponsorship matters more than feature lists

Read the full guide: altisima-advisory.com

Connect with JP on LinkedIn | Visit altisima-advisory.com

]]> JP Lemaitre Buzzsprout-19012778 Tue, 14 Apr 2026 03:00:00 -0400 1323 sales enablement, B2B, platform comparison, Highspot, Seismic 1 1 full false