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Sales Enablement

Build repeatable sales capability to convert more opportunities, reduce friction, and scale growth across your entire revenue process.

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Why Sales Enablement Matters

Business growth depends on predictable revenue, not chance wins. Sales enablement strengthens how sales outcomes are achieved by combining structured processes, clear expectations, and human guidance—reducing dependence on improvisation or sporadic execution.

Sales enablement supports vision, messaging, process, and performance in a way that helps people sell more effectively, whether they’re new to sales, structured teams, or solo founders scaling beyond early traction.

The Sales Enablement System

Instead of services or outputs, Catalyst Sales Enablement focuses on capability building across the revenue lifecycle:

business people teamwork in an office with hands together - isolated

Strategic Alignment

Ensure your messaging, positioning, and prioritization link directly to what buyers care about and what your business measures as success—in perpetuity

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Process Clarity

Define repeatable sales motions, handoff points, and workflows so opportunities don’t fall through cracks and every interaction moves deals forward.

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Tech & Systems

Configure your CRM and its sales tools, automation workflows, and tracking to support execution and full-throated adoption by your sales team

business people teamwork in an office with hands together - isolated

Human Support

Human-guided checkpoints, reviews, and accountability loops keep execution on track, reality in check, ideas flowing between sales & marketing, and momentum steady.

How it Works

Sales enablement with Catalyst adds capability at every stage of the revenue process without outsourcing control:

Frameworks
Define stages, actions, and expectations that make selling predictable and reporting practical
Tech
Use your CRM and automation to reduce low-value work and focus on revenue results
Collaboration

Convert sales insights into marketing output, so your efforts are intentional and grounded in reality
Cycles
Follow guided checkpoints, feedback loops, and accountability mechanics to keep execution moving.

What it Looks Like in Practice

Sales enablement isn’t a one-time setup or a collection of assets. It’s an ongoing system of clarity, execution, and feedback. Work is organized into clear priorities. Expectations are explicit. Progress is reviewed regularly. Real sales conversations inform what gets refined next—whether that’s messaging, process, or tooling. This structure makes it possible to improve sales performance continuously, without slowing down or losing ownership of the process.

 

Sales Enablement Toolkit

Download our guide to equip your sales enablement leaders with the b2b sales enablement tools needed to drive sales success at scale. Develop a plan that combines technology, process, content, and targeted methodology to take control of your sales outcomes.
Sales enablement strategy guide

Alignment & Strategy

Establish shared clarity around how sales works, what success looks like, and who you’re selling to. This includes strategic workshops, guided planning, and structured inputs that define your sales process, performance metrics, ideal customer profiles, and messaging standards

Execution starts with a shared sense of reality, not assumptions or unspoken agendas.

Discuss fit
Sales enablement coaching session online

CRM

Ensure your CRM and supporting systems reflect how sales actually works. Sales processes, pipelines, stages, and data are structured to support execution, visibility, and accountability—so tools reinforce good behavior instead of creating friction or busywork.

This creates a system that supports selling, not one that sales has to work around.

Discuss Fit
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Collaborative Reinforcement

Make your sales efforts stick by establishing clear expectations and practical guidance around how work gets done. Ongoing support helps ensure tools, processes, and messaging are actually used—not just introduced.

These turn enablement from a one-time effort into a repeatable way of working.

 

Discuss Fit
Sales team cheering

Standard Operating Cycles

Turn real sales insights into better messaging and execution. Ongoing analysis, execution, and feedback cycles connect sales and marketing around what’s working (and what's not)—so improvement compounds over time.

Discuss fit
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Sales Enablement FAQs

Below are the most common questions we hear from growth-minded leaders looking to enable stronger sales, outcomes align marketing, and accelerate revenue. Explore the answers—and see if sales enablement is the missing piece in your growth strategy.

What is sales enablement, and how is it different from sales training?

Sales training focuses on skills at a moment in time. Sales enablement focuses on how selling actually works day to day. It connects strategy, process, tools, and feedback so sales performance becomes repeatable—not dependent on individual effort or memory.

Enablement creates the environment where good selling can happen consistently.
We already have a sales team—why would we need enablement support?

Having a sales team doesn’t guarantee clarity, consistency, or alignment. Sales enablement strengthens how sales operates by defining expectations, supporting execution, and reinforcing what works—so results don’t rely on heroics or tribal knowledge.

It helps sales perform better as a system, not just as individuals.
Will this integrate with our existing CRM and tech stack?

Yes. Sales enablement is designed to work with your existing tools, not replace them. Your CRM and supporting systems are structured to reflect real sales behavior, improve visibility, and support execution—without forcing unnecessary change.

The goal is to make your tools work for sales, not against it.
Is this right for startups, or just larger sales teams?

Sales enablement works at any stage of growth. Founders use it to establish a repeatable sales motion, while growing teams use it to add structure and scale without losing clarity. The approach adapts to how you operate—not the other way around.
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Legacy Sales Enablement FAQs

Still have questions about sales enablement? You're not alone. Below are the most common questions we hear from growth-minded leaders looking to enable stronger sales, outcomes align marketing, and accelerate revenue. Explore the answers—and see if sales enablement is the missing piece in your growth strategy.

What is sales enablement, and how is it different from sales training? Sales enablement is not just training. It’s a strategic framework that brings synergy to sales and marketing and equips your teams with the right tools, processes, and content at every stage of the funnel—so they close more deals, faster. It connects marketing, operations, and sales into one cohesive growth engine.
We already have a sales team—why would we need enablement support? Even high-performing sales teams hit growth ceilings. And, if you're making first investments in marketing, you're navigating uncharted waters. Enablement removes hidden friction by aligning marketing strategy with the rest of your business, automating low-value tasks, and turning insights into scalable playbooks—freeing your reps to sell.
How do you customize sales enablement for different industries? We start with your customer journey, sales KPIs, and current infrastructure, filling the gaps and reshaping unrefined concepts using our battle-tested template. Then we co-create a tailored enablement roadmap that starts with a launching point in tech and/or marketing, and builds from there based on your sales enablement goals. Whether you're SaaS, manufacturing, staffing, services, ecommerce, or any business involving a sales cycle with human touch, our sales enablement services can help you accelerate your growth goals.
Will this integrate with our existing CRM and tech stack? Yes. Our approach is tech-agnostic. We enhance your current systems like HubSpot, Salesforce, or Pipedrive—no need for a rip-and-replace. Enablement should work with your tools, not against them. Hubspot users have an added set of features with our customizable sales enablement certifications. (CLICK HERE to learn more)
How fast can we see results from sales enablement? It depends on what your starting point is and how it relates to your goals today. Some teams see pipeline growth in 30–60 days. But full enablement ROI typically builds over 3–6 months as systems mature and compounding gains kick in, especially when making early or first investments in marketing. Expect earlier wins when there is already a proven framework with talent that already performs.
How does this support both sales and marketing teams? Sales Enablement was designed to help sales and marketing perform better by working together. We break silos. The point is to align marketing’s content and messaging with sales’ on-the-ground needs—so your content actually converts. It also ensures lead quality and handoff timing improve, reducing wasted effort.
What’s included in your sales enablement programs?

Most engagements include:

  • Sales & Marketing alignment workshop & documentation
  • Sales tools (CRM) customization
  • Sales playbooks and content
  • Sales coaching and shadowing
  • Custom certifications (Hubspot users)
  • Pipeline structure and velocity tracking

  • Weekly standup meetings
Is this right for startups or just larger sales teams? Enablement works for early-stage startups and enterprise teams. The approach will differ based on the demands of your business, but the goals are always the same: scale winning behaviors, shorten sales cycles, and build repeatable systems. 
What makes Orange Pegs’ enablement approach different? We're big picture, meaning no stage of the customer journey is off limits. We're experimental in nature, which means we help you try new things and leverage data in our decision-making process, and we operate in short, 2-week Agile sprint cycles. And, most importantly, we're obsessed with sales. The mechanics of sales. The art of sales. All of it. Businesses generally hire us for marketing, but keep us long term because everything we do, we do it for sales.
Can we start with a small pilot before going all-in? In a way, yes. Businesses normally hire us with a specific project in mind: Implement a new/updated CRM, generate inbound leads, improve reporting, build a new website, etc. Sales Enablement is often used as a tool for system adoption or getting value out of inbound leads. We recommend starting with a project that requires Sales Enablement to determine long-term fit.
What are the important sales enablement software tools I should be exploring?

The right tools depend on your sales motion, but here are the essentials we often recommend:

  • CRM: HubSpot, Salesforce, or Pipedrive for pipeline visibility and automation

  • Content Management: Showpad, Highspot, or Google Drive with mapped buyer-stage content

  • Sales Intelligence: Hubspot, LinkedIn Sales Navigator, Apollo.io, or ZoomInfo for better targeting

  • Conversation Intelligence: Hubspot, Gong or Chorus to analyze calls and coach reps

  • Enablement Platforms: Salesloft, Outreach, or HubSpot Sequences for repeatable workflows
Hear it from leading Sales Enablement professionals

Articles about B2B Sales

We love sharing our experiences with inbound and b2b sales. Check out some of the latest news, practices, and sales enablement toolkits, written by seasoned sales professionals. You'll also find various sales enablement content designed to get you moving fast.
See more articles
Start Reading

Transform Sales with Custom Hubspot Certifications
Start Reading

How To Use ZoomInfo Effectively: 5 Tips to Improve Your Sales Pipeline

See if Sales Enablement is Right for You

If you’re thinking about sales enablement and want to understand whether Catalyst fits your situation, let’s talk it through. This is a working conversation focused on clarity—not a pitch.

We’ll help you pressure-test your current sales motion, identify where enablement could create leverage, and decide what level of support makes sense (if any).

What to Expect:

In a brief conversation, we’ll cover:


✅ Your current sales motion and goals

✅ Where execution breaks down or slows momentum

✅ How sales and marketing interact today

✅ Whether enablement is the right next step for you

No obligation. No hard sell. Just clarity. Even if Catalyst isn’t the right fit, you’ll leave with a clearer understanding of what to focus on next.