Federico Presicci

Global Sales Enablement Manager

Crafting Sales Enablement Systems 📈 Turning Inconsistent Sales Execution into Scalable Success | Mindfulness & Emotional Intelligence in Sales | MEDDPICC Certified | ICF Business Coach | Meditation Teacher 🧘🏽‍♂️

Do you understand what “enablement” truly means and the value it can bring?

Ciao, I’m Federico 👋

Enablement isn’t just a function, strategy, or process.

It’s a mindset and a discipline that transforms how organisations empower customer-facing teams, support buyers, and align for growth.

Yet, too often, it’s misunderstood – boxed into narrow tasks like:

“Training delivery.”
“Content creation.”
“Sales tools management.”

But here’s the truth👇

Enablement exists to empower customer-facing teams to achieve meaningful business outcomes. 

It equips them with the training, resources, processes, support, and tools they need to produce high-quality outputs on which their job goals depend.

Enablement bridges the gap between potential and performance, providing a certain set of “means” for someone to achieve something.

Over the years, I’ve seen organisations invest heavily in enablement initiatives that fail to stick.

I know because I’ve made those mistakes too.

Early in my career, I focused on fixing performance at the individual level, only to realise that the system itself was holding people back.

I learnt the hard way that no amount of training or resources can succeed without addressing the foundational barriers within the organisation.

That’s where I come in.

I help founders, CEOs, and revenue leaders diagnose systemic blockers to performance and empower enablement professionals to amplify their impact.

Whether you’re just starting to explore enablement or scaling an existing function, I’m here to help.

Enablement, done right, can be your organisation’s competitive edge.

If you’re ready to unlock that edge, join me on this journey: follow my content, take one of my assessments, or reach out directly. 
_____

Subscribe to my sales enablement newsletter: https://federicopresicci.com/newsletter/

Check out my sales enablement blog: https://federicopresicci.com/blog/

Chief Editor & Enablement Strategist 

I am the leading creator and strategist for this blog which serves as a compass in the complex world of sales and enablement. 

Here, you will discover expert insights into tools, systems, frameworks, methodologies, and strategies to augment your capacity to nurture and upskill your sales teams.

Sales discovery is hands down one of the most important capabilities in the sales cycle.

It shapes how well reps understand buyers, how accurately they position value, and how confidently they move deals forward.

And yet, what makes discovery effective is rarely broken down into something reps can consistently execute in real conversations.

Reps are told to “ask good questions.”
To “dig deeper.”
To “uncover pain.”

But the structure behind great discovery often lives only in the heads of top performers.

---

That’s why – in partnership with Hyperbound – I created a Discovery Meeting Guide + Template that gives reps a clear structure for running strong first discovery calls.

It covers:

• A simple, repeatable discovery call flow
• Talk tracks for framing and setting the upfront contract
• A structured questioning model (open → probing → closed)
• How to weave value into the conversation naturally
• A closing framework to surface alignment, blockers, and next steps

In short: less improvisation, more intentional discovery.

This one-pager sits alongside my full guide on how to build world-class discovery training. 

The full guide goes deeper into:

🔹 Designing discovery training around observable behaviours
🔹 Breaking discovery into coachable components
🔹 Reinforcing skills beyond the classroom
🔹 Measuring impact, not just attendance

---

💭 How confident are you that your team runs discovery in a structured, repeatable way? 

If you’d like the discovery one-pager + template + full discovery training guide, drop “sales discovery” below and I’ll share everything.

✌️

#sales #salesenablement #salestraining

Building Enablement Systems for Scalable Revenue Growth 📈 | Strategy, Systems Thinking, and Behavioural Design | Founder, Enablement Edge Network 🌐

A month ago, I went through some of the hardest days of my life.

At the end of a normal working day, I was hit by sudden vertigo.

Within hours, it spiralled into something severe.

For three days, I couldn’t get out of bed. Barely able to eat and use the bathroom because any movement triggered violent vomiting.

The week after wasn’t much better. 

Luckily, one of my best friends was with me and helped me through it.

Try to imagine this: you stare at the room, and everything spins – fast, relentlessly, for hours. 

That’s when I understood what it really means to be powerless and incapacitated.

As someone who likes control, this was the ultimate emotional test.

Those days "broke" me.
Physically.
Psychologically.
In a way nothing else ever had.

And I’ll be honest – in the first days, fear crept in intensely. 

The kind of fear where you start wondering:

What if this doesn’t pass?
What if things don’t go back to normal?
What if this is it?

Being stuck in bed with nothing to do gives you time.
Too much time, maybe.

And that’s why I’m writing this.

Because when health is suddenly at stake, clarity arrives fast.

I wasn’t thinking about achievements, accolades, LI followers, or career. 

None of that mattered.

What mattered were different questions:

Was I moving in a direction that truly fulfilled me?
Was I experiencing the process – or just moving from one thing to the next?
Was I nurturing the relationships that actually matter?
Was I present enough with my parents and friends?
Was I acting with integrity and authenticity? 

I realised – again, but much deeper – that life is just a sequence of moments.

And rushing through them has no inherent purpose.

What are we rushing for, exactly?
Time is moving anyway.
Relentlessly.
Towards the only certainty we all share. 

This doesn’t mean giving up ambition; it means finding a better pace and rhythm – one that allows us to feel more grounded, nurtured, and aligned. 

Also, when you realise how quickly things can change, you also realise there isn’t always going to be a “later”.

Some changes can’t be postponed indefinitely.
Some conversations can’t wait.
Some truths become heavier the longer we avoid them.

---

One other thing.

After the worst had passed, the first food I ate was a rice cake, a carrot, and some celery.

For the first time, I truly tasted the rice in the cake. 
I noticed how fresh the carrot was.
How the celery hydrated every corner of my mouth.

I was just... there.

---

I’ve now almost fully recovered.

In the end, it seems this was caused by a virus that inflamed one of the nerves responsible for balance. 

This experience was brutal, but also illuminating.

While I was in bed, unable to do anything, all I wanted was to feel normal again.

I yearned to walk, eat, and sit upright without the room spinning.

The smallest things suddenly felt like everything.

Sometimes it takes losing the ordinary to understand its weight.

Don’t forget to cherish it, friends. 

💭

#life

Sales coaching is one of the most talked-about levers in sales performance.

And one of the least consistently executed.

Most leaders say coaching matters.
Most reps say they want more of it.

Yet in many teams, coaching ends up being:

❌ irregular
❌ reactive
❌ focused on numbers, not skills
❌ squeezed between meetings

So, the issue doesn't seem to lie in intent but in consistency and structure. 

---

The data on this is fascinating.

I went deep into 22+ recent research reports and studies focused specifically on sales coaching to extract the most decision-relevant statistics (2026 edition).

I am referring to numbers that show:

🔹 what effective coaching actually looks like
🔹 where most organisations fall short
🔹 how coaching quality links to performance
🔹 what high-performing teams do differently

...and help you answer questions like:

• How big is the real impact of coaching?
• How often should coaching actually happen?
• What do top managers focus on during coaching?
• Where do most coaching systems break down?

If you work in enablement, lead a sales team, or manage managers, this gives you:

✅ Evidence to justify investing in coaching systems
✅ Benchmarks to compare your current approach
✅ Insight into what to change first
✅ Data to move the conversation beyond “we should coach more”

Coaching should not be viewed as a standalone "tool." 

Instead, it should be an integral part of a solid performance system.

---

💬 What’s the biggest coaching gap you see in your organisation today?

If you’d like the sales coaching statistics one-pager + full report, drop “coaching statistics” below and I’ll share it with you.

✌️

#sales #salesenablement #salescoaching

Outbound becomes ineffective when teams try to scale effort before they build a system.

More messages, more calls, more sequences… 

...but no clear decisions about who deserves effort, when it’s actually the right moment to reach out, or how outreach should run across accounts and buying groups. 

That’s when activity grows, but pipeline doesn’t.

In today's B2B market reality, strategy and system thinking must come before execution.

So in partnership with lemlist – a leading multichannel prospecting platform – I put together the ultimate step-by-step guide on how to build a repeatable outbound system.

And I distilled the whole thing into a practical one-pager you can apply with your sales organisation and teams. 

---

Here’s what the guide + one-pager cover:

1️⃣ ICP definition and account prioritisation – How to identify the accounts that actually deserve outbound effort.

2️⃣ Account tiering and effort allocation – Structuring your universe so attention matches potential value.

3️⃣ Signal-led prioritisation – Using intent, triggers, and access signals to decide when timing is right.

4️⃣ Outbound coverage and operating rhythm – Start rates, active account caps, and buying-group coverage that teams can sustain.

5️⃣ Manual vs cadence-led outreach – Knowing when to open manually and when to rely on structured sequences.

6️⃣ Personalisation governance at scale – How to distribute high, low, and zero personalisation across stakeholders deliberately.

Outbound still works.

But it only becomes predictable when you treat it as a system of decisions rather than just a sequence of activities.

---

💭 Which part of outbound tends to create the most friction in your team today?

If you want the one-pager + full guide, drop “outbound system” below, and I’ll share it with you. 

#sales #outboundsales #salesenablement

In enablement interviews, knowing what to do helps.

Knowing what not to do helps even more.

Many capable candidates fail interviews because of small, repeatable mistakes they are unaware of that quietly weaken the way they come across.

Over the past few months, I spoke with and surveyed 25 enablement leaders and practitioners who have collectively sat on hundreds of interview panels (I’ll tag them in the comments).

Different companies.
Different roles.
Different seniority levels.

The patterns were remarkably consistent.

---

That’s what led me to document the 13 most common sales enablement interview mistakes as a way to make interviews clearer from both sides of the table.

What surprised me most?

These mistakes are rarely about enablement knowledge.

They’re about judgement under pressure.

They show up when candidates:

• default to abstract language instead of concrete experience,
• talk fluently but don’t ask meaningful questions
• describe activity without explaining impact
• rely on rehearsed frameworks instead of listening
• misread the role, the environment, or the dynamics in the room

In other words, the issue is almost never: “I don’t understand enablement.”

It’s usually: “I’m not sending the signal I think I’m sending.”

So I turned the insights into:

• A one-pager you can use as a pre-interview guardrail
• A full guide that breaks each mistake down into what it looks like, why it happens, and how strong candidates avoid it. 

---

💭 Which interview mistakes do you only notice after the conversation is over?

If you’d like the one-pager + full guide, drop below “interview mistakes” and I’ll share them with you.

✌️

#sales #salesenablement #salesenablementinterviews

Chris Cicconi

Paying it Forward 👉 One Day at a Time

Salesperson 💸 --> Coach ✍️ --> Leader 🙋‍♂️
Sometimes a content creator 🎥 - always a goofball 【ツ】

I love building things, but not physical things.

I have a passion for building teams, networks, processes, procedures and revenue but most importantly people. 

This had led me to helping founders pivot from founder led sales to a sustainable and scalable sales engine.

Hit me up if you want to talk sales, fractional leadership, 👟or ☕️.
--------------------
I was once given an opportunity that has allowed me to build my wonderful career.
I want to make sure others have the same chance.
#payitforward

Content Creator

Host of "The War Room: The Kards Pre-Game Show" by 983 Media (a game by 1939 games)
Host for all Kards Official eSports events, including the World Championship Series
Host of "The Frontline" The Official Kards Podcast by 983 Media
Gwent Qualifier Caster and Gwent Partner (a game by CD Projekt RED)

Chris 🦄 Cicconi

Want to know my morning routine?

5:30 - Alarm goes off. Immediately Snooze. Regret.
5:40 - Struggle to get out of bed and find my pants.
6:00 - Gym, because I signed up for races this year and don't want to embarrass myself
7:30 - Get home, my daughter decides she MUST wear her unicorn pants that are 2 sizes to small for her today
7:35 - Too under caffeinated to deal with it, I let her do it, judge me all you want daycare educators
7:45 - Make coffee (ARC Roasters of course)
7:58 - Take 2 sips of it and out the door
8:00 - Drop daughter off at daycare. 
8:15 - Get home and open laptop
8:16 - Cats harass me for breakfast, rolling around on my keyboard making it impossible to work
8:20 - Forget that I haven't had breakfast yet and make oats, because microwave and water is all I can handle
8:31 - Ask myself why the first 3 hours of my day feel like a full 24.

No ice baths, no fancy Himalayan sea salt drinks or smoothies, no rubbing banana peels on my face. Survival. 

Oh and all those people with "perfect morning routines" are either full of 💩 or don't have kids.

Building Sales @ KnowledgeNow | Still Fixing GTM. Still Roasting Bad Takes.

If you can't afford to pay people, don't hire them.

"Commission only" isn't the draw you think it is.

It's not that I don't believe in my sales skills.

It's that I don't believe in your offering, at least not nearly as strongly as you do.

And when you don't have customers, money, or product-market fit?

I'm not putting my living on the line for your dream.

I've lost 40 lbs eating ice cream 5 days a week.

A sub 250 calorie pint of ice cream (and 20+ grams of protein)

Because the Ninja Creami is funking magic.

(No, not sponsored, but not opposed to it SharkNinja 👀)

This is my go to recipe for a macro friendly Oreo McFlurry rip off. 
Shout to FitnessProductFinder on Instagram for the base recipe. 

400ml of 0% Fairlife Milk (or any other ultra filtered high protein milk)
45g of Monkfruit sweetner
15g of Vanilla Extract
1g of salt
1g of xantham gum 

3 Oreo Thins - these are your mix ins, save them for later 
(some people scrape the cream out to save like 8 calories or something but that's way too much work)

Freeze it for 18-24 hours.  

When you're ready to eat it, leave it on the counter for 30 minutes. Then run the sides and bottom under hot water for 30 seconds. 

This makes it softer, more like a Blizzard or McFlurry, if you like something harder, don't leave it out that long.

Spin it on light ice cream. Scrape down the sides with a knife when it's done, throw your 3 Oreo thins in and run it on the mix in setting and you're golden.

242 calories. 22g of protein. 5g of fat. 30g of carbs.

If you dig this and want my Rocky Road or Reese's Peanut Butter Ice Cream recipe drop a comment for which one you want to see next!

Fiverr Pro isn’t cheap, but it’s expensive to get it wrong.

When we launched ARC Roasters, we were running on a non-existent budget.

So we tried saving money on branding and web.

What did we actually buy with the nickels and dimes we found in our couch cushions? 
Revisions.
Broken builds.
Lost momentum.

When your company’s brand is on the line, mistakes don’t just cost money.

They cost credibility.

And for a small business, credibility is your strongest currency. 

Here’s what I’ve learned:
The most expensive hire isn’t the expensive one.
It’s the wrong one.
That’s why Fiverr Pro makes sense for high-stakes business projects.

Vetted professionals.
Proven expertise.
Even managed support when the project demands it.

If the outcome matters, hire like it does.

Brand partnership • Building Sales @ KnowledgeNow | Still Fixing GTM. Still Roasting Bad Takes.

I made a commitment to myself this year.

To stop stressing about LinkedIn.

When to post.
What to post.
How often to post.
How to maximize engagement.
How to best monetize my platform.
Blah blah blah...

Instead I decided to post what I want, when I want, as often as I want about whatever I want. 

In the last year, I generated 1.1M impressions.
In the last 90 days? 528k 

Nearly half of them, in a quarter of the time. 
So far, I'd say my strategy is working out just fine.

Is it the best to optimize lead gen, monetization or whatever other buzzword we feel like tacking on?

Probably not, but I'm enjoying it a whole heck of a lot more.

69,613 people saw my Oreo cake recipe.

That's about 69,000 more than my professional posts.

Nice.

I've been quietly going through a pretty big health journey over the last year,  losing weight, running, training for Hyrox and making lots and lots of ice cream along the way.

I started posting about it on weekends on a whim.

But 3 posts. 100k impressions. 50+ new followers. Lots of DMs.

Apparently Oreo and running hit different than cold outreach tips. 

So I have a question for the people who just followed me:
What do you actually want to see?

More health/fitness content? Recipes, training updates, the whole journey?
Or was this just a fun detour and you just want me to go back to mocking Grant Cardone and Andy Elliott? 

Please drop a comment! I'm genuinely curious.
(seriously, asking you to drop a comment isn't actually me trying to hack my engagement...this time 🙃)

Most AI tools are great at sounding smart.

They'll draft a beautiful email.

To the wrong person.
At the wrong company.
At the wrong time.

Because the AI doesn't actually know what's actually happening in your accounts. 

It's working off whatever you tell it, not unified buyer intelligence, not identity-resolved signals, not complete account context across your CRM, product, and engagement data

You have a choice, spend an hour researching your account, feed that information into AI, saving you no time OR check out Common Room's new Claude integration.

With Common Room connected to Claude, it’s no longer guessing from a prompt.

It’s reasoning over unified, continuously updated buyer intelligence.

Based on which accounts are heating up. Who just engaged. What signals matter.

Not vibes. Not guesses. Not a LinkedIn stalk that took 45 minutes.

For a solo seller like me with no RevOps team and no massive marketing budget behind me?

This is the closest thing I've found to having a full team in my corner.

Claude becomes the interface. 
Common Room powers the intelligence behind it.

My DMs are filled with outreach asking to "partner".

I'm starting to think I might have a different definition of partner than others.

If our engagement involves me giving you money for a service, it's not a partnership, I am your client.

I realize folks are trying to use "softer" words in cold outbound to feel less salesy, but using imprecise language is even worse, in my opinion.

But I'm also a bit anal about language, so maybe I'm in the minority here?

If somebody is trying to sell you their service, would you rather than come right out and say it instead of using words like "partner" or "synergies" or whatever other buzzwords are hot right now?

I finally got a treadmill this winter.

I was convinced I’d hate it.

Turns out, it wasn’t so bad.

While I don’t miss how soggy my feet currently are, I am happy that it’s 6 degrees and I can get back outside.

And it was also an excellent reminder that I do, in fact, hate the treadmill.

No alternative text description for this image

How to make a million dollars.

The easy way.

Ask Dad. 

But seriously, she goes on to explain how she plans on making a million dollars before she turns 20, but when the plan starts with:

"I work for my Dad's company" you start to lose a bit of credibility. 

It's just another reminder that generic advice on social media is almost always 🐴  💩 

Because unless you have a rich pops who can give you a job, this probably isn't relevant to you.

Or maybe I'm just jealous 🤷

I’ve seen some wacky 💩 in sponsored content contracts lately.

Not sure if it’s because the LinkedIn influencer space is still maturing…

Or because some companies are testing how much they can get away with.

I try to live by: “Never attribute to malice that which is adequately explained by stupidity.”

But these two from the past week made me pause.

1️⃣ “We own the content you produce for us.”

Hard no.
If the content lives on my account, it’s mine.
You’re paying for distribution and audience access.
Want usage rights?
Great. Let’s price a license.
But ownership of something published on my platform? Not happening.

2️⃣ “We’ll pay you after all 3 posts go live.”

Why is the creator financing the campaign?

I’ve seen too many brands:
Delay payment
Renegotiate after performance
Or decide a post “didn’t go viral enough”
Meanwhile the creator has already delivered the asset and the reach.

Ideally: paid upfront.
At minimum: paid per post.
Anything else shifts all the risk to one side.

If you’re a creator navigating a contract, I’m happy to take a look.

And if you’re a brand… structure deals like a partnership, not a gamble.

Any experience creators see other wild clauses in creator contracts?

I used to brag about size.

Pipeline size that is, get your mind out of the gutter.

Felt like a large pipeline was a guarantee that I'd hit my number.

Until I realized, pipeline is made up.

All the "happy ears" in the world won't help you hit quota when you're avoiding what really needs to be done.

Qualification. 

That means asking the tough questions.
That means disqualifying prospects. 
That means your boss might ask you "what's wrong with your pipeline>!"

So we avoid it.
And we pad the list, instead of dealing with our poopy pipeline.

Is LinkedIn using AI too much to enforce their policy?

Or are they thinking about my mental health?

Because the a-🕳️ I was referring to in the comment that they took down?

Me. Full self deprecating. 

Apparently they decided I'm not allowed to harass myself! 

...not sure why they think they can kink shame me like that.

Any other runners have this problem....

Or is it just me?

I swear they all have a purpose!
The Hoka Mach 6 are my outdoor spring/slushy beaters
Adidas Boston 13 are my long run (10km+)
Adidas Supernova Rise 2 are my recovery shoes
New Balance Fuel Cell v4 are for intervals (and likely to be my Hyrox race shoe)
Adidas Evo SL are my shorter run shoe (less than 10km)

Though to be honest, as many awards as the Evo won...I kinda don't like em 😅, not particularly stable in my opinion.

...and yes Adidas has a big sale earlier this year.

Which begs the question, am I the only one who collects running shoes and convinces himself they all serve a purpose?

Never go back and review your answers on a multiple choice test.

75% of what you just read are wrong, designed specifically to trick you.

Your brain can't tell the difference anymore.

It starts second-guessing the things it actually knew.

Kinda like scrolling LinkedIn for 20 minutes.

What's with all the pizza party hate?! 🍕 

Pizza is great.

Sure, as a reward from corporate it kind of blows, but why would we take the pizza away?

This should be an AND situation, not an OR situation.

Give me pizza AND a bonus.

#bringbackthepizzaparty

PS: Pizza from one of the best spots in Montreal and no, not just because I'm related to the owners 😅  Forno Pizza Frankie's

Ice cream for weight loss.

Rocky Road edition.

Yes, you can eat ice cream every day and still lose weight.

BTW am I the only one who didn't know Rocky Road was just marshmallows and nuts in chocolate ice cream? 

Recipe via Eli Mack at FitnessProductFinder (link in comments):
400g Fairlife Chocolate Shake (topped up to 400 with high protein milk)
20g Monk Fruit Sweetner
10g cocoa powder 
1/4 tsp salt
1/4 tsp Xantham gum

Mix-ins
10g crushed walnuts
10g dehydrated mini marshmallows 

Mix it together. Freeze 24 hours. Leave out for 20 minutes.
Run hot water around the sides & base for 30 seconds to break down any ice crystels.
Spin on light ice cream.
Add 10g of crushed walnuts & 10g of dehydrated mini marshmallows.
Run the mix-in setting.

357 calories
31g protein
11g fat
40g carbs

Get spoon. 
Eat entire pint.
No sharing necessary. 

Let me know if you want the Reese's Peanut Butter Ice Cream next!

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The Battle

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