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

Helping B Corps turn their subscribers into their biggest F.A.N.s | Ethical email marketing strategist | Pasta person | Nomad, currently: Vietnam

Your email list is a goldmine, but somehow, your subscribers aren't converting as well and as consistently as you hoped.

Most mission-driven B2B and eCommerce brands know email marketing could be a game-changer, but they're stuck copying "best practices" that treat people like walking wallets – tactics that feel completely misaligned with your brand's values.

Your team is stretched thin, stumbling through campaigns without strategic understanding. You can't confidently show stakeholders how email contributes to revenue because you're tracking opens and clicks instead of revenue attribution.

Here's what's actually possible: systematic email marketing that respects your audience while generating six-figure results. 

After helping brands generate $203K from a previously neglected list in less than two months, and increase event sales by 39.65% with one simple email strategy, the pattern is clear – 

You don't have to choose between authentic relationships and revenue.

The missing piece? 

Someone with deep email expertise who can step into your business and take strategic ownership of this channel while understanding that mission-driven brands need different approaches.

Your email marketing doesn't have to feel pushy or compromise your values. 

When you have the right strategic foundation, your existing audience can transform into a consistent source of qualified prospects who are genuinely excited for sales conversations, or repeat customers eager to use your products.

If you are ready to turn your email marketing into a revenue-generating asset that actually aligns with your mission - send me a message. I'd love to connect.

Yuval Ackerman

The third Thursday of each month is my absolute favorite day.

Because that's when I host both of my roundtables: one for founders/CEOs/CMOs of good-doing B2Bs, and one for email marketers (strategists, consultants, and in-house folks).

It's been such a pleasure hosting those yesterday and hanging out with amazing women in both rooms, that I did something I rarely do -

I actually took a screenshot (with everyone's permission!) of how much fun we've had.

If you've been looking for a space to connect with your peers and share your insights about doing email marketing ethically, my free monthly roundtables are the place for you.

My subscribers get invites first (and directly to their inbox, so you can always see when the next one is happening, instead of relying on LinkedIn's sh*tty algorithms): https://lnkd.in/gdWFfPDB

Elise Allyn Katie Smith Liz Rubin Nancy Zare Ph.D. Emily Stifler Wolfe Kim Allchurch-Flick MIM MBA Catrina Mitchum-Phd Krystal Ivy Alison Ver Halen Sarah McLaurin Sharon Zimmerman (she/her)

Helping CMOs find the 6-figure revenue in their email lists | Ethical email strategist & consultant for B2B and eCommerce B Corps, 1% for the Planet & good-doing brands | International speaker | Pasta fan🍝

Earlier this month, I gave the opening keynote at the Madeira Startup Retreat.

Mid-talk, I asked the room a question: "Who here, in 2026 so far, has had a chat with a chatbot on a website?"

Almost every hand went up.

Then I asked: "And how many of you ended up asking to speak to a human?"

Most hands stayed up.

When a room full of people building technology can't get through a chatbot without wanting a human on the other end – that's not a technology problem. 

That's a trust problem. 

And it's most apparent in your subscribers' inboxes right now. And the most ironic thing is, most business leaders have no idea how to solve it. 

That's where I come in.

If you're organizing an event for CEOs, CMOs, marketing leaders, or senior teams at purpose-driven B2B companies, here are 5 talks I can bring to your stage:

• You have an email marketing problem. The problem isn't your emails.

• AI won't take over your email marketing. Your subscribers are already responding to it anyway – and not in the way you think.

• Your values, impact, and sustainability pages and your emails are contradicting each other – and it's costing you more than you know.

• The email playbook most B2B companies are following was built for eCommerce. Here's why it hasn't worked – and why in 2026, it's actively working against you.

• Your email list is one of your most valuable business assets. Most B2B companies have no idea how to treat it like one.

If any of these sound like the conversation your audience needs to have, send me a DM and let's talk.

The line I won’t cross:

Companies that grew their lists without subscribers’ permission.

Email lists built with no permission and no consent aren’t just unethical,  they’re terrible for business.

Spam complaints tank domain reputation.

Domain reputation impacts deliverability.

And when deliverability drops, even the people who want your emails won’t see them.

Let’s be very clear about something -

This isn’t me getting on my high horse and telling anyone how to run their business.

I’m also well aware of how privileged I am to be in a position to decline any projects for being misaligned with my values, when so many great businesses are barely scraping by and might have to take on such projects just to keep the lights on.

But when it comes to Ethical Emails, that’s a red line that I can’t imagine crossing. 

To me, that’s being a part of the solution in an industry that’s still SO full of problems.

I’m beyond lucky, because it's so much easier to keep those boundaries when I’m surrounded by and working with businesses that actually give a damn.

Those businesses are not just talking about their values, but documenting and sharing them too to keep themselves accountable.

In early 2025, I published a similar page on my website (it’s been long overdue!) - EE’s manifesto, values, and impact. 

Beyond this line, you’ll find what Ethical Emails stands for, the challenges it aims to solve, and the donation pledge that became a part of my business’s DNA. 

Check it out here: https://lnkd.in/gdDRG_B3

Hiking taught me three things:

1. Always hike with good shoes.
2. Different countries define “easy” hikes VERY differently
3. Stop comparing kiwis to bananas.

Here’s what I mean:

When clients tell me, “We’ve been sending emails for months but not seeing results,” one of the things I ask is how frequently they’re sending emails.

Usually, it’s once a month. In some other cases, once a quarter.

And yet they compare themselves to brands sending twice a week who have full strategies, segmentation, and years of data and insights behind them.

It’s like comparing your weekend stroll to a mountaineer’s summit time.

Different effort. Different terrain. Different outcomes.

Email success doesn’t happen because you sent something. It happens because you built something intentionally and strategically, over time.

So before you get discouraged, zoom out.

Look at what you’re really doing and how consistent you’ve been.

And if you realize it’s time to level up, get expert help. It’s the fastest shortcut that still keeps your values intact and actually finds the hidden ROI in your email list.

If you believe that expert is me, I’d love to help you out. Let’s have a chat: https://lnkd.in/gUTyunWE

Ready to have a new favorite day of the month?

The third Thursday of every month is when a bunch of good-doing marketers get on our soapbox and spend an hour together. 

If you’ve been looking for a place to get real about what you’re experiencing as a marketer (especially if you have an affinity for email!), do join us on March 19th. 

I mean, look how much fun we’ve had in the previous one! 

I’d love you to join this upcoming monthly “marketers’ soapbox hour” - you can save your seat here: https://lnkd.in/ev5s8BvK

Tooting my own horn doesn't come naturally to me, but...

Working with me means that, yes, we'll build your strategic email ecosystem. AND that your entire business will mature accordingly. The ROI from that goes way beyond just email marketing.

Oh, btw, if you're not on my email list, you're seriously missing out - just sayin' (ethicalemails.co/subscribe - you can fix that here!).

P.S. A big shout-out to my former client, Chayelle, who consented to have this reply shared, and for always being in my corner.

Most companies think more emails = more sales.

Wrong!

My client had a small list of 800 subscribers.

They wanted to sell tickets for their annual event, so naturally, they planned to continue emailing everyone until the day before the event

That’s where I stepped in.

We segmented the 17% of ticket purchasers, AKA those who already “converted”.

Then, instead of sending “don’t miss out!” emails, we sent 3 short, personal messages from the CEO.

Each email followed our new playbook:

• Recognized the people who had already bought tickets
• Invited them to forward the message to friends
• Offered a genuine, values-aligned incentive

No countdown timers. No fake urgency.

And the results… Check the carousel below

Want your list to do more with less? Let’s talk. https://lnkd.in/gUTyunWE

taplio

The Battle

Federico Presicci

Yuval Ackerman

Followers

Posts

Engagements

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Performance ScoreFederico Presicci's LinkedIn Performance

Performance ScoreYuval Ackerman's LinkedIn Performance

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taplio

The Battle

Federico Presicci

Yuval Ackerman

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Federico Presicci's LinkedIn Performance

Performance ScoreYuval Ackerman's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreFederico Presicci's LinkedIn Performance