Federico Presicci

Global Sales Enablement Manager

GetAccept

Leading the sales enablement function globally.

Director of Sales Enablement

The Enablement Insight

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.

Chief Editor & Enablement Strategist 

GoCardless

Responsible for the end-to-end management of Sales Process & Methodology programmes - including (but not limited to) senior stakeholders engagement, scoping & analysis, proposing solutions, designing & developing curriculum, implementation & evaluating the business impact - for the SDR & AE population globally (150+ people spread across the US, UK, France, Australia). Activities and achievements include:

• Increased average outbound call volumes by 44% and opportunity creation by 31%, achieved by introducing a robust phone prospecting programme for SDRs.

• Elevated the average weekly Highspot usage by 150% - measured by the quantity of external pitches sent via the platform - by implementing a comprehensive enablement plan.

• Enhanced skill confidence levels by 18% in the use of a new qualification framework, attained by orchestrating and facilitating training sessions and workshops for SDRs and AEs.

• Led our transition towards a high-performance culture that values mental health in sales, by launching our inaugural psychological resilience programme for salespeople. This initiative, now transitioning from pilot to scale-up phase, scored an 8.5 in overall satisfaction.

• Increased the average win rate by 25% within half a year through the implementation of a global MEDDPICC Enablement Programme.

• Augmented manager adoption metrics in Gong - calls listened, deal board visits, calls commented on - by an average of 60% within six months via the execution of a Gong Frontline Manager Enablement Programme.

Speexx

As a Business Coach at Speexx, I am entrusted with the development of professionals from diverse industries across Europe. My responsibilities encompass delivering one-on-one coaching sessions focusing on a wide range of essential topics, including time management, sales proficiency, mindfulness, work/life balance, personal effectiveness, and effective communication. 

Leveraging my unique combination of expertise in these areas, I help individuals enhance their productivity, improve their performance, and find balance in their personal and professional lives. As a result, I am playing a pivotal role in empowering professionals to meet and exceed their goals, thereby contributing to the success of their organisations.

Business Coach

GDS Group

Reporting directly to the VP of Sales, I managed a team of two sales enablement specialists and was responsible for the end-to-end management of global onboarding and the 0-6-month development journey for new employees across the delegate sales department (140+ delegate sales executives).

Head of Sales Training & Enablement

Responsible for the end-to-end management of Training & Performance programmes - including (but not limited to) scoping & analysis, proposing solutions, designing & developing curriculum, implementation & evaluating the business impact - for the Meet The Boss delegate sales department (90+ delegate sales executives). Activities and achievements include:

• Conducted comprehensive training needs analyses, leading to the design and delivery of a new two-week onboarding program. This initiative raised the onboarding satisfaction score from 67% to 95% within six months, representing a 42% increase, and successfully onboarded 195 employees in 2021.

• Enhanced productivity of new hires by continuously refining our two-week onboarding, which resulted in an 85% increase in scheduled calls averages and an 87% rise in weekly deal averages over the first two weeks on the sales floor.

• Increased sales meetings booked by 27% through the implementation of a month-long 1-1 & group coaching intervention for 20 sales reps.

• Created and implemented a comprehensive first-12-weeks L&D curriculum for the development of our delegate sales executive cohorts as part of a larger sales acceleration project.

• Orchestrated an innovative well-being program involving over 100 staff members, achieving over 90% satisfaction score. This program aimed to enhance employees’ psychological flexibility, a factor linked to improved work performance and well-being

Training & Performance Specialist

In addition to previous achievements and responsibilities:

• Designed and led a 3-month coaching program for our delegate sales department, conducting 200 hours of both group and individual coaching sessions for 40+ delegate sales executives. This program significantly improved performance and explored high-performance mindset, time management, and persuasive communication.

Senior Global Delegate Sales Executive | Sales Coach

Assisted C-level executives across Europe – from organisations such as HSBC, Generali, AstraZeneca, Roche, Unilever, Carrefour, and Aon – in the execution of their key projects through high-calibre executive discussions. Activities and achievements include:

• Generated revenue exceeding $1M within one and a half years by acquiring over 300 senior executives, 75% of whom were C-level, for our virtual roundtables. This performance earned me a spot in the top 3 Delegate Sales Executives of the Year 2019, out of more than 70 individuals. 

• Moderated 25 virtual discussions focused on technology and innovation, leading to multi-million pound deals between companies like Adobe, Dell, and VMware and the attending senior executives.

Global Delegate Sales Executive | Master of Ceremonies

Numerable Software

Worked as a Customer Development Executive for a B2B software startup specialising in financial reporting software. Activities involved the application of the Lean Startup and Customer Development approach:

• Advised the founder on the implementation of Lean Startup and Customer Development practices, thereby significantly enhancing the founder’s effectiveness in learning from qualitative validation processes. 
• Helped narrow down the initial target market from 4 different groups to a single group by performing a competitor analysis of 6 key market players and utilising tools such as Google Tag Manager, Google Analytics and Google AdWords to conduct and track experiments.

Customer Development Executive

Drawings & PortraiTees

Entered the apparel sectors by selling personalised clothing online. Activities and achievements include:

• Liaised and negotiated with 3 suppliers and 5 talented artists by investing €2000+ which were recouped within 3 months of trade. 
• Collaborated with 4 talented artists and a business associate to define suitable designs and clothing models. 
• Narrowed down the number of clothing models to be displayed online from 7 to 3 by promoting products on Instagram and Facebook, gathering qualitative feedback from customers and tracking key social media metrics.
• Increased purchase conversions by 30% within a month (from the third month to the fourth one) by conducting message testing on Instagram and Facebook.

Founder & Commercial Director 

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

Are you grappling with inconsistent sales performance and seeking to elevate your sales force?

Ciao, I’m Federico! 👋

After many years in diverse sales roles, I learnt something critical. 

Buyers don’t care about your internal sales process or how skilled your salespeople are.

They care about finding solutions to their problems and having a seamless buying experience.

Yet, there lies an essential paradox…

To effectively serve and educate buyers, salespeople must still project vitality and master their craft. 

That’s where I come in. 

My mission is to empower organisations by constructing robust operating and enablement systems that  enhance salespeople’s sales skills and strengthen their emotional intelligence and resilience, leading to superior performance.

As I transitioned from sales to sales training & enablement, I dedicated myself for years to crafting models and systems that could augment an organisation’s capacity to nurture and upskill their sales teams.

I honed these systems across numerous organisations in a sales enablement capacity, and, today, I’m thrilled to introduce innovative solutions to the sales arena. 
_____

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

In August last year, I spoke to 100 strangers in 1 month. 

I had always wanted to do it but...

...I never found the courage. 

One day, I gathered the resolve to break my limits. 
I took bold action. 

I chatted with people on the street, in parks, bars, etc. 

Before doing it, I experienced: 

• Fear
• Doubts
• Anxiety 
• Insecurity 
• Nervousness 

After doing it, I experienced: 

• Excitement
• Freedom
• Gratitude 
• Connectedness 
• Confidence 

The 3 big lessons 💡

1. Emotions pass, don't let them dictate your actions.
2. Confidence is built on action, it's not a precondition.
3. Fear is an illusion; to truly live, you must overcome it.  

Life is short. 
Choose action over the regret of inaction. 

Agreed? 

✌️

#personalgrowth #personaldevelopment  #life 


The sales enablement tech space is overwhelming. 

There are new tools emerging every day. 

So, how do you navigate this sea of options? 

My answer is 👇

Understand the big picture. 
Understand the full tech stack composition. 

When you do that, you make smarter choices, and avoid getting caught up in "shiny objects". 

So, I decided to dig deep. 

The result? 

A not-so-overwhelming overview of the sales enablement tech landscape. 

Five macro-categories: 

1. Sales training & coaching tools 
2. Sales content management tools 
3. Sales engagement tools 
4. Analytics & performance tracking tools 
5. Miscellaneous & emerging AI tools 

Then, under each one of them, you'll find more specific sub-categories (see visual). 

Want to explore this further? 

I put together "The Ultimate Sales Enablement Technology Guide for 2024." 📘

Comment "SALES ENABLEMENT TECH" and I'll DM it to you. 

👨‍💻

#sales #salesenablement #salesenablementtechnology  

Ever considered a career in sales enablement or want to develop further in your enablement role? 

Based on my research and experience, there are three macro-categories of skills you need to develop to become a true enablement master. 

Strategic 
Technical 
Interpersonal 

---

STRATEGIC SKILLS 

• Strategic planning 
• Sales acumen 
• Customer-centric mindset
• Change management 
• Problem-solving
• Project management 

TECHNICAL SKILLS 

• Analytical thinking & data literacy 
• Technology proficiency 
• Content development & management 
• Learning design 

INTERPERSONAL SKILLS 

• Communication skills 
• Training & coaching abilities 
• Emotional intelligence 
• Collaboration & teamwork 
• Stakeholder management 
• Leadership & mentoring 

---

Of course, no one expects you to possess all of those skills in an entry-level position. 

Think of it as a roadmap as you work towards becoming a strategic enablement professional. 

Anything that I missed? 

✌️

---

📌 PS: Want the pdf version of this visual and my sales enablement career guide? Comment "sales enablement career" and I'll DM it to you. 

#sales #salesenablement #salesenablementcareer

As a sales manager, leader, or coach, you need the right development frameworks to succeed. 

In those positions, you can support your rep's skills development in two ways: 
 
• Skills coaching 
• Field training
   
Skills coaching is a sub-set of sales coaching (which includes a total of 6 different types of coaching).

Field training is on-the-job training and guidance (different from formalised enablement training). 

Field training is directive and instructional, while skills coaching is less directive, emphasising sellers-derived solutions.

In this visual, I outline: 

• The 4P framework (skills coaching) 
• The 4D framework (field training) 
• The CARER framework (1:1 coaching sessions) 

They help with bringing structure and focus to your sales team development interventions. 

Want to explore this in more detail? 

Comment "skills development" and I'll DM you a PDF of this visual and the full guide to these frameworks.

✌️

#sales #salesenablement #salestraining #salescoaching  

Taplio

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