Mastering Go-To-Market Enablement with Sam Lau, Senior Director, Global GTM Enablement at Anomali

This podcast features Sam Lau, Senior Director of Go-To-Market Enablement at Anomali, discussing the crucial partnership between sales operations and enablement. The conversation covers building effective sales enablement programs, tailored to both tenured and new sales teams, and scaling these programs to support a large go-to-market organization (nearly 100 people in Sam's case). Sam emphasizes the importance of identifying fundamental skills, creating a tiered training curriculum (101, 202, etc.), and using leading indicators to measure program success, rather than solely relying on lagging indicators like quota attainment. A key takeaway is the concept of achieving both a "business win" (demonstrating clear ROI) and a "technical win" (proving technological superiority) to secure deals.