Why today’s enablement leaders are breaking silos, rethinking tech, and doubling down on real execution
The Sales Enablement Summit London just wrapped and if you only saw the vendor booths and LinkedIn highlights, you’d miss the real conversations happening in the halls and on the panels. Here’s what truly stood out this week, straight from panel rooms, sidebars, and Q&As with enablement, RevOps, and GTM leaders from global brands.
Panelists on “Leading a Global Enablement Team” were clear: succeeding across EMEA, APAC, and the Americas is less about “rolling out playbooks” and more about understanding context.
Teams deal with local works councils, culture gaps, and legal frameworks (sometimes all at once).
The best leaders don’t just build teams in HQ, they invest in regional talent, spread expertise, and focus on radical prioritization (“What must we move the needle on this quarter?”).
Consistency matters, but flexibility and empathy are the real superpowers.
Bottom line:
You can’t “template” global enablement. You need teams that can flex, adapt, and keep learning, and managers who know that coaching means more than training.
In every room, whether talking RevOps, product marketing, or sales enablement, the conversation came back to one persistent pain: silos kill momentum.
Even the best strategy dies in the field if product, sales, marketing, and CS aren’t operating on a shared view of the buyer and pipeline.
Panelists from Microsoft, Visa, and FIS all echoed: “Strategy fails not because of tech, but because people, process, and data aren’t truly connected.”
True cross-functional execution now means shared OKRs, feedback loops, and one source of truth, not just “alignment meetings.”
Takeaway:
If you want to move faster and create real buyer value, make orchestration and shared context your default, not the exception.
Many sessions made it clear: “more tools” isn’t the answer.
Leaders are tired of endless dashboards and “activity trackers”, they want actionable, trustworthy intelligence.
As Saul Lew from Hive Perform shared, the smartest teams elevate the right data. clear deal stages, defined pipeline health, and real engagement signals.
AI can help, but only if your fundamentals (clean data, clear handoffs, objective criteria) are solid.
“Don’t drown in dashboards. You need a source of truth that every team can trust, and you need to act on it, not just report on it.”
Lean teams were everywhere at the summit, sometimes a “one-person band” responsible for onboarding, training, and strategy.
Prioritize what moves the business (shorten ramp, increase win rates, fix the handoff).
Build champions across regions and train-the-trainer models—don’t try to do everything alone.
Make “smart bets” on tech that amplifies your impact, connects your data, and helps you punch above your weight.
Camille Kempell's advice from Hive Perform:
“Be ruthless about where your time goes. Find tools that help you create cross-functional momentum, not just another to-do list.”
A common refrain: everyone has big plans, but only teams with a strong operating rhythm (regular feedback, clean data, actionable KPIs) actually deliver.
David Lee from Checkout stressed that “accountability and ownership” are non-negotiable, every team needs the same definition of pipeline, forecast, and deal health.
Adaptive forecasting and continuous feedback loops keep you honest, don’t wait for QBRs to find out what’s broken.
The best teams “train, retrain, and coach in the moment,” not just in workshops.
Key insight:
It’s not about working harder, it’s about refining habits, building trust in the data, and getting every function to play as one team.
The Sales Enablement Summit made one thing clear:
Growth belongs to the teams who break silos, work from one source of truth, and act on what matters for the buyer fast.
The future isn’t more tech for tech’s sake. It’s connected intelligence, real execution, and a human-first approach that makes every handoff, every insight, and every conversation count.
If you’re ready to see how this comes to life, come talk to Hive Perform. Because in this new era, sharing what works is how the whole industry wins.