#102 Sales Enablement in the AI Native World- with Laura Fu, Head of RevOps & Strategy at DevRev

Laura Fu joins Janis and Philipp to talk about her new book Designing for Excellence, and how Sales Enablement is transforming inside an AI-native world. Laura breaks down the core principles of effective enablement, the flywheel every GTM team needs, and what changes when AI becomes part of the daily workflow.We cover: Why she wrote the book Designing for Excellence The core principles of modern sales enablement Lagging vs. leading metrics — and why pipeline creation is the #1 indicator of rep productivity How to identify, measure, and coach the behaviors that matter The Sales Enablement Flywheel: content, programs, tools, analytics What “AI-native enablement” looks like in real GTM workflows How real-time feedback loops transform programs and content What organizations need to change to adopt AI successfully Where to start when introducing AI into Sales Enablement Laura’s recommended books & mindset shifts for operatorsLaura Fu on LinkedIn: https://www.linkedin.com/in/laurazfu/ Weflow: https://getweflow.com RevOps Chat Community: https://getweflow.com/community RevOps Resources: https://getweflow.com/revops Janis on LinkedIn: https://www.linkedin.com/in/janiszech Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters:(00:00:00) Intro & Meet Laura(00:01:07) Why Laura Wrote Designing for Excellence(00:04:02) What It Means to Be an AI-Native Company(00:05:24) Structuring the Book: 5 Sections Explained(00:07:14) The Core Principles of Sales Enablement(00:11:26) The #1 Leading Indicator: Pipeline Creation(00:15:16) Discovery, New-Business Meetings & Rep Behaviors(00:18:44) The Enablement Flywheel: Content, Programs, Tools(00:20:34) How AI Creates a Closed-Loop Feedback System(00:23:47) Real-Time Coaching & Adaptive Content(00:27:04) What It Takes to Become AI-Native(00:28:59) Organizational Change & Leadership Mindset(00:31:48) Where Enablement Teams Should Start(00:36:27) Book Recommendation: The Courage to Be Disliked(00:38:32) Closing