E34: Why Enablement Is the Most Overlooked Growth Lever with Luke Arno, CRO of Transcend

Is enablement the most overlooked growth lever in sales? Luke Arno thinks so—and he's got the track record to prove it. In this episode, Kyle Norton talks with Luke Arno, CRO at Transcend and veteran of Salesforce, Box, and Segment, about how great enablement can drive real sales productivity. Luke breaks down his three-part framework—onboarding, ongoing development, and in-the-moment field strategy—and shares how to build programs that actually move the needle. They also dive into how to hire for enablement, measure its impact, and create a high-skill, high-will sales culture rooted in coaching, clarity, and accountability. Thanks for tuning in! New episodes of The Revenue Leadership Podcast drop every Wednesday.  Join the revenue leaders redefining growth at Pavilion's CRO Summit 2025, which will be held on June 3rd at the Denver Art Museum. Register today. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech hosted by Sam Jacobs, AJ Bruno, and Asad Zaman. You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!