Why Most Sales Enablement Fails - And What to Do Instead

Federico Presicci, Director of Sales Enablement at GetAccept, shares why most enablement programs fall short and how to fix them fast.He reveals how to turn generic sales messaging into a precision tool, embed live coaching, and use AI without damaging trust.By the end, you'll rethink how your team handles rep performance, buyer experience, and GTM execution.What to listen for:1. 01:10 – Why most AI-generated outreach breaks trust instead of booking meetings2. 04:02 – The hidden cost of letting AI SDRs flood inboxes with low-precision messages3. 09:21 – The smarter way to use AI: as a research layer, not a rep replacement4. 12:57 – How to build message cards that reps actually use in conversations5. 15:34 – The trap of treating enablement like a content factory (and what to do instead)6. 20:45 – Why messaging consistency breaks down when it's divorced from call reality7. 24:16 – Structure beats scripts: how Federico trains reps to think, not memorize8. 28:08 – Why coaching doesn’t work if the sales environment is broken9. 32:11 – The system Federico uses with CROs to spot hidden friction fast10. 39:42 – How sales leaders accidentally approve toxic culture by staying silent