Peter Ostrow

Professional baseball stopped relying on “just throw it and see what happens” a long time ago. Sales training hasn’t. For decades, hitters trained with live batting practice. Then pitching machines brought consistency and repetition. Today, elite teams are adopting AI-driven systems like the Trajekt Arc, technology that replicates the exact delivery, spin, and decision-making context of real pitchers. Now ask yourself: which era does your sales training belong to?

Revenue enablement leaders often tell me that doing their work isn’t their toughest challenge; measuring, defending, and communicating it confidently to executives is the hardest part of their job.

We recently published “Advocating for Revenue Enablement: A Practitioner’s Guide to Executive Communications,” a report born from a familiar frustration: revenue enablement teams consistently deliver value yet struggle to earn sustained influence with senior leadership. That challenge, however, is not unique: one of enablement’s closest functional peers has already navigated it. A decade ago, IT security faced a similar problem.