In this episode of The Channel Zone, Mark Edwards is joined by Chris Neal of InfoScale.com, to explore how modern sales organisations actually learn, change, and improve.

Drawing on a career spanning Novell, Symantec, Veritas, Blue Prism, Arctera, and now InfoScale.com, Chris shares practical, real-world insight into what effective enablement looks like today — and why traditional training models often fall short.

In this episode, we cover: The difference between sales training and sales enablement — and why training is only part of the story

The “know, feel, do” framework for designing effective enablement.

Why most training requests fail before delivery even begins.

How to make virtual training engaging and effective using Teams and Zoom.

The role of sales leader sponsorship and continuity in driving change.

How AI is already transforming enablement, from content creation to role-play coaching.

Memorable career moments, events, and lessons learned along the way.

Whether you’re a sales leader, enablement professional, trainer, or vendor working in the channel, this conversation offers practical insight you can apply immediately.

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