44. The Art and Heart of Sales Enablement: Listening, Learning, and Driving Change With Fani Rodriguez Marino

In this episode, I had an amazing conversation with Estefania (Fani) Rodriguez Marino, a sales enablement pro joining in from Paris.

We talked about what sales enablement really means and how it’s not just about training or content—it’s about helping the company achieve its goals by aligning sales efforts with strategy. Fani shared her journey, her passion for embracing challenges, and why motivation and context are crucial for sales success.

One of the biggest takeaways from our conversation is how sales enablement needs to balance scalability with personalization. While it’s easy to create one-size-fits-all training programs, real impact comes when we tailor initiatives to the individual needs of sales reps.

We also discussed the importance (and power!) of listening—not just hearing words, but truly understanding what prospects and sales teams need to succeed.

Another key point we touched on is how sales enablement is really about selling change to sellers. Just like in sales, we have to position new tools and processes in a way that resonates with reps and helps them see the benefits. Fani emphasized that salespeople need to understand their role within the bigger picture to stay motivated and engaged.

Key Takeaways:

Sales enablement is about aligning sales execution with company strategy, not just training and content. Listening is a superpower—great salespeople don’t just hear, they understand and adapt. To drive change, enablement leaders must “sell” new initiatives to reps by focusing on tangible benefits. Balancing scalable programs with personalized support is the key to effective sales enablement. Want to connect with Fani? Find her on LinkedIn and stay tuned for exciting things coming in 2025!