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Hosted by JP · 🇺🇸 US · EN-US · 18 episodes
Established thought leaders with verified media credentials.
Every week, JP Lemaitre breaks down what actually works in B2B sales — from enablement strategy to methodology implementation to AI-powered selling. No theory. No fluff. Just the frameworks and insights that VP Sales and Sales Enablement Directors need to drive revenue. JP spent 10 years at Korn Ferry Miller Heiman implementing sales enablement projects that impacted over 8,000 sales professionals worldwide. Now as a partner at Altisima Advisory, he helps enterprise sales teams build the systems that make every rep the best-prepared person in the room. Each episode dives into a specific topic from the Altisima Advisory blog — turning long-form research into focused, actionable conversations you can listen to before your next meeting. Topics include: sales enablement ROI, pre-call preparation, sales methodology (Challenger, MEDDIC, Miller Heiman), AI for sales teams, sales playbooks, and competitive positioning. New episodes weekly. Subscribe wherever you list
JP hosts Commercial Leadership Podcast, a business show with 18 episodes published.
You've invested heavily in a proven sales methodology. Your team completed training and passed certification. So why aren't they using it? The problem isn't the training—it's what happens after. In this episode, JP Lemai
Sales enablement teams often struggle with disorganized content and unclear processes that leave sellers frustrated and buyers confused. The key to breaking this cycle is mastering the art of outlining—creating structure
Most sales reps think they're doing pre-call preparation right—blocking calendar time, researching prospects on LinkedIn—but they're missing what actually matters. The difference between ineffective and high-impact prep
Most medtech sales reps over-prepare on product specs and under-prepare on what actually wins deals. When your rep faces a hospital value analysis committee armed only with a polished deck, they're vulnerable the moment
Territory-specific content management is transforming life sciences sales enablement by accommodating state-by-state and country-by-country regulatory variations, formulary differences, and language requirements that sal
Building a compelling business case isn't enough. Even when your champion loves the $2.3M value story, deals still stall. The problem isn't your value methodology—it's how you operationalize it across the entire sales cy
When 68% of B2B companies admit their sales and marketing teams are misaligned, we're not talking about a collaboration issue—we're talking about a systemic revenue leak that's costing organizations millions annually. Th
Most sales reps confuse research with preparation. They spend 30 minutes gathering information but zero minutes deciding what to do with it. This episode breaks down a proven 15-minute pre-call preparation system that tr
Most sales enablement programs are failing because they're built on outdated assumptions. In 2026, the gap between high-performing and struggling programs isn't about tools or content—it's about how organizations balance
Sales reps spend an average of 47 minutes preparing for each discovery call, yet buyers consistently report that salespeople show up unprepared. This is the pre-call preparation paradox—and it's costing your team deals.
Being liked by your buyers doesn't close deals—challenging their thinking does. The Challenger Sale flips conventional relationship-based selling on its head, proving that sales reps who teach, tailor, and take control o
Economic pressure reveals which sales enablement programs drive revenue versus busywork. Prove ROI and survive budget scrutiny in 2026.
Your #1 sales rep just gave two weeks notice. In this episode, we discuss how to systematically capture institutional knowledge before your best people walk out the door — and how to turn it into a scalable advantage. Ke
Listen to the discussion on Sales Enablement Content Utilization Fix. Read the full article: altisima-advisory.com
Listen to the discussion on Sales Enablement 2026: Traditional Approaches Failing. Read the full article: altisima-advisory.com
Listen to the discussion on Account Intelligence for Sales Teams. Read the full article: altisima-advisory.com
Most sales playbooks collect dust. In this episode, we break down how to build one your team will actually use — from structure to adoption. Read the full article: altisima-advisory.com
Your sales team just lost a six-figure deal because they pitched with outdated pricing. Sound familiar? In this episode, we break down the 2026 sales enablement platform landscape and help you choose the right solution f
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Commercial Leadership Podcast is hosted by JP. The show is categorised under business (management) and has published 18 episodes.
Commercial Leadership Podcast has published 18 episodes.
Commercial Leadership Podcast regularly covers business, management, marketing. It sits in the business category, with a management focus.
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