👋 Welcome to another issue of The Enablement Edge newsletter!
Sit back, relax, and get ready for:
- 1 Tool Review – Gong alternatives in 2025
- 1 Key Trend – Everboarding over onboarding
- 1 Mistake to Avoid – Forgetting that salespeople are people first
- 1 Best Practice – Dealing with cold calling anxiety
🔍 Tool review spotlight – Gong alternatives: turning enablement into a strategic business partner with
Glyphic
About 9 months ago, in my role leading enablement at GetAccept, I partnered with our Director of RevOps to explore new conversation intelligence tools.
Our current setup with Chorus had run its course, and we needed a more modern solution that could reduce admin, support CRM hygiene, and improve coaching and deal visibility.
We trialled gong alongside two emerging AI sales co-pilot solutions: Glyphic and Wiser AI. After running hands-on pilots with our reps and managers, the results were clear.
While Gong offered depth and Wiser showed promise, Glyphic delivered the best fit:
- Clean, intuitive UX/UI
- Strong multilingual support
- Automatic, high-quality MEDDPICC notes sync
- CRM-ready notes across other key fields
- Custom AI prompts to extract insights from transcripts
- Robust win/loss dashboards
Six months in, Glyphic has helped us reclaim 5-10 hours per week per rep and manager, strengthened our enablement-to-revenue connection, and enabled me to surface strategic insights that now shape our GTM plans.
Honestly, it’s the most powerful sales and enablement tool I’ve worked with to date. Transformational, to say the least.
👉 Read the full review to see how the evaluation played out – and why we ultimately chose Glyphic. It also includes a detailed set of technical decision criteria you can use to guide your own evaluation of conversation intelligence and AI sales co-pilot tools.
📈 Key Trend
One of the most surprising things in enablement is that nearly half of companies still treat onboarding as the only time reps get any structured upskilling.
This is not just outdated; it’s actively holding teams back.
On a positive note, I see more and more enablement professionals and revenue leaders talking about everboarding.
Instead of a front-loaded bootcamp, everboarding sets up a rhythm of ongoing, in-the-flow learning touchpoints.
New hires get what they need to ramp fast, but the learning doesn’t stop after week four (or whatever it may be in your organisation).
It keeps going, evolving with the business, the product, and the market.
This ongoing approach supports learning as an operating system, not just a training event, aligning with how modern reps actually engage with information.
Why does it matter?
Everboarding bridges both immediate skill gaps and long-term development needs.
New reps learn the critical talk tracks and tools early, but they also get regular, bite-sized updates and learning opportunities as products change, competitors shift, or new best practices emerge.
No more cramming everything into a single “onboarding sprint” and hoping it sticks.
What does everboarding look like in practice?
- Short, on-demand lessons integrated into daily work
- Peer-led knowledge sharing through collaborative platforms
- AI-driven coaching and real-time feedback that fit into the flow of work
- Contextual learning via Slack threads, AI chats, and conversation intelligence reviews
- Spaced repetition to reinforce critical skills and concepts
- Micro-learning modules for new features or changing processes
The impact?
- Higher retention of key knowledge
- Fewer “deer in headlights” moments when something changes
- Smoother integration for new hires
- More effective upskilling for the whole team
- Greater progression into senior roles (leading to better talent retention)
- Increased productivity since learning is embedded in daily routines
Why now?
With AI-based roleplay platforms, real-time coaching analytics, and easy-to-use learning management systems, it’s never been easier (and less resource-intensive) to keep reps sharp and prepared.
Everboarding isn’t just a nice-to-have; it’s quickly becoming the new standard for sales enablement.
What’s your take? Do you see everboarding as the way forward?
🙅♂️ Mistake to Avoid
In a world obsessed with data, it’s easy to lose sight of the fact that sales enablement is, above all, about people.
And as Zach Golan once shared with me, “Humans are more complex than our most sophisticated BI.”
Reps can struggle for reasons that no dashboard will ever capture.
A high-performing rep might bomb a certification test – not because they lack knowledge, but because “exam” conditions trigger anxiety.
Others may seem resistant to coaching, but it’s really a defence mechanism – strong egos masking self-doubt, especially in environments where failure isn’t safe.
Then there’s cognitive overload: a silent killer of performance.
Even the most well-intentioned initiatives can backfire when they pile up, leaving reps feeling overwhelmed.
It doesn’t matter how useful your training is if reps are too mentally stretched to absorb it.
Remember that each person has unique goals, schedules, and challenges. No data point can fully capture that human element.
How to avoid the mistake:
- Foster psychological safety: Create an environment where reps feel comfortable asking for help without fear of judgment.
- Balance data with context: Recognise that some reps thrive in real-world scenarios but struggle with test formats. Use test results as one of many signals, not the final word.
- Maintain open dialogue: Regularly check in through feedback surveys, informal chats, or open forums. Understand how reps feel about new initiatives and adapt accordingly.
- Avoid cognitive overload: Prioritise initiatives, spacing out changes, and ensuring reps have the bandwidth to absorb new information.
- Humanise your metrics: Remember that your role is to support actual people – not just SDR #1 and SDR #2.
Sales enablement fails when it treats reps like data points instead of human beings. Your success depends on balancing insights with empathy.
✅ Best Practice
In one of my previous newsletters, I shared my personal story about the first time I did cold calling and the fear that accompanied it.
In my conversations with hundreds of salespeople from all over the world, this sheer feeling of anxiety almost invariably topped their list of reasons for not doing (more) cold calling.
To find out what could be done about this, I talked to The Weirdest Sales Trainer himself, Giulio Segantini, and together we built a world-class cold calling training curriculum where we dedicate attention to exactly this challenge among many others.
Some of the solutions we proposed include:
- Reframing rejection as part of the process – rejection isn’t personal, permanent, or pervasive.
- Setting, secondary, in-control, objectives to reduce rejection impact – e.g., getting past the first objection or securing agreement on a follow-up.
- Collecting rejections as a goal – target for 10 rejections per day, reinforcing the idea that every rejection brings you closer to a yes.
- Developing a pre-calling routine – listen to past calls, set a daily block for calling, call for 2 hours with no interruptions, roleplay openers and toughest objections.
If you want to explore how to build a world-class cold calling training curriculum, I’d highly recommend reading the full guide.
These are my 3 article picks for this issue from The Enablement Insight:
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