Enablement isn’t a “nice to have” — it’s the backbone of consistent performance. Few articulate this better than Melina Giakas, Sales Enablement leader at Clay. Her perspective blends foundational rigor, experiential learning, and guidance frameworks that help reps become more confident, competent, and emotionally connected to their work.
Below are the standout principles from Melina’s approach — and how platforms like Dextego are amplifying these philosophies through AI-powered coaching.
Start With a Foundation — Not Just Tactics
Melina is a firm believer that reps can’t execute well if they don’t first understand the fundamentals.
“Without a foundational understanding, progress becomes challenging,” she explains.
This philosophy aligns deeply with what Dextego enables:
Before AI coaches reps, it first builds context — their product, ICPs, messaging, and positioning. Once the foundation is clear, AI-guided coaching becomes not only relevant, but measurable and repeatable.
Foundation → Confidence → Consistent Execution.
That’s the sequence Melina reinforces — and Dextego operationalizes.
Experiential Learning Is the Real Accelerator
Traditional training tends to be passive. Melina flips that.
She encourages her team to talk about real customer interactions — especially conversations with their champions — because the emotional connection creates retention and motivation. It transforms abstract concepts into lived experience.
Dextego mirrors this dynamic approach by:
- Letting reps roleplay real deals
- Coaching them based on their own calls
- Personalizing feedback using behavioral psychology
- Reinforcing learning through repetition and real-world scenarios
Reps don’t just learn. They internalize.
Give Reps a “Google Maps” Framework — Not a Script
Melina describes her enablement style as giving people a map, not a GPS.
It’s guidance, direction, structure — but with room to navigate and grow.
Dextego embodies this through its AI-powered frameworks:
- Discovery paths
- Objection-handling flows
- Storytelling arcs
- Call structures
- Behavioral cues (DISC/OCEAN) for buyer influence
Reps always know the next turn, but they still drive the conversation authentically.
Where Melina’s Philosophy Meets Dextego’s Technology
Melina’s human-centered enablement style is powerful — and Dextego builds on it by giving teams the scale, speed, and consistency that only AI can deliver.
Together, these principles create a modern enablement engine that helps teams:
- Ramp faster
- Adapt quicker
- Improve through practice, not just theory
- Receive personalized, real-time coaching
- Build lasting improvement through behavior change
This is the next era of sales enablement: human insight + AI muscle.
Watch the full episode here.
