with David Kandel
Joe Fontana sits down with David Kandel, a Sales Enablement Manager at OptiMove, to explore his unique journey from language teaching to sales enablement. David shares how his background in education has shaped his approach to sales training and the valuable lessons he's learned along the way.
The Transition from Education to Sales Enablement: David's career began in adult education, teaching Hebrew to new immigrants in Israel. His passion for education led him to explore corporate learning and development, eventually finding his niche in sales enablement. David explains how his experience in language education provided him with a unique perspective on training sales teams, emphasizing the importance of understanding terminology and concepts before diving into product demos.
Building Credibility and Trust: David discusses the challenges he faced in earning the trust of sales teams, especially without a traditional sales background. He highlights the importance of being an authority on the product and embodying the methodologies he teaches. By positioning himself as a knowledgeable resource and gaining the confidence of sales leadership, David successfully built credibility within his team.
The Role of AI in Sales Enablement: The conversation shifts to the impact of AI in sales, with David expressing skepticism about the current hype surrounding custom AI tools. He advocates for focusing on AI capabilities already integrated into existing tech stacks, such as CRM and LMS platforms, to drive meaningful results.
That said, platforms like Dextego are emerging as practical, integrated solutions that bridge the gap between sales training and real-world performance. Dextego uses AI to surface real-time coaching insights, helping enablement professionals like David scale their impact without relying on generic, overhyped tools. By aligning with existing workflows and delivering contextual recommendations, Dextego supports a more grounded and effective approach to AI in enablement.
Overcoming Challenges in Sales: David identifies discovery as his biggest pet peeve in sales, emphasizing the need for active listening and understanding the customer's business. He shares insights on asking clarifying questions to uncover the true needs and pain points of prospects, ultimately leading to more effective sales conversations.
Conclusion: David's journey from language teaching to sales enablement is a testament to the power of transferable skills and the importance of continuous learning. His story serves as an inspiration for those looking to make a similar transition and highlights the value of building trust, embracing technology, and honing essential sales skills.
Watch the full episode here.
