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 listen.
https://altisima-advisory.com/ (https://altisima-advisory.com/)
EP18: Sales Methodology Adoption — Why Training Isn't Enough
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 Lemaitre reveals why sales methodology adoption fails in most organizations and what actually drives lasting behavioral change. The gap between training and adoption costs companies millions in unrealized ROI, but it's entirely preventable when you understand the real factors at pl...
19 May 2026
EP14: Outlining Process for Sales Enablement — Stop the Content Chaos
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 structured frameworks that transform chaotic information into actionable sales resources. In this episode, we explore a proven framework for outlining processes that sales enablement teams can use to create clear, compelling content. Key takeaways include: • How to structure process do...
19 May 2026
EP17: Life Sciences Sales Enablement — The 2026 Regulatory Playbook
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 sales teams navigate daily. Key takeaways from this episode: • How territory-specific content management addresses regulatory compliance challenges • Strategies for managing state and country-level regulatory variations • The role of localization in handling formulary differences...
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 a biomedical engineering director asks about EMR integration or a CFO demands ROI specifics tied to their reimbursement model. This episode breaks down a 4-layer framework for medtech sales call preparation that goes beyond product knowledge to strategic readiness. Key insight...
19 May 2026
EP15: Pre-Call Preparation — What Actually Moves Deals Forward
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 isn't about doing more research; it's about focusing on the right insights that change how conversations unfold. In this episode, we break down pre-call preparation practices that actually correlate with won deals: • Why generic company research wastes time and how to focus on...
11 May 2026
EP13: Value Selling Framework — From Discovery to Close
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 cycle. In this episode, JP Lemaitre breaks down the complete value selling framework for 2025, from discovery through close. You'll learn how to embed quantified value at every stage, align economic buyers early, and prevent the dreaded "great case, no decision" scenario. Key ta...
11 May 2026
EP11: Sales & Marketing Alignment — Stop the Revenue Leak
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. This episode breaks down the hard truth about alignment failures and delivers a practical playbook for turning two siloed functions into a unified revenue engine. In this episode, you'll discover: Why traditional alignment approaches fail and what actually drives sustainable col...
11 May 2026
EP07: Challenger Sale Methodology — Why Being Liked Isn't Enough
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 outperform those who simply build rapport. In this episode, we break down how to implement the Challenger methodology in your B2B sales organization: Why relationship-building alone fails in complex B2B salesThe five sales profiles and why Challengers win 54% of high-performer ...
11 May 2026
EP12: Sales Enablement 2026: Recession Test for Strategy
Economic pressure reveals which sales enablement programs drive revenue versus busywork. Prove ROI and survive budget scrutiny in 2026.
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. In this episode, we explore why traditional prep methods fail and what modern sales teams need in 2026 to truly show up ready. The problem isn't effort—it's the tools and approach to pre-call preparation. Key takeaways: Why 47 minutes of manual prep still leaves reps unprepare...
11 May 2026
EP09: Sales Enablement in 2026 — Why Most Programs Fail
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 AI-powered insights with human judgment and strategic leadership. In this episode, we explore why traditional enablement approaches are breaking down and what separates winning programs from the rest. Key insights include: The critical mistake organizations make when implemen...
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 transforms how you show up to discovery calls. In this episode, you'll learn: • The critical difference between research and preparation • A structured 15-minute framework that prevents information overload • How to identify the 3-5 data points that actually matter • The exact p...
23 Apr 2026
EP06: Sales Knowledge Management — Capture What Your Best Reps Know
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. Key Takeaways: Why losing a top rep costs more than just their quotaThe maturity model for sales knowledge managementHow to build knowledge capture into daily workflowsTools and frameworks that actually workRead the full article: altisima-advisory.com Connect with JP on LinkedIn...
17 Apr 2026
EP05: Sales Enablement Content Utilization Fix
Listen to the discussion on Sales Enablement Content Utilization Fix. Read the full article: altisima-advisory.com
17 Apr 2026
EP02: How to Build a B2B Sales Playbook Your Team Actually Uses
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
17 Apr 2026
EP03: Account Intelligence for Sales Teams
Listen to the discussion on Account Intelligence for Sales Teams. Read the full article: altisima-advisory.com
17 Apr 2026
EP04: Sales Enablement 2026: Traditional Approaches Failing
Listen to the discussion on Sales Enablement 2026: Traditional Approaches Failing. Read the full article: altisima-advisory.com
14 Apr 2026
EP01: Sales Enablement Platforms — How to Avoid the Shelfware Trap
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 for your team. Key Takeaways: Why platform selection must match your maturity stage — from Content Chaos to Revenue IntelligenceHow Highspot, Seismic, Showpad, and Mindtickle compare for different use casesThe hidden costs beyond licensing: implementation, migration, and ongoin...
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