---
title: Apply Sales Enablement To Sell To Large and Small Companies, Jason Loh
description: Hear how Jason Low applies sales enablement to make sales to both the SMB space and at the enterprise level in this episode of The Sales Podcast.
image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-1888014.jpg
---

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[Get The Daily](https://thesaleswhisperer.com/daily)

 Jun 13, 2025

# Apply Sales Enablement To Sell To Large and Small Companies, Jason Loh

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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## Combine gut feel with data to [make every sale](https://thesaleswhisperer.com/daily)

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***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***

## **[Sales Enablement Tips](https://thesaleswhisperer.com/blog/introduction-to-sales-enablement)you'll learn today on[The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...**

- Global 2,000 and fast-growing startups
- We're still salespeople and needing to make our numbers
- As salespeople we make it worth their while to meet with us
- If you offer value you can still reach decision-makers 
    - Provocative
    - Speak to a universal truth

[![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKDbw0E3Jjz0vwQoMthkRuWmIWVXQxjtiBZMx7%2FnH%2BbFfSNH%2FT6TQgm2ADAX8Ncbb2%2BZViYnqkTQitcEUK%2BMDprCC%2Bx7NsFcxIRWfHyulYMCljjRACbHzQmt1XIShN7OY%2FMTS%2Fuzh8JlJnNWZpFbn7uX3%2B6%2FO126Tcn%2F35Q%2B%2Bx9WCngV71m%2Bvob4zYQrqQXonPR1eDCMl8S&webInteractiveContentId=178194433547&portalId=443614)

- Small and large companies have similar struggles in that they want and need to grow
- Senior leaders have great B.S. meters
- What's unique to you and defensible?
- Get informed about your prospects
- Have empathy
- Timeless sales books 
    - "[SPIN Selling](https://amzn.to/2JsKImc)"
    - "[Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance](https://amzn.to/2kOyHJM)"
    - "[The Challenger Sale: Taking Control of the Customer Conversation](https://amzn.to/2kMqpSL)"
- Sales leaders have different duties and responsibilities
- People are people and problems are problems 
    - What kind of impact can you make?
    - What kind of value do you provide?
- The connected-planning space 
    - Sales performance management (SPM), sales effectiveness, and marketing performance solutions.
    - Salesforce automation
    - Sales enablement
- Go-To-Market Strategies 
    - Where you sell
    - How you sell
    - What to sell
- Gut feel and institutional knowledge still has value but so does data-driven analyses
- They are using artificial intelligence to help big businesses look at the data in an un-biased way
- Find that universal truth
- Find your one thing
- Knock down the silos in your organization

**Related Articles:**

- [Introduction to Sales Enablement](https://thesaleswhisperer.com/blog/introduction-to-sales-enablement)
- [How to Select a Lead Management Tool: HubSpot vs Infusionsoft](https://thesaleswhisperer.com/blog/how-to-select-a-sales-process-lead-management-tool/)

### Links Mentioned In This Episode

- Visit [Anaplan](https://www.anaplan.com/) to "Be Dynamic. Be Collaborative. Be Intelligent."
- [Join The Sales Community](https://thesaleswhisperer.com/joy-stress)

[![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKDbw0E3Jjz0vwQoMthkRuWmIWVXQxjtiBZMx7%2FnH%2BbFfSNH%2FT6TQgm2ADAX8Ncbb2%2BZViYnqkTQitcEUK%2BMDprCC%2Bx7NsFcxIRWfHyulYMCljjRACbHzQmt1XIShN7OY%2FMTS%2Fuzh8JlJnNWZpFbn7uX3%2B6%2FO126Tcn%2F35Q%2B%2Bx9WCngV71m%2Bvob4zYQrqQXonPR1eDCMl8S&webInteractiveContentId=178194433547&portalId=443614)

[![Twelve weeks. Live deals. We start in 48 hours. Book The Fit Call](https://no-cache.hubspot.com/cta/default/443614/interactive-184500196010.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJmvJZLSAsC%2B%2Br5SSdZYguHyFWqEgzwKlWf2aBmWDUOgdJzV9OiXRIP2eQhRY0dnFImlooUJlLoj9e4JDp8yBQ1Nk0zx6x2J78ffPMzjFh7tbCq4y%2Bhr7jqu6vSgIJbU2oTJsgcIxzOzeC1pG3ul%2FoJP%2FXaQrA6XdlM0blFoKR6A3xEreWmGENslRGqCaBInrKPj%2BxJT5ztjkiIkJxYCCNv&webInteractiveContentId=184500196010&portalId=443614)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## Related posts

[![](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/Kris%20Rudeegraap_sales_podcast_626.png?height=200&name=Kris%20Rudeegraap_sales_podcast_626.png)](https://thesaleswhisperer.com/blog/kris-rudeegraap)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Kris Rudeegraap of Sendoso Says Just Send It To Grow Sales](https://thesaleswhisperer.com/blog/kris-rudeegraap)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Jul 27, 2023

Direct mail is alive and well to grow your sales \[ LISTEN NOW ON APPLE PODCASTS \]

[Read more](https://thesaleswhisperer.com/blog/kris-rudeegraap)

[![Eric Lofholm shares sales training expertise on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/Eric-Lofholm-The-Sales-Podcast-17.png?height=200&name=Eric-Lofholm-The-Sales-Podcast-17.png)](https://thesaleswhisperer.com/blog/eric-lofholm-professional-sales-training)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast), [Sales Training](https://thesaleswhisperer.com/blog/topic/professional-sales-training)

## [Eric Lofholm: From Sales Failure To Overnight Success](https://thesaleswhisperer.com/blog/eric-lofholm-professional-sales-training)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Aug 30, 2013

[Read more](https://thesaleswhisperer.com/blog/eric-lofholm-professional-sales-training)

[![How to Fix Your Skinny and Ill-Defined Pipelines, Don Lazzari — AI-powered sales insights from Wes Schaeffer, The Sales Whisp](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-34991374.jpg?height=200&name=pexels-34991374.jpg)](https://thesaleswhisperer.com/blog/don-lazzari)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [How to Fix Your Skinny and Ill-Defined Pipelines, Don Lazzari](https://thesaleswhisperer.com/blog/don-lazzari)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Oct 03, 2024

"Take the mash and make whiskey." \[ LISTEN NOW ON APPLE PODCASTS \]

[Read more](https://thesaleswhisperer.com/blog/don-lazzari)

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