#102 Sales Enablement in the AI Native World- with Laura Fu, Head of RevOps & Strategy at DevRev

Laura Fu joins Janis and Philipp to talk about her new book Designing for Excellence, and how Sales Enablement is transforming inside an AI-native world. Laura breaks down the core principles of effective enablement, the flywheel every GTM team needs, and what changes when AI becomes part of the daily workflow.

We cover:

• Why she wrote the book Designing for Excellence
• The core principles of modern sales enablement
• Lagging vs. leading metrics — and why pipeline creation is the #1 indicator of rep productivity
• How to identify, measure, and coach the behaviors that matter
• The Sales Enablement Flywheel: content, programs, tools, analytics
• What “AI-native enablement” looks like in real GTM workflows
• How real-time feedback loops transform programs and content
• What organizations need to change to adopt AI successfully
• Where to start when introducing AI into Sales Enablement
• Laura’s recommended books & mindset shifts for operators

Laura Fu on LinkedIn:

https://www.linkedin.com/in/laurazfu/

Weflow: https://getweflow.com
RevOps Chat Community: https://getweflow.com/community
RevOps Resources: https://getweflow.com/revops
Janis on LinkedIn: https://www.linkedin.com/in/janiszech
Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer

Chapters:

(00:00:00) Intro & Meet Laura

(00:01:07) Why Laura Wrote Designing for Excellence

(00:04:02) What It Means to Be an AI-Native Company

(00:05:24) Structuring the Book: 5 Sections Explained

(00:07:14) The Core Principles of Sales Enablement

(00:11:26) The #1 Leading Indicator: Pipeline Creation

(00:15:16) Discovery, New-Business Meetings & Rep Behaviors

(00:18:44) The Enablement Flywheel: Content, Programs, Tools

(00:20:34) How AI Creates a Closed-Loop Feedback System

(00:23:47) Real-Time Coaching & Adaptive Content

(00:27:04) What It Takes to Become AI-Native

(00:28:59) Organizational Change & Leadership Mindset

(00:31:48) Where Enablement Teams Should Start

(00:36:27) Book Recommendation: The Courage to Be Disliked

(00:38:32) Closing