The Evolution of Sales Enablement in the Age of AI - Yega Kumarappan - Paperflite

Episode notes

Yega Kumarappan explores how sales enablement has evolved from simple content distribution into an AI-driven discipline focused on helping sellers close deals. He explains how Paperflite has grown into an agentic platform that supports sales teams across the entire deal lifecycle, spanning prospect intelligence, content intelligence, conversation intelligence, deal intelligence, and AI-powered coaching. These capabilities help sellers access the right information at the right time, track buyer engagement, and predict deal outcomes with greater confidence. The conversation also highlights a broader shift in the market: ownership of sales enablement is moving from marketing to sales as AI makes its impact on revenue more measurable. Yega emphasizes that while content creation has become easier, distribution and ROI measurement are now the biggest challenges. Finally, he reflects on the growing importance of “knowledge sovereignty”—the need for organisations to capture and leverage their unique expertise—arguing that this will be critical for standing out in a world of increasingly generic AI tools.