The State of Sales Enablement · 2025-04-09 · 40 min
In this episode of Troubleshooting Enablement , Devon McDermott sits down with Felix Krueger - former consultant, startup founder, and longtime enabler - to explore what it really takes to go from in-house to independent. From his early days in enterprise enablement to building and selling his own company, Felix has worn nearly every hat in go-to-market. Today, he’s back in-house at CarSales while continuing to advise enablers looking to branch out on their own. If you’ve ever considered becoming a consultant, questioned how to package your skills, or wondered how to find clients without selling your soul… this episode is for you. Here’s what we cover: Where to start - Why defining your niche, auditing your past wins, and leveraging your network are non-negotiables. What to offer - The three consulting models enablers should consider: diagnostic projects, structured implementations, and retainers. Who to sell to - Why CROs and founders are more likely buyers than enablement leads (and how to navigate both worlds). How to set your rate - Why you should charge more than you think - and how to scope and price engagements to avoid burnout.
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