Buyer Enablement in the Age of AI: What Sales and Marketing Need to Know

Episode notes

For this episode, I had the pleasure of chatting with David Kirkdorffer — marketing veteran, recording artist, hat enthusiast, and self-proclaimed connective tissue between sales and marketing. We talked all about how sales and marketing can actually get along , the evolution of enablement, and what happens when buyers (and AI) start running the show. Key Takeaways from Our Conversation: Sales and marketing should be allies David and I have both seen our fair share of friction between the two functions, but alignment starts with empathy. He shared how marketing should serve sales like a customer — and how simplifying CRMs, decluttering processes, and building real relationships makes a huge difference. We're not in a sales-led world anymore The buyer journey has changed — again. Buyers want to self-educate. They're forming shortlists before they ever talk to a rep, and in many cases, the first vendor they speak to is the one they buy from. So your content better be out there, and it better be useful.