Commercial Leadership Podcast

JP
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Every week, JP Lemaitre breaks down what actually works in B2B sales — from enablement strategy to methodology implementation to AI-powered selling. No theory. No fluff. Just the frameworks and insights that VP Sales and Sales Enablement Directors need to drive revenue. JP spent 10 years at Korn Ferry Miller Heiman implementing sales enablement projects that impacted over 8,000 sales professionals worldwide. Now as a partner at Altisima Advisory, he helps enterprise sales teams build the systems that make every rep the best-prepared person in the room. Each episode dives into a specific topic from the Altisima Advisory blog — turning long-form research into focused, actionable conversations you can listen to before your next meeting. Topics include: sales enablement ROI, pre-call preparation, sales methodology (Challenger, MEDDIC, Miller Heiman), AI for sales teams, sales playbooks, and competitive positioning. New episodes weekly. Subscribe wherever you listen. https://altisima-advisory.com/

  1. May 19

    EP17: Life Sciences Sales Enablement — The 2026 Regulatory Playbook

    Territory-specific content management is transforming life sciences sales enablement by accommodating state-by-state and country-by-country regulatory variations, formulary differences, and language requirements that sales teams navigate daily. Key takeaways from this episode: • How territory-specific content management addresses regulatory compliance challenges • Strategies for managing state and country-level regulatory variations • The role of localization in handling formulary differences and language requirements • Building scalable sales enablement systems for 2026 and beyond • Regulatory intelligence as a competitive advantage in life sciences sales 🔗 Read the full article: https://altisima-advisory.com/blog/life-sciences-sales-enablement-regulatory-intelligence-2026.html Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

  2. May 19

    EP16: Medtech Sales Prep — Beyond Product Knowledge to Strategic Readiness

    Most medtech sales reps over-prepare on product specs and under-prepare on what actually wins deals. When your rep faces a hospital value analysis committee armed only with a polished deck, they're vulnerable the moment a biomedical engineering director asks about EMR integration or a CFO demands ROI specifics tied to their reimbursement model. This episode breaks down a 4-layer framework for medtech sales call preparation that goes beyond product knowledge to strategic readiness. Key insights include: • Why product mastery is necessary but insufficient for complex medtech sales • The four layers of preparation that separate top performers from average reps • How to prepare for multi-stakeholder dynamics in hospital buying committees • Practical strategies for anticipating technical, financial, and operational objections • Building preparation frameworks that scale across your sales team 🔗 Read the full article: https://altisima-advisory.com/blog/medtech-sales-call-preparation-framework.html Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

  3. May 19

    EP14: Outlining Process for Sales Enablement — Stop the Content Chaos

    Sales enablement teams often struggle with disorganized content and unclear processes that leave sellers frustrated and buyers confused. The key to breaking this cycle is mastering the art of outlining—creating structured frameworks that transform chaotic information into actionable sales resources. In this episode, we explore a proven framework for outlining processes that sales enablement teams can use to create clear, compelling content. Key takeaways include: • How to structure process documentation that sellers actually use • The critical elements every effective sales process outline must contain • Techniques for identifying and eliminating content gaps that slow deals • Ways to align cross-functional teams around a unified process framework • Practical methods for testing and iterating on your outlined processes 🔗 Read the full article: https://altisima-advisory.com/blog/blog-post-outlining-process-sales-enablement.html Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

  4. May 19

    EP15: Pre-Call Preparation — What Actually Moves Deals Forward

    Most sales reps think they're doing pre-call preparation right—blocking calendar time, researching prospects on LinkedIn—but they're missing what actually matters. The difference between ineffective and high-impact prep isn't about doing more research; it's about focusing on the right insights that change how conversations unfold. In this episode, we break down pre-call preparation practices that actually correlate with won deals: • Why generic company research wastes time and how to focus on deal-relevant intelligence • The specific prospect signals that should shape your call strategy • How to structure prep time so it informs your positioning, not just your small talk • What top performers do differently in the 15 minutes before a call • The one preparation habit that separates consultative sellers from pitch-givers If your team is spending time on pre-call prep but not seeing it translate to better discovery or faster cycles, this episode will show you what to change. 🔗 Read the full article: https://altisima-advisory.com/blog/pre-call-preparation-best-practices-sales.html Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

  5. May 19

    EP18: Sales Methodology Adoption — Why Training Isn't Enough

    You've invested heavily in a proven sales methodology. Your team completed training and passed certification. So why aren't they using it? The problem isn't the training—it's what happens after. In this episode, JP Lemaitre reveals why sales methodology adoption fails in most organizations and what actually drives lasting behavioral change. The gap between training and adoption costs companies millions in unrealized ROI, but it's entirely preventable when you understand the real factors at play. Key takeaways: • Why certification scores don't predict real-world adoption • The critical difference between learning and doing • What reinforcement mechanisms actually work in sales organizations • How to measure true methodology adoption (beyond completion rates) • The role of sales management in driving sustainable change 🔗 Read the full article: https://altisima-advisory.com/blog/why-sales-methodology-adoption-fails.html Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

  6. May 11

    EP13: Value Selling Framework — From Discovery to Close

    Building a compelling business case isn't enough. Even when your champion loves the $2.3M value story, deals still stall. The problem isn't your value methodology—it's how you operationalize it across the entire sales cycle. In this episode, JP Lemaitre breaks down the complete value selling framework for 2025, from discovery through close. You'll learn how to embed quantified value at every stage, align economic buyers early, and prevent the dreaded "great case, no decision" scenario. Key takeaways: • Why value quantification must start in discovery, not demo • How to connect operational pain to CFO-level financial impact • The critical handoffs between discovery, proof of concept, and business case • Strategies to maintain value momentum through procurement and legal • Common failure points where value conversations break down 🔗 Read the full article: https://altisima-advisory.com/blog/value-selling-framework-discovery-close Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

  7. May 11

    EP12: Sales Enablement 2026: Recession Test for Strategy

    Economic pressure reveals which sales enablement programs drive revenue versus busywork. Prove ROI and survive budget scrutiny in 2026.

  8. May 11

    EP11: Sales & Marketing Alignment — Stop the Revenue Leak

    When 68% of B2B companies admit their sales and marketing teams are misaligned, we're not talking about a collaboration issue—we're talking about a systemic revenue leak that's costing organizations millions annually. This episode breaks down the hard truth about alignment failures and delivers a practical playbook for turning two siloed functions into a unified revenue engine. In this episode, you'll discover: Why traditional alignment approaches fail and what actually drives sustainable collaborationThe revenue architecture framework that connects marketing and sales through shared accountabilityPractical systems for unified pipeline management, from lead scoring to opportunity progressionHow to establish common language, metrics, and incentives that eliminate finger-pointingImplementation strategies that leadership teams can deploy immediately to close the alignment gap🔗 Read the full article: https://altisima-advisory.com/blog/sales-marketing-alignment-playbook-revenue-architecture Connect with JP Lemaitre on LinkedIn | Visit altisima-advisory.com

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Every week, JP Lemaitre breaks down what actually works in B2B sales — from enablement strategy to methodology implementation to AI-powered selling. No theory. No fluff. Just the frameworks and insights that VP Sales and Sales Enablement Directors need to drive revenue. JP spent 10 years at Korn Ferry Miller Heiman implementing sales enablement projects that impacted over 8,000 sales professionals worldwide. Now as a partner at Altisima Advisory, he helps enterprise sales teams build the systems that make every rep the best-prepared person in the room. Each episode dives into a specific topic from the Altisima Advisory blog — turning long-form research into focused, actionable conversations you can listen to before your next meeting. Topics include: sales enablement ROI, pre-call preparation, sales methodology (Challenger, MEDDIC, Miller Heiman), AI for sales teams, sales playbooks, and competitive positioning. New episodes weekly. Subscribe wherever you listen. https://altisima-advisory.com/

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