Elay Cohen 🇮🇱

CEO & Co-founder of SalesHood | Author Enablement Mastery

[Brian Halligan @bhalligan]

The CEO skill that no one teaches: apologizing

When someone dumps a pile of problems on you, the real issue often isn't any of them - it's that they didn't feel heard or respected. This doesn't just go for employees, it includes customers, partners, board members, investors, etc.

In company building, people are remarkably sensitive to whether a leader will own it.

[Elay Cohen 🇮🇱 @elaycohen]

The winners won't be the companies with the most content. They'll be the ones that make it easy for sellers to find the right answer, practice the right skills and execute consistently, every day, in every customer conversation.

[Elay Cohen 🇮🇱 @elaycohen]

Over the past few weeks, I listened to dozens of conversations with enablement and GTM leaders. I expected to hear requests for more AI, better coaching, or new role plays.

I didn't.

Instead, I kept hearing the same frustrations...

[Elay Cohen 🇮🇱 @elaycohen]

That made me realize something. The next generation of revenue enablement won't be defined by content management or learning management. It will be defined by execution.

[Jason ✨👾SaaStr.Ai✨ Lemkin @jasonlk]

The hardest part of sales is creating urgency

The rest is hard too, don't get me wrong

But really, 95 times out of 100, no one really needs to buy your product right now.

Especially if it involves business process change.

[Elay Cohen 🇮🇱 @elaycohen]

Your champion isn't your buying committee.

Our research found 69% of Digital Sales Rooms had 3 or fewer buyer contacts.

If your champion is doing all the selling internally, your deal is at risk.

Coach multi-threading. Measure buyer engagement. Win more deals.

[Elay Cohen 🇮🇱 @elaycohen]

We analyzed 50,000 Digital Sales Rooms, $1B in pipeline, and 275K buyers.

The result? Buyer engagement is emerging as one of the strongest signals of deal health.

16 repeat visits. 7X engagement. 2X with MAPs.

#SalesEnablement .#RevOps
https://t.co/VmABolJ1dm . .

[Elay Cohen 🇮🇱 @elaycohen]

We analyzed 50,000 Digital Sales Rooms and came to the same conclusion Gartner did:More activity does not equal more engagement.

Yet many sales teams still respond to low engagement by sending more emails, more content, and more follow-ups.

Buyers want relevance, not volume.

[Elay Cohen 🇮🇱 @elaycohen]

McKinsey & Company, Gartner and & Forrester are all predicting a dramatic shift to remote selling and buying. We're still just at the beginning of this sales transformation. This is a great chart from McKinsey. It's great data and spot on with what we're seeing too.

[Elay Cohen 🇮🇱 @elaycohen]

The Signals Behind Winning Deals #aiselling #buyerengagement @saleshood

https://t.co/caPTbNYOhp

[Elay Cohen 🇮🇱 @elaycohen]

How Tufin Increased Sales Engagement from 30% to 90% with AI Coaching and Role Plays https://t.co/u7OkGhJGeF @saleshood #salesenablement #agenticAI

[Elay Cohen 🇮🇱 @elaycohen]

Join us for our upcoming interview on 4/30 with Patrick Pyett, Head of Global Sales Enablement from Tufin. We'll be talking about how to activate content and sales plays with Agentic AI. @saleshood
👉 Register https://t.co/1qCuB1HpUj

[Jason ✨👾SaaStr.Ai✨ Lemkin @jasonlk]

"In 2026, ask every VP you hire, every C-level exec, maybe even every Director:

🤷‍♂️What AI Agent Have You Deployed at Your Current Company In Past 30 Days?

Most will fail this test.

Don't hire them." Fully 20VC convo with @HarryStebbings + @rodriscoll + me below👇

[Elay Cohen 🇮🇱 @elaycohen]

Great chat with Dave Lichtman from @enablematch about Agentic AI and the enablement profession. This guidance is true for all role across a company.

[Elay Cohen 🇮🇱 @elaycohen]

If you work in enablement (or adjacent roles), join us for our upcoming session:

“Elevating Your Enablement Career.”

We’ll discuss how the role is evolving and what the future of enablement looks like.

Register here: https://t.co/sU8LANpsSg

[Elay Cohen 🇮🇱 @elaycohen]

Only ~20,000 people globally have “sales enablement” in their LinkedIn title.

But the real enablement workforce is 200,000+ across RevOps, sales training, GTM programs, and customer success.

The role is evolving fast.

We’re discussing it in “Elevating Your Enablement Career."

[Elay Cohen 🇮🇱 @elaycohen]

Learn how high performing teams are using agentic AI to accelerate enablement, increase rep engagement, and improve sales performance at scale with AI Coaching Agents by @saleshood. https://t.co/CYoXvfwP2d

[Elay Cohen 🇮🇱 @elaycohen]

Great advice from our SVP Product Brett McBee-Wise on building AI Role Play and AI Coaching Agents with @saleshood https://t.co/Y2lIMqqHHo