Matt Vaillancourt
Sales Enablement & Seller Development
Modern enablement is not about giving sellers more tools. It is about shaping how we think, how we show up, and how we create trust in every conversation. I like to blend consultative selling, buyer psychology, and structured frameworks to help become a strategic partner instead of just a product vendor.
I use the VITAL framework as a foundation. It teaches us how to lead with Value, stay grounded in Intention, build Trust through transparency, Adapt to different buying styles, and Listen with real curiosity. When applied correctly, VITAL gives us a repeatable way to create clarity for buyers who are overloaded with information and uncertain about what to believe.
A core part of seller development is understanding who you are when you enter a room. Most sellers naturally operate as Connectors, Experts, or Drivers.
- Connectors build trust through empathy and relationship depth.
- Experts build trust through competence and clarity.
- Drivers build trust through direction and momentum.
Each type has strengths and blind spots. The goal is not to replace a seller’s natural orientation but to expand it so they can adapt to any buyer. Identity informs behavior, behavior shapes trust, and trust accelerates decisions.
Another key focus is helping sellers understand the modern buyer journey. Buyers now self-educate before ever speaking to sales. They walk into conversations with assumptions, biases, and half-complete research. A modern seller’s job is to clarify, validate, and guide. Not to overpower. Not to pitch.
My enablement work also involves building onboarding programs, sales playbooks, development paths, and repeatable coaching rhythms for leaders. Everything is built to strengthen trust, sharpen messaging, and improve performance across the entire team. The outcome is a sales organization that sells with purpose, communicates with confidence, and earns long-term customer trust through meaningful engagement.
Coaching & Appearance Requests
