🔥 Excerpt “If I don’t trust you, I won’t buy from you.” We go straight at the hard stuff: building trust at scale, using AI without losing the plot, and what happens when life redlines—and then resets your purpose.

⚡ TL;DR Sales enablement pioneer and keynote speaker Roderick Jefferson joins me to break down go-to-market enablement, why trust and empathy still close deals, and how to use AI as a productivity force multiplier—without outsourcing your judgment. We also get personal: his near-death stroke, the wake-up call that reordered his priorities from work–life to life–work, and the four pillars that got him back on stage.

📄 Show Notes Founders live in the red. We call it “pace.” Roderick Jefferson calls it a warning light—and he’s earned the right. He coded on a hospital bed, flatlined, came back, and rebuilt his life on a different operating system: faith, family, friends, and fun. Not fluffy words—hard choices. In this conversation, we get two tracks that intersect:

1. Go-to-market enablement done right. Roderick helped shape the function at Siebel, eBay, HP, Oracle, Salesforce, and Marketo. The fix: stop worshiping “sales” in isolation. Align marketing, BDRs, AEs, SEs, and Customer Success around consistent messaging, repeatable process, and revenue-focused metrics. Coach managers to be leaders. Certify what “good” sounds like. Use AI like Excel—scale smart work, don’t flood the internet with mediocrity.
2. Life–work balance. He had his stroke in his sleep—98% don’t wake up. Speech center hit. Left side paralyzed. His wife diagnosed the stroke over FaceTime and walked him through the protocol. He learned to listen, not just hear. He made a deal with himself (and his family): be present, or don’t bother. That clarity now powers his consulting and his new book, The Stroke of Success (pre-sale opening soon).

We get into prompt engineering, onboarding vs. “everboarding,” building customers for life, and the simple truth that hasn’t changed since door-to-door: if I don’t trust you, I won’t buy from you. AI can generate content; it can’t generate trust.

✅ Key Takeaways

• Trust is the real funnel. If they don’t trust you, they won’t talk. If they won’t talk, they won’t buy.
• Enablement is go-to-market, not “sales only.” Align marketing → CS; certify consistency; coach managers to lead.
• AI is Excel, not autopilot. Use it to fill gaps, accelerate onboarding/everboarding, and personalize at scale.
• Measure revenue impact, not butts-in-seats: speed-to-productivity, win rate, cycle time, expansion/retention.
• Life–work beats work–life. Presence is a strategic choice; otherwise success becomes an expensive ego trip.
• Four F’s as a leadership framework: faith, family, friends, fun. Guard them—or the redline will decide for you.

👤 Guest Bio Roderick Jefferson is the CEO of Roderick Jefferson & Associates, a fractional revenue enablement leader and keynote speaker with three decades across Siebel, eBay, HP, Oracle, Salesforce, and Marketo. He builds cross-functional, revenue-focused enablement that scales—from onboarding to certification to manager coaching. A stroke survivor and former elite athlete, he champions life–work balance and practical AI as a productivity amplifier. His forthcoming book, The Stroke of Success, chronicles the playbook that brought him back—on stage and on mission.

🔗 Resources & Links

• Book: The Stroke of Success — pre-sale link (as available)
• Website: roderickjefferson.com
• Free Resources (Resources → eBooks):
  • Onboarding to Everboarding
  • Harnessing Collective Intelligence
  • Supercharge Your Sales Team with AI (checklist)

🧭 Chapters

00:00 Introduction and Background 04:58 The Journey Through Adversity 08:46 Finding Purpose and Balance 12:21 Faith and Resilience 15:56 The Role of Support Systems 19:24 Sales Enablement and AI Integration 24:50 Building Customers for Life 26:12 The Role of AI in Sales 27:46 AI as a Productivity Tool 29:11 The Human Element in Sales 30:15 Navigating AI-Generated Content 32:07 Ethics and Skepticism in AI 35:36 The Stroke of Success: A Personal Journey 40:32 The Importance of Kindness 41:49 RPOW Clip Outro