In this episode of The Channel Zone Podcast, Mark Edwards is joined by Marcus Davidson, Director of Field Enablement at Mimecast, for a wide-ranging conversation on what great enablement really looks like—today, and in any era.

Marcus unpacks why he prefers the term “talent enablement” (toolset, skillset, mindset) and shares the core idea that selling is less about “selling” and more about helping customers make better buying decisions. They dive into the Command of the Message framework—before state, consequences of staying put, future state, benefits, then (only then) the solution—plus the discipline it takes to avoid “opening the back of the truck” too early.

The conversation also explores the psychology of confidence, how small shifts in language can change buyer perception, why coaching is hard to scale but too valuable to ignore, and how AI is becoming a core competency—not to replace fundamentals, but to support research, analysis, and communication. Finally, they discuss why in-person presence still matters for high-value deals, and how lockdown shaped confidence and connection, particularly for young new starters entering the workforce.

A smart, practical, and surprisingly human episode about messaging, mindset, and the future of sales performance.