Why Stage Two Opportunities Creation is the Lifeblood of any Sales Org

Cracking Outbound

When you’ve been coached by the best, you carry that torch forward.

David Boyle, founding partner at RevCentric Partners, shares how a passion for enablement and a history of working alongside sales legends led him to build a consulting firm focused on revenue performance. He reflects on the foundational lessons from PTC and BMC, and why those experiences shaped his approach to pipeline creation and talent development.

In this episode, David breaks down the three failure points most CROs face and how to fix them with process, messaging, and consistent live coaching. He explains why sales messaging must be persona-specific, what real adoption looks like, and how great leaders hire and retain top talent by teaching the craft.

In this episode, you’ll learn:

• How to measure pipeline strength with stage two metrics
• What real enablement looks like in practice
• Why coachability matters more than experience in hiring

Things to listen for:

(00:00) Introduction

(02:04) Why sales legends stay in the trenches

(04:56) Core habits learned at PTC and BMC

(06:49) Three major breakdowns CROs face in pipeline

(08:01) How to increase qualified meetings without hiring

(09:22) Why most sales messaging never actually works

(13:35) Why sales trainings fail without live coaching

(17:29) What sellers really want from enablement teams

(18:34) How great leaders turn playbooks into performance

(22:11) The three must-have traits for every great seller

(24:09) Non-negotiable traits every sales hire must have

(28:11) Boyle’s response to skeptics of classic sales frameworks