In this episode of The Channel Zone, Mark Edwards is joined by Chris Neal of InfoScale.com, to explore how modern sales organisations actually learn, change, and improve.

Drawing on a career spanning Novell, Symantec, Veritas, Blue Prism, Arctera, and now InfoScale.com, Chris shares practical, real-world insight into what effective enablement looks like today — and why traditional training models often fall short.

In this episode, we cover: The difference between sales training and sales enablement — and why training is only part of the story

The “know, feel, do” framework for designing effective enablement.

Why most training requests fail before delivery even begins.

How to make virtual training engaging and effective using Teams and Zoom.

The role of sales leader sponsorship and continuity in driving change.

How AI is already transforming enablement, from content creation to role-play coaching.

Memorable career moments, events, and lessons learned along the way.

Whether you’re a sales leader, enablement professional, trainer, or vendor working in the channel, this conversation offers practical insight you can apply immediately.

🎧 Listen, watch, and subscribe for more conversations on modern selling, enablement, and the tech channel.

What makes someone walk away from a lifelong dream of becoming a barrister and instead build a standout career in tech sales?

In this episode, Mark Edwards sits down with Alexandra Wilkinson, Sales Director for Microsoft. Alex shares how she went from a working-class, Northern, law graduate to leading major sales teams at Virgin Media, Vodafone, NTT and Microsoft – and why she believes her law degree, her accent and her “uniqueness” have all been secret weapons, not barriers.

They dive into:

• Why tech is one of the most powerful career paths for women who want both ambition and family life

• The reality behind “Women in Tech” – stats, stories, opportunities and what still needs to change

• The importance of role models and using your background (Northern, Welsh, working class, whatever it is) as an advantage, not something to hide

• Alex’s work with the National Literacy Trust and why literacy and digital skills are now make-or-break for opportunity

• Her favourite large-scale hospitality event (hint: 5,000 people and Tottenham Hotspur’s stadium)

• The changing world of hybrid work, travel, and what younger sellers might be missing if they never experience a buzzing sales office

If you’re in tech, in sales, a woman thinking about your next move – or a leader wondering how to support and keep great female talent – this conversation will give you a ton to think about (and probably make you smile).

In this episode, I’m joined by Simone Warren, Sales Director for Technology, Media & Telco at NCC Group, with a career spanning global names like Microsoft, BT, Siemens, Virgin Media, and Alibaba.

Simone shares her journey from telesales to leading international sales teams, offering powerful lessons on:

• How clarity, research, and genuine customer focus remain timeless sales principles.

• The evolving role of cybersecurity—shifting from fear and features to business outcomes and board-level conversations.

• Breaking barriers as an Asian woman in tech, and how she built credibility in a male-dominated industry.

• Coping with pressure and resilience, from growing up in Singapore’s high-stakes education system to leading teams through the intensity of enterprise sales.

Simone also discusses her memoir The Fate We Make—a planned trilogy exploring heartbreak, hurting, and healing—and how family, resilience, and perspective shape her outlook on business and life.

If you’re in sales, leadership, or simply fascinated by the intersection of tech, people, and resilience, this conversation is packed with practical insights and inspiration.

👉 Available now on YouTube, Spotify, and Apple Podcasts.