In this episode of Enablement Uncanned, we pull back the curtain on a side of sales that often gets overlooked: security, compliance, and trust. Joined by Chris Sershon, Acting Director of Governance, Risk, and Compliance at Bigtincan, we explore why security has become a top buying criterion, how deals stall when compliance is left too late, and why trust is now as much a selling point as ROI. From third-party vendor risks to the rising complexity of AI security, Chris shares hard-hitting insights from more than a decade in cybersecurity.We also dive into the practical side: how enablement and sales teams can get ahead of compliance questions, turn certifications into selling points, and build confidence with buyers before IT ever enters the room. If you’ve ever lost a deal at the eleventh hour because of security red flags—or want to make sure you never do—this conversation will change the way you think about enablement, trust, and the future of selling.

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