Tech Go-to-Market: 3 Ways to Reimagine Sales Enablement Strategies to Win More Deals and Shorten Sales Cycles


Published: 04 April 2018 ID: G00352062

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Summary

Traditional B2B sales enablement strategies often don't help sellers navigate the challenges of team-based buying. Technology business unit leaders should incorporate situational awareness, account-based strategies and artificial intelligence into enablement programs to improve sales effectiveness.

Table of Contents

  • Introduction
  • Analysis
    • Infuse Situational Awareness Into All Aspects of Your Sales Enablement Program
    • Make Account-Based Marketing Part of Sales Enablement to Better Address Team-Based Buying
    • Leverage Artificial Intelligence and Machine Learning to Improve Overall Sales Effectiveness
    • Summary
  • Case Study
  • Gartner Recommended Reading
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