Today’s technology buying behavior is making a dramatic impact on sales effectiveness, creating a major constraint to growth for many vendors. This session will explore three scalable sales models that have proven to be effective for driving significant growth. Technology and service providers seeking to scale their sales teams and to grow faster than the market will draw insights from these sales models that have proven successful in leading technology vendors.

Sales enablement programs need to adapt to the increasing complexity of today's technology buyers -- traditional product training is not enough. This session details real-world examples of sales enablement programs that have produced double digit improvements in new product revenue, pipeline yield, and time to first sale.  Gain inspiration and ideas from case studies that embrace new trends and technology specifically impacting sales enablement results.

Women in executive leadership and management roles are invited to join this inaugural meeting of the Gartner Women Technology Leaders community. Facilitated by leading Gartner Women Analysts, this luncheon is focused on identifying opportunities for Gartner research for female executives as well as opportunities for advocacy and partnership.
Note: Seating is limited to director level and higher roles within technology and service provider organizations, pre-registration is required.

Many technology companies are overloading their salespeople with sales training and materials about their products as an attempt to be helpful, when in fact it is creating a burden — 76% of sellers say that sales enablement is adding complexity to their jobs. Meanwhile, product marketers are being asked to create more and more content to help improve sales effectiveness.  Attend this session to prioritize and focus on what key insights and content sales needs to succeed in acquiring new customers.