Gartner Research

Tech Go-to-Market: Providers Should Tailor Enablement by Sales Role to Align With Buyer Expectations

Published: 15 May 2015

ID: G00274693

Analyst(s): Todd Berkowitz

Summary

As B2B technology buyers increasingly take control of the buying process, sales enablement becomes ever more critical. Providers need to move away from a one-size-fits-all sales enablement strategy to one that is tailored by specific roles in the selling team to improve the quality of interactions.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Sales Enablement Tailored to Specialized Sales Roles Can Improve Sales Effectiveness
  • Support All Sales Roles by Making Sales Enablement an Essential Ongoing Process
  • Use the Connected Model to Improve Consistency and Effectiveness
  • Improve Sales Enablement by Making Content Easier to Find
  • Summary

Case Study

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