Gartner Research

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

Analyst(s): Todd Berkowitz , Theodore Travis , Michele Buckley


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



  • 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

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