Gartner Research

Tech Go-to-Market: Providers Should Tailor Sales Enablement Strategies by Role to Increase Buyer Engagement

Published: 02 August 2018

ID: G00366517

Analyst(s): Todd Berkowitz , Alastair Woolcock


Customers are increasingly having relationships with suppliers without personal sales interactions at the onset. Buyer self-driven research is challenging TSPs to adjust sales tactics. Technology product marketers should focus on role-based sales enablement strategies to improve win rates.

Table Of Contents
  • Key Challenges



  • Tailor Sales Enablement to Specialized Sales Roles to Improve Sales Effectiveness
  • Support All Sales Roles by Making Sales Enablement an Essential Continuous Process
  • Improve Consistency and Effectiveness by Coordinating Efforts Across Functions
  • Summary

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