Gartner Blog Network

Tag: 'sales-enablement' Blog Posts

from the Gartner Blog Network

Gartner Releases the CRM Sales 2017 Cool Vendors Report

by Tad Travis  |  May 19, 2017

Colleague Ilona Hansen and I are pleased to announce the newest Cool Vendors for the CRM Sales research practice. We review three vendors with innovative, algorithm-based solutions that improve coaching...

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Gartner Announces the 2016 Market Guide Digital Content Management for Sales

by Tad Travis  |  October 13, 2016

Gartner is pleased to announce the newest installment of the annual Market Guide, Digital Content Management for Sales.  This year, the guide expands to 18 vendors and includes new analysis that compares...

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The Cool Vendors for Tech Marketing and Sales Enablement Leaders?

by Todd Berkowitz  |  April 20, 2016

It's that time of year again. Do I mean the Spring, where we can put away your winter coats (unless like me you spent last weekend shoveling heavy, wet snow)? No....

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Sales Performance Management Bridges the Gap between Corporate Planning and Sales Execution

by Tad Travis  |  December 18, 2015

I regularly speak with Gartner clients that want to increase their sales efficiency and effectiveness outcomes. While some of these conversations concern strategy, they most frequently ask about sales processes and systems that will: Align their...

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Technology Category Names (and Why They Don't Always Matter)

by Todd Berkowitz  |  August 28, 2015

As many of you know, I wear two hats at Gartner. As a Tech Go-to-Market analyst, one of my jobs is to advise clients on to how the improve the...

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The Most Underused Capability of SFA Systems

by Tad Travis  |  August 21, 2015

There is a low-cost, high-value component of B2B SFA systems that are rarely appreciated and rarely implemented: making the SFA their sole source of institutional memory about their relationships with clients....

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Gartner's Market Guide for Digital Content Management for Sales

by Tad Travis  |  July 1, 2015

Yesterday, Gartner published the first Market Guide for Digital Content Management for Sales  (accessible only to Gartner clients).   These solutions include capabilities like repositories, authoring tools, and collaborative environments and interfaces for...

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To Better Meet Tech Buyer Expectations, Develop Role-Based Sales Enablement

by Todd Berkowitz  |  May 18, 2015

Sales enablement is a discipline that nearly every technology and service provider attempts to master, but only a small percentage actually achieve this goal. Yes, there are some obvious culprits...

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Will robots replace B2B sales representatives?

by Tad Travis  |  February 4, 2015

It's a provocative question, one that we've occassionally discussed here at Gartner.  The idea is simply this: given the rise in public/crowd-sourced knowledge, automated provisioning & billing systems, and self-service...

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If I Had a Million Dollars

by Todd Berkowitz  |  January 6, 2015

Why do I instantly think about the song from Barenaked Ladies? I have no idea! But Hank Barnes, Tiffani Bova and I (all members of the Tech Go-to-Market and Sales...

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