Gartner Blog Network

Category: 'sales-effectiveness-and-enablement' Blog Posts

from the Gartner Blog Network

POST-COVID19 WORLD (III): Macroeconomics changes

by Daniel Sanchez Reina  |  May 22, 2020

This is the third (and last) of a series of articles about the world that awaits us out there. The perspectives showed in this article and their intensity will depend...

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Thoughts on reopening for business- and technology's role for sellers

by Melissa Hilbert  |  April 23, 2020

With talk of reopening business and getting economies going, it makes me think about the fact that it can be one size fits all. How will each organization prepare to...

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Comments: 1

Three Ways to Get More Productivity from Idle Sellers

by Dave Egloff  |  April 6, 2020

Sales leaders are looking for more from their sellers – but more what?  Certainly, you can get more calls out of field sellers who are quarantined in their home-office, but...

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Use Call Plans to Instill Sense Making Behaviors

by Steve Rietberg  |  October 28, 2019

Your customers spend much less time with sellers than you may think. Gartner research shows that B2B customers spend only 17% of their buying journey engaging with prospective suppliers. So...

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Sales Productivity Improves Decision Making

by Dave Egloff  |  June 26, 2019

In my last blog post, I talked about the intricacies in calculating sales productivity in a complex sales environment.  I ended that post with this statement, “Despite being nuanced, creating...

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Comments: 2

Coaching Sellers Effectively and Objectively

by Dave Egloff  |  May 13, 2019

There is an old proverb that is commonly used in the corporate world – “If you want to go fast, go alone.  If you want to go far, go together.”...

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