Sales Enablement

On their terms: Shifting sales tactics for millennial B2B tech buyers

The classic stereotypes of B2B tech buyers no longer hold true. They are more likely to arrive tattooed and in sneakers and jeans than a suit and tie, and... ...Read more

Making the case for sales enablement

Why invest in sales enablement? Sales Enablement is no longer a trend. Organizations have dedicated roles focused on ensuring that sellers have the right content, tools and resources at... ...Read more

Building a world-class sales team

Strategies to increase your sales team’s effectiveness There are many strategies and tactics sales leaders are deploying in an effort to improve sales effectiveness. We’ve found these to be... ...Read more

From the executive suite: Effective sales enablement strategies

Top of mind for sales executives today: How do I equip my sellers with the right tools and resources—at the right time—to optimize customer engagements and increase sales productivity?... ...Read more

Five steps to increase seller productivity in FY17

Sales leaders know that their ability to properly enable their sellers is one of the most important factors in hitting numbers. However—with the proliferation of sales enablement vendors, bloggers,... ...Read more

Account-based marketing: The three things that matter

PK recently hosted a roundtable with Senior Marketing Executives across high-tech and software industries. The attending brands ran the gamut from considering targeted account-based marketing pilots to deploying ABM... ...Read more

Need to increase sales enablement in 2017? Start here.

Q4 is upon us. This means it’s crunch time for all sales organizations looking to hit their numbers. It’s also planning time for FY17, which means sales leaders are... ...Read more

7 Steps to Successfully Implement Sales Enablement Tools

Highspot recently published reports from three leading analyst firms listing 52 companies with sales enablement technologies. Clearly, sales enablement capabilities are top of mind for many companies these days.... ...Read more

Why Your Sales Initiatives Won’t Work (And What to Do About It)

Sales organizations have been trying to ‘crack the sales code’ ever since selling became a profession. Every few years someone comes up with a new sales methodology that claims... ...Read more

Key Success Factors For Implementing Sales Enablement Tools

Enabling sellers to be more efficient and impactful is difficult. Technology is one aspect of sales enablement that is helping companies increase productivity. The challenge is identifying the technology... ...Read more