Sales technology analyst Nancy Nardin, in a unique position to understand and clear the technical fog of sales enablement in this interview with Brian Williams.
Williams asks, "We’re in the middle of a massive hype cycle when it comes to enablement technology. How can sales leaders make sense of today’s technology landscape? How can teams get focused on driving lasting sales productivity with the help of technology?" Brevet partner Brian Williams explores the issues and more with sales technology analyst Nancy Nardin. Nardin discusses:
- There are two types of sales enablement
- Why marketing and sales management seem to have an unjustified inferiority complex about sales enablement
- She says, "Don't start with the technology"
- If sales enablement is your goal, start with a capability gaps analysis not tech
About Nancy Nardin
Nancy Nardin is a nationally recognized thought leader on sales and marketing productivity tools. Her firm, Smart Selling Tools – of which she is the founder and President – is dedicated to helping marketers and sellers apply process and technology to drive revenue. With nearly 30 years of sales and marketing expertise, Nancy is a frequent speaker and writer on using technology to drive revenue. Before launching Smart Selling Tools in 2006, Nancy was a analyst as Gartner Group and IDC, working closely with many of Silicon Valley’s leading venture capital firms and the portfolio companies.
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About Smart Selling tools
Smart Selling Tools, Inc., is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools. Businesses of all sizes can find suggestions and reviews for sales and marketing software along with great resources to learn about revenue generating tools.
Smart Selling Tools doesn’t sell sales software. We just provide great information to help you find the right sales tools for your organization. The right tools can help your sales team spend more time with high-quality prospects that close and less time on everything else.
Smart Selling Tools provides great resources to learn about sales and marketing solutions, including: Research Reports, Weekly Newsletter, Events & Webinars, and Selling Tool Categories.
About The Author
Researcher, consultant, and sales leader, Brian uses a data-driven approach to drive sales effectiveness. His clients include leading sales organizations in financial services, technology, healthcare, and professional services. Using insight from academics and change management, Brian helps senior leaders and sales enablement teams understand and succeed in today’s more demanding market. His research has been published in Harvard Business Review and other outlets.