Over the course of 2014 Kea Company hosted a series of webinars on the topic of Sales Enablement. Robin Schaffer and Andrew Reed discuss how to get your Sales Enablement programme going, and share ‘war-stories’ from their own extensive experience.
Gartner’s Magic Quadrant can have a powerful impact on IT vendor sales cycles – anointing some vendors as a prime candidate for a sales opportunity while denying other vendors even a chance to bid. In order to exploit positive placement on a Magic Quadrant and mitigate negative placement, vendor sales executives need to work with AR to prepare and train their sales teams on certain basics about the Magic Quadrant.
Over the course of 2014 Kea Company hosted a series of webinars on the topic of Sales Enablement. In this edition, Bram Weerts and Dave Eckert go in-depth on why Analyst Relations professionals should put in the effort to set up a Sales Enablement programme.