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Every industry has its thought leaders, experts with perspective that’s simultaneously broad and deep.  At Highspot, we call them Luminaries.  Today we’re sharing the second in a series of conversations with these sales enablement stars.

When the Highspot marketing team recently sat down with Nancy Nardin of Smart Selling Tools, we expected insights based upon her distinguished career in sales and as a sales enablement analyst.  She delivered these and much more.

During our session, we asked Nancy five key questions:

  1. How would you define sales enablement?
  2. What do you think the charter is for enablement within a business?
  3. Why is sales enablement taking off right now?
  4. What are the trends in the next 3-5 years that are really going to affect sales enablement?
  5. What are the five most important technologies for sales organizations?

Her answers were both specific and wide-ranging. 

From describing key criteria for sales enablement success to factors influencing growth and the rapidly evolving competitive environment, Nancy distills her insights in an easy-to-understand style.  She points out the importance of applying new thinking and sophistication to sales operations processes, as well as the technologies making the biggest impact on sales teams.

Nancy keeps her answers grounded in the realities of today’s competitive market, starting with the importance of making the buyer’s job easier and helping customers get from Point A to Point B.  Of the many tools available, those enabling this all-important transition and more customer-focused activities will prevail.

Here’s Nancy answering the above questions in her own words:

We hope you enjoy this segment and look forward to sharing additional conversations with sales enablement luminaires.  If you’ve found it helpful, share it with a colleague! 

Additional information on Highspot is available right here at highspot.dev.  You can find additional information on Nancy and her company, Smart Selling Tools, at www.smartsellingtools.com.  

Thanks for tuning in.  And thanks again, Nancy. 


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