Hand uses electronic pen to write on tablet

Table of Contents

    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.

    John Tintle

    John Tintle is an experienced marketing leader with a deep expertise in content strategy, communications, and brand development. As the former Director of Content and Communications at Highspot, he led integrated marketing efforts that drove brand awareness and demand. John’s work focused on leveraging content to elevate the company’s value proposition, positioning, and messaging, while closely measuring the impact of marketing investments on the sales pipeline.

    Related Resources

    The 16 best sales tools you need to succeed in 2026
    Blog
    The 16 best sales tools you need to succeed in 2026
    Your reps don’t need more noise. They just need sales tools that work—and consistently. Specifically, the kind of software that […]
    How improved AI maturity unlocks greater GTM performance
    Blog
    How improved AI maturity unlocks greater GTM performance
    Strong AI maturity is improving go-to-market outcomes for today's enterprises. Learn how elevating your AI strategy can drive efficiency and growth.
    Don’t scale chaos: Why AI maturity starts with structure
    Blog
    Don’t scale chaos: Why AI maturity starts with structure
    AI won’t fix a broken GTM. Learn why AI maturity starts with structure, not tools, and how leading teams build systems that scale real impact.