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By Sydney J. Freedberg Jr. on June 02, 2021 at 3:27 PM A paratrooper puts together a radio. WASHINGTON: Despite cuts to Army modernization writ large, funding to upgrade battlefield networks is up 25 percent in the service’s 2022 budget request, rising $537 million to a total of $2.7 billion. That’s more money than requested for any of the Army’s other modernization priorities, said the Army’s acting assistant secretary for acquisition, Doug Bush, in remarks to industry this morning. The Army has six broad priority areas, and the network is, nominally, number four. It comes in after long-range missiles & artillery, ground combat vehicles, and high-speed aircraft. But the ability to share tactical data securely over long distances is essential to all types of forces, especially long-range artillery, which must engage distant targets spotted not by their own sensors but by drones, satellites and forward observers. ....
May 18, 2021 By 2025, 75% of the highest growth companies in the world will deploy a revenue operations (RevOps) model, according to Gartner. A move from sales enablement to revenue enablement is needed in today’s rapidly shifting buying and selling dynamic to support this RevOps imperative. Doug Bushée, senior director analyst in the Gartner Sales practice, says the sales enablement function, even though set up to enable sales, has almost exclusively focused on seller enablement. However, changes in today’s customers’ buying realities mean that sales enablement leaders must evolve the function’s capabilities from solely enabling individual sellers to supporting revenue enablement activities across all customer-facing roles. ....
May 10, 2021 A shift in sales enablement strategy is required for a more permanent shift toward virtual selling, according to Gartner. As a result, sales leaders need to optimse their approach to virtual seller enablement in areas such as sales enablement technology, onboarding, training, communications and events. “Virtual selling is expected to continue being an important capability of sales organisations in a post-Covid-19 era and sales enablement has a critical role to play in enabling sellers to prepare, plan and deliver engaging virtual sales interactions,” says Doug Bushée, senior director analyst in the Gartner Sales practice. “To prepare sellers to sustain digital-first selling behaviours, sales leaders must implement immediate and longer-term actions to develop and maintain a virtual selling strategy.” ....
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Feb 25, 2021 Only 23% of B2B sales reps believe they are equally effective selling virtually as they are in a live, onsite setting. However, Gartner’s Seller Skill Assessment, which surveyed 1 122 sales reps September 2020 through January 2021, showed that 58% of sales reps also report they have dedicated coaching sessions with their sales managers on effective virtual selling. “An overwhelming 93% of sales reps are experiencing significant challenges with virtual selling but, in spite of coaching, most of those sales reps are unsure what they should be doing differently to execute their jobs effectively in this environment,” says Danielle McKinley, director of research and advisory in the Gartner Sales practice. “Sales managers are the lynch pin to this challenge. ....