Playbooks & Research

Download the latest playbooks, research and guides on industry trends, tips, and tricks for selling, marketing, and more.

security sales

April 10, 2023 6 Missteps in Security Sales: and What CISOs Want You To Do Instead Read More

ciso role

March 28, 2023 Survey Report: The CISO Role in Tech Purchasing Decisions Read More

sales account planning

February 1, 2023 The Complete Enterprise Tech Sales Account Planning Guide Read More

enterprise software buying process

November 23, 2022 How Execs Buy: The Enterprise Software Buying Process Read More

sales kick off agenda

October 31, 2022 Make your 2023 Sales Kick Off Agenda Worth the Investment Read More

enterprise marketing

October 27, 2022 2023 Strategy and Budget Tips for Enterprise Marketing Read More

Sales account plan

September 21, 2022 Account Plan Alarm Bells: 9 Signs of Pending Trouble Read More

how to sell technology solutions

September 12, 2022 Selling Through a Slowdown: How to Sell Technology Solutions in 2023 Read More

account based marketing for enterprise

June 6, 2022 Guide to Account Based Marketing for Enterprise Tech Marketers Read More

enterprise it spend

March 9, 2022 What’s Driving Enterprise IT Spending in 2022? Read More

sales enablement framework

December 13, 2021 Upsize With a Sales Enablement Framework to Close More Deals Read More

sales skills and behaviours report

October 22, 2021 Four Sales Skills and Behaviors That Tech Buyers Say Break (or Make) Deals Read More

sell tech solutions

August 27, 2021 Tech Buyers Want to Buy But Expect More Read More

Get The Meeting: How Buyers View IT Vendor Outreach

June 25, 2021 Get The Meeting: How Buyers View IT Vendor Outreach Read More

Six Must-Haves to Look For in an Account Planning Template

May 25, 2021 Six Must-Haves to Look For in an Account Planning Template For Sales Read More

sales and operations execution process

April 15, 2021 Selling Tech is Hard. Buying Tech Is Even Harder Read More

How Do Tech Buyers Buy? IT Buyer Snapshot, Winter 2021

February 16, 2021 How Do Tech Buyers Buy? IT Procurement Category Strategy Buyer Snapshot Read More

sko

January 15, 2021 5 Last Minute Tweaks for Your SKO Read More