Future of IT Sales: Understanding Buyer Readiness

Aligning sales processes with actual buyer readiness is an entirely new way to think about improving sales effectiveness and performance. Sales enablement leaders must work to eliminate the misalignment between what customers want and what sales does to create a more engaging buyer experience. Gartner's Special Report explores the new IT selling environment.

Gartner VP & Distinguished Analyst Tiffani Bova explains how the future of IT sales is changing.

Future of IT Sales Research

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Tech Go-to-Market: Understanding Buyer Readiness Will Improve the Traditional Sales Process to Become More Customer-Driven

20 October 2015

Aligning sales processes with actual buyer readiness is an entirely new way to think about improving sales effectiveness and performance. Sales enablement leaders must work to eliminate the misalignment between what customers want and what sales does to create a more engaging buyer experience.

Tech Go-to-Market: Situational Awareness Will Become the Primary Context for a Customer-Driven Sales Organization

23 October 2015

With customers taking more control of their buying processes, they become frustrated when the provider sales process is not aligned to their specific wants and needs. Building situational awareness into the design of sales organizations can positively impact customer experience and sales growth.

Tech Go-to-Market: Use Sales Development Reps to Educate Buyers Who Aren't Aware They Have a Business Problem

12 October 2015

Marketing alone is not enough to reach "unaware" buyers: those who don't know they have a problem and aren't exploring solutions. Providers should use sales development reps for digitally driven outbound prospecting as a cost-effective way to proactively "jump-start" the buying journey.

Tech Go-to-Market: Four Ways Provider Marketing Leaders Can Improve the Effectiveness of Inbound Sales Development Reps

14 October 2015

By narrowing the focus, delivering consistent training and enablement, leveraging data and analytics, and adopting broader success metrics, provider marketing leaders can increase the number of sales-accepted leads generated by inbound sales development rep teams.

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