Tech Go-to-Market: Sales Organizations Need to Upgrade Skills and Processes to Meet Buyer Expectations

Archived Published: 03 September 2013 ID: G00255325

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Personal interactions with providers are still the most influential activity in B2B buying decisions. However, buyers do not value their interactions with salespeople as much as they did in the past. Sales must adjust processes and skills to learn to guide buyers through their purchase cycle.

Table of Contents

  • Analysis
    • Introduction
    • Sales Must Understand the B2B Buying Cycle for Technology Products and Services
      • Action: Shadow Your Customers and Prospects Across Multiple Mediums
      • Action: Reorient Sales as a Knowledgeable Guide
      • Action: Make Sales Presentations About the Customers and Their Needs — Not About You
      • Action: Plan for Change
    • Summary
  • Recommended Reading
© 2013 Gartner, Inc. and/or its Affiliates. All Rights Reserved. Reproduction and distribution of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartners research may discuss legal issues related to the information technology business, Gartner does not provide legal advice or services and its research should not be construed or used as such. Gartner shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The opinions expressed herein are subject to change without notice.

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