Tech Go-to-Market: Effective Sales Interactions Guide Buyers Forward Through Insights and Added Value

Archived Published: 15 May 2015 ID: G00274009

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Sales interactions present the greatest opportunity for providers to directly influence buyers, but are often ineffective. Business unit leaders who adapt their approach to help sales optimize these interactions and align to customer-specific needs will gain competitive advantage.

Table of Contents

  • Introduction
  • Analysis
    • Rethink the Sales Model to Reflect How Customers Buy
      • Shifting the Sales Model
      • Adapting Management Approaches Is Critical
    • Revisit the Composition of Sales Teams
    • Adapt Sales Training to Be More Buyer-Focused
      • Continuous Qualification Is a Critical Skill
    • Move to Buyer-Centric Selling
  • Gartner Recommended Reading
© 2015 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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