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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
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
- Rethink the Sales Model to Reflect How Customers Buy
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