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

Archived Published: 12 October 2015 ID: G00290958

Analyst(s): Todd Berkowitz

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Summary

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.

Analysis
- Introduction
- Digital Marketing Isn't Effective With Unaware Buyers
- Outbound SDRs Can Effectively Sell Business Outcomes
- Better Data and Tools Can Improve Outbound SDR Effectiveness
- Create Unique Enablement Strategies to Ensure SDR Success
- Summary
Case Study
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Tech Go-to-Market: Use Sales Development Reps to Educate Buyers Who Aren't Aware They Have a Business Problem

Analyst(s): Todd Berkowitz

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