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


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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.

Table of Contents

  • 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
  • Gartner Recommended Reading
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