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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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.
Table of Contents
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Analysis
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Introduction
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Digital Marketing Isn't Effective With Unaware Buyers
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Outbound SDRs Can Effectively Sell Business Outcomes
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Better Data and Tools Can Improve Outbound SDR Effectiveness
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Create Unique Enablement Strategies to Ensure SDR Success
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Summary
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Introduction
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Case Study
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