Tech Go-to-Market: Situational Awareness Will Become the Primary Context for a Customer-Driven Sales Organization


Archived Published: 23 October 2015 ID: G00292442

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Summary

With customers taking more control of their buying processes, they become frustrated when the provider sales process is not aligned to their specific wants and needs. Building situational awareness into the design of sales organizations can positively impact customer experience and sales growth.

Table of Contents

  • Analysis
    • Introduction
    • The Customer Situation Takes Center Stage
    • Approaches to Build Customer Situational Awareness
    • Leading Providers Will Create Their Ideal Situations
  • Gartner Recommended Reading
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