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Many technology and service providers struggle with long sales cycles as buyers delay decisions. Technology business unit leaders should use these approaches to help their teams understand and then accentuate, or potentially create, urgency to accelerate buying decisions.
Table of Contents
Customer-Acknowledged Urgency Has a High Probability of Action
Customer-Unrecognized Urgency Requires Commercial Insights
Legitimate TSP-Forced Urgency Requires Proactive Customer Care
Artificial TSP-Forced Urgency Is Risky Business
- Customer-Acknowledged Urgency Has a High Probability of Action
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