Tech Go-to-Market: Accentuate or Create Customer Urgency to Accelerate Sales Cycles


Published: 20 February 2018 ID: G00349306

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Summary

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

  • Introduction
  • Analysis
    • 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
  • Gartner Recommended Reading
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