Gartner Research

Tech Go-to-Market: Effective Sales Interactions Guide Buyers Forward Through Insights and Added Value

Published: 15 May 2015

ID: G00274009

Analyst(s): Hank Barnes , Tiffani Bova

Summary

Sales interactions present the greatest opportunity for providers to directly influence buyers, but are often ineffective. Business unit leaders who adapt their approach to help sales optimize these interactions and align to customer-specific needs will gain competitive advantage.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Rethink the Sales Model to Reflect How Customers Buy
    • Shifting the Sales Model
    • Adapting Management Approaches Is Critical
  • Revisit the Composition of Sales Teams
  • Adapt Sales Training to Be More Buyer-Focused
    • Continuous Qualification Is a Critical Skill
  • Move to Buyer-Centric Selling

Gartner Recommended Reading

©2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client