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


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



  • 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

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