Gartner Research

Tech Go-to-Market Best Practices: Improve Sales Performance by Communicating the Business Strategy on One Page

Published: 15 May 2015

ID: G00277661

Analyst(s): Heather Colella, Tiffani Bova

Summary

As technology and service providers strive for growth, senior executives must do a better job helping sales understand how the overall corporate strategy impacts customers and how to use the strategy to optimize their sales efforts.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Define Sales Expectations as a Result of Strategic Choices
    • Where to Begin?
  • Build a New Communication "Waterfall" Throughout the Year
  • Link Your Strategy to Customer Value to Help Sales Performance

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