Gartner Research

Tech Go-to-Market: Use Sales Development Reps to Educate Buyers Who Aren't Aware They Have a Business Problem

Published: 12 October 2015

ID: G00290958

Analyst(s): Todd Berkowitz


Marketing alone is not enough to reach "unaware" buyers: those who don't know they have a problem and aren't exploring solutions. Providers should use sales development reps for digitally driven outbound prospecting as a cost-effective way to proactively "jump-start" the buying journey.

Table Of Contents


  • Introduction
  • Digital Marketing Isn't Effective With Unaware Buyers
  • Outbound SDRs Can Effectively Sell Business Outcomes
  • Better Data and Tools Can Improve Outbound SDR Effectiveness
  • Create Unique Enablement Strategies to Ensure SDR Success
  • Summary

Case Study

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