Gartner Research

Tech Go-to-Market: Understanding Buyer Readiness Will Improve the Traditional Sales Process to Become More Customer-Driven

Published: 20 October 2015

ID: G00293415

Analyst(s): Tiffani Bova

Summary

Aligning sales processes with actual buyer readiness is an entirely new way to think about improving sales effectiveness and performance. Sales enablement leaders must work to eliminate the misalignment between what customers want and what sales does to create a more engaging buyer experience.

Table Of Contents

Analysis

  • Introducing New Situational Thinking: Buyer Readiness
    • Emergence of Four Customer Situations Within Readiness
    • Optimizing Sales Effectiveness for Buying Situations and Readiness

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