Gartner Research

Tech Go-to-Market: Accelerate Sales Opportunities Through Strategic Influencer Engagement

Published: 14 March 2016

ID: G00296045

Analyst(s): Hank Barnes , Derry Finkeldey


Technology buyers rely heavily on independent influencers throughout their buying process. Sales enablement leaders must help salespeople learn how to identify the key influencers that customers are using and leverage them to build trust and accelerate opportunities.

Table Of Contents
  • Key Challenges



  • Cross-Functional Team Should Coordinate Influencer Mapping Throughout Organization
  • Ensure Salespeople Understand Influencer Impact
  • Customize Account-Level Influencer Maps for Major Opportunities
  • Systematize Influencer Tracking

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