Gartner Research

Three Best Practices for Selling IoT

Published: 18 September 2017

ID: G00337887

Analyst(s): Isabel Chapman, Denise Rueb , Nathan Nuttall


IoT technology product marketing leaders must build sales enablement capabilities that are effective with prospects and lead to revenue growth. This document outlines three sales best practices that foster customer engagement and enable TSPs to close IoT deals.

Table Of Contents
  • Key Challenges



  • Sell IoT Business Value and Outcomes by Understanding Top Customer Pain Points, and Creating Sales Tools and Messaging That Target Specific IoT Use Cases
    • Case Study — Dell Technologies
  • Leverage Customer Experience Centers to Prove Your Organization's End-to-End Capabilities to Deliver Business Value to Prospects and Customers
    • Case Study — Cognizant Technology Solutions
  • Create Well-Trained Consultative Sales Organizations With Cross-Functional Skill Sets and Updated Sales Compensation Plans, and Reset Sales Cycle Metrics to Maximize IoT Sales
    • Case Study — Vodafone

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