Gartner Research

What to Do When Your Sales Pipeline Lies to You

Published: 25 February 2019

ID: G00410483

Analyst(s): Sales Research Team

Summary

Sales funnels today aren’t suited to the true journey of the B2B buyer. Sales leaders must rethink the “problem” to find the right solution.

Table Of Contents

The access problem

Better information beats better individuals

Sales reps are just one — not the only — channel to customers

The “handoff” from marketing to sales is no longer relevant

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