Gartner Research

General Manager Insight: Engage Your Head of Sales to Drive Greater Uptake of the Portfolio

Published: 26 September 2019

Summary

Technology general managers and sales leaders are both accountable for revenue goals, but they often have different ideas on how to achieve them. Focusing on buyer needs provides shared purpose and action.

Included in Full Research

  • Sales Leaders Are Taking Sales Effectiveness to the Next Level
    • Support Sales to Succeed by Helping to Materially Simplify the Purchase Process for B2B Buyers
    • Include Consideration of the Buyer Experience as a Core Part of Product and Portfolio Design
    • Establish the Importance of Buyer Enablement in Addition to Seller Enablement in Making Selling Easier
    • Create a Narrative and Roadmap to Explain to Sales Leaders the Path From the Current Portfolio to the Future, Quarter by Quarter

Analysts:

Derry Finkeldey

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