Gartner Information Technology Research

General Manager Insight: Sell More High-Quality Deals by Helping Customers Become Better Buyers

Published: 07 February 2020

ID: G00465311

Analyst(s): Hank Barnes

Summary

Many enterprises (67%) experience regrets after significant technology investments, putting renewal and growth opportunities at risk. Technology general managers must compel their marketing and sales teams to guide customers on best practices for decision making to create better buying experiences.

Table Of Contents

Introduction

Analysis

  • The Elusive HQD
    • What Is an HQD?
  • Five Buying Practices That Impact HQD Frequency (and Recommended General Manager Actions)
    • Practice 1: All Decision Makers Are Actively Involved in the Process
    • Practice 2: Use of Independent Sources Throughout the Buying Process
    • Practice 3: Actively Involve the Security/Risk/Compliance Team
    • Practice 4: Minimize No Decisions
    • Practice 5: Balance Priorities Effectively
  • Use ETA Profiles to Predict Behaviors
  • Conclusion

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.