Gartner Research

How to Reinvent B2B Selling for a Digital Buying Environment

Summary

The traditional B2B sales model — driven by seller interaction — is out of sync with growing buyer preference for a rep-free purchase. Chief sales officers must deliver richly differentiated digital experiences, strategically leveraging reps at critical points of engagement within the buyer journey.

Published: 27 September 2021

ID: G00754963

Analyst(s): Sales Research Team

Table Of Contents

Overview

Conclusion

Recommendations

About This Research

Recommended by the Authors

Presentation Deck

Endnotes

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