Published: 05 June 2023
Product leaders must understand business priorities of technology buyers in sales roles to effectively engage them for any type of solution. Use Gartner’s top three storylines in this note to develop sales-buyer-centric messaging and offerings that are compelling and effective.
Most tech buyers in sales choose to buy technology from vendors that demonstrate an understanding of their business situation (59%). Unsurprisingly, sales leaders prioritize “increasing revenue or customer growth” above all other business objectives, as shown in the 2022 Gartner Functional Buyers Survey.
The new trend in 2023 is that sales leaders are challenged to keep sales staff on board and hire backfills when they depart. An overwhelming 89% of salespeople say they are burned out and 54% are looking for a new job as revealed in the recent 2022 Gartner B2B Seller Motivation Survey.
Product leaders who want to
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