... Do you target business buyers? This webinar will explore how business buyers approach the decision process, what drives important technology decisions, and engagement with resources from technology and service providers. Join us to optimize your go-to-market approach for these new buying centers. Ses ...
Analyst(s): Hank Barnes | Garrett Astler
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... Product leaders can use this interactive tool to understand which interaction types are most likely to have the greatest impact on buyer trust in their target segments. Based on the results, product leaders can develop go-to-market plans tailored to their ideal customer profiles. Data Insights Directi ...
... Product leaders can use this interactive tool to explore which forms of buyer enablement are most likely to be valued in various buying categories. Product leaders can then choose and place the most effective assets to drive greater buying confidence and sales. Data Insights Directions for Use About Th ...
... This interactive chart allows product leaders to explore buyers’ likely purchasing approaches based on business objectives, determining if providers should respond to traditional RFxs, explore agile and lean approaches or engage in panels and marketplaces. Data Insights Directions for Use About This Re ...
... Learn how to navigate complex scenarios, align teams, and gain executive buy-in to drive strategic success and achieve lasting results. Overview What It Is Directions for Use Gartner Recommended Reading Gartner Research ...
... Access Research Already a Gartner client? Gartner’s annual buying study found that while buying teams understand how to make sound purchase decisions, many make unsound decisions due to unhealthy conflict within their organizations. This creates a buying divide that product leaders and their teams mus ...
... The B2B tech purchasing process is not straightforward; it often involves a disorganized sequence of buying activities. To enhance engagement, product leaders should concentrate on the collective buying tasks that must be accomplished, irrespective of the sequence in which they take place. Overview In ...
Analyst(s): Hank Barnes | Maria Marino | Michelle Shapiro | Dave Egloff
... Clear communications of value are critical to technology and service provider success, but commonly used messaging approaches are ineffective in connecting with buyers. Providers must use storytelling techniques to connect customer situations to product/service capabilities and outcomes. Overview Intr ...
... Revenue and retention leaders prioritize meeting buyer expectations but often fail to account for the underlying element affecting most major purchases: emotions. Learn how B2B buyers balance logic and intuition across the customer journey and how to optimize your buyer experience accordingly. Gartne ...
Analyst(s): Michael Katz | Alexandra Bellis | Rick LaFond | Sharon Cantor Ceurvorst | Hank Barnes