Win More Sales Deals With Sense Making Sellers

Gartner expert Scott Collins discusses B2B buying today, how sellers approach information and how one approach outperforms the others in this Smarter With Gartner interview.

Sellers face an uphill battle today as customers spend a lot of time researching independently and have access to seemingly limitless information that is getting better and better.

With no shortage of high-quality information, sellers must provide more: They must deliver value by helping customers make sense of information and move forward through the buying process. 

In this Smarter With Gartner interview, Scott Collins, Vice President, Team Manager in the Gartner sales practice joins Heather Levy, VP Content Marketing, Gartner, to discuss a new role for B2B sellers that not only promises to increase the likelihood that customers will buy, but also lessen the likelihood that they will regret their purchase.

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This article is based on insights that are part of an in-depth collection of research, tools, templates and advice available to Gartner clients.


Gartner for Sales Leaders clients can read more in Redefining the High-Performing Seller for the Information Era.

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