2019-2020 Top Insights for the C-Suite

How to Excel at Strategy
and Execution: A Sales Perspective

Gartner’s Top Insights for the C-Suite is an annual publication that highlights the mission-critical challenge functional leaders are facing in today’s complex business environment, which is characterised by change, competition, uncertainty — and opportunity.

Download this eBook to learn how sales leaders can:

Use a high-performing sales approach for the information era

The problem facing buyers is no longer the quality of information available to them, but the quantity. This eBook looks at Gartner’s latest research into how B2B sales reps must adapt to changes in buyer behaviour and examines the three approaches sellers typically adopt to engage customers with information. Our research shows that of these three approaches, the Sense Making approach helps today’s overwhelmed customers become less sceptical of the sellers they deal with and more confident in the information they have to complete the buying journey. Download the eBook to learn how high-performing sales reps use information to win deals.
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    Use a high-performing sales approach for the information era

    The problem facing buyers is no longer the quality of information available to them, but the quantity. This eBook looks at Gartner’s latest research into how B2B sales reps must adapt to changes in buyer behaviour and examines the three approaches sellers typically adopt to engage customers with information. Our research shows that of these three approaches, the Sense Making approach helps today’s overwhelmed customers become less sceptical of the sellers they deal with and more confident in the information they have to complete the buying journey. Download the eBook to learn how high-performing sales reps use information to win deals.

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