• Gartner: "Uncover what your business customers need and want", the "HOW-TO" side of the story

  • Oct 25 2024
  • Length: 39 mins
  • Podcast

Gartner: "Uncover what your business customers need and want", the "HOW-TO" side of the story

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  • Summary

  • Gartner recently cited that 67% of people involved in tech buying decisions are not in IT. And that this number is expected to increase to 90% by 2025. They then state the following implications for sellers of tech. 1) They must understand who the business buyers are and what they want 2) They must make effective product and go-to-market decisions 3) They must develop strategies to influence business buyers of tech This podcast dives deep into the "how-to" part of what sellers must do to succeed given this customer dynamic. It is based on Chapter 5 of my book, "Selling Tech/CRM: It's What's Below the Tip of the Iceberg That Matters Most," which is available on Amazon.
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