September 10, 2013

The Technology Sales Rep Lost Their Mojo! – Gartner Channel blog

Interesting perspective from Tiffani Bova, VP and Distinguished Channel Analyst at Gartner. As part of Gartner’s ongoing research on the Future of IT Sales the topic of this interesting blog  is a piece of the ‘Sellers Dilemma’ – one which left unresolved can place much of your marketing and demand generation activities at risk. Read more below:

Breaking News: The Technology Sales Rep Has Lost Their Mojo! 

Excerpt: Despite all the attention around digital marketing and its ability to connect with customers in new and meaningful ways, it is still the case that people selling to people continues to be the primary way in which B2B technology purchases get made. However, buyers do not value their interactions with salespeople as much as they used to (gasp!). As a matter of fact, our research showed… Read more here…

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