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Showing posts from February, 2020

Demand for Hybrid Sales and Marketing Skills

How do we sell our complex solutions to increasingly demanding customers in order to meet rising organizational growth goals?” -- That's the question that Gartner considered in its recent market study that explored the key challenges they hear most often from chief sales officer (CSO) clients.

Gartner's latest research demonstrates the IT industry buying reality. As business-to-business (B2B) buying behavior continues to change, the traditional IT vendor go-to-market approach will fail to meet expectations.

Therefore, Garner analysts now believe that for CSOs to deliver constant revenue growth, they can’t simply improve their traditional selling skills from a bygone era. They have to evolve and adapt into multiskilled generalists that demonstrate their business and technology acumen.
Deep Analysis of The B2B Buyer's Journey Meanwhile, as IT vendor content marketing capabilities grow, they produce more information resources than ever before. Yet, buyers are overwhelmed by…