Скачать или смотреть Gartner: Create Buyer Enablement Tools to Win More

Buying of B2B solutions isn’t just difficult, new research indicates that “it’s become nearly unnavigable”.

Gartner says that today’s customers are spending around two-thirds of the buying journey gathering, processing and de-conflicting information.

An ever growing buying committee, an inability to differentiate look-alike options, frugality and risk aversion, are all conspiring to make purchase decisions more difficult.

And this is having a significant and tangible impact, leading to more stalled deals, elongated sales cycles and steep discounting.

In this video by Tom Pisello, The ROI Guy and CEO / founder of value marketing / sales ROI / TCO tool experts at Alinean, see what the research says and how you can address this challenge head-on to win more.