Live Webinar June 7th, 2018, 1:00 pm – 2:00 pm  EDT
Activity Type: Education – Course or Training  1 Hour  1 PDU
Provider: Gartner Webinars

For vendors that sell in enterprise markets, the drive to digital is creating more and more opportunities– and competition.

Many enterprises constantly adjust their plans, tabling budgeted projects in favor of newer ideas that seem to hold more promise.

These dynamics require shifts in vendor sales and marketing strategies to effectively win business in this new reality.

In this webinar, Hank Barnes (LinkedIn profile, Gartner bio) explores patterns of buying within enterprises, what makes selling technology particularly challenging, and techniques for dealing with these difficulties so you can make it easier for customers to buy.

Discussion Topics:

• Enterprise planned and ad-hoc buying efforts and the likelihood of purchase
• Patterns of the enterprise buying process
• Key area of buying dysfunction and suggestions for how to address them

Click to register for:
Changing Technology Buying Behaviors

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