Sign In | Register | Select a Gartner site WHY GARTNER ANALYSTS RESEARCH EVENTS CONSULTING ABOUT SPECIAL REPORT Future of IT Sales: Digital Business Drives Change Digital business is driving change across the enterprise — including in the sales organization. To build a strong future sales force, technology providers' business unit and strategy leaders must better enable their sellers with skills that drive customer value. A targeted focus and tighter alignment with digital marketing initiatives and new buyer journeys can create a competitive advantage. Gartner's Special Report on the Future of IT Sales takes a look at these new challenges. Free Research The Future of Sales Is More Digitally Supported, Customer-Focused and Strategically Aligned Free Webinar The Future of IT Sales: The Customer Now Leads the Sales Process Gartner VP & Distinguished Analyst Tiffani Bova explains how the future of IT sales is changing. Future of IT Sales Research Access to research documents may vary based on your subscription. Tech Go-to-Market Best Practice: Mastering Business Moments Is Critical to Technology Provider Growth 15 May 2015 Digital business moments are enabling organizations to optimize, transform and innovate the experience for their customers and their industries. This research will guide business leaders in tech providers in how to help their clients prioritize and execute their business moment initiatives. Tech Go-to-Market: Providers Should Tailor Enablement by Sales Role to Align With Buyer Expectations 15 May 2015 As B2B technology buyers increasingly take control of the buying process, sales enablement becomes ever more critical. Providers need to move away from a one-size-fits-all sales enablement strategy to one that is tailored by specific roles in the selling team to improve the quality of interactions. Tech Go-to-Market: Effective Sales Interactions Guide Buyers Forward Through Insights and Added Value 15 May 2015 Sales interactions present the greatest opportunity for providers to directly influence buyers, but are often ineffective. Business unit leaders who adapt their approach to help sales optimize these interactions and align to customer-specific needs will gain competitive advantage. Tech Go-to-Market Best Practice: Developing Insights That Resonate With Industry and Roles Can Improve Sales Performance 15 May 2015 Communicating the link between what technology providers offer and how they can help specific roles meet their business industry objectives continues to elude many organizations. Provider business leaders must arm their sellers with an approach to make that link for their prospects. About | Careers | Contact | Gartner Blog Network | IT Glossary | Newsroom | Peer Insights | Policies | Site Index | Webinars © 2015 Gartner, Inc. and/or its Affiliates. All Rights Reserved.