Gartner Blog Network

Posts from Date:   2019-10

Use Call Plans to Instill Sense Making Behaviors

by Steve Rietberg  |  October 28, 2019

Your customers spend much less time with sellers than you may think. Gartner research shows that B2B customers spend only 17% of their buying journey engaging with prospective suppliers. So in practice, if your customer considers three suppliers throughout their buying journey, then they may spend only 5% to 6% of total purchase time with […]

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