Live Webinar December 18th, 2019, 10:00 am – 11:00 am EST
Activity Type: Education – Course or Training  1 Hour  1 PDU
Provider: Gartner Webinars

Buying teams are getting bigger and more diverse. Gartner research shows that buying team complexity increases directly with deal size.

Buying team members typically focus on what they are responsible for, leading to a lot of internal friction in the buying process.

The typical targeting approach is directed at specific roles, however, you need to focus on the largest untapped technology buying segment, industry line of business (LOB) buyers, such as in banks, insurers, retailers or hospitals.

In this  webinar, Derry N. Finkeldey (LinkedIn profile, Gartner bio) Gartner VP Analyst preview the industry line of business personas, how their buying behavior may differ, and what capabilities tech and service provider companies need to engage them.

Discussion Topics:

• The industry line of business (LOB) persona
• Industry LOB decision drivers
• How to engage with industry LOB buyers

Return to the web page to watch both the live and on-demand webinar.

Click to register for:
4 Imperatives To Win With Industry Line Of Business Buyers

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