Reprints are ideal assets for your sales force to leverage throughout the sales cycle.
Gartner insights are sought-after by enterprise technology buyers to answer important questions about the technology landscape and business outcomes it enables.
By empowering your sales force to share it with prospects, you'll help your prospects' tech buying teams build consensus faster and understand the value of your offering better.
Offering a copy of the report or insights from it can also help the sales force capture more meetings and engage more prospects.
Gartner content is widely known by tech buyers to be objective and authoritative, which distinguishes it from other content and assets your sales team might leverage.
Accelerate your sales cycles with third-party content
Our report What Accelerates Sales Cycles? (22 August 2022) indicates the mean duration of sales engagement during a tech buying cycle is 12 months.
In this study, Tech Product Marketing analyst Roland Johnson examined the buyer behaviors that are statistically correlated with faster purchasing, diving buyers into two cohorts.
Faster buyers completed the purchase process in less than 12 months and slower buyers completed the purchase process in 12 months or more.
Additionally, he found that faster buyers make greater use of third-party analyst content:
Additionally, buying teams with less conflict and greater consensus bought faster:
"Buyers who agree on why they are purchasing technology, how they are purchasing and what they are purchasing enjoy dramatically faster purchasing durations."
Having your sales team share objective, third-party analyst content like Reprints can help your prospects build consensus and buy faster.
Create a "campaign-in-a-box" for your sales force
Work with your Sales Enablement or Marketing team to create pre-written outreach for your sales force to leverage.
Whether through LinkedIn or email, have your sales team use the Reprint in 1:1 interactions to engage leads, validate the need for the technology, and get meetings.
Prospects can be receptive to having introductory calls if they will gain additional report insights or an actual copy of the report afterwards.
Make sure your sales force reads the report too; the insights will inform their talk tracks and help them recognize situations when it would be useful to share it.
Finally, the report can be used to validate a point or fact your sales team emphasizes during their deals.
Create Reprint Sales Campaigns for Email and LinkedIn
Make ready-to-go templates for your sales force to leverage via both Email and LinkedIn.
Employee amplification of your Reprint on social media can help you reach an expanded audience and increase the views your Reprint will receive.
For tips on promoting your Reprints on those channels, read these articles: