For more insight, download the Future of B2B Buying Journey report: https://gtnr.it/2PHcQoe

Sales leaders often attribute this lack of customer access to a failure on the part of sellers to deliver enough value as part of a typical sales interaction. However, in studying ways to address this access challenge‚ Gartner research found a different reality altogether. The problem is rooted far less in reps’ struggles to sell and far more in customers’ struggles to buy.