Master your role, transform your business and tap into an unsurpassed peer network through our world-leading virtual and in-person conferences.
- Gartner client?Log infor personalized search results.
Sales
Gartner Glossary
Sense Making
Sense making is an information-sharing approach associated with high-performingseller behavior. Sales representatives are encouraged to adopt sense making to carefully share information with customers to guide them toward a clearer, more rationalized view. This approach helps the customer make sense of and act on the information they have encountered. When customers overcome their inherent skepticism of sellers and feel more confident in the information they encounter, they are more likely to make the deal all sellers aspire toward — a high-quality, low-regret deal.
Recommended Content for You
Experience Gartner conferences
Gartner Webinars
Expert insights and strategies to address your priorities and solve your most pressing challenges.
Recommended Webinars for You
52 Items