Gartner Blog Network

Category: 'future-of-sales' Blog Posts

from the Gartner Blog Network

Retention, Growth and CX Expectations

by Hank Barnes  |  July 25, 2017

In today's tech markets, with more and more offerings delivered as a service, the focus is increasingly on retention and growth within existing accounts.   And, they are usually used...

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Women In Sales - A Missed Opportunity?

by Hank Barnes  |  July 11, 2017

Two weeks ago, I spent time at CEB (now Gartner) with a group of sales and marketing thought leaders that participated in the #CEBInfluencers program.   One of the most...

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The First Gartner Tech Growth and Innovation Conference is Over - My Recap

by Hank Barnes  |  June 14, 2016

Last week, I had the privilege to be conference chair for the Gartner Tech Growth and Innovation Conference (I'm sure most of you know this from my run-up of blog...

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Startups: Now is the Time to Help Large Enterprises Hack Their Way to Digital

by Hank Barnes  |  June 7, 2016

A recent "Smarter With Gartner" article (fyi, Smarter With Gartner is a site that highlights key elements of Gartner research and event presentations) explore 5 digital innovation "hacks" that CIOs...

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Success Requires A Blend of Leadership Styles

by Hank Barnes  |  May 10, 2016

Like markets, all companies evolve.  For some, that evolution can be very brief (we all know that many startups fail).  For others, that evolution can occur over a period of...

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Managing the Fluidity of the Customer Life Cycle

by Hank Barnes  |  April 19, 2016

When I talk with people about the Customer Life Cycle  Model and the idea of Situational Selling, there is often concern expressed about the lack of control and predictability.  I make...

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A Critical Moment of Truth in the Customer Life Cycle for Technology Products and Services

by Hank Barnes  |  April 5, 2016

Last week, I introduced a new image that represents Gartner's expanded thinking beyond the buying cycle to look at the entire life cycle--from buying to "owning" to repurchase. As mentioned...

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The Customer-Centric Sales and Marketing Track at #GartnerTGI

by Hank Barnes  |  March 29, 2016

This is a  bonus post (I hope you consider it to be a bonus and not "ugh, not another post from Hank") this week (most of you know I consistently create...

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Beyond the Buying Cycle

by Hank Barnes  |  March 29, 2016

When I first joined Gartner, one of my first research efforts was focused on trying to define a graphical model that captured how B2B enterprises were approaching buying decisions.  ...

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Need More Authentic Content- Ask Your Advocates

by Hank Barnes  |  March 22, 2016

Recently, I've been interviewing tech companies that are using advocacy and communities as a key part of their marketing and service strategies.  My specific research focus is to explore the...

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