Gartner Blog Network

Tag: 'b2b' Blog Posts

from the Gartner Blog Network

Forget B2P - in B2B, it's about B2T(eam)

by Hank Barnes  |  September 22, 2015

Forgive me for the acronym loaded title, but it seemed appropriate.   The combination of the growing recognition of the importance of customer experience and the digitalization of our entire lives...

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Positioning, Persona Overload, and the Consensus Buy

by Hank Barnes  |  September 15, 2015

Last week, I shared some information from the new book, The Challenger Customer from CEB, and how their story reflects what I believe has been a key driver of SaaS adoption--the...

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Outbound Sales Activities Can Still Succeed, Even Early in the Buying Cycle

by Todd Berkowitz  |  February 10, 2015

It might seem like every time you read an article or blog post or see a presentation about B2B technology sales and marketing, you'll see a stat that indicates that...

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If I Had a Million Dollars

by Todd Berkowitz  |  January 6, 2015

Why do I instantly think about the song from Barenaked Ladies? I have no idea! But Hank Barnes, Tiffani Bova and I (all members of the Tech Go-to-Market and Sales...

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The Journey to B2B Technology Purchases - B2B Team Buying Thickens the Plot

by Hank Barnes  |  September 30, 2014

As a big believer in the importance of customer experience, I spend a lot of time thinking about how we, as technology marketers and sellers, can make it easier for...

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The Marketing Qualified Lead Trap

by Todd Berkowitz  |  December 17, 2013

  Ardent Seinfeld fans will remember the episode where Frank Costanza hired his son George and a guy named Lloyd Braun to sell computers out of his garage in Queens....

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How Marketers Can Gain Insight Through Mobile Marketing

by Jennifer Polk  |  November 15, 2013

What started as a highly visual image sent to my phone via rich-media messaging (RMM) was actually the beginning of a brief study conducted by Starbucks’ to determine peoples’ favorite...

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