Gartner Blog Network

Tag: 'marketing' Blog Posts

from the Gartner Blog Network

From Account Based Marketing to Account Based Value Creation

by Hank Barnes  |  January 26, 2016

Words and phrases sometimes bug me. Not all words (when I worked at IBM, there was a guy there who would say "every single word on a slide or document...

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It is Time to Eliminate Hand-Offs in B2B Customer Management

by Hank Barnes  |  January 19, 2016

Last week, I wrote about the idea of needing to rethink "When We Win" in B2B tech sales.   If customer success is critical to your business growth, then focusing...

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When Do We Win (in Technology Sales)

by Hank Barnes  |  January 12, 2016

Over the holidays, I had a great conversation with Dave Brock.    It was a far ranging discussion flowing from customer journeys, to bad social selling practices, to situational selling,...

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The Danger of Personalized Offers

by Robert Hetu  |  January 4, 2016

Personalized offers are a tricky thing indeed. Apparently one large retailer determined that I would deeply value Rogaine, since it was included in a set of products within an email...

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CX Marriage Counseling for Consumers' & Marketers' Relationship Issues

by Augie Ray  |  December 18, 2015

We have all been in a bad relationship before.  A suitor woos us with the moon and the stars, and soon we are in the swoon of passion. Commitments are...

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Are You Ready For 2016? A Few Questions For Providers

by Rajesh Kandaswamy  |  December 16, 2015

As you get ready to record your out-of-office messages and finish shopping before taking a break for the holidays, I would like to offer a few questions that you can...

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Applying Buying Situations to Marketing Objectives

by Hank Barnes  |  November 10, 2015

As regular readers know, our Future of IT Sales special report was just updated and a big theme for us going forward is using Buyers' Situations to guide sales and...

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The Language of Marketing v. Sales

by Hank Barnes  |  August 18, 2015

This week, I was briefed by an interesting company that has a solution that I should have loved.   They help businesses identify and prioritize segments for B2B Marketing and...

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Getting Lost on the Customer Journey

by Hank Barnes  |  August 11, 2015

I'm a big believer, as most of you know, in Customer Experience.  But I have to admit that I struggle to fully understand Customer Journey Mapping.  This jumped to the front...

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Do You Have A Strategy To Grow In FinTech?

by Rajesh Kandaswamy  |  July 22, 2015

There has been increased interest over the past few years in ‘FinTech’, where technology is used in financial services to solve problems differently or create new services. While FinTech is a...

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