Gartner Blog Network

Tag: 'marketing' Blog Posts

from the Gartner Blog Network

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...

Read more »

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...

Read more »

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...

Read more »

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...

Read more »

Create Calmness, Clarity, and Confidence - The Anti-FUD

by Hank Barnes  |  June 23, 2015

I can't tell you how many times I hear sales reps and clients talk about the need to create FUD (Fear, Uncertainty, and Doubt) in their prospects' minds.  Every time...

Read more »

Time For A Mid-year Review - How Well Have You Addressed The Impact of Digital Technologies?

by Rajesh Kandaswamy  |  June 19, 2015

It is almost the end of June and time for leaders at technology and service providers to take stock of the first 6 months, see what worked and plan any...

Read more »

The Trust Cycle - Are you Developing or Eroding Trust?

by Hank Barnes  |  June 16, 2015

In our recent survey of technology buyers one simple idea emerged from all the data points about content, interactions, and information sources.   Trust drives the buying process. Trust, or...

Read more »

Perils of Traditional Segmenting - Mobile Banking Example

by Rajesh Kandaswamy  |  April 16, 2015

A common question I get from providers is which segment to target among banks. In many cases, they have already decided on segmenting by asset size: very large global &...

Read more »

Five Proof Points that "Social" is More than Digital Marketing

by Jenny Sussin  |  March 20, 2015

As the "digital" bubble gets bigger and the "social" bubble is staining many a floor in the enterprise world, I find many clients have a hard time understanding the difference...

Read more »

Why is pitching for the Wall Street Journal with a full-page advertisement in the…. eh, Wall Street Journal? What does this mean for Technology & Service Providers?

by Rajesh Kandaswamy  |  February 27, 2015

While flipping through the journal today, I noticed this full page ad. My initial reaction was why preach to the converted. Then it struck me that this campaign is done...

Read more »