Gartner Blog Network

Tag: 'messaging' Blog Posts

from the Gartner Blog Network

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...

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Be Thoughtful in Telling Customers Something They Do Not Know

by Hank Barnes  |  May 12, 2015

With the changes in the buying process and ability for potential customers to do a substantial amount of research on their own (as our research--and that of others--shows), a common...

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Transparent Qualification Makes Buying (and Selling) Easier

by Hank Barnes  |  April 28, 2015

These past few weeks I've been speaking with many clients about their messaging and positioning (well, actually these last two+ years, ;) ) and a particular thought has been emerging....

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Mi-Mi-Mi are Sour Notes for Technology Messaging

by Hank Barnes  |  April 21, 2015

Technology messaging is not easy.   It is a constant challenge that I feel safe to say that every provider could work to improve.  Perfection is not possible.   A...

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Confusion on the Trade Show Floor

by Hank Barnes  |  November 18, 2014

This week I am at Gartner's APAC Symposium in Australia. Last week I was in Barcelona at the EMEA event   It was a great, high energy event with a packed...

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Trust Erosion through Bad Messaging

by Hank Barnes  |  October 28, 2014

By this point, it is fairly well known that trust in the organizations we do business with is not high.  The Edelman Trust Barometer tracks this on an annual basis....

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Connecting about the Connected Model in Orlando

by Hank Barnes  |  October 4, 2014

I'm heading to Orlando for Gartner's Symposium next week, so publishing this a few days earlier than normal.  The show is sold-out and will have a huge focus on how...

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The First Corporate Selfies?

by Hank Barnes  |  July 29, 2014

I am not a fan of selfies, at least for myself.   I have no huge problem with others who enjoy taking and sharing them, but it just feels a...

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Impact - The Often Forgotten Element of Messaging

by Hank Barnes  |  July 8, 2014

At Gartner, and pretty much everywhere else you look, the advice is consistent for tech providers--focus on the business outcomes of your product or service to build buyer interest.  ...

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Radical Authenticity - Its Time Has Come (But Timing Counts)

by Hank Barnes  |  June 3, 2014

A few years back, I had the opportunity to work with Nick Morgan on telling Adobe's story for the opportunity we were pursuing around Customer Experience Management.  Nick's combination of...

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