Gartner Blog Network

Tag: 'sales' Blog Posts

from the Gartner Blog Network

Recognizing B2B Buying Triggers

by Hank Barnes  |  January 3, 2017

As plans continue to be refined for 2017, there is one area that I feel needs to rise to the top of sales and marketing priority lists--the identification and deep...

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94% = Enterprise Buying Teams That Have Abandoned a Buying Effort With No Decision (in the past 2 years)

by Hank Barnes  |  September 20, 2016

The bold headline comes from our most recent Gartner survey into Enterprise Buying Dynamics.   We run this survey approximately every 18 months to understand what influences enterprise technology buyers...

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Hype Cycle Reminders For Tech Providers

by Hank Barnes  |  August 23, 2016

It is hype cycle season here at Gartner, with updated and new hype cycles having been recently published or on their way.   Whenever new hype cycles are published, there...

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Understanding Your Customer's Perspective - Think "Whole Context"

by Hank Barnes  |  August 2, 2016

It is important to remember that each of our world views is skewed by our own perspective.   In marketing and sales, this can lead to a distorted sense of...

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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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Business Moment Explores Futuristic Digital Channel Engagement with a Doctor

by Stephen Davies  |  March 18, 2016

When I wrote my first RFP for an Electronic Territory Management System (ETMS) in 1994 (long before I joined Gartner) the core requirements were pretty straightforward. Key elements were the...

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The Dangers of Assuming Context

by Hank Barnes  |  February 16, 2016

Have you ever been in a conversation with someone and they start mentioning (dropping?) names in  a manner where they clearly believe that you know exactly who they are talking...

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A New Gartner Event - Just for the Tech Provider Community

by Hank Barnes  |  February 9, 2016

As followers of this blog, I'm sure that many (if not all of you) have heard of or been to a Gartner event.  Whether a summit (on specific areas like...

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