Gartner Blog Network

Tag: 'sales' Blog Posts

from the Gartner Blog Network

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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Gartner's Market Guide for Digital Content Management for Sales

by Tad Travis  |  July 1, 2015

Yesterday, Gartner published the first Market Guide for Digital Content Management for Sales  (accessible only to Gartner clients).   These solutions include capabilities like repositories, authoring tools, and collaborative environments and interfaces for...

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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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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...

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Future of IT Sales Forecast: Cloudy Today, Brighter Tomorrow

by Hank Barnes  |  June 2, 2015

Yesterday, I shared my original Future of IT Sales post on LinkedIn  (as a note, I share older posts on LinkedIn every Monday and Thursday) in celebration of the release of...

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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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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...

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The Road to Enduring SFA Adoption Success: Part 3

by Tad Travis  |  March 19, 2015

Lately, I've spoken with several companies that are achieving strong business value from their SFA programs. These companies have clearly achieved durable usage and business value.    Given that I've talked with many...

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Abandon Me Too Marketing

by Hank Barnes  |  February 24, 2015

One of the common questions I get at Gartner is "What are other companies (particularly the successful ones)  like me doing?"  And often, the "like me" comparison they are looking...

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