Gartner Blog Network

Tag: 'sales' Blog Posts

from the Gartner Blog Network

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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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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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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Forget B2P - in B2B, it's about B2T(eam)

by Hank Barnes  |  September 22, 2015

Forgive me for the acronym loaded title, but it seemed appropriate.   The combination of the growing recognition of the importance of customer experience and the digitalization of our entire lives...

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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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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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