Gartner Blog Network

Tag: 'sales' Blog Posts

from the Gartner Blog Network

Retention, Growth and CX Expectations

by Hank Barnes  |  July 25, 2017

In today's tech markets, with more and more offerings delivered as a service, the focus is increasingly on retention and growth within existing accounts.   And, they are usually used...

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Broadening Your Perspective on Focus

by Hank Barnes  |  May 30, 2017

I'm guilty. I constantly talk to people about the importance of focus.  Focus on a key target segment.  Focus on your ideal customer profile (just last week). Don't get distracted....

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To Be Prescriptive, You Have to Diagnose First

by Hank Barnes  |  May 16, 2017

This weekend, my daughter graduated from Med School.  My wife and I are very proud of her and the activities got me thinking about the recent emphasis on prescriptive approaches....

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Tech Growth and Innovation & The Power of 24 Hour Tech

by Jessica Ekholm  |  February 17, 2017

I am very excited to be part of our up coming event Tech Growth and Innovation Conference in LA on the 19-21st of June this year. We have a stellar...

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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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