Gartner Blog Network

Tag: 'sales' Blog Posts

from the Gartner Blog Network

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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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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