Gartner Blog Network

Tag: 'sales' Blog Posts

from the Gartner Blog Network

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...

Read more »

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...

Read more »

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...

Read more »

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...

Read more »

Sales Leaders: Invite Marketing to Go On Some Sales Calls in 2015

by Tiffani Bova  |  February 11, 2015

I participated in a Gartner Local Briefing in San Francisco last week with a number of my colleagues. We had about 150 people in attendance from both small and large...

Read more »

Will robots replace B2B sales representatives?

by Tad Travis  |  February 4, 2015

It's a provocative question, one that we've occassionally discussed here at Gartner.  The idea is simply this: given the rise in public/crowd-sourced knowledge, automated provisioning & billing systems, and self-service...

Read more »

Is It Time to End the Traditional Approach to Reference Management in Technology Marketing?

by Hank Barnes  |  February 3, 2015

As I mentioned in my last post, sales arranged reference calls or site visits were ranked by the technology buyers we surveyed at the bottom of most influential sales interactions....

Read more »

The Sales Shift from Gatekeeper to Expediter

by Hank Barnes  |  January 27, 2015

Yes, I apologize if I am adding yet another post to the mass of content about how sales needs to shift.  But I hope you add this one to your...

Read more »

So You're a Leader in Social for CRM? Prove It.

by Jenny Sussin  |  January 23, 2015

Every year, Gartner develops a piece of research called the Top Use Cases and Benefits of Social for CRM. We look at what our clients are doing, and the innovative...

Read more »

Tech Buyers Want Vendors to Respect Their Buying Process

by Hank Barnes  |  January 20, 2015

"Based on the 100+ marketing emails and 15+ cold calls I get a day, they seem to already have my contact details." "Vendors need to be aware of our buying...

Read more »