Gartner Blog Network

Tag: 'sales' Blog Posts

from the Gartner Blog Network

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...

Read more »

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.  ...

Read more »

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...

Read more »

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...

Read more »

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...

Read more »

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...

Read more »

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...

Read more »

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,...

Read more »

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...

Read more »

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...

Read more »