Gartner Blog Network

Tag: 'sales-strategy' Blog Posts

from the Gartner Blog Network

Quality and Comprehensiveness Matter Most for Account Based Marketing

by Hank Barnes  |  April 4, 2017

This past week, I spent some time peer reviewing some upcoming research on account based marketing (ABM) being developed by my colleagues Todd Berkowitz and Julian Poulter.  It is a...

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Can You Target Too Much?

by Hank Barnes  |  October 18, 2016

I was very hesitant about the title of this blog.    I'm a big believer in having a very focused target market.  But, at the same time, I do believe...

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Strategy, Selling, and Segmentation

by Hank Barnes  |  November 4, 2014

I am reading a fantastic book right now.  It is called Aligning Strategy and Sales by Frank Cespedes, published by Harvard Business Review Press.  For those that have been following our...

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Gartner IT Market Clocks - A Great Resource for Provider Strategy

by Hank Barnes  |  September 9, 2014

Most provider organizations are very familiar with Gartner Magic Quadrants and Hype Cycles (which I explored from a provider perspective in a recent post and Webinar and have just had...

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