Hank Barnes

A member of the Gartner Blog Network

Entries Categorized as 'Go to Market'


Confusion on the Trade Show Floor

by Hank Barnes  |  November 18, 2014  |  1 Comment

This week I am at Gartner’s APAC Symposium in Australia. Last week I was in Barcelona at the EMEA event   It was a great, high energy event with a packed schedule.   I did not have much time to spare (like Orlando), but was able to do a very quick stroll through the ITxpo show […]

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Getting the Balance Right – Your Business and Your Customers

by Hank Barnes  |  November 11, 2014  |  Submit a Comment

My post last week on Strategy, Selling and Segmentation generated some interesting internal dialogue.  To a large degree, it was, in the words of Tiffani Bova, helping us remember “the things we think we think.”   That is, it reminded many of us of some things that we take for granted in our thought processes and decision making. […]

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Strategy, Selling, and Segmentation

by Hank Barnes  |  November 4, 2014  |  2 Comments

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 Future of IT Sales special report, the book is a must read.  It supports our key over-riding premise—sales approaches must be linked to the overall […]

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Trust Erosion through Bad Messaging

by Hank Barnes  |  October 28, 2014  |  Submit a Comment

By this point, it is fairly well known that trust in the organizations we do business with is not high.  The Edelman Trust Barometer tracks this on an annual basis.  Because of this lack of trust, technology buyers rely very heavily on the advice of independent third parties (influencers, analysts, peers, etc) as they making […]

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Wasting Time – The Bane of Buying and Selling

by Hank Barnes  |  October 21, 2014  |  2 Comments

Nothing bugs me more than wasting time.    I don’t like being on time for meetings and waiting several minutes for others to join.   I don’t like reading about a product that seems interesting, only to find nothing of real value as I read on.    And I don’t like getting calls and emails […]

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The Call for Humanism in Technology

by Hank Barnes  |  October 14, 2014  |  Comments Off

I just got back from Gartner’s U.S. Symposium in Orlando.  It was a great week, meeting with lots of technology providers of all ages and sizes.   As always, I was impressed with the passion and creativity of many emerging providers. The theme of this year’s conference was Digital Business, and one theme really jumped […]

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Connecting about the Connected Model in Orlando

by Hank Barnes  |  October 4, 2014  |  Comments Off

I’m heading to Orlando for Gartner’s Symposium next week, so publishing this a few days earlier than normal.  The show is sold-out and will have a huge focus on how to capitalize on the digital business opportunity.   While focused on CIOs and other technology leaders, there will be a larger number of providers, my […]

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The Journey to B2B Technology Purchases – B2B Team Buying Thickens the Plot

by Hank Barnes  |  September 30, 2014  |  Comments Off

As a big believer in the importance of customer experience, I spend a lot of time thinking about how we, as technology marketers and sellers, can make it easier for our customers to make their purchase decisions.   One technique that gets a lot of support, and that I agree with in principle, is mapping […]

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Competition, Advocacy, and Gaelic Sports

by Hank Barnes  |  September 23, 2014  |  Comments Off

I just got back from a long trip to Europe that ended with 12 days of work but started with a fantastic 14 day vacation in Scotland and, mostly, Ireland.  I am ready to go back now.   Friends keep asking what our favorite thing was, but both my wife and I answer that there […]

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Is Interrupt-Driven Chat Really Helping Your Technology Business?

by Hank Barnes  |  September 16, 2014  |  Comments Off

I openly confess that I hate chat windows on Web sites that pop-up, without me asking for them, to interrupt my browsing experience.  They distract me from what I am viewing and reading, and ask me some inane question  like “Can I help you with something?”    A few weeks ago, this seemed to be […]

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