Gartner Blog Network

Posts from Date:   2017-1

Overcoming the Sunk Cost Fallacy When Selling Applications

by Todd Berkowitz  |  January 18, 2017

I’ve been reading Michael Lewis’ great new book, The Undoing Project. Like everything else he has written, it is a joy to read and you get deep insight into the main subjects that he is profiling. But ever since I got exposed to behavioral psychology and economics in graduate school, I’ve really been fascinated by the topic. The […]

Read more »

Why Tech SDRs Should Report Into Marketing

by Todd Berkowitz  |  January 6, 2017

Happy New Year everyone. Hope that you all had a good Q4s and were able to enjoy some time off as well. My 2017 predictions blog post generated a lot of discussion on Twitter and LinkedIn over the last two weeks. I expected some pushback around the death of the MQL, but surprisingly that didn’t materialize. […]

Read more »