Gartner Blog Network

Category: 'customer-marketing' Blog Posts

from the Gartner Blog Network

To Better Meet Tech Buyer Expectations, Develop Role-Based Sales Enablement

by Todd Berkowitz  |  May 18, 2015

Sales enablement is a discipline that nearly every technology and service provider attempts to master, but only a small percentage actually achieve this goal. Yes, there are some obvious culprits...

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Comments: 1

Show Value to Customers Before Trying to Expand Account Revenue

by Todd Berkowitz  |  April 22, 2015

Today is Earth Day, so I thought I would chime in on a way that we can make better use out of what we already have instead of acquiring something...

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Comments: 2

Predictive Analytics Isn't Just for the Cool Kids (In Sales and Marketing)

by Todd Berkowitz  |  January 28, 2015

Several months ago, I wrote a post about why providers are moving away from the traditional lead scoring model and using predictive analytics to better determine which leads are most...

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Comments: 10

We're All on the Hook to Demonstrate Value to Existing Customers

by Todd Berkowitz  |  October 1, 2014

As a member of the Gartner Technology Go-to-Market Research team, I have several calls each week with clients and prospects explaining what we do and how we help. When I...

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Comments: 5

The Power of Case Studies in Technology Marketing

by Todd Berkowitz  |  March 14, 2014

  Been off the blogging trail for awhile, but look for regular updates moving forward. In today's post I want to talk about the importance of case studies. For a...

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Comments: 11

Why You Need to Market and Not Just Sell to Your Existing Customers

by Todd Berkowitz  |  February 20, 2014

  Back in December, I wrote a blog post and research note (subscription required) about the "MQL Trap", the problem that afflicts technology marketers who focus primarily on generating Marketing-Qualified...

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Comments: 8