Gartner Blog Network

Category: 'demand-and-lead-generation' Blog Posts

from the Gartner Blog Network

Tech Growth and Innovation Recap and Cool Vendors in Tech Go-to-Market

by Todd Berkowitz  |  May 7, 2018

Just got back from our Tech Growth and Innovation (TGI) event last week in San Digeo and wanted to share some thoughts and observations from the event (see below). But...

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The Evolution of the Predictive B2B Marketing Analytics Space

by Todd Berkowitz  |  April 30, 2018

I've been covering the market for B2B predictive marketing analytics for almost four years. A few years ago, predictive lead scoring was all the rage. Then it became about fit...

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Comments: 1

Ten Fearless Predictions for B2B Technology Sales and Marketing in 2018

by Todd Berkowitz  |  December 18, 2017

As long-promised, here's my stab at some fearless predictions for 2018. I did reasonably well with the 2017 predictions and you'll see some predictions this year that dovetail or follow-on to...

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Comments: 6

Evaluating My 2017 Fearless Sales and Marketing Predictions

by Todd Berkowitz  |  December 6, 2017

Last December, I made 10 "fearless" B2B tech sales and marketing predictions for for 2017. My blog posts generally drive a little activity on LinkedIn and Twitter, but nothing to...

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Comments: 1

Intent Data is Great. Except When it Isn't.

by Todd Berkowitz  |  June 15, 2017

Over the last few months, I've had a lot of clients bring up the topic of intent data. It's gotten a lot of publicity and vendors are continually gathering new...

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Cool Vendors In Tech Go-to-Market, 2017

by Todd Berkowitz  |  May 1, 2017

It's that time of year again! Cool Vendor reports are being released on a near-daily basis. For the third year in a row, my colleagues and I on the Tech...

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The Slow, Necessary Death of the MQL

by Todd Berkowitz  |  February 1, 2017

A lot of research notes and blog posts have been written over the years about the impending death of a particular technology or methodology or approach. And to paraphrase Mark...

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Comments: 3

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...

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You Don't Have to Fully Embrace ABM to Reap Some of the Benefits

by Todd Berkowitz  |  December 13, 2016

Account-Based Marketing (or ABM for short) is all the rage these days. It comes up in more than half of my inquiries as of late and it's certainly on the...

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Comments: 2

Use Millennial SDRs to Contact "Unaware" Buyers

by Todd Berkowitz  |  October 14, 2015

In even a semi-mature market, you have a significant number of potential buyers that have at least thought about a solution to a specific problem, even if they aren't actively...

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Comments: 3