Gartner Blog Network

Category: 'go-to-market' Blog Posts

from the Gartner Blog Network

Critical Selling Skill - Learning (and Sharing) How Customers Buy

by Hank Barnes  |  April 17, 2018

In today's B2B technology selling environment, there is a critical selling skill that can make the difference between success and failure.  While it's easy to focus on why customers buy,...

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Things I'd Like to See Go Away - The Logo Slide

by Hank Barnes  |  April 10, 2018

I'm going to start a new set of blog posts focused on things that I would like to see disappear--or at least disappear in certain contexts.   I'm not sure how...

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The Disappearing Opportunity

by Hank Barnes  |  April 3, 2018

Recently, I shared some of the early findings from Gartner's most recent survey on technology buying habits, discussing how (for our respondents) 43% of the software buying efforts they explored...

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The Risk of the "Risk Bias"

by Hank Barnes  |  March 27, 2018

"No one ever got fired for buying IBM" is a phrase we've all heard.  Today, that might change to a variety of other leading vendors.   It's often the legitimate reason...

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Digital Transformation, Disrupted

by David Yockelson  |  March 23, 2018

"Digital transformation" is a collective term that suggests action being taken by an organization. While there are different definitions of the term, generally speaking, it entails an organization taking on a...

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Mindset Driven Dissonance

by Hank Barnes  |  March 20, 2018

While digital business is changing markets, many organizations still struggle with change.  They know they have to, but the can't seem to do it.  We all know that change is...

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What I Look For When Reviewing Web Sites

by Hank Barnes  |  March 13, 2018

A frequent inquiry request for Gartner clients is a Web site review.  This is a great idea since technology buyers tell us that they view vendor Web sites as vendor...

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Sharing the Value of Repetition

by Hank Barnes  |  March 6, 2018

I spend a lot of time helping clients tell their stories more effectively.   It's pretty common for me to hear, "You are pretty good at this" (but I know I'm...

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The ecosystem IS the digital platform

by David Yockelson  |  March 2, 2018

Gartner has been espousing the importance of the digital platform as a critical construct for end user and technology and service provider (TSP) organizations alike for a few years. Depicted...

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The Ecosystem IS the Digital Platform

by David Yockelson  |  March 2, 2018

Gartner has been espousing the importance of the digital platform as a critical construct for end user and technology and service provider (TSP) organizations alike for a few years. Depicted...

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