Gartner Blog Network

Category: 'go-to-market' Blog Posts

from the Gartner Blog Network

Fundamentals Rarely Change-Situations Do

by Hank Barnes  |  September 18, 2018

One of the best parts of the Influencer Day that my colleagues (in our Gartner for Sales Leaders and Gartner for Marketing leaders practices) hold is the more off the...

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Buying - A (Small) Piece of the Puzzle

by Hank Barnes  |  September 11, 2018

Recent discussions around the buying process, the sales process, and purchase regret have spurred a lot of discussion on whether we have our priorities straight.  Dave Brock talks about this...

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If Less is More, Why Does Everyone Clamor for More?

by Hank Barnes  |  August 28, 2018

Focus.    When things aren't going well, it's one of the first things that people bring up.  "We have to focus." Quality beats Quantity.  We hear that too  (as long...

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Spot The Difference - The Reality of Most Differentiation Efforts

by Hank Barnes  |  August 21, 2018

Remember Squeeze, a great 80's band that was renowned for their songwriting tandem, Chris Difford and Glenn Tilbrook.  Well, in 2010, they released a new album titled, Spot the Difference. ...

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"Next" Practice for Building Customer Interest and Trust

by Hank Barnes  |  August 14, 2018

I am not a fan of most "best practices" as they generally reflect ideas that "everyone is doing."  As a result, they are great for becoming more efficient, but they...

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Things I'd Like To See Go Away - Desperate Unsubscribe Pages

by Hank Barnes  |  August 7, 2018

Warning: I'm venting.   My mother is getting older and I've been helping her out quite a bit lately.   One of the things I wanted to do is make it easier...

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Story Centered Marketing - A New Approach to Marketing Strategy?

by Hank Barnes  |  July 31, 2018

It's not hard to recognize that I'm a big fan of storytelling.  It's the focus of many of my posts and it dominates my client interactions.  But, a recent conversation...

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The multiplier effect (remaking marketing priorities)

by Hank Barnes  |  July 17, 2018

As digital marketing techniques and options continue to mature and expand, vendors may be missing something.    We get so focused on generating leads, and orient much of our spend...

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Content Versus Conversation

by Hank Barnes  |  July 10, 2018

I regularly hear clients tell me, "If we get a chance to have a conversation, we usually win."  But they find it challenging to get to that point.  As I've...

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The Context to Care and Compare

by Hank Barnes  |  July 3, 2018

I've been beating the drum for better messaging through positioning and storytelling for years.  It's a repeated theme in this blog.    But many of the problems I have with...

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