Gartner Blog Network

Category: 'go-to-market' Blog Posts

from the Gartner Blog Network

Understanding Client Ambitions

by Hank Barnes  |  May 21, 2019

Do you understand your customer's ambitions for the buying efforts and resulting projects that you are working with them on?   Are you sure? Ambitions are important.   They contribute to and...

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Great Customer Strategies Look to Behavior

by Hank Barnes  |  May 14, 2019

Focus is important to any successful strategy, particularly in terms of identifying segments and ideal customer profiles.   The phrase "we appeal to customers of all sizes" is, more often than...

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A Master Class on Leading Change (via the Coach and Captain of the Carolina Hurricanes)

by Hank Barnes  |  May 7, 2019

My favorite hockey team, the Carolina Hurricanes, just made it to the Eastern Conference finals, despite being one of the youngest (if not the youngest) teams with the lowest payroll...

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Dealing with Complexity Requires Coordinated Communications

by Hank Barnes  |  April 30, 2019

I thought this would be the first week in 6+ years that I did not publish a new post.   I've been dealing with a very complex situation in my immediate...

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Building Collective Confidence

by Hank Barnes  |  April 23, 2019

Our understanding of the complexities associated with technology buying continues to improve.  We know that buying is frequently done by diverse teams.  We know that, in many cases, many of...

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New Research on Enterprise Buying Habits for Technology Coming Soon

by Hank Barnes  |  April 16, 2019

This post is a tease.  Let me get that out of the way first.  But, boy-o-boy, am I excited. At the beginning of this year, we kicked off our biggest...

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The Story We Don't Tell - But Should

by Hank Barnes  |  April 9, 2019

My last couple of posts have focused on the safe choice and the preference to "not be wrong" (which is often perceived as the safe choice).  As I continue to...

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What Your Preference-Being Right or Not Being Wrong?

by Hank Barnes  |  April 2, 2019

A few weeks back, a post in my stream led me to an article called "The Power of Thought: How Critical Thinking Can Help Your Business" at the Knowledge@Wharton Web...

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The Never Ending Fight Against the "Safe Choice"

by Hank Barnes  |  March 26, 2019

It's an uphill battle. Anytime you have a new idea or innovation that you want to bring to a company (whether it is internal or your are a vendor selling...

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The Scientific Method and Selling

by Hank Barnes  |  March 19, 2019

In grade school, I remember learning the scientific method.  It is a formalized process for learning that has been around for centuries.  And, like anything that has stood the test...

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