Gartner Blog Network

Category: 'go-to-market' Blog Posts

from the Gartner Blog Network

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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Jumping to Conclusions (Look Beyond the Headline/Soundbite)

by Hank Barnes  |  March 12, 2019

We all (I think it is safe to say all here) suffer from sensory overload.   We are bombarded with information, data, and insights.   We fear we miss something important, so...

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The Most Frustrating Things for B2B Buyers

by Hank Barnes  |  March 5, 2019

As followers of this blog know, we believe that B2B Buying is really, really hard.   In theory, it shouldn't be.  There is more competition.  Access to information is easier.   And...

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The First Three Steps in B2B Buying

by Hank Barnes  |  February 26, 2019

Gartner research on B2B Buying Behavior shows that Buying teams consistently take three steps early in their buying process as they move from inspiration to exploration (or even early evaluation...

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The DEVOlution of Enterprise Technology Buying

by Hank Barnes  |  February 19, 2019

A few weeks back, Jon Reed, the master of the strikethrough of diginomica, referenced a Devo song "Through Being Cool" when sharing my post "Keeping Attention - Substance over Style"...

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What is a Shortlist Anymore?

by Hank Barnes  |  February 12, 2019

As Gartner continues to explore the world of B2B buying, we've noticed a phenomenom that is perplexing, compelling, and informative. For years, people have talked about shortlists. "We've built our...

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Keeping Attention - Substance Over Style

by Hank Barnes  |  February 5, 2019

In most marketing organizations, there is a push to be cool.   We work with agencies and internal teams to create compelling ads and content that capture attention.   We want to...

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The Missing Link for Effective Personalization

by Hank Barnes  |  January 29, 2019

I struggled with how to title this post as it may (as you read on) not be about what you think in terms of personalization.  I'm using this as a...

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In Praise of the Obvious

by Hank Barnes  |  January 22, 2019

One of my favorite early marketing books was from Jack Trout, "In Search of the Obvious." It, and the importance of the concept was brought back to me by a...

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Marketing to Must Have Requirements

by Hank Barnes  |  January 15, 2019

I was reading some articles that I had tagged and saved over the holidays.   Several of them were case studies that went into some detail on successful implementations. What struck...

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