Gartner Blog Network

Tag: 'b2b' Blog Posts

from the Gartner Blog Network

The Economics of Customer Insights

by Noah Elkin  |  September 15, 2017

"How well do we know our customers?" This is the question increasingly at the forefront of marketers' minds. If you're not yet thinking about how to gather customer insights and leverage them...

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Broadening Your Perspective on Focus

by Hank Barnes  |  May 30, 2017

I'm guilty. I constantly talk to people about the importance of focus.  Focus on a key target segment.  Focus on your ideal customer profile (just last week). Don't get distracted....

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Scenes, Summaries, and Emotional Connections

by Hank Barnes  |  May 2, 2017

This week,  a couple of things caught my eye as I continue to prepare for the Gartner Tech Growth and Innovation Conference and my clinics on positioning and storytelling. First,...

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Quality and Comprehensiveness Matter Most for Account Based Marketing

by Hank Barnes  |  April 4, 2017

This past week, I spent some time peer reviewing some upcoming research on account based marketing (ABM) being developed by my colleagues Todd Berkowitz and Julian Poulter.  It is a...

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Three Trends Driving Interest in Account-Based Marketing (ABM)

by Noah Elkin  |  February 17, 2017

In one of my first blog posts after joining Gartner, I wrote about account-based marketing (ABM) as a hot trend for B2B marketers. Nine months later, the fires under ABM...

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Email Marketing – Emerging Medium of 2017

by Ewan Mcintyre  |  December 29, 2016

Email Marketing Then... A dozen years ago, when working in a large B2B enterprise I made a pretty momentous move – I shifted across from a general marketing role to...

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Forget B2P - in B2B, it's about B2T(eam)

by Hank Barnes  |  September 22, 2015

Forgive me for the acronym loaded title, but it seemed appropriate.   The combination of the growing recognition of the importance of customer experience and the digitalization of our entire lives...

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Positioning, Persona Overload, and the Consensus Buy

by Hank Barnes  |  September 15, 2015

Last week, I shared some information from the new book, The Challenger Customer from CEB, and how their story reflects what I believe has been a key driver of SaaS adoption--the...

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Outbound Sales Activities Can Still Succeed, Even Early in the Buying Cycle

by Todd Berkowitz  |  February 10, 2015

It might seem like every time you read an article or blog post or see a presentation about B2B technology sales and marketing, you'll see a stat that indicates that...

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If I Had a Million Dollars

by Todd Berkowitz  |  January 6, 2015

Why do I instantly think about the song from Barenaked Ladies? I have no idea! But Hank Barnes, Tiffani Bova and I (all members of the Tech Go-to-Market and Sales...

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