Gartner Blog Network

Tag: 'b2b-buying' Blog Posts

from the Gartner Blog Network

Making Validation Easier

by Hank Barnes  |  September 24, 2019

A key buying job is validation.    Once a buying team discovers information of value; they need to confirm that that information is accurate.   Validation can happen in many ways:...

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Vendors, Behave Like You Are Part of the Buying Team

by Hank Barnes  |  September 10, 2019

As we've continued to explore how enterprises make buying decisions, we've discovered that the biggest challenges often exist within the buying team.  Fundamentally, for all we talk about buying processes,...

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Revisiting Thoughts on FUD (It's Time for a New Approach)

by Hank Barnes  |  September 3, 2019

Four years ago, I wrote a post suggesting that sales and marketing teams abolish the practice (and mindset) of using FUD (Fear, Uncertainty, and Doubt) as a core part of...

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The Cost of No Decisions May Be Greater Than We Think

by Hank Barnes  |  July 30, 2019

Four years ago, I wrote a post about the idea that when a buying team decides to do nothing, everybody loses.  It still feels valid today.  But, as we continue...

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The Issues with "Drop In" Decision Makers

by Hank Barnes  |  July 23, 2019

In a recent post, I shared some of our finding regarding the composition of buying teams with regard to active vs. occasional participation.  That got a few of us thinking...

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Occasional Buying Team Participants - Added Value or Added Complexity

by Hank Barnes  |  July 9, 2019

Beyond having a diverse range of groups and perspectives as part of technology buying teams, there also are diverse levels of participation.  In our most recent study, we discovered that...

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The One Thing Providers Could Do To Make Buying Easier

by Hank Barnes  |  June 18, 2019

In the past few weeks, I've been sharing some elements of our latest research on enterprise technology buying, pulling some of the highlights from my presentation that I delivered at...

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New Research: Many Enterprise Buyers Resigned to Failure

by Hank Barnes  |  June 4, 2019

Yesterday, I shared some of the results of our latest study on Enterprise Buying with attendees at the Gartner Tech Growth and Innovation Conference (I'll be repeating the session in...

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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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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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