Gartner Blog Network

Tag: 'b2bsales' Blog Posts

from the Gartner Blog Network

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 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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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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Purchase Regret - The Bane of Land and Expand Strategies

by Hank Barnes  |  September 4, 2018

The (expanded) Gartner team has spent many years understanding the buying process in B2B environments.   Personally, I've focused heavily on B2B tech buying (and really the whole customer life cycle). ...

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The Conceptual How

by Hank Barnes  |  May 1, 2018

Our research clearly shows that technology buyers care deeply about not just what is possible in terms of business outcomes; they care about how things work.  This could be from...

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Things I'd Like to See Go Away - The Differentiators List

by Hank Barnes  |  April 24, 2018

I started this series of  things that need to go away with the logo slide (albeit with that one still having utility in certain cases.  Next on the target is the...

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