Gartner Blog Network

Tag: 'buying-cycle' Blog Posts

from the Gartner Blog Network

Digging Deeper Into Technology Buying in 2018

by Hank Barnes  |  January 9, 2018

As regular readers know, my research focus centers around how enterprises approach technology buying decisions (and renewal/expansion) and storytelling (which is closely related and has a significant impact on buying...

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Questions to Answer

by Hank Barnes  |  December 19, 2017

It's my last post of the year, so I decided to revisit one of my most common topics--with a slightly different perspective. When we work with tech providers, they are...

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Urgency and the Buying Process

by Hank Barnes  |  December 12, 2017

In order for B2B customers to make buying decisions, there has to be a reason to change.  But beyond that, to go through the buying effort, which is non-trivial, there...

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Asking Your Customers For Help

by Hank Barnes  |  August 15, 2017

Tech providers need constantly learn and adapt.   Markets are in a constant state of evolution.  Customers don't stand still either, with changing priorities, personnel, and plans.    We operate...

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Master the Discovery Demo to Balance Prospect Demands with Your Needs

by Hank Barnes  |  October 11, 2016

Demonstrations continue to be at the top of the list of things that influence technology buyers.   And, as technology skills continue to expand across the workforce, buyers often want...

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In Enterprise Tech, Sell Broadly (Within An Account) Is The Only Answer

by Hank Barnes  |  September 27, 2016

A couple of questions we hear regularly from tech providers is "how can we sell to the business?" or "how can I make my message apply to the CxO?  We want...

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The First Gartner Tech Growth and Innovation Conference is Over - My Recap

by Hank Barnes  |  June 14, 2016

Last week, I had the privilege to be conference chair for the Gartner Tech Growth and Innovation Conference (I'm sure most of you know this from my run-up of blog...

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Focus on Improving the Owning Cycle to Improve the Buying Cycle

by Hank Barnes  |  May 31, 2016

Recently, I've been writing blog posts and research about the Customer Life Cycle Model that looks at how enterprise approach B2B technology decisions.  One of them focused on a critical...

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Managing the Fluidity of the Customer Life Cycle

by Hank Barnes  |  April 19, 2016

When I talk with people about the Customer Life Cycle  Model and the idea of Situational Selling, there is often concern expressed about the lack of control and predictability.  I make...

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