Gartner Blog Network

Tag: 'buying-cycle' Blog Posts

from the Gartner Blog Network

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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Evolving With Your Customers

by Hank Barnes  |  June 26, 2018

Recently, many of my posts have related to helping your customers buy and, by extension, selling the way your customers want to buy.   In response to one of those, Eric...

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What I Look For When Reviewing Web Sites

by Hank Barnes  |  March 13, 2018

A frequent inquiry request for Gartner clients is a Web site review.  This is a great idea since technology buyers tell us that they view vendor Web sites as vendor...

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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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