Gartner Blog Network

Tag: 'buying-process' Blog Posts

from the Gartner Blog Network

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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The First Three Steps in B2B Buying

by Hank Barnes  |  February 26, 2019

Gartner research on B2B Buying Behavior shows that Buying teams consistently take three steps early in their buying process as they move from inspiration to exploration (or even early evaluation...

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What is a Shortlist Anymore?

by Hank Barnes  |  February 12, 2019

As Gartner continues to explore the world of B2B buying, we've noticed a phenomenom that is perplexing, compelling, and informative. For years, people have talked about shortlists. "We've built our...

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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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Critical Selling Skill - Learning (and Sharing) How Customers Buy

by Hank Barnes  |  April 17, 2018

In today's B2B technology selling environment, there is a critical selling skill that can make the difference between success and failure.  While it's easy to focus on why customers buy,...

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The Disappearing Opportunity

by Hank Barnes  |  April 3, 2018

Recently, I shared some of the early findings from Gartner's most recent survey on technology buying habits, discussing how (for our respondents) 43% of the software buying efforts they explored...

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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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The B2B Technology Buying Conundrum

by Hank Barnes  |  November 28, 2017

Shouldn't enterprise technology buying be easier by now?   With a simplistic view, the answer to this is a resounding yes.  Of course it should be.  There are plenty of reasons:...

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Scenarios - The Missing Link in Simplifying B2B Buying and Selling?

by Hank Barnes  |  October 3, 2017

There is no doubt about it.  The world of B2B technology is getting more complex.   And that is making both buying and selling in this environment more challenging.  My...

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Buyer/Vendor Disconnects - Reasons for Immediate Rejection

by Hank Barnes  |  November 29, 2016

Many of my most recent posts have reflected some of the findings from our regular survey into the buying process, and key influences, for enterprise technology.   This year, we...

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