Gartner Blog Network

Tag: 'buying-process' Blog Posts

from the Gartner Blog Network

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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94% = Enterprise Buying Teams That Have Abandoned a Buying Effort With No Decision (in the past 2 years)

by Hank Barnes  |  September 20, 2016

The bold headline comes from our most recent Gartner survey into Enterprise Buying Dynamics.   We run this survey approximately every 18 months to understand what influences enterprise technology buyers...

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Buyers are More Prepared - Are You?

by Hank Barnes  |  October 6, 2015

There are two important facts that every B2B technology sales and marketing organization needs to embrace: Buyer preparedness - Whether you subscribe the some of the numbers on "percent of buying...

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Future of IT Sales Forecast: Cloudy Today, Brighter Tomorrow

by Hank Barnes  |  June 2, 2015

Yesterday, I shared my original Future of IT Sales post on LinkedIn  (as a note, I share older posts on LinkedIn every Monday and Thursday) in celebration of the release of...

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How Land and Expand Strategies Breakdown

by Hank Barnes  |  March 31, 2015

In my post last week, I mentioned Gartner research that uncovered that the most common reason for a no decision in buying was when anticipated project or solution costs exceed...

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Frame Your Competition Early In Buying Process For More Success Later

by Hank Barnes  |  March 10, 2015

One of the most important aspects of positioning, and differentiation, is identifying the competitive alternative.  I've blogged about this in the past, but wanted to share a different perspective today....

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The Sales Shift from Gatekeeper to Expediter

by Hank Barnes  |  January 27, 2015

Yes, I apologize if I am adding yet another post to the mass of content about how sales needs to shift.  But I hope you add this one to your...

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