Gartner Blog Network

Tag: 'buying-process' Blog Posts

from the Gartner Blog Network

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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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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