Gartner Blog Network

Tag: 'challenger' Blog Posts

from the Gartner Blog Network

The Illusion of Control

by Hank Barnes  |  October 2, 2018

It's great to be in control.   It creates more confidence and comfort.   But in B2B situations, control is rarely achievable.   There are too many people involved in buying and implementation. ...

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Fundamentals Rarely Change-Situations Do

by Hank Barnes  |  September 18, 2018

One of the best parts of the Influencer Day that my colleagues (in our Gartner for Sales Leaders and Gartner for Marketing leaders practices) hold is the more off the...

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Positioning, Persona Overload, and the Consensus Buy

by Hank Barnes  |  September 15, 2015

Last week, I shared some information from the new book, The Challenger Customer from CEB, and how their story reflects what I believe has been a key driver of SaaS adoption--the...

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