Gartner Blog Network

Tag: 'confidence' Blog Posts

from the Gartner Blog Network

The C-Level Mythology

by Hank Barnes  |  November 19, 2019

Last week, I joined in a bit of a twitter dialog with Frank Scavo, when he shared this: The whole dialog can be found here.   I jumped in because I...

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The Rebirth of Enterprise Sales

by Hank Barnes  |  October 22, 2019

It seems that the death of enterprise sales teams has been greatly exaggerated.  Often these broad claims were accompanied, once you dug deeper, with added context--such as in commodity sales...

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Revisiting Thoughts on FUD (It's Time for a New Approach)

by Hank Barnes  |  September 3, 2019

Four years ago, I wrote a post suggesting that sales and marketing teams abolish the practice (and mindset) of using FUD (Fear, Uncertainty, and Doubt) as a core part of...

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The Cost of No Decisions May Be Greater Than We Think

by Hank Barnes  |  July 30, 2019

Four years ago, I wrote a post about the idea that when a buying team decides to do nothing, everybody loses.  It still feels valid today.  But, as we continue...

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Understanding Client Ambitions

by Hank Barnes  |  May 21, 2019

Do you understand your customer's ambitions for the buying efforts and resulting projects that you are working with them on?   Are you sure? Ambitions are important.   They contribute to and...

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Building Collective Confidence

by Hank Barnes  |  April 23, 2019

Our understanding of the complexities associated with technology buying continues to improve.  We know that buying is frequently done by diverse teams.  We know that, in many cases, many of...

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The Story We Don't Tell - But Should

by Hank Barnes  |  April 9, 2019

My last couple of posts have focused on the safe choice and the preference to "not be wrong" (which is often perceived as the safe choice).  As I continue to...

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Buyer Readiness Does Not Mean Buyer Knowledge

by Hank Barnes  |  September 25, 2018

We've talked about buyer readiness at Gartner for a long time.  Our feeling is that there are 4 stages of readiness (buying, shopping, aware, unaware) that you may encounter when...

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AuthN TNG: Many Factors, Confidence, and Risk Scoring

by Ben Tomhave  |  September 12, 2013

Caveat: I'm part of the Security and Risk Management Strategies (SRMS) team, and not part of Identity and Privacy Strategies (IdPS). Also, fair warning... this is an incomplete thought and...

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