Gartner Blog Network

Tag: 'consensus' Blog Posts

from the Gartner Blog Network

Cultural Pitfalls that Western Executives should avoid with Chinese Stakeholders (3/3)

by Daniel Sanchez Reina  |  December 9, 2019

  This is the last of a series of 3 posts about the cultural pitfalls between Western Executives and their Chinese stakeholders. For the purpose of this post, “Western” loosely...

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Comments: 1

The Issues with "Drop In" Decision Makers

by Hank Barnes  |  July 23, 2019

In a recent post, I shared some of our finding regarding the composition of buying teams with regard to active vs. occasional participation.  That got a few of us thinking...

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Comments: 2

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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What Your Preference-Being Right or Not Being Wrong?

by Hank Barnes  |  April 2, 2019

A few weeks back, a post in my stream led me to an article called "The Power of Thought: How Critical Thinking Can Help Your Business" at the Knowledge@Wharton Web...

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Forget B2P - in B2B, it's about B2T(eam)

by Hank Barnes  |  September 22, 2015

Forgive me for the acronym loaded title, but it seemed appropriate.   The combination of the growing recognition of the importance of customer experience and the digitalization of our entire lives...

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Avoiding the Consensus Buy (A Market Traction Approach)

by Hank Barnes  |  September 8, 2015

Today, a new book, The Challenger Customer, is scheduled to hit the streets.  I was able to read an early copy, courtesy of my friend and colleague, Tiffani Bova.  ...

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