Gartner Blog Network

Tag: 'enterprise-personality' Blog Posts

from the Gartner Blog Network

Personalities Trump Personas in B2B

by Hank Barnes  |  October 31, 2017

Personas continue to get a lot of attention by B2B marketers.  And while it is hard to argue with working to get a deeper understanding of the individuals involved in...

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The Enterprise Context Can Not Be Forgotten

by Hank Barnes  |  June 21, 2016

I continue to see articles talking about how B2B selling is personal, with articles talking about "everything is B2P.".  I've blogged about this before, but I think the discussions of...

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What is the Enterprise Personality of your Customer?

by Hank Barnes  |  July 28, 2015

Ever experienced a situation where everything felt right in a deal? The buying team, led by a champion in the business, seemed convinced.  You had developed, with them, a strong...

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