Gartner Blog Network

Tag: 'prospecting' Blog Posts

from the Gartner Blog Network

"Next" Practice for Building Customer Interest and Trust

by Hank Barnes  |  August 14, 2018

I am not a fan of most "best practices" as they generally reflect ideas that "everyone is doing."  As a result, they are great for becoming more efficient, but they...

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Things I'd Like to See Go Away - Fake Personalization

by Hank Barnes  |  June 19, 2018

I'm sure we've all been on the receiving end of a message that starts like this: "Hi Hank, It's great to talk to you again.   After reading your LinkedIn Profile,...

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Graceful Interruptions are Key to Marketing and Sales Success

by Hank Barnes  |  November 3, 2015

A couple of weeks back, I read Fanatical Prospecting by Jeb Blount.   Given that I am not a sales rep, I found some of the motivational portions of the...

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For Prospecting, Put in the Effort, or Don't Bother

by Hank Barnes  |  July 14, 2015

Recently, Dave Brock published an excellent post about the negative impact the measuring activities can have on business performance.  It is the outcomes that matter.   Does it matter if...

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