Gartner Blog Network

Tag: 'references' Blog Posts

from the Gartner Blog Network

Dealing with the "happy customers won't do case studies" problem

by Hank Barnes  |  August 30, 2016

I'm not a big fan of definitives (although I sometimes, probably too often, use them), but I do feel confident that every technology marketer has experienced the problem of happy customers not...

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Most Consistent Benefit of Advocacy Marketing - Work Life Gets Easier

by Hank Barnes  |  March 3, 2015

As any of you who follow my blog know, I'm a big advocate of Advocacy Marketing.  Advocating Advocacy, hmm? That aside, I've spent the past few weeks interviewing people at organizations...

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Is It Time to End the Traditional Approach to Reference Management in Technology Marketing?

by Hank Barnes  |  February 3, 2015

As I mentioned in my last post, sales arranged reference calls or site visits were ranked by the technology buyers we surveyed at the bottom of most influential sales interactions....

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The Sales Shift from Gatekeeper to Expediter

by Hank Barnes  |  January 27, 2015

Yes, I apologize if I am adding yet another post to the mass of content about how sales needs to shift.  But I hope you add this one to your...

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The Hierarchy of Customer Validation

by Hank Barnes  |  December 3, 2013

Your prospects don't trust you. It is a sad reality from years of conditioning around sleazy sales reps and deceptive marketing techniques.  Overcoming this, even for the most ethical organization,...

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Of Safari Parks, Game Reserves and References.

by Thomas Otter  |  December 14, 2009

Just 30 minutes north west of Johannesburg there is a Safari Park. You can see giraffe, zebra, wildebeest, many birds, and lots of buck. Lions laze under the trees. You...

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