Gartner Blog Network

Tag: 'sales' Blog Posts

from the Gartner Blog Network

The Scientific Method and Selling

by Hank Barnes  |  March 19, 2019

In grade school, I remember learning the scientific method.  It is a formalized process for learning that has been around for centuries.  And, like anything that has stood the test...

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Gartner Launches the CRM Sales Technology Key Initiative

by Tad Travis  |  February 14, 2019

I am pleased to announce that Gartner has launched our new formal program for sales technology research.  Yes, we have long covered CRM technology for sales at Gartner.  What is...

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Subjecting Customers to Navel-Gazing

by Hank Barnes  |  November 27, 2018

I suspect we've all seen it (and probably done it).   A company creates an upgraded version of a product.   As part of the launch planning, content is created and sales...

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Fundamentals Rarely Change-Situations Do

by Hank Barnes  |  September 18, 2018

One of the best parts of the Influencer Day that my colleagues (in our Gartner for Sales Leaders and Gartner for Marketing leaders practices) hold is the more off the...

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Gartner Publishes the Magic Quadrant Sales Force Automation, 2018

by Tad Travis  |  July 9, 2018

Gartner is pleased to release the newest installment of the annual Sales Force Automation Magic Quadrant.  This year the Magic Quadrant covers 15 vendors. Within this group, Gartner finds a wide...

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Things I'd Like to See Go Away - The Differentiators List

by Hank Barnes  |  April 24, 2018

I started this series of  things that need to go away with the logo slide (albeit with that one still having utility in certain cases.  Next on the target is the...

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Looking ahead: Gartner's CRM Sales Research 2018

by Tad Travis  |  January 18, 2018

Happy New Year everyone. Now that we are well into January, this is a good time to share thoughts and observations about the CRM Sales Research agenda for 2018. Yesterday,...

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Retention, Growth and CX Expectations

by Hank Barnes  |  July 25, 2017

In today's tech markets, with more and more offerings delivered as a service, the focus is increasingly on retention and growth within existing accounts.   And, they are usually used...

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Broadening Your Perspective on Focus

by Hank Barnes  |  May 30, 2017

I'm guilty. I constantly talk to people about the importance of focus.  Focus on a key target segment.  Focus on your ideal customer profile (just last week). Don't get distracted....

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