Gartner Blog Network

Tag: 'sales-cycle' Blog Posts

from the Gartner Blog Network

Buying - A (Small) Piece of the Puzzle

by Hank Barnes  |  September 11, 2018

Recent discussions around the buying process, the sales process, and purchase regret have spurred a lot of discussion on whether we have our priorities straight.  Dave Brock talks about this...

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When Do We Win (in Technology Sales)

by Hank Barnes  |  January 12, 2016

Over the holidays, I had a great conversation with Dave Brock.    It was a far ranging discussion flowing from customer journeys, to bad social selling practices, to situational selling,...

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The "No Decision" Decision - Does everybody lose?

by Hank Barnes  |  March 24, 2015

Think about the last time you put a lot of energy into something and then did nothing.    How did that feel?  For me, it feels like I totally wasted...

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Rethinking the Sales Cycle - A Book Review

by Hank Barnes  |  September 24, 2013

In 2006, I reached out to John Holland when I was running marketing for a startup company that was combining CRM with voice integration for small businesses. John was the...

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