Gartner Blog Network

Tag: 'sales-effectiveness' Blog Posts

from the Gartner Blog Network

Fuel Your ‘Everyone Sells’ Culture Through Employee Advocacy

by Marc Brown  |  August 15, 2018

The typical fault in the thinking of many leaders, including marketing leaders, is that the sales team will drive sales. They put a lot of energy into hiring the best...

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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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Measuring the Effectiveness of Sales Enablement

by Marc Brown  |  April 20, 2018

As I mentioned in my ‘Marketing’s Essential Role in Sales Enablement’ blog, marketing should be actively measuring sales enablement effectiveness with sales. These metrics provide critical insights to management about what...

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Comments: 2

Betting on Better Requires Patience

by Hank Barnes  |  February 6, 2018

I speak with many tech and service providers that love to talk about how they are better than the alternatives.  No surprise there.  It is important to believe that you...

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Urgency and the Buying Process

by Hank Barnes  |  December 12, 2017

In order for B2B customers to make buying decisions, there has to be a reason to change.  But beyond that, to go through the buying effort, which is non-trivial, there...

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Selling Algorithmic Innovations

by Hank Barnes  |  January 17, 2017

As machine learning continues to mature, and the supporting technologies needed improve, we are seeing more and more products and services built on an algorithmic foundation.     These offerings...

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Want to Understand Your Customer's Buying Cycle - Just Ask Them

by Hank Barnes  |  April 8, 2014

A fundamental aspect of successful selling (and marketing) today is to sell they way your customer's want to buy.  Aligning your efforts to the things that buyers need to do...

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Comments: 1

Are you Ready to Handle the Changing World of Sales Performance Management and Sales Effectiveness

by Patrick Stakenas  |  August 20, 2013

Technologies are evolving and disrupting the broader market of sales force automation and even more so at the actual place where selling occurs. This requires sales leaders of the future to...

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Comments: 1