Gartner Blog Network

Tag: 'sales-process' Blog Posts

from the Gartner Blog Network

Critical Selling Skill - Learning (and Sharing) How Customers Buy

by Hank Barnes  |  April 17, 2018

In today's B2B technology selling environment, there is a critical selling skill that can make the difference between success and failure.  While it's easy to focus on why customers buy,...

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Scenarios - The Missing Link in Simplifying B2B Buying and Selling?

by Hank Barnes  |  October 3, 2017

There is no doubt about it.  The world of B2B technology is getting more complex.   And that is making both buying and selling in this environment more challenging.  My...

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How Land and Expand Strategies Breakdown

by Hank Barnes  |  March 31, 2015

In my post last week, I mentioned Gartner research that uncovered that the most common reason for a no decision in buying was when anticipated project or solution costs exceed...

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