Gartner Blog Network

Tag: 'sales-strategy' Blog Posts

from the Gartner Blog Network

The Sales Strategy and Design Journey

by Dave Egloff  |  March 12, 2019

Chief Sales Officers have more access and transparency to sales pipeline, seller performance, and customer data than ever before.  This isn’t a new phenomenon.  It's the result of better systems,...

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Things I'd Like To See Go Away - Distrust by Default

by Hank Barnes  |  October 16, 2018

It's an interesting time in the world to be talking about trust.  Many of our institutions and values feel like they have been compromised.  There are lots of reasons not...

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The Disappearing Opportunity

by Hank Barnes  |  April 3, 2018

Recently, I shared some of the early findings from Gartner's most recent survey on technology buying habits, discussing how (for our respondents) 43% of the software buying efforts they explored...

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Digging Deeper Into Technology Buying in 2018

by Hank Barnes  |  January 9, 2018

As regular readers know, my research focus centers around how enterprises approach technology buying decisions (and renewal/expansion) and storytelling (which is closely related and has a significant impact on buying...

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Women In Sales - A Missed Opportunity?

by Hank Barnes  |  July 11, 2017

Two weeks ago, I spent time at CEB (now Gartner) with a group of sales and marketing thought leaders that participated in the #CEBInfluencers program.   One of the most...

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Quality and Comprehensiveness Matter Most for Account Based Marketing

by Hank Barnes  |  April 4, 2017

This past week, I spent some time peer reviewing some upcoming research on account based marketing (ABM) being developed by my colleagues Todd Berkowitz and Julian Poulter.  It is a...

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Can You Target Too Much?

by Hank Barnes  |  October 18, 2016

I was very hesitant about the title of this blog.    I'm a big believer in having a very focused target market.  But, at the same time, I do believe...

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Strategy, Selling, and Segmentation

by Hank Barnes  |  November 4, 2014

I am reading a fantastic book right now.  It is called Aligning Strategy and Sales by Frank Cespedes, published by Harvard Business Review Press.  For those that have been following our...

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Gartner IT Market Clocks - A Great Resource for Provider Strategy

by Hank Barnes  |  September 9, 2014

Most provider organizations are very familiar with Gartner Magic Quadrants and Hype Cycles (which I explored from a provider perspective in a recent post and Webinar and have just had...

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