Gartner Blog Network

Tag: 'situational-awareness' Blog Posts

from the Gartner Blog Network

Creating Your Own Luck

by Hank Barnes  |  January 8, 2019

As the new year kicks off, amidst lots of questions about where the overall financial market is heading, companies (and individuals) are thinking about how to be successful in 2019. ...

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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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Recognizing B2B Buying Triggers

by Hank Barnes  |  January 3, 2017

As plans continue to be refined for 2017, there is one area that I feel needs to rise to the top of sales and marketing priority lists--the identification and deep...

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How Hard Do You Make The Enterprise Buying Decision?

by Hank Barnes  |  August 16, 2016

It seems so obvious and like such a great opportunity.   A Tech Provider uncovers at issues they see in a number of accounts and decides to create a product or service...

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Understanding Your Customer's Perspective - Think "Whole Context"

by Hank Barnes  |  August 2, 2016

It is important to remember that each of our world views is skewed by our own perspective.   In marketing and sales, this can lead to a distorted sense of...

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Forget Scripts, Adopt Situational Messaging

by Hank Barnes  |  July 26, 2016

A standard component of most sales training programs, call blitzes, and campaigns is "the script."   The goal is to get everyone on the same page and communicating the same...

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Startups: Now is the Time to Help Large Enterprises Hack Their Way to Digital

by Hank Barnes  |  June 7, 2016

A recent "Smarter With Gartner" article (fyi, Smarter With Gartner is a site that highlights key elements of Gartner research and event presentations) explore 5 digital innovation "hacks" that CIOs...

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Trust, Differentiation, and Messaging

by Hank Barnes  |  February 23, 2016

A few weeks ago, I shared some of the results from Gartner's latest survey about differentiation.  In that post, the focus was on the impact of a failure to differentiate....

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The problem with value propositions

by Hank Barnes  |  December 29, 2015

Lately, I've seen a lot of clients come to me very focused on their value proposition.    And I get it.  Having a good value proposition is important.   It's...

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