Gartner Blog Network

Tag: 'trust' Blog Posts

from the Gartner Blog Network

Vendors, Behave Like You Are Part of the Buying Team

by Hank Barnes  |  September 10, 2019

As we've continued to explore how enterprises make buying decisions, we've discovered that the biggest challenges often exist within the buying team.  Fundamentally, for all we talk about buying processes,...

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Keeping Attention - Substance Over Style

by Hank Barnes  |  February 5, 2019

In most marketing organizations, there is a push to be cool.   We work with agencies and internal teams to create compelling ads and content that capture attention.   We want to...

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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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"Next" Practice for Building Customer Interest and Trust

by Hank Barnes  |  August 14, 2018

I am not a fan of most "best practices" as they generally reflect ideas that "everyone is doing."  As a result, they are great for becoming more efficient, but they...

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Things I'd Like to See Go Away - Trust Destroying Claims

by Hank Barnes  |  June 5, 2018

Trust is essential for effective relationships and our research has long shown that trust is a critical factor in technology purchase decisions.  And yet, every day I see examples of...

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Things I'd Like to See Go Away - The "We Don't Trust You" Customer Return Approach

by Hank Barnes  |  May 8, 2018

Another in my ongoing list of things I'd like to see go away.  This one is not about marketing or sales, it's about customer service and customer experience. Let me...

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The Conceptual How

by Hank Barnes  |  May 1, 2018

Our research clearly shows that technology buyers care deeply about not just what is possible in terms of business outcomes; they care about how things work.  This could be from...

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Things I'd Like to See Go Away - The Differentiators List

by Hank Barnes  |  April 24, 2018

I started this series of  things that need to go away with the logo slide (albeit with that one still having utility in certain cases.  Next on the target is the...

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The B2B Technology Buying Conundrum

by Hank Barnes  |  November 28, 2017

Shouldn't enterprise technology buying be easier by now?   With a simplistic view, the answer to this is a resounding yes.  Of course it should be.  There are plenty of reasons:...

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Comparison Tables from Vendors-Fostering Doubt and Distrust

by Hank Barnes  |  February 7, 2017

If you follow this blog, you know I spend a lot of time talking about the impact of trust on technology buying.     And, today, I'll share one of...

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