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Hank Barnes Research Director 1 years at Gartner 25 years IT Industry Hank Barnes provides research and advisory services on go-to-market strategies for technology providers. He focuses on issues related to product marketing, positioning and customer experience. Read Full Bio Coverage Areas: ← What Having Bells Palsy Taught Me About Faults Navigating the Hype to Mainstream Success → At Gartner, and pretty much everywhere else you look, the advice is consistent for tech providers–focus […]
Click here to view original web page at Seth’s Blog: What does,
the blacklist Editor’s note: The five steps are listed at the bottom of the post. I had an opportunity to ask Robin Dreeke a few questions. Robin is in charge of the Federal Bureau of Investigation’s elite Counterintelligence Behavioral Analysis Program and the author of ” It’s Not All […]
enterprise-apps-cloudscape Phil Wainewright | On January 15, 2014 Business people get the cloud far more readily than technologists. Who cares how many virtual machines you can fit on a hypervisor? The mechanics of cloud computing are just a means to an end: it is real-world results that matter. The […]
by Cody Charpentier – 02 Dec 2013, 11:56:10 This past month, I had the pleasure of attending Amazon Web Services’ 2013 re:Invent conference in Las Vegas, Nevada. The conference offered many things: 175+ expert-led sessions, keynotes from the AWS executive branch, and a bass-pumping Deadmau5 concert, to name a […]
20131009-082051.jpg Started out this morning with Tiffani Bova discussing IT sales especially market shifts (started at 8AM instead of 7AM which was nice). Even though products have innovated and customers have become smarter, there has been no change in the GTM models of selling technology. Product innovation is not […]
Selling to the A, B, and F Suites You’re might be overly concerned with selling to the C-suite . Authority used to reside in fewer people. Now decisions are more and more made by consensus. The elevator from the ground floor passes through every floor on its way to […]
Current Articles | RSS Feed Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales leadership expert. describe the image I am asked quite often about the Challenger Sales model. I’ve written about it twice, something that might lead you to believe I […]
Scenario2 Why is it that sales models are perhaps the most under examined area when it comes to preparing for the future? Why is it that the CEO does not demand the same level of planning rigor in the sales organization as they do in the rest of the […]