Gartner, the leading supplier of categories to the Information Technology Industry, has come out with a new one: Buyer Enablement Tools. “Today’s buying journey isn’t just hard — it has…
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Should your positioning statement be a video?
“Okay, I know what we are talking about. I get it.” That’s the only response you want to your positioning statement, according to Gartner research analyst Hank Barnes, who has…
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How do you sell when your buyers can’t buy? Mounting dysfunction in the B2B buying process
Everyone is aware that B2B buying is complex. It involves multiple parties over long decision-making cycles. In a large enterprise, this can take months, if not years, and involve dozens…
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Video for differentiation, stick to one differentiator
According to Gartner analyst Hank Barnes, most technology marketers know they need to emphasize differentiators—so they make a list of them. But it’s hard to remember lists. Give prospects one…
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Video for account-based marketing
Account-based marketing is about extending and expanding your business with your best customers. It’s a hot topic in B2B marketing world, and getting hotter, according to Gartner’s Noah Elkin‘s Three Trends Driving…
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The market disruptor no one talks about
If you want an alternative to the usual gang of businesses cited from conference-room podiums as “disruptive,” I’d suggest a rarely mentioned candidate whose impact will far exceed taxicabs and…
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How the Internet of Things will change in 2016
There is one thing for certain when it comes to the Internet of Things (IoT) for this coming year: the numbers of online products and consumer goods will be increasing….
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10 reasons social media has peaked. 8 reasons that’s a relief
After years of significant growth, social networks exhibited mixed results last year. It was bound to happen. Here are 10 reasons social media has peaked. Maybe it concerns you if you…
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