Hank Barnes's guest appearances

Hank Barnes

SAP and Enterprise Trends Podcasts from Jon Reed (@jonerp) of diginomica.com

Busting the omnichannel - enterprise hacks and chats

Marketing InSecurity

Mark Finnern

Kent Bettisworth

Josh Greenbaum

Joseph Jaffe

Gary Cokins

Mike Janke

Jon Reed

Brian Sommer

Sam Yen

Geoff Scott

Barb Rojas

Caroline Sinders

Esteban Kolsky

Eric Kimberling

Jake Knowles

OwlTail

Part of sales and marketing alignment is having the same goals. Should “High Quality Deals” be one of yours? Hank Barne’s of Gartner certainly thinks so.  Hank and I chat about everything from educating buyers, to why the 50K deal is no easier than the million dollar one, and how to align and run your sales and marketing.  Low quality deals lead to longer sales cycles, disappointment in deployment and churn. And while many of the issues have to do with buyers and their process, as Hank says, “if it’s a buyers problem it’s sales and marketing’s problem too.”And what we really learn is it all comes down to confidence, communications and empathy, both between sales and marketing, and between us and our customers. This is research driven heady stuff, but can really change the way you think about pipeline, revenue and lifetime value. The last take away, “get the buyers confident in their ability to buy!” I’m guessing many of you will hear this podcast and want to see Hank’s full webinar on High Quality Deals. Watch and Enjoy. Hank recommends getting smart about Behavioral Economics. Books like Decisive from the Heath Brothers and the Challenger Customer by the CBO folks.You can follow Hank at all the usual places, Linked In, Twitter and at Gartner.comLearn more about your ad choices. Visit megaphone.fm/adchoices

Part of sales and marketing alignment is having the same goals. Should “High Quality Deals” be one of yours? Hank Barne’s of Gartner certainly thinks so.   Hank and I chat about everything from educating buyers, to why the 50K deal is no easier than the million dollar one, and how to align and run your sales and marketing.   Low quality deals lead to longer sales cycles, disappointment in deployment and churn. And while many of the issues have to do with buyers and their process, as Hank says,  “if it’s a buyers problem it’s sales and marketing’s problem too.” And what we really learn is it all comes down to confidence, communications and empathy, both between sales and marketing, and between us and our customers.  This is research driven heady stuff, but can really change the way you think about pipeline, revenue and lifetime value. The last take away, “get the buyers confident in their ability to buy!”  I’m guessing many of you will hear this podcast and want to see Hank’s full webinar on High Quality Deals. Watch and Enjoy. Hank recommends getting smart about Behavioral Economics. Books like Decisive from the Heath Brothers and the Challenger Customer by the CBO folks. You can follow Hank at all the usual places, Linked In, Twitter and at <a href="http://Gartner.com" rel="nofollow" target="_blank">Gartner.com</a> Learn more about your ad choices. Visit <a href="http://megaphone.fm/adchoices" rel="nofollow" target="_blank">megaphone.fm/adchoices</a>

MiS013: High Quality Deals, Why Should I Care...and Alignment Isn't Just Having a Meeting - with Gartner's Hank Barnes

In part one of his first-ever podcast with Hank Barnes of Gartner, Reed and Barnes revisit their multi-year dialogue on the dilemmas of the modern enterprise buyer. Barnes has fresh research on modern buyers, including unsettling updates on project failures and buyer complacency. He also has fresh buzzwords for Jon to call out and break down, including "continuous buying" and "continuous customer behaviors." The guys also debate just how informed the modern buyer is, with Barnes landing on the side that "informed buyer" is aspirational at best. They both agree the vendors lack control - but still need to engage, but on new terms driven by customer needs. This podcast references recent blog posts by Hank Barnes.

In part one of his first-ever podcast with Hank Barnes of Gartner, Reed and Barnes revisit their multi-year dialogue on the dilemmas of the modern enterprise buyer. Barnes has fresh research on modern buyers, including unsettling updates on project failures and buyer complacency. He also has fresh buzzwords for Jon to call out and break down, including "continuous buying" and "continuous customer behaviors." The guys also debate just how informed the modern buyer is, with Barnes landing on the side that "informed buyer" is aspirational at best. They both agree the vendors lack control - but still need to engage, but on new terms driven by customer needs. This podcast references recent <a href="https://blogs.gartner.com/hank-barnes/" rel="nofollow" target="_blank">blog posts by Hank Barnes</a>.

Hashing the dilemmas of the modern enterprise buyer, part 1 - with Hank Barnes of Gartner

In part one of his first-ever podcast with Hank Barnes of Gartner, Reed and Barnes revisit their multi-year dialogue on the dilemmas of the modern enterprise buyer. Barnes has fresh research on modern buyers, including unsettling updates on project failures and buyer complacency. He also has fresh buzzwords for Jon to call out and break down, including "continuous buying" and "continuous customer behaviors." The guys also debate just how informed the modern buyer is, with Barnes landing on the side that "informed buyer" is aspirational at best. They both agree the vendors lack control - but still need to engage, but on new terms driven by customer needs. This podcast references recent blog posts by Hank Barnes. Yes, you can get Busting the Omnichannel on iTunes.

In part one of his first-ever podcast with Hank Barnes of Gartner, Reed and Barnes revisit their multi-year dialogue on the dilemmas of the modern enterprise buyer. Barnes has fresh research on modern buyers, including unsettling updates on project failures and buyer complacency. He also has fresh buzzwords for Jon to call out and break down, including "continuous buying" and "continuous customer behaviors." The guys also debate just how informed the modern buyer is, with Barnes landing on the side that "informed buyer" is aspirational at best. They both agree the vendors lack control - but still need to engage, but on new terms driven by customer needs. This podcast references recent <a href="https://blogs.gartner.com/hank-barnes/" rel="nofollow" target="_blank">blog posts by Hank Barnes</a>. Yes, you can get <a href="https://itunes.apple.com/us/podcast/busting-omnichannel-enterprise/id947116159" rel="nofollow" target="_blank">Busting the Omnichannel on iTunes</a>.

The dilemmas of the modern enterprise buyer, part one - with Hank Barnes of Gartner