Tag Archives: buyer perception

Are Buyer Perceptions What You Think They Are?

The business world is filled with proclamations.  Usually these proclamations have to do with how businesses describe themselves.  The word “leading” is often used.  You have seen many of them.  Companies often describe themselves as the “leading provider” of something.  Do buyers see them in the same way? Going To Market Going to market today is a harder than ever before.  Plenty of time, resources, and energy are spent to devise strategies, game plans, and tactics to win in the marketplace.  If we were to do a reflective look back on why some succeeded or failed in their efforts, buyer…

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Tony
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4 Ways to Turn Deep Buyer Insights Into Strategy (Using the Buyer Insights2Strategy Model)

The hunt for new opportunities is reaching a feverish pitch these days.  The drums beat louder for hitting targets.  Balancing short-term quarterly pressures with long-term growth strategies is on the minds of many business leaders.  Seeking new opportunities is the lifeblood for enduring the ride ahead in the new digital age. Striving for Balance One of the bigger challenges for leaders in B2B Marketing and Sales is achieving short-term objectives while keeping their eye on long-term growth.  Revenue performance is pivotal.  So are long-term growth opportunities.  Pressure mounts quarterly for revenue gains, increase in market share, larger share of customer…

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Tony
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4 New Values Affecting How Buyers Perceive You

A key component of understanding buying decisions is gaining a reality check on how buyers perceive you and whether you match to their criteria.  How well organizations are perceived will serve as one of the primary influences shaping buying behaviors and purchase decisions. Buyer research can reveal many aspects of what comprises buyer perception.  Buyer experience is now becoming one of the most important factors contributing to and influencing perceptions.  The new digital age is introducing new types of criterion buyers place a value on, which can directly affect their perceptions: Buyer Experience: previous as well as current experiences can have an enormous impact…

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Tony
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