B2B Sales

Unified buyer strategies

From Fragmented to Unified Insight-Driven Buyer Strategies

Buyer Persona Blog, B2B, B2B Marketing, B2B Sales, Buyer Mindset, Buyer Persona, Buyer Personas / By

B2B Leaders Must Develop Unified Approaches to Buyer Strategies and Customer-Centricity Even though the business world is experiencing tumultuous change, B2B’s structure and governance are still very much fragmented.   Hierarchy dominates.  Functions and departments are represented by an elevator button.  Stop at a reception desk of a typical multi-story B2B corporation headquarters, you are likely …

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digital b2b buying

The Future of B2B Buying is Closer Than We Think

Buyer Persona Blog, B2B Marketing, B2B Sales, Buyer Insights, Buyer Insights Research, Buyer Journey, Buyer Persona, Buyer Personas / By

B2B Sales and Marketing Executives Need To Adapt to Digital B2B Buying I recently read a thought-provoking article on the future of B2B buying by Brent Adamson, the author of the Challenger Sale and The Challenger Customer.  Brent also serves as Distinguished Vice President for Gartner.  He has been one of the brightest thinkers when …

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Great Buyer Resignation

The Great Buyer Resignation

Blog, B2B, B2B Sales, Brand Experience, Buyer Insight, Buyer Insights Research, Sales Transformation / By

One of the big stories of the year 2021 and the Covid-19 pandemic has been the “Great Resignation” of workers in many consumer and business sectors.  There are a variety of reasons cited.  Including lack of adequate childcare, health, industries severely impacted by the pandemic, acting upon personal interests, and early retirement.  To name a …

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Helping Buyers To Buy

Is Helping Buyers To Buy Really The Right Mindset?

Buyer Goals, B2B Marketing, B2B Sales, Buyer Insight Research, Buyer Insights, Buyer Mindset, Buyer Persona, Buyer Personas, Buyer Trust, CSO, Goal-Directed Buyer Personas / By

Marketing And Sales Teams Should First Align With An Important Buyer Mindset Before Jumping In Helping Buyers To Buy The phrase – “helping buyers to buy” – has been a new mantra for the past three to five years.  The use of this phrase has picked up steam during the pandemic.  In various webinars, online …

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Buyer Trust

4 Paths To Building Buyer Trust Through Empathy And Humility

Buyer Persona Blog, B2B Marketing, B2B Sales, Buyer Insights, Buyer Persona, Buyer Personas, Buyer Trust, Content Marketing / By

Buyer Trust Is Elusive For Most Marketing And Sales Teams Unless They Can Balance Empathy And Humility Marketing and sales traditionally believe that the path to building buyer trust is by providing answers. Answers to buyer problems and challenges.  In fact, each prime their channels with marketing content or sales guides at the ready with …

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Buyer Insights

4 Areas Of Actionable Buyer Insights Can Help You Deliver A Differentiating Digital Buying Experience

Digital Buying Experience, B2B CMO, B2B Marketing, B2B Sales, Blog, Buyer Insights, Buyer Insights Research, Buyer Journey, Buyer Persona, Buyer Personas, Buyer's Journey, CMO, CSO, Digital Economy / By

Marketing and Sales Leaders Can Leverage Buyer Insights To Create Rewarding Digital Buying Experiences For Buyers One significant outcome of the COVID-19 pandemic is the increasing desire on the part of buyers for digital buying experiences.  Not that this type of outcome was ever in question.  The capability to offer digital buying experiences was already …

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Buyer Aligned

Buyer Aligned Sales Processes Are In Need Of A Redesign To Succeed In A New Era For B2B

Buying Process, B2B Marketing, B2B Sales, Blog, Buyer Enablement, Buyer Insights Research, Buyer Journey, Buyer Persona, Buyer Personas, Goal-Directed Buyer Personas, goal-directed buying behaviors, Tony Zambito / By

B2B Organizations Must Reinvent To Accomplish Buyer-Aligned Strategies Post-Pandemic In the lexicon of business, especially B2B, words and phrases can take on so many different meanings.  That they, in effect, lose their intended purpose after a while.  For instance, you most likely have heard or read something about the buyer-aligned sales process within the past …

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Buyer Persona

5 Essential Reasons To Create In-House Buyer Persona Expertise

Blog, B2B Marketing, B2B Sales, Buyer Insights, Buyer Insights Research, Buyer Persona, Buyer Personas / By

Marketing and Sales Leaders Can Increase Their Value Through In-House Buyer Insights and Buyer Persona Development Capabilities Since the origins of the buyer persona concept in 2001, buyers and their buying behaviors have always been in a constant state of change.  What is different today versus the earlier 2000s is the pace of change is …

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