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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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Buyer Personas

4 Helpful Elements Of Buyer Personas Essential To Your Brand Storytelling

Blog, Audience Persona, B2B Marketing, Brand Strategy, Branding, Buyer Goals, Buyer Insights Research, Buyer Mindset, Buyer Persona, Buyer Personas, Chief Marketing Officer, goal-directed behaviors, Goal-Directed Buyer Personas / By

Marketing Leaders Can Use 4 Approaches Involving Buyer Personas To Create A Brand Story Buyers Will Want To Read Some of the best books ever written often involve an engaging central character or several central characters.  Stories are written that revolve around a plot of the central character facing and overcoming challenges.  A non-fiction book …

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Buyer Persona

3 Ways To Encode Buyer Persona Goals Into Your Organization’s DNA

Blog, B2B Marketing, B2B Sales, Buyer Goals, Buyer Insights, Buyer Insights Research, Buyer Mindset, Buyer Persona, Buyer Personas, Goal-Directed Buyer Personas, goals, human goals / By

Marketing and Sales Leaders Must Build Core Competency of Understanding Buyer Persona Goals We have heard the terms “organizational DNA” or “company DNA” often in attempts to articulate what an organization’s culture may be like.  Sometimes, culture and DNA are used interchangeably.  If we get scientific, we know that DNA can have a higher degree …

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Buyers Ignoring You Is Not The Only Change Going On

Blog, B2B Marketing, B2B Sales, Buyer Goals, Buyer Insights Research, Buyer Journey, Buyer Persona, Buyer Personas, Chief Sales Officer, CSO, Sales Enablement / By

A significant shift in how buyers choose to interact with selling organizations has been underway for the past year.  The global pandemic altering seller and buyer interactions in ways unimagined just a few short years ago.  A recent McKinsey study suggests that two-thirds of buyers will prefer to keep self-serve interactions or a form of …

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20th Anniversary Of Buyer Persona

Blog, Buyer Insights, Buyer Insights Research, Buyer Persona, Buyer Persona Blog, Buyer Persona Development, Buyer Personas, Tony Zambito / By

This year, in July, will mark the 20th Anniversary of the origins of the Buyer Persona concept. Hard to believe the concept has evolved into one of the fundamental means for understanding the modern buyer of today. The global pandemic has now increased the need to understand the changing goals and behaviors of users, consumers, …

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