The sell-side of the seller-buyer equation has been flipped upside down. Transitions to virtual selling are happening at a rapid pace. Plans for complete digital sales transformation are accelerated. Marketing is producing new forms of digital content at 5 to 10 times the volume they did pre-pandemic. All of these efforts designed to reach and …
The Buyer Mindset Is Your Key To Post Pandemic Recovery Read More »
The new year is almost one-month-old. In less than three weeks, the country has experienced a time like no other. Where the degree of uncertainty about our future has intensified. The chaos surrounding the vaccination rollouts and the political climate has altered the degree of hoped-for certainty. Such a turn of events has an impact. …
Future-Enabling Buyers Will Be Key In 2021 And Beyond Read More »
Despite turning the calendar from 2020 to 2021, we find ourselves starting the new year in more turmoil. A catastrophic COVID-19 pandemic that continues to increase in scope. The hope of the vaccines tempered as the rollout encounters delays. And the disturbing insurrection at our capitol causing national anxiety. To ignore these in a business …
Five Intangible Buyer Behavior Trends To Monitor In 2021 Read More »
In sports, confidence is often mentioned as one of the key ingredients to winning. I saw this firsthand with my daughter and her competitive experience in gymnastics. She attended the same gym as Amy Chow, the U.S. Olympic Gold and Silver Medal winner in the 1996 Olympics. And a team member of the 2000 Olympics. …
Building Buyer Confidence More Important Due To COVID-19 Read More »
Over time, we can build assumptions about how things work. How things are supposed to be. Or we cement assumptions about what people think. Or how we expect people to behave. Oftentimes, we can create an over-reliance on past data and experiences to shape our assumptions about the present and the future. Due to the …
Will Pre-Pandemic Buyer Assumptions Prevent Recovery And Rebound In 2021? Read More »
June 8, 2020 A quarterly monitoring study of buyer attitudes about buying decisions during and after the COVID-19 Crisis, the COVID-19 Buyer Outlook Insights study will bring timely and essential buyer persona-based decision-making about when and how to resume marketing and sales. Introducing Buyer Outlook Insights Study Marketers and sellers have faced an enormous upheaval …
Tony Zambito And Center For Buyer Insights To Launch Buyer Outlook Insights Study July 1 Read More »
A hot buzzword during the past couple of years has been digital transformation. It has branched off a few more in the world of marketing and sales: Martech Transformation Sales Transformation CX Transformation Customer Engagement Transformation I am sure there are more. At the risk of being a buzz killer, there is something amiss about …
Why The Buyer Transformation Is The Only One That Will Matter By 2020 Read More »
The speed at which changes in buying behaviors and decision-making are occurring is a challenge faced by B2B organizations. With data and technology as drivers, the time at which insights can serve as relevant is shrinking also. This phenomenon of speed in changing behaviors will cause a shift in thinking on the gathering of human-centric …
How Insights Into The B2B Lifecycle Can Prevent A Blind Spot In 2020 Read More »
The year 2020 beckons on the horizon. A pivotal year for organizations as the rapid evolution of a customer-centric world calls for new approaches and new forms of interactions. While one eye will be on succeeding in 2019, forward-thinking leaders will have another eye towards preparing for a new decade in 2020. What are 5 …
5 Reasons To Prepare Now For The Year 2020 With Buyer Insights Read More »
(This was one of the most popular articles written in 2017. It is profoundly applicable to this year – 2018. Buyer insights into how buyers make choices and decisions remain critical.) Many executives, particularly Chief Marketing Officers, are in constant pursuit of understanding changing buyer behaviors and markets. Which, for the most part, remains an …
