Buyer Foresight

3 Steps B2B Chief Marketing Officers Need To Take To Survive The B2B Buyer Revolution

6 Comments / Buyer Decision Model, Buyer Foresight, Buyer Insight, Buyer Persona, Buyer Persona Blog, Buyer Persona Canvas, Buyer Persona Development, Buyer Personas, Buying Behavior, Buying Process, Chief Marketing Officer, CMO, Content Marketing, Content Strategy, Market Leader, Market Leadership, MArket Research, Qualitative Research / By

The CMO’s of today are facing the challenge of surviving in a new world.  This new digital age has marketing in the throes of a buyer revolution.  Like any revolution, organizations, and institutions are going to topple. I was recently asked what I believed was the next “hot thing” in marketing.  I have been thinking …

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5 Obstacles to B2B Market Research and Actionable Customer Insights

5 Comments / Buyer Foresight, Buyer Insight, Buyer Insight Map, Buyer Insight Maturity Model, Buyer Persona, Buyer Persona Blog, Buyer Persona Canvas, Buyer Persona Development, Buyer Personas, Buying Behavior, Chief Marketing Officer, Chief Sales Officer, CMO, Market Leader, Market Leadership, MArket Research, Qualitative Research / By

The idea of market research has been around for a very long time.  Conceptually, market research is a strong component of overall business strategy.  A key element of market research is the gathering of valuable buyer and customer insights.  Ideally these insights will result in competitive advantage, innovation, and market leadership. Sounds good.  Except there …

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Is Your Organization Listening To Your Buyers? (How It Can Using 4 Stages of the Buyer Insight Maturity Model)

3 Comments / Buyer Decision Model, Buyer Foresight, Buyer Insight, Buyer Insight Map, Buyer Insight Maturity Model, Buyer Journey, Buyer Persona, Buyer Persona Blog, Buyer Persona Canvas, Buyer Persona Development, Buyer Personas, Buying Behavior, Chief Marketing Officer, Chief Sales Officer, CMO, Content Strategy, Market Leader, Market Leadership, MArket Research, Qualitative Research / By

We hear it all the time.  The mantra of being customer and buyer focused.  Every year it shows up in one document or another.  It is widely announced at the beginning of each year.  The national meetings and celebrations fire up the troops.  Then, like a slow warping LP record in the hot sun, it begins …

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Do You Know What Your Buyers Value When Making A Purchase Decision?

3 Comments / Buyer Decision Model, Buyer Foresight, Buyer Insight, Buyer Insight Map, Buyer Journey, Buyer Persona, Buyer Persona Blog, Buyer Persona Canvas, Buyer Persona Development, Buyer Personas, Buyer Value Model, Buying Behavior, Buying Cycle, Buying Process, Content Marketing, Content Strategy, Demand Generation, Lead Generation, Market Leader, Market Leadership, MArket Research, Persona buying Cycle, Qualitative Research / By

The importance of knowing what buyers value is unmistakable.  Yet, trying to understand what they are can be fuzzy.  Buyers are not always clear in articulating, which makes our ability to understand challenging. Understanding buyer value drivers is important to developing a compelling value proposition.  You need to balance both sides of the coin to …

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Latest Report: Why B2B Content Marketing is Failing B2B Buyers

10 Comments / Audience Development, Audience Persona, Buyer Foresight, Buyer Insight, Buyer Persona, Buyer Persona Blog, Buyer Persona Development, Buyer Personas, Buying Behavior, Content Marketing, Content Strategy, Demand Generation, Market Leader, Market Leadership, MArket Research, Qualitative Research / By

The report is staggering.  After spending millions of dollars on content marketing, B2B marketing appears to have taken a few steps backward. The report I refer to is the 11-page report, produced by the CMO Council and Netline, entitled: Better Lead Yield in the Content Marketing Field.  While this report focused on new content ROI, it …

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

1 Comment / Buyer Foresight, Buyer Insight, Buyer Persona, Buyer Persona Blog, Buyer Persona Development, Buyer Personas, Buying Behavior, Content Marketing, Demand Generation, Market Leader, Market Leadership, MArket Research, Persona buying Cycle, Qualitative Research / By

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 …

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Use Buyer Insights to Make Better Decisions

3 Comments / Buyer Foresight, Buyer Insight, Buyer Persona, Buyer Persona Blog, Buyer Persona Development, Buyer Personas, Buying Behavior, Buying Process, Content Marketing, Demand Generation, Market Leader, Market Leadership, MArket Research, Qualitative Research / By

The need for insight into buyer goals, needs, and behaviors has never been more important.  It is an essential pathway towards gaining a consistent jump on your competitors.  Profound buyer insights give business leaders, like you, the understanding needed to make the right decisions at the right time. Informed Decisions To make informed decisions means we …

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6 Zones of Buyer Insights to Help You Target the Right B2B Buyer (Using the Buyer Insight Map)

6 Comments / Buyer Foresight, Buyer Insight, Buyer Persona, Buyer Persona Blog, Buyer Persona Development, Buyer Personas, Buying Process, Content Marketing, MArket Research, Persona buying Cycle, Qualitative Research / By

  Getting to know what is on the minds of buyers today is a hard proposition.  Sometimes, without this knowledge, it is like navigating a minefield.  One misstep and all your efforts with potential buyers can blow up on you.  Leaving you wondering why. With the buyer-seller world flipped upside down, acquiring deep profound buyer …

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10 Ways to Know Your B2B Buyers Deeply Using the Buyer Persona Canvas

11 Comments / Buyer Foresight, Buyer Insight, Buyer Journey, Buyer Persona, Buyer Persona Blog, Buyer Persona Development, Buyer Personas, Buying Behavior, Buying Cycle, Buying Process, Content Marketing, Lead Nurturing, Market Leader, MArket Research, Persona buying Cycle, Qualitative Research / By

Getting in alignment with buyers today is no easy feat.  Every time there is a quarterly review, a pipeline review, and just any kind of review – there is the lingering wish to know more about your buyers. Insight into buyers is harder to come by.  The business world has been flipped upside down when …

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Buyer Foresight: Article Roundup Vol. 1

Leave a Comment / Audience Development, Audience Persona, Buyer Foresight, Buyer Insight, Buyer Persona, Buyer Persona Blog, Buyer Persona Development, Buyer Personas, Buying Behavior, Buying Cycle, Content Marketing, Lead Generation, Market Leader, MArket Research, Persona buying Cycle / By

Something new. Periodically, I will highlight a compilation of linked articles I have written to help people.  The purpose is to reflect on what can truly provide new thinking for use in today’s complex business world.  My hope is such reflection will help people to gain their own foresight into future possibilities. Let’s get started: …

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