Sherlock Holmes is the most famous fictional detective of all time. Introduced to the world in 1897 by Sir Arthur Conan Doyle. Well noted for his logical reasoning, canny ability to get people to confess, and use forensic science to solve the most heinous crimes. Given the complex nature of B2B Marketing and Sales today, …
3 Steps For Finding Profound Buyer Insights Like Sherlock Holmes Read More »
“What exactly is a buyer insight?” I was asked this recently. It made me think. It is a term you hear and easy to quickly assume you know. Turns out, there seems to be confusion given the rise in the use of the term “insight”. Defined A good place to start is with a brief …
We are busy people. Our business and personal days are filled with activities. The activities we engage in usually are designed to help us accomplish either a business or personal goal. For example, I get up early and go to the gym and engage in the activities of exercising. Not because I just want to …
How Activity-Based Buyer Persona Development Generates Opportunities Read More »
At the recent Google I/O 2013 Keynote, Google announced a laundry list of new enhancements and services. Solidifying its’ game plan of playing offense rather than defense with innovation. Which, at this writing, is putting the challenge on Apple to respond. My thoughts shared here are heavily influenced by a brilliant article from Mike Myatt …
How Google is Beating Apple with Buyer Foresight (What B2B Marketing Can Learn) Read More »
Every company has aspirations to become the market leader in their space. Leading your market has built-in advantages over your competition. Market leadership helps to ensure a level of stability and longevity. Getting there and staying there is the hard part. The demands of the market and the buyers within them can set the bar …
3 Ways to Be a Market Leader with Buyer Foresight Read More »
One thing we can count on is by the time you have finished reading this buying behavior may have been altered one again. Changes in buyer behaviors continue unabated. This is making it difficult for marketing and sales leaders to plan the right mix of strategies and tactics resulting in a winning formula. 5 Buyer Behaviors …
The more change occurring the more questions arise. This year is no exception. B2B Marketers are experiencing on evolving as well as new challenges as we start to hit stride in 2013. What are the big future questions for B2B Marketers? Let’s look at a few: How do we generate more leads and keep them? …
Depending on which reports you may read (Marketing Sherpa, Forrester, and etc.) approximately 60% or more of B2B businesses do not have a formalized lead nurturing program. Yet, these same reports benchmarking such effort tell us this: companies who perform lead nurturing enjoy a better than 25% higher return on their efforts than those who …
One Way to Know the Ideal Buying Scenarios for Lead Nurturing Read More »
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 …
