To Accelerate Growth in Uncertain Times, Leaders Need Insights on How Buyers’ Goals are Changing We have entered a pronounced Era of Uncertainty. The past year has bedeviled both suppliers and buyers in the world of commerce. What was once dependable is no longer. Uncertainty has always been an element of business commerce. What the …
How To Meet Buyers’ Goals in an Era of Uncertainty Read More »
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 …
Is Helping Buyers To Buy Really The Right Mindset? Read More »
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 …
4 Helpful Elements Of Buyer Personas Essential To Your Brand Storytelling Read More »
Marketing and Sales Leaders Must Build Capabilities To Understand New Target Buyer Personas The roles of marketing and sales professionals have changed quite a bit in the last decade. They are about to undergo even further change and transformation in this decade and beyond. One core competency that has become a must-have for marketers and …
How To To Enable Your Marketers And Sellers To Truly Understand Target Buyer Personas Read More »
Sales Leaders Will Need To Implement A Buyer Persona Driven Sales System To Adapt To New Buyer Behaviors And Preferences The past year of 2020 into 2021 will be looked at as one of the more transformative years to hit B2B sales in many a decade. Rocked to a standstill by the Covid-19 pandemic, sales …
Why A Buyer Persona Sales System Is Needed In A New Era Of B2B Read More »
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 …
3 Ways To Encode Buyer Persona Goals Into Your Organization’s DNA Read More »
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 …
Buyers Ignoring You Is Not The Only Change Going On Read More »
Compress. A word that has often been used in business. Compressed files. Compression thinking. To compress and flatten organizational structures. A myriad of uses meant to communicate reduction. It is an adequate word to use when thinking about important takeaways from 2020. A year in which a decade’s worth of future buyer trends was compressed …
5 Buyer Insights To Factor Into 2021 Buyer Strategies 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 »
We have all encountered an experience where we happenstance upon a picture. Seeing an old picture in a new light. Perhaps it is a picture of your children. Or a photo of a relative in their later years and no longer with us. A momentous occasion, such as a family vacation, captured in a photo …
7 Reasons To Update Your Buyer Insights And Buyer Personas Read More »
