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 »
4 Buyer Challenges Can Be Endemic For A Decade For the past two years, we have been living in a state of an enduring COVID-19 pandemic. New variants have disrupted countries, economies, markets, and industries. Some detrimentally. Business buyers have had to navigate new and mounting challenges. Making planning less predictable. Uncertainty reigns in business. …
Buyer insights and buyer personas act as a compass for business leaders in uncertain times. We are living in times of tumultuous upheaval. A world turned upside down and rife with uncertainty. It seems just when we may have a clearer picture of how six months to a year may go, unpredicted events make that …
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Lack of insights about buyers creates an inability to solve problems Over the last twenty years, since founding the concept of buyer personas, I have worked with many leaders. Leaders that are responsible for their overall business, marketing, or sales functions. What I often hear is the need to get more insights about their buyers …
Business Must Adapt To New Realities In Changing Buyer Behaviors The Omicron variant of Covid-19 has produced the most dramatic surge in the pandemic since the initial onset of the pandemic. Despite early indications the virus causes milder forms of illness, the degree of disruption is substantial. Although impossible to measure, the impact on the …
The word and the premise of empathy have become quite the buzzword in business and marketing. Especially so since the advent of and the ongoing COVID-19 pandemic. There is widespread consensus that having empathy is a good thing. A must-have to connect with buyers and customers. A place to start for most organizations and individuals …
Important to leadership yesterday, today, and in the future is the ability to answer important “Why” questions. A significant trait that is necessary to lead organizations. Be they B2B or B2C entities. Perhaps no “Why” question is more important to B2B or B2C leadership than this: Why do our buyers and customers buy? In my …
If You Cannot Answer Why Buyers Buy – You Cannot Lead Read More »
In 2014, then-President Barack Obama gave a speech on the importance of building infrastructure for future virus-borne pandemics. His predecessor, President George W. Bush, delivered similar speeches as they related to HIV and SARS viruses. The following two successive administrations each were and are plagued with the inability to get infrastructure planning right. As a …
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 …
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Buyer Trust Is Elusive For Most Marketing And Sales Teams Unless They Can Balance Empathy And Humility Marketing and sales traditionally believe that the path to building buyer trust is by providing answers. Answers to buyer problems and challenges. In fact, each prime their channels with marketing content or sales guides at the ready with …
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