Lately, attempts to visually show buying processes or buyer journeys have come in all shapes and sizes. They have ranged from the traditional funnel to circles, galaxies, maps, rings, and whatever Lego type shapes can be mustered. Names for the different phases and stages seem to be – well – all over the map. I […]
In today’s emerging digital age, understanding buying behaviors is becoming job one for many B2B organizations. Faced with relentless new demands from customers and buyers, B2B leaders must map out a course of transformation. This transformation involves being relevant in today’s complex marketplaces by an equally relentless focus on customers and buyers. End of Sustainable
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
“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
B2B business strategies were much simpler back in the day. In the pre-Internet and pre-digital age, the target of one customer or buyer was an accepted viewpoint. We are no longer back in those days. We are in the new digital age. This new age consists of more complexity, collaboration, co-creation, and new emerging buying
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?
A problem facing organizations today is generating more leads. Making this issue even more challenging is changes in buying behavior. Depending on which study to reference, buyers are performing different activities for up to 70% of their buying evaluation before sales intervention.
“It is good to have an end to journey toward; but it is the journey that matters, in the end.” ― Ernest Hemmingway The concept of buyer personas, as a means for understanding buyers, has been around now for over a decade. It is an understatement to say many things have changed in the world