Buying Behavior

Buyers' Attention

6 Essential Ways To Capture Your Buyers’ Attention In A Post-Pandemic New Reality

Buyer Persona, Buyer Personas, Buyers' Attention, Buying Behavior / By

Gaining Buyers’ Attention Remains Number One Challenge For Marketing And Sales Leaders Gaining buyers’ attention became that much harder during the pandemic. The pandemic wreaked havoc on the ability of people to give attention.  To concentrate.  To focus.  Particularly in the early days of the COVID-19 pandemic.  Then, there were numerous reports, TV stories, and …

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Buyer Persona Sales

Why A Buyer Persona Sales System Is Needed In A New Era Of B2B

Buyer Persona, B2B CMO, B2B Marketing, B2B Sales, Buyer Goals, Buyer Insights, Buyer Insights Research, Buyer Personas, Buying Behavior, CSO, customer focused, customer research, Goal-Directed Buyer Personas, goal-directed buying behaviors, goals, Tony Zambito / By

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 …

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Future-Enabling Buyers Will Be Key In 2021 And Beyond

B2B Marketing, B2B Sales, Buyer Decisions, Buyer Enablement, Buyer Insight, Buyer Insights, Buyer Insights Research, Buyer Persona, Buyer Persona Blog, Buyer Personas, Buying Behavior, COVID-19, strategic narrative / By

The new year is almost one-month-old.  In less than three weeks, the country has experienced a time like no other.  Where the degree of uncertainty about our future has intensified.  The chaos surrounding the vaccination rollouts and the political climate has altered the degree of hoped-for certainty.  Such a turn of events has an impact.  …

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Three Buyer Insights To Consider When Engaging B2B Buyers In A COVID-19 World

B2B Marketing, B2B Sales, Buyer Enablement, Buyer Insight, Buyer Insights, Buyer Insights Research, Buyer Journey, Buyer Persona, Buyer Persona Blog, Buyer Personas, Buying Behavior, Buying Process / By

Accelerant.  A word we are beginning to hear and see more often.  It is being used to describe the effects of COVID-19 in shaping B2B buyer behaviors.  Pre-pandemic, it was expected buyer behavior trends may evolve over a five to ten-year period.  Now, buying behavioral trends have been lit with lighter fluid as the coronavirus …

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Why Enabling Buyers To Buy Is The Future Of B2B

B2B Marketing, B2B Sales, Buyer Enablement, Buyer Insight, Buyer Insight Research, Buyer Insights, Buyer Insights Research, Buyer Journey, Buyer Persona, Buyer Persona Blog, Buyer Persona Research, Buyer Personas, Buyer's Journey, Buying Behavior, Center For Buyer Insights, customer insights, Sales Enablement, Sales Transformation / By

Depending on the type of automobile you have, when you hit the gas pedal hard, there can be a slight hesitation.   A hesitation that can be sometimes unsettling.  Especially when trying to enter onto a highway.  That moment of hesitation before the acceleration can feel like more than a mere second. We are in that …

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The Buyer’s Journey Will Transform Into The Buyer’s Quest

Buyer Insights, Buyer Insights Research, Buyer Journey, Buyer Persona, Buyer Persona Blog, Buyer Personas, Buyer's Journey, Buying Behavior, customer insights, Customer Journey, customer journey mapping, Digital Disruption / By

Funnels, stages, paths, journeys, and more labels that suggest some form of a linear line of thinking has dominated marketing and sales for decades.  Whereby the notion of awareness, evaluation, consideration, and the purchase decision is built-in to these views.  In reality, whatever labels have been applied, there are more similarities than differences. As forward-thinking …

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How Buyer Behavior Will Change Amid COVID-19

Buyer Insights, Buyer Persona, Buyer Personas, Buying Behavior, persona / By

We are living in unprecedented times.  The COVID-19 pandemic has forever altered the global business economy.  There have been crises in the past where disruptive impact rippled through business commerce.   In the last 100 years, the Great Depression, War World II, 9/11, and the 2008-2009 Financial Crisis come to mind.  We now find ourselves in …

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Coronavirus Will Change Buying Behaviors Forever. Will We Know How?

Buyer Insights, Buyer Insights Research, Buyer Persona, Buyer Persona Blog, Buyer Persona Development, Buyer Personas, Buying Behavior, Coronavirus, customer persona / By

Many of us will remember a moment when the world shifted like an earthquake in mid-March of 2020.  Maybe it was the NBA canceling its season abruptly that made us go – “what just happened!?”  Or, it was the announcement that Tom Hanks and his wife had contracted the coronavirus labeled COVID-19.  Schools closed.  Offices …

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illustration by Eucalyp

Why The Buyer Transformation Is The Only One That Will Matter By 2020

B2B Marketing, Buyer Decisions, Buyer Insights Research, Buyer Persona Blog, Buyer Persona Development, Buying Behavior, Digital Transformation / By

A hot buzzword during the past couple of years has been digital transformation.  It has branched off a few more in the world of marketing and sales: Martech Transformation Sales Transformation CX Transformation Customer Engagement Transformation I am sure there are more.  At the risk of being a buzz killer, there is something amiss about …

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