goal-directed buying behaviors

Buyer Aligned

Buyer Aligned Sales Processes Are In Need Of A Redesign To Succeed In A New Era For B2B

Buying Process, B2B Marketing, B2B Sales, Blog, Buyer Enablement, Buyer Insights Research, Buyer Journey, Buyer Persona, Buyer Personas, Goal-Directed Buyer Personas, goal-directed buying behaviors, Tony Zambito / By

B2B Organizations Must Reinvent To Accomplish Buyer-Aligned Strategies Post-Pandemic In the lexicon of business, especially B2B, words and phrases can take on so many different meanings.  That they, in effect, lose their intended purpose after a while.  For instance, you most likely have heard or read something about the buyer-aligned sales process within the past …

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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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Rethinking Market Strategy In A Digital Economy

B2B CMO, B2B Customer Experience, B2B Marketing, B2B User Marketing, Brand Experience, Buyer Goals, Buyer Insight, Buyer Insights Research, Buyer Persona, Buyer Persona Blog, Buyer Persona Development, Buyer Persona Research, Buyer Personas, Buyer's Journey, Buying Behavior, Chief Customer Officer, Chief Marketing Officer, CMO, Consumer Journey, Content Marketing, customer engagement, customer insights, Customer Journey, customer journey mapping, customer research, Digital Economy, Goal-Directed Buyer Personas, goal-directed buying behaviors, goals, Human-Centered Marketing, Market Development, Market persona, Market Persona Development, Market Persona Research, Market Personas, Market Strategy, Persona-Based Buyer's Journey, Persona-Based Marketing, Qualitative Research, Tony Zambito, User Insight Research, user persona, user personas / By

The primary course of conversation in the past few years for CMO’s and their marketing teams has centered around customer centricity, customer experience, and content marketing.  For good reasons too.  Customer behaviors have significantly shifted in the last decade impacting conventional thinking on the role of marketing and sales and their abilities to connect with …

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Why Context Is More Important Than Content In Marketing

4 Comments / #h2h, B2B CMO, B2B Customer Experience, B2B Marketing, Buyer Goals, Buyer Insights Research, Buyer Journey, Buyer Persona, Buyer Persona Blog, Buyer Persona Research, Buyer Personas, Buyer's Journey, Buying Behavior, buying scenario, Chief Marketing Officer, CMO, Content Marketing, Content Marketing Effectiveness, customer engagement, Customer Experience, customer insights, Customer Journey, goal-directed behaviors, goal-directed buying behaviors, Human-Centered Marketing, modern marketing, Persona-Based Marketing, Qualitative Research, scenarios, Tony Zambito / By

The transformation to a digital economy has shifted behaviors considerably in the past decade.  Meaning marketers today must account for how to adapt to behavioral shifts caused by the omnipresence of digital and online information. As a for instance, people today have no more than a 7 to 10-second span of attention when online.  Even …

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Confusing Customer Segmentation, Buyer Profiling, and Buyer Personas Harms Marketing

B2B Marketing, Best Practices, Buyer Goals, Buyer Insight Research, Buyer Insights Research, Buyer Persona, Buyer Persona Blog, Buyer Persona Research, Buyer Personas, Buyer's Journey, Buying Behavior, Buying Process, Buying Scenarios, Chief Marketing Officer, Chief Sales Officer, CMO, Content Marketing, Content Strategy, CSO, customer engagement, Customer Experience, customer growth, customer insights, Customer Journey, Customer-Centric, Digital Economy, Goal-Directed Buyer Personas, goal-directed buying behaviors, goal-directed decisions, goal-directed marketing, goal-directed methodology, goals, Human-Centered Marketing, MArket Research, Marketing Experience Design, personas / By

In the 15 years since originating the concept of buyer personas in 2001, there has been one issue that continues to plague fully understanding exactly where, how, and why buyer personas can be beneficial.  Compounding the issue today is the prevalent use of the term buyer persona to describe customer segmentation and buyer profiling efforts.  …

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Are Your Buyer Personas Data Overkill?

#h2h, Audience Development, Audience Persona, B2B CMO, B2B Customer Experience, B2B Marketing, Buyer Goals, Buyer Insights Research, Buyer Journey, Buyer Persona, Buyer Persona Blog, Buyer Persona Development, Buyer Persona Research, Buyer Personas, Buyer's Journey, Buying Behavior, Buying Process, Chief Customer Officer, Chief Marketing Officer, CMO, Content Marketing, Content Strategy, customer engagement, Customer Experience, customer insights, Customer Journey, Customer-Centric, Customer-Centric Marketing, Digital Economy, goal-directed behaviors, Goal-Directed Buyer Personas, goal-directed buying behaviors, goals, MArket Research, Persona-Based Marketing, personas, Qualitative Research, scenarios, Tony Zambito / By

As the concept of buyer personas has crept into the conscious of both B2C and B2B Marketing, so has misguided representations of buyer personas become prevalent.  With many touted frameworks and processes being representative of buyer personas in name only.  These misrepresentations have also led to a tendency to throw everything, including the kitchen sink, …

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Why Brexit Will Affect The Future Of Global Business Marketing

B2B CMO, B2B Marketing, Brexit, Buyer Goals, Buyer Insights Research, Buyer Persona Blog, Buyer Persona Research, Buyer Personas, Buying Behavior, CEO, Chief Marketing Officer, Chief Sales Officer, CMO, Customer Experience, customer insights, Digital Economy, Global Business Marketing, Global Marketing, Goal-Directed Buyer Personas, goal-directed buying behaviors, goals, Market Leader, Market Leadership, MArket Research, modern marketing, Qualitative Research, Tony Zambito / By

The stunning outcome of Britain’s decisive vote to exit the European Union has caught the political, economic, and business world by surprise.  Creating uncertainty in world financial markets, the future of the European Union, the pace of globalization, how to strategically plan for an eventual exit, and how to prepare for potential risk from this …

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State Of Buyer Personas 2016: Strong Correlation Between Effectiveness And Goals

B2B CMO, B2B Marketing, Best Practices, Buyer Insights Research, Buyer Journey, Buyer Persona, Buyer Persona Blog, Buyer Persona Research, Buyer Personas, Buyer's Journey, Buying Behavior, C-Suite, CEO, Chief Customer Officer, Chief Marketing Officer, Chief Sales Officer, CMO, Content Marketing, Content Marketing Effectiveness, Content Strategy, customer engagement, Customer Experience, goal-directed behaviors, goal-directed buying behaviors, goal-directed marketing, persona, Persona-Based Marketing, Qualitative Research, sales strategy, State of Buyer Personas, User Insight Research / By

In 2016, we will mark the fifteenth year since buyer personas were first introduced.  The journey, however, continues towards professionals and organizations gaining a true understanding of what buyer persona development entails. What is clear is buyer personas are now entering the mainstream of dialogue when it comes to overall customer understanding.  Incorporating Survey Data …

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