ideal buying scenario

Buyer-Enabled Selling: The Next Progression In B2B Sales

Leave a Comment / B2B Marketing, B2B Sales, Buyer Enablement, Buyer Goals, Buyer Insight, Buyer Insights, Buyer Journey, Buyer Persona, Buyer Persona Blog, Buyer Personas, Buying Scenarios Planning, ideal buying scenario / By

Social progress has often been a marker defining history.  In the last one hundred years, there are many examples.  Women earning the right to vote.  The civil rights movement of the 1960s.  Legalization of same-sex marriage. These are just a few of many.  Each with a narrative arc progressing from resistance to eventual acceptance.    …

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The Danger Of A Single View Of Buyers

1 Comment / #h2h, B2B Buyer Ethnography, B2B Marketing, Buyer Insights Research, Buyer Persona, Buyer Persona Blog, Buyer Persona Development, Buyer Persona Research, Buyer Persona Scenario, buying scenario, Buying Scenario Model, Chief Marketing Officer, CMO, customer insights, Human-Centered Marketing, ideal buying scenario, MArket Research, Persona-Based Scenario Modeling, scenarios, Story Listening, Storytelling, Tony Zambito / By

Many of us have heard of the term tunnel vision. It is usually described or defined as follows: The tendency to focus exclusively on a single or limited goal or point of view. We have seen extreme points of views in every walk of life. From politics to religion and everything in between we have …

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