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 …
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 …
Buyer Aligned Sales Processes Are In Need Of A Redesign To Succeed In A New Era For B2B Read More »
Marketing and Sales Leaders Must Build Capabilities To Understand New Target Buyer Personas The roles of marketing and sales professionals have changed quite a bit in the last decade. They are about to undergo even further change and transformation in this decade and beyond. One core competency that has become a must-have for marketers and …
How To To Enable Your Marketers And Sellers To Truly Understand Target Buyer Personas Read More »
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 …
Why A Buyer Persona Sales System Is Needed In A New Era Of B2B Read More »
The sell-side of the seller-buyer equation has been flipped upside down. Transitions to virtual selling are happening at a rapid pace. Plans for complete digital sales transformation are accelerated. Marketing is producing new forms of digital content at 5 to 10 times the volume they did pre-pandemic. All of these efforts designed to reach and …
The Buyer Mindset Is Your Key To Post Pandemic Recovery Read More »
This year, in July, will mark the 20th Anniversary of the origins of the Buyer Persona concept. Hard to believe the concept has evolved into one of the fundamental means for understanding the modern buyer of today. The global pandemic has now increased the need to understand the changing goals and behaviors of users, consumers, …
The global COVID-19 pandemic has exacerbated the effect of fatigue on people from all walks of life. We are feeling pandemic fatigue from vigilant following of guidelines. Business professionals are burning out from Zoom meeting fatigue. Our courageous frontline health care workers are nearing collapse from the fatigue of long intense hours. Single mothers and …
B2B Buyer Content Fatigue Is A Very Real Thing And A Big Problem Read More »
Compress. A word that has often been used in business. Compressed files. Compression thinking. To compress and flatten organizational structures. A myriad of uses meant to communicate reduction. It is an adequate word to use when thinking about important takeaways from 2020. A year in which a decade’s worth of future buyer trends was compressed …
5 Buyer Insights To Factor Into 2021 Buyer Strategies Read More »
We have all encountered times when we offer wisdom or counsel to a loved one or a friend – and they fall on deaf ears. The stubborn teenager comes to mind. As parents, no matter what advice we share does not seem to get through. The same may occur with a friend during troubling times. …
Why B2B Organizations Fail To Turn Buyer Insights Into Growth Opportunities Read More »
When I was a young boy, I was fascinated by the history of the Lewis and Clark Expedition that began in May of 1804. An exploration to chart and explore the Louisiana Purchase Territory at the behest of President Thomas Jefferson. Lewis and Clark spent the fall and winter of 1803-1804 in preparation. Requisitioning supplies …
