b2b

Global growth buyer mindsets

Understanding a Divergent World of Buyer Mindsets and Decisions

Regional one size fits all approach can hinder global growth with buyers The ability to implement and execute global growth strategies has become one of the most important jobs of leaders.  A common approach is to apply strategies to different geographic regions of the world.  Slightly modifying based on assumed cultural aspects of how buyers …

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Buyers have changed

The Virus Has Changed. So Have Buyers.

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 current American psyche is undoubtedly a negative one.  Increasing all …

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Why do buyer buy

If You Cannot Answer Why Buyers Buy – You Cannot Lead

Important to leadership yesterday, today, and in the future is the ability to answer important “Why” questions.  A significant trait that is necessary to lead organizations.  Be they B2B or B2C entities.  Perhaps no “Why” question is more important to B2B or B2C leadership than this: Why do our buyers and customers buy? In my …

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Great Buyer Resignation

The Great Buyer Resignation

One of the big stories of the year 2021 and the Covid-19 pandemic has been the “Great Resignation” of workers in many consumer and business sectors.  There are a variety of reasons cited.  Including lack of adequate childcare, health, industries severely impacted by the pandemic, acting upon personal interests, and early retirement.  To name a …

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infrastructure planning

2022: The Year of Infrastructure

In 2014, then-President Barack Obama gave a speech on the importance of building infrastructure for future virus-borne pandemics.  His predecessor, President George W. Bush, delivered similar speeches as they related to HIV and SARS viruses.  The following two successive administrations each were and are plagued with the inability to get infrastructure planning right.  As a …

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Helping Buyers To Buy

Is Helping Buyers To Buy Really The Right Mindset?

Marketing And Sales Teams Should First Align With An Important Buyer Mindset Before Jumping In Helping Buyers To Buy The phrase – “helping buyers to buy” – has been a new mantra for the past three to five years.  The use of this phrase has picked up steam during the pandemic.  In various webinars, online …

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Buyer Trust

4 Paths To Building Buyer Trust Through Empathy And Humility

Buyer Trust Is Elusive For Most Marketing And Sales Teams Unless They Can Balance Empathy And Humility Marketing and sales traditionally believe that the path to building buyer trust is by providing answers. Answers to buyer problems and challenges.  In fact, each prime their channels with marketing content or sales guides at the ready with …

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Buyer Aligned

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

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

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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Buyer Persona

3 Ways To Encode Buyer Persona Goals Into Your Organization’s DNA

Marketing and Sales Leaders Must Build Core Competency of Understanding Buyer Persona Goals We have heard the terms “organizational DNA” or “company DNA” often in attempts to articulate what an organization’s culture may be like.  Sometimes, culture and DNA are used interchangeably.  If we get scientific, we know that DNA can have a higher degree …

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