b2b

Ukraine commercial and political response

The World Must Respond Commercially and Politically to Threats Against a Free World

Commercial and Political Responses Must Resolve to Stop Russian Aggression Nearly ninety years ago, we saw a forceful head of state annex what he called “homeland” territories.  Made sham promises to countries such as England.  Invade countries under false pretexts such as Czechoslovakia.  The threatening clouds of his real designs were visible yet deemed as […]

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Buyer Activism Will Rise Among B2B Buyers

Buying Decisions Are Affected By Intensified Buyer Activism Sentiments During the past decade, we have seen a significant rise in consumer activism. And that has translated to a rise in both brand activism as well as shareholder activism. We have seen consumers changing buying behaviors with their pocketbooks. Refusing or boycotting certain brands due to their social or

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Ukraine Russia Conflict Uncertainty

The New Era of Uncertainty Intensifies

Business Leaders Will Need To Account For Ongoing Uncertainty The conflict resulting from the Russian invasion of Ukraine has heightened concerns on many fronts throughout the world.  We are witnessing political, humanitarian, economic, trade, globalization, and governmental impact.  The attempt by Russia to overthrow Ukraine’s leadership and bring the country into its’ sphere is intensifying

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buyer persona face headwinds

4 Headwinds B2B Buyers Will Face in the Future

B2B Buyers Will Endure Ongoing Challenges Ahead From an overarching perspective, some industries have enjoyed a robust recovery coming out of the pandemic while others are still in a slow slog.  In engaged B2B buyer research I have been conducting, there appear to be strong headwinds ahead for buyers to contend with.  Inflation will only

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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.

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

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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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