buyer insights

Buyers face endemic new realities

Buyers Are Facing New Endemic Realities

4 Buyer Challenges Can Be Endemic For A Decade For the past two years, we have been living in a state of an enduring COVID-19 pandemic.  New variants have disrupted countries, economies, markets, and industries.  Some detrimentally.  Business buyers have had to navigate new and mounting challenges.  Making planning less predictable.  Uncertainty reigns in business. …

Buyers Are Facing New Endemic Realities Read More »

buyer personas are a compass

The Value of Buyer Personas in Times of Uncertainty

Buyer insights and buyer personas act as a compass for business leaders in uncertain times. We are living in times of tumultuous upheaval.  A world turned upside down and rife with uncertainty.  It seems just when we may have a clearer picture of how six months to a year may go, unpredicted events make that …

The Value of Buyer Personas in Times of Uncertainty Read More »

buyers buyer personas

The Problem With Not Knowing Your Buyers

Lack of insights about buyers creates an inability to solve problems Over the last twenty years, since founding the concept of buyer personas, I have worked with many leaders.  Leaders that are responsible for their overall business, marketing, or sales functions.  What I often hear is the need to get more insights about their buyers …

The Problem With Not Knowing Your Buyers Read More »

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 …

If You Cannot Answer Why Buyers Buy – You Cannot Lead Read More »

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 …

The Great Buyer Resignation Read More »

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 …

Is Helping Buyers To Buy Really The Right Mindset? Read More »

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 …

4 Paths To Building Buyer Trust Through Empathy And Humility Read More »

Buyers' Attention

6 Essential Ways To Capture Your Buyers’ Attention In A Post-Pandemic New Reality

Gaining Buyers’ Attention Remains Number One Challenge For Marketing And Sales Leaders Gaining buyers’ attention became that much harder during the pandemic. The pandemic wreaked havoc on the ability of people to give attention.  To concentrate.  To focus.  Particularly in the early days of the COVID-19 pandemic.  Then, there were numerous reports, TV stories, and …

6 Essential Ways To Capture Your Buyers’ Attention In A Post-Pandemic New Reality Read More »

Buyer Insights

4 Areas Of Actionable Buyer Insights Can Help You Deliver A Differentiating Digital Buying Experience

Marketing and Sales Leaders Can Leverage Buyer Insights To Create Rewarding Digital Buying Experiences For Buyers One significant outcome of the COVID-19 pandemic is the increasing desire on the part of buyers for digital buying experiences.  Not that this type of outcome was ever in question.  The capability to offer digital buying experiences was already …

4 Areas Of Actionable Buyer Insights Can Help You Deliver A Differentiating Digital Buying Experience Read More »

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 …

Why A Buyer Persona Sales System Is Needed In A New Era Of B2B Read More »