We don’t respond only to what happens around us. We respond to what we believe it means. I’ve spent a good part of my working life trying to understand why people make the decisions they do. You’d think that after enough years of doing this, people would get easier to understand. I’ve found almost the
Understanding How People Understand Read More »
Knowing what someone is trying to accomplish is the beginning of understanding them. It isn’t the end of it. I wrote recently about an idea that has sat at the center of my work for a long time, which is that people make decisions and choose behaviors in pursuit of goals. I still believe that’s
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Why Understanding What People Are Trying to Accomplish Changes How Organizations Serve Them One of the ideas that has stayed with me throughout my work is actually quite simple. People make decisions and choose behaviors in the pursuit of goals. That idea was foundational when I first developed Buyer Personas twenty-five years ago. In fact,
People Pursue Goals Read More »
For more than three decades, I’ve been interested in one fundamental question: How can organizations better understand the people they serve? That question began with buyers. It expanded to audiences and communities. Over time, it led me to something broader: Human Understanding. In my previous essay, I made the case that Human Understanding should be
What Is Human Understanding? Read More »
Every successful organization intentionally develops capabilities. Some invest in Strategic Planning. Others strengthen Organizational Development. Many embrace Design Thinking, Systems Thinking, Leadership Development, or Organizational Learning. These disciplines exist for a reason. They help organizations think better, plan better, innovate better, and lead better. But over the past several years, I’ve found myself asking a
Why Organizations Need Human Understanding Read More »
GTM Strategy Requires Deep Understanding of Buyers On Thursday, December 8, I will be giving a 45-minute talk on the importance of understanding buyers today to meet GTM Strategy challenges in a post-pandemic world. It is a pleasure to accept this invitation from BrightTALK and TechTarget. Two supporters on the need for insights and the
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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
Buyer Activism Will Rise Among B2B Buyers Read More »
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
4 Headwinds B2B Buyers Will Face in the Future Read More »
Earned Buyer Insights Are Critical to Being Relevant to Buyers At the start of the year, I elaborated on the idea that empathy is derived from a place of deeper understanding. In today’s business climate, the right to gain this deeper understanding must be earned. For leaders, it is easy to say to their teams
Why Earned Buyer Insights Are Vital to the Future of B2B Marketing Read More »
B2B Sales and Marketing Executives Need To Adapt to Digital B2B Buying I recently read a thought-provoking article on the future of B2B buying by Brent Adamson, the author of the Challenger Sale and The Challenger Customer. Brent also serves as Distinguished Vice President for Gartner. He has been one of the brightest thinkers when
The Future of B2B Buying is Closer Than We Think Read More »
