One of the most pressing questions facing organizations today is this one: How do we connect with the outside world of customers and buyers today? It is not an easy question to answer. Recently, we have had several studies, including those by Forrester and the Content Marketing Institute, which suggests companies have been struggling to […]
When products or services look similar, are called by similar names, or represented to be the same as, this can lead to confusion. When it comes to buyer personas, this is more common than it should be. In helping several B2B organizations directly or in advising recently, I have noticed the confusion become more prominent.
This July marks the 13th year since the first drafting of the concept and methodology of buyer persona development. Notably, in the last three years, we have seen an increase in awareness of buyer personas. Coinciding with the rise in content marketing, marketers seek to use buyer personas to help guide content strategies and tactics.
Often studied in psychology, is the phenomenon of what people say and do is not always what they mean. Lurking in the sub-conscious as well as on conscious levels are guarded perceptions, defense mechanisms, mental images, prejudices, and etc. Often needing in-depth qualitative studies in social psychology to determine how groups of people think, behave,
As more and more businesses undergo digital transformation, we see more investments pouring into digital technologies. The aim is to be omnipresent and somehow, someway – get a corner of mindshare with buyers. What organizations risk is this – the more they automate, the more they become less humanized with their customers. It is a
An essential part of developing a human-centered approach to modern marketing is hearing and observing your customers and buyers. The aim is to reach a level of deep understanding, which helps us to make more informed strategic business decisions. CMO’s and their C-Suite peers are collecting a tremendous amount of information. Whether it is big
The concept of human-centered modern marketing begins with empathy for your customers and buyers. It is rooted in the approach of understanding the goals and motivations of our customers and buyers. Despite the ever-increasing influence of digital technology in our everyday lives, both business and personal, the need for human understanding in the context of
An emerging truth about the world of digital transformation is the greater the increase in technology, the greater the need to understand humans. Knowing how technologies and digital transformation are affecting how we work, conduct business, and go about our daily lives will be an imperative businesses cannot ignore. In essence, it will take human
Before the turn of the 20th century into the 21st century, a movement began. This movement called for a more user-centered approach, or also commonly referred to as human-centered, to designing products, software, digital interactions, and design concepts. It is rooted in the belief, which is by understanding human goals and behaviors; we can design
The business world is filled with proclamations. Usually these proclamations have to do with how businesses describe themselves. The word “leading” is often used. You have seen many of them. Companies often describe themselves as the “leading provider” of something. Do buyers see them in the same way? Going To Market Going to market today