The Buyer Persona Blog

4 Ways to Turn Deep Buyer Insights Into Strategy (Using the Buyer Insights2Strategy Model)

The hunt for new opportunities is reaching a feverish pitch these days.  The drums beat louder for hitting targets.  Balancing short-term quarterly pressures with long-term growth strategies is on the minds of many business leaders.  Seeking new opportunities is the lifeblood for enduring the ride ahead in the new digital age. Striving for Balance One of the bigger challenges for leaders in B2B Marketing and Sales is achieving short-term objectives while keeping their eye on long-term growth.  Revenue performance is pivotal.  So are long-term growth opportunities.  Pressure mounts quarterly for revenue gains, increase in market share, larger share of…

Use Buyer Insights to Make Better Decisions

The need for insight into buyer goals, needs, and behaviors has never been more important.  It is an essential pathway towards gaining a consistent jump on your competitors.  Profound buyer insights give business leaders, like you, the understanding needed to make the right decisions at the right time. Informed Decisions To make informed decisions means we need to change how we make decisions.  What do I mean?  The majority of business decisions related to marketing and sales rely on quantitative analysis.  Usually involving a look at recent and past results.  I am not so sure this is fast enough for…

6 Zones of Buyer Insights to Help You Target the Right B2B Buyer (Using the Buyer Insight Map)

  Getting to know what is on the minds of buyers today is a hard proposition.  Sometimes, without this knowledge, it is like navigating a minefield.  One misstep and all your efforts with potential buyers can blow up on you.  Leaving you wondering why. With the buyer-seller world flipped upside down, acquiring deep profound buyer insights is something marketing and sales leaders need to spend time on.  Today, getting profound buyer insight leads to competitive advantage.  Not just any competitive advantage – but – the sustainable kind. How To Acquire Over the past dozen years of buyer research and…

10 Ways to Know Your B2B Buyers Deeply Using the Buyer Persona Canvas

Getting in alignment with buyers today is no easy feat.  Every time there is a quarterly review, a pipeline review, and just any kind of review – there is the lingering wish to know more about your buyers. Insight into buyers is harder to come by.  The business world has been flipped upside down when it comes to the buyer-seller relationship.  I believe it is a good thing.  It is good for business, good for sellers, and good for buyers.  What we all are striving for is the common good of getting to know each other more deeply. In…

What is a Buyer Persona? Why the Original Definition Still Matters to B2B

When I first founded buyer persona development a dozen years ago, I used to get asked, “What is a buyer persona?” quite often.  Nowadays, as I engage in conversations about buyer personas and buyer insights, I have to remind myself to ask what the person believes a buyer persona is. Of late, there has been a rash of definitions added to the many, which has surfaced over the years.  It is time to revisit the original definition of buyer personas and breakdown why it still matters. The Definition The original definition established in 2002:  What is a Buyer Persona?…

Buyer Foresight: Article Roundup Vol. 1

Something new. Periodically, I will highlight a compilation of linked articles I have written to help people.  The purpose is to reflect on what can truly provide new thinking for use in today’s complex business world.  My hope is such reflection will help people to gain their own foresight into future possibilities. Let’s get started: The Art of Buying With this article, the purpose is to bring attention to the question of why people buy.  Sometimes it takes art versus science to answer this question. 5 Buying Behaviors of the Persona Buying Cycle Looking back, this thinking continues to…

3 Steps For Finding Profound Buyer Insights Like Sherlock Holmes

Sherlock Holmes is the most famous fictional detective of all time.  Introduced to the world in 1897 by Sir Arthur Conan Doyle.  Well noted for his logical reasoning, canny ability to get people to confess, and use forensic science to solve the most heinous crimes. Given the complex nature of B2B Marketing and Sales today, finding profound buyer insights takes the same level of investigation.  However, the upside can result in a significant competitive advantage yet unforeseen.  Being a fictional character, Sherlock Holmes had the fantastical ability to see what the common person could not. 1. Where to Begin…

What is a Buyer Insight?

“What exactly is a buyer insight?” I was asked this recently.  It made me think.  It is a term you hear and easy to quickly assume you know.  Turns out, there seems to be confusion given the rise in the use of the term “insight”. Defined A good place to start is with a brief answer to the question itself.  Here is my guiding answer: A buyer insight is a profound, not-so-obvious, revelation as well as understanding of buyers, which leads to new innovations, value creation, marketing & sales capabilities, and business growth. The basis of this definition is…

How Activity-Based Buyer Persona Development Generates Opportunities

We are busy people.  Our business and personal days are filled with activities.  The activities we engage in usually are designed to help us accomplish either a business or personal goal.  For example, I get up early and go to the gym and engage in the activities of exercising.  Not because I just want to – but because I have a goal of losing weight! Often times, marketing and sales folks have no idea about the activities our customers and buyers perform on a daily basis.  Yet understanding these can yield rich and robust insights into goals, which drive…

Map Content to the 5 Phases of the B2B Buyer Persona Buying Cycle

B2B business strategies were much simpler back in the day.  In the pre-Internet and pre-digital age, the target of one customer or buyer was an accepted viewpoint.  We are no longer back in those days. We are in the new digital age.  This new age consists of more complexity, collaboration, co-creation, and new emerging buying behaviors.  Recently, I introduced the concept of the Persona Buying Cycle™.  It represents a view of understanding new buying behaviors via the B2B buying cycle.  Designed to help us address not only new behaviors – but address new complexities. The Why Last year, I…

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