Blog Feed: Buyer Persona Insights

Buyerology Now Blog on New Web Site

Published on 2012-02-08 18:28:44

After several years of using Typad for the Buyer Persona Insights Blog and renamed Buyerology Now Blog, I have now incorporated the Buyerology Now blog into my new web site for Buyerology. Thank you all for supporting the blog and... > read more

One Thing That Can Get You From Here to There in 2012 and Beyond

Published on 2012-01-10 18:30:00

In the world of B2B management, there are numerous head scratching efforts going on as we peer ahead into 2012 and beyond. Primarily, it has to do with how to get from here to there. One of the issues faced... > read more

5 Ways New Buyer Behaviors Are Impacting B2B Sales

Published on 2012-01-04 15:30:00

For many in B2B sales, from senior leaders to sales representatives, it may be a discouraging time. If you follow conventional and social media closely, the storied demise of sales has been told many times. You probably could buy a... > read more

7 Burning Questions for B2B Marketers in 2012

Published on 2011-12-20 07:44:35

Asking good questions was seared into my mental consciousness by several mentors early in my career. This notion was further influenced by prodigious reading of Peter Drucker. The premise being that good questions help you to focus and to get... > read more

5 Ways New Buyer Behaviors Will Affect B2B Marketers in 2012

Published on 2011-12-17 13:13:00

Changes in buyer behaviors continue to march on as new social technologies take root into the mainstream of B2B businesses. Uncertainty on how best to understand buyers today as well as engage buyers is on top of the list for... > read more

Buyerology Trend: Humanize the Buyer Experience

Published on 2011-12-15 06:30:00

This is the final article looking at buyer trends that will influence marketing and sales in the near and foreseeable future. Let’s recap the significant buyer trends noted so far in this series: Buyers are overwhelmed with content and desire... > read more

Buyerology Trend: Think Value-Based Marketing vs. Needs-Based Marketing

Published on 2011-12-08 11:38:00

This is the seventh article looking at buyer trends that will influence marketing and sales in the near and foreseeable future. Let’s recap the significant buyer trends noted so far in this series: Buyers are overwhelmed with content and desire... > read more

Buyerology Trend: Think Intelligent Content vs. Content Mapping

Published on 2011-12-02 11:30:00

This is the sixth article looking at buyer trends that will influence marketing and sales in the near and foreseeable future. Let’s recap the significant buyer trends noted so far in this series: Buyers are overwhelmed with content and desire... > read more

Buyerology Trend: Think Buyer Decision Model vs. Buyer Journey

Published on 2011-11-28 15:10:00

This is the fifth in a series of articles looking at buyer trends that will influence marketing and sales in the near and foreseeable future. We explored so far experience creation, BIG insights, demand fulfillment, and buyer networks. This article... > read more

Buyerology Trend: Think Buyer Network vs. Buyer

Published on 2011-11-21 15:59:00

Image by cesarharada.com via Flickr This is the fourth article looking at buyer trends that will influence marketing and sales in the near and foreseeable future. The first three covered experience creation, BIG insights, and demand fulfillment. This article looks... > read more

The Influence of the Social Buyer on B2B Business

Published on 2011-06-26 18:15:00

Image via Wikipedia In the B2B world, the emergence of the Social Buyer is causing organizations to search for better ways to reach its’ base of buyers. What we do know is that B2B buyers are demanding more social experiences... > read more

Social Buyerology: Turning Insight Into Influence

Published on 2011-06-13 14:30:00

Image by smemon87 via Flickr This is the fourth and last installment of my initial reflection on Social Buyerology. The first article, Social Buyerology: Understanding Buyers in the Social Age reflected on the need for a new science of examining... > read more

Social Buyerology: Listening to the Social Buyer

Published on 2011-06-01 15:00:00

Image via Wikipedia This is the third installment of my reflection on Social Buyerology. The first article, Social Buyerology: Understanding Buyers in the Social Age reflected on the need for a new science of examining buyers in the social age.... > read more

The Research Methods of Social Buyerology

Published on 2011-05-22 17:30:00

Image by smemon87 via Flickr In my article, Social Buyerology: Understanding Buyers in the Social Age, I offered perspectives on the need for a new discipline in B2B Sales and Marketing related to understanding new buyer behaviors and interactions in > read more

Social Buyerology: Understanding Buyers in the Social Age

Published on 2011-05-18 11:45:00

Image by aafromaa via Flickr The pendulum has been swinging rapidly during the past two years with respect to understanding buyer behavior and interactions in the social age. What we know for sure is that the dynamics and interactions between... > read more

Baseone Buyersphere 2011 Report and the Changing B2B Buyer Behavior

Published on 2011-05-13 11:47:04

Baseone, the London based B2B Marketing Agency, released its 2nd annual Buyersphere Report 2011 this month. The Basone Buyersphere Report surveys approximately 1,000 businesses, heavily comprised of UK and European firms and ranging from small to mul > read more

Reinvent B2B Sales With Buyer Personas

Published on 2011-05-12 16:23:00

Image via Wikipedia Without question, while B2B Marketing is focused on developing its new prominence in the early stages of the buying cycle via content strategy and content marketing, B2B Sales is caught flat-footed on how to adapt to changing... > read more

Use Buyer Personas to Segment by Buying Behavior

Published on 2011-05-11 03:47:00

Image via Wikipedia If you’ve come up the ranks in B2B Marketing and/or Sales, you know the quarterly and perhaps even monthly drill. We look at opportunities via company name, whether they are Global 2,000 or Fortune 500, deal size... > read more

Content Marketing and Sales Enablement Must Get Married

Published on 2011-05-08 15:03:00

Image via Wikipedia The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America. This is despite recent entrance of social technology enabled systems and processes all professing t > read more

Turn B2B Buying Into a Social Experience

Published on 2011-05-05 03:46:00

Image via Wikipedia B2B marketing and sales has lived in a neat framework centered on the purchase transaction. In some industries and marketplaces, this purchase transaction has been fairly straight forward. In others, there has been a mix of comple > read more

Buyer Personas Require Qualitative Research and Contextual Inquiry

Published on 2011-05-04 07:30:00

Image by XXC via Flickr Buyer Persona Development and the qualitative research methodology applied to creating buyer personas have proven to be an effective means for B2B organizations to reach a deeper understanding of their buyers. They have helped > read more

Plan for the Social Buyer Before It’s Too Late

Published on 2011-05-01 16:22:00

Image via Wikipedia To say things are changing is an understatement. Morgan Stanley (2010) recently reported in a study that there are now more social network users than email users. An even more profound and sobering fact is that 80%... > read more

Creating Scenarios About Your Social Buyer Persona

Published on 2011-04-27 10:55:00

Image by jasoneppink via Flickr Story telling has obviously been around for a long, long, long time. What is new is that story telling is beginning to gain acceptance as a planning tool for strategies focused on buyer experience interactions... > read more

Using Context for Social Buyer Persona Strategy

Published on 2011-04-20 03:03:00

Image via Wikipedia Without context in strategy planning for the new social buyer persona, we are left with a factual approach to identifying target social buyers. We will attain indications on what social buyers are doing. Good evidence of this... > read more

Importance of Context to Understanding the New Social Buyer Persona

Published on 2011-04-17 15:04:00

Image via Wikipedia One of the major outcomes of the recent advances in the social age is the resurgence of contextually-based persona development and its’ role in helping to inform as well as shape strategy. This is especially true when... > read more

The Future of Buyer Relationships

Published on 2011-04-14 04:29:00

Image via Wikipedia This decade, we are beginning to see the continuing impact of the advent of the digital and social age and the robust evolution of the new buyer experience economy. Our developing views of the buyer undergoing perhaps... > read more

Engage the Social Buyer Persona

Published on 2011-04-12 14:28:00

Image by Maria Reyes-McDavis via Flickr When the term “engage” is used in a business context, there can be a tendency to think of engaging as an act we do to others. As in we are engaging the buyer in... > read more

How Ready is Your Organization for the New Social Buyer Persona?

Published on 2011-04-10 12:32:00

Image by daniel_iversen via Flickr As we continue to experience the evolution of the social age, one thing we can be sure about is the march of progression will pick up its’ steady beat. The evolution or as some may... > read more

The Link Between Lead Nurturing and Buyer Experience Marketing

Published on 2011-04-05 17:00:00

Image by kardboard604 via Flickr The new buyer experience economy has resulted in shifting the economic value of many sales and marketing tactics over the past couple of years. One approach whose value is on the rise is that of... > read more

7 Sure Signs That You Are Losing Your Understanding of Buyers

Published on 2011-04-03 00:11:00

Image by yelowcap via Flickr If you are a CEO, CSO, or CMO, I am sure you’ve been confronted by the statement: “we know everything we need to know about our buyers” from your sales or marketing departments. This may... > read more

The Soul of the Buyer

Published on 2011-03-30 03:12:00

Image by Aristocrats-hat via Flickr The entrance into the digital age and the emergence of the new buyer experience economy has challenged our understanding of who the buyer really is. As we entered this year, I predicted that it may... > read more

Study Reveals: Shift Spend to Improving the Buyer Experience

Published on 2011-03-28 03:33:00

Image by mia! via Flickr According to a recent Satmetrix Net Promoter study, one in five consumers switch brands based on a bad buying experience and/or bad customer experience. Satmetrix, in their 2011 Net Promoter Industry Benchmarks study, conduct > read more

Four Challenges Market Research Faces Today

Published on 2011-03-25 03:29:00

Image via Wikipedia Market research today finds itself in somewhat of a quandary. Mostly, it is a field that is trying to remain relevant amidst the sea of changes taking place in marketing and sales today in the new digital... > read more

Value Creation Through Buyer Experience

Published on 2011-03-24 03:41:00

Image by opensourceway via Flickr In the new buyer experience economy, it is less about the product or service and more about creating value through experience. The quality and usage of a product or service will always matter. Superior quality... > read more

Are Sales Pitches Dead in the New Buyer Experience Economy?

Published on 2011-03-23 04:18:00

Image by TheeErin via Flickr The good old days, for some sales and marketing people, were the days huddling up for the big presentation. All bent on creating the slide deck of all slide decks to wow the prospect. Everyone... > read more

Informing Content Strategy with Buyer Persona Development

Published on 2011-03-21 01:24:00

Image by Krista76 via Flickr The chorus appears to be getting louder and louder on content marketing in bloggersphere, digital media, and traditional media. Like any new concept over the years in business, figuring out what comes first is no... > read more

The New Buyer Experience Economy

Published on 2011-03-14 01:34:00

Image by davidking via Flickr In the past decade, we have undergone a monumental shift in how sellers and buyers engage. The digital revolution has ushered in a new age of how products or services reach people that were unimaginable... > read more

The Design of Content Marketing

Published on 2011-02-14 12:00:00

Image by neonihil via Flickr Content marketing has become more and more part of the planning dialogue for organizations as the digital age continues to mature. The concept of content marketing recognizes the growing importance of content to move buye > read more

The Future of Blogging

Published on 2011-02-11 13:00:00

Tony Karrer and Tom Pick of B2B Marketing Zone have released a free white paper entitled B2B Blogging Trends in 2011. It is an informative collaboration of ideas and highlights some key trends associated with the issues of blogging. I... > read more

What does Audience Development Really Mean to Social Media, Digital Marketing, and Content Marketing?

Published on 2011-01-30 23:35:00

Image via Wikipedia One of the interesting outcomes of the rise of Social Media, Demand Generation, and Content Marketing in 2010 was the increasing use of the term audience development. This term has for years been associated with the arts... > read more

How Well Do you Know Your Buyer's Story?

Published on 2011-01-25 11:45:00

Cover of Mulholland Drive Understanding buyers today takes more than just figuring out who they are. In the pursuit to get at who buyers truly are, we’ve explored the many areas of profiling, demographics, psychographics, and other numerous means t > read more

Prevent Demand Generation Failure with Buyer Personas

Published on 2011-01-18 10:45:00

Image by justin_levy via Flickr Recently, Adam Needles, Left Brain Marketing’s VP of Demand Generation Strategy, posted a thought provoking article entitled Why Do (Well-intentioned) B2B Demand Generation Efforts Fail? on the organization’s blog. > read more

Why Buyer Experience Matters to Get B2B Buyers to Stick Around

Published on 2011-01-10 02:00:00

Image by racoles via Flickr Two of the most compelling issues facing B2B marketers today is how to not only reach buyers but how to get buyers engaged. Adding to the complexity of these issues is the fact that buyers... > read more

The Importance of Buyer Personas to Lead-to-Revenue Management

Published on 2011-01-05 11:01:00

Image by nicolasnova via Flickr A tough assignment for B2B marketers today is getting a handle on how buyers progress through the buying and selling cycles. As Sirius Decision and CSO Insights have reported on often, buyers are progressing through... > read more

Four Steps to Reinventing the B2B Buyer Experience

Published on 2011-01-03 01:02:00

Image by incendiarymind via Flickr One of the clearest mandates being heard from B2B buyers today is the desire for buying experiences that offer more than just a product or service sale. This puts enormous pressure on B2B organizations to... > read more

A Christmas Story

Published on 2010-12-24 07:30:39

Image by A. Davey via Flickr As this year draws to a close, I wish to extend my warmest wishes for a wonderful hoilday time to all. Also, many thanks to those who have read my articles and offered encouragement.... > read more

A Conversation on 7 Buyer and Sales Trends to Watch in 2011

Published on 2010-12-19 21:19:00

Image via Wikipedia Every once in a while, you have to admit you just didn’t get it right. My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally. Not... > read more

B2B Imperative: Reinvent the Sales Experience

Published on 2010-12-12 21:15:00

Image via Wikipedia Adapting to transformative changes in buyer behavior is the most significant challenge facing B2B organizations. Buyers are asking for better experiences and better solutions. The digital age bringing new expectations on the part > read more

Seven Buyer and Sales Trends to Watch in 2011

Published on 2010-12-05 17:00:00

Image by Benjamin Ellis via Flickr Reflecting on 2010, one cannot miss the incredible pace of change that is underway in B2B organizations as they adapt to the new state of mind of buyers. Thinking ahead to 2011, this pace... > read more