© All Rights Reserved by 24point0. This June marks ten years since the first buyer persona development methodology was pioneered and launched by the firm Goal Centric now called Buyerology.  Over the past ten years it has been quite a journey.   Much has happened and much has changed.  The adoption of research-based modeling of buyers that leads to buyer personas has been mixed.  The rise in popularity of the term has also been a mixed blessing.  The State of Buyer Personas 2012. Buyer personas today are becoming more widely used by marketing and sales organizations than ten years ago.  MORE >>

Sally Field (Image via RottenTomatoes.com). The phrase “ Laws of Attraction ” first appeared in the early 20th century around 1906 by William Walter Atkinson as part of the new thought movement and release of his book  “ Thought Vibration or the Law of Attraction in the Thought World ” (Chicago, 1906).  Since, this phrase has been used to help explain attraction-based theories and concepts in many areas of the social sciences throughout the 20th century and now into the 21st century.  One powerful constant has remained throughout the 20th and 21st century – that likes attract likes. MORE >>

This is part 3 of a series on the challenge of targeting SMB markets and how the use of buyer-based modeling and buyer-based marketing help organizations to grow their SMB customer base. . Buyer Persona © All Rights Reserved Cristian Cardenas. The sheer size of the SMB makes for a daunting task for any organization intent on marketing to the SMB segment.  When you consider some Fortune 1000 or Global 2000 organizations can have in the 10’s or 100’s of thousands of companies in their customer bases, the expression of zeroing in on your target buyer can sound near impossible.  The U.S. MORE >>

Image via Wikipedia. This is part 2 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. . Growth is getting harder and harder to come by.  With this comes the realization that some of the embedded thinking about how to reach and market to buyers are not working well.  In part 1 of this series we looked at how the funnel is facing a slow death and the limitations of so called funnel thinking.  We are entering a new era of the buyer.  Buyers Have Many Options.  Explore. Network.  MORE >>

Image via Wikipedia. In my most recent article, Boost Demand Generation Using Target Ready Buyer Models , a comment was posted by the ever thoughtful Eric Wittlake, author of the blog B2B Digital Marketing and a member of the team at the Integrated B2B Marketing Agency – Babcock and Jenkins.  Here is a portion of what he said:  “As more buyers wait to engage with sales and as more companies, in order to attract potential buyers, open up their content, the need to meet your audience’s needs before you know who they are is likely going to be one of the next revolutions we see.”. MORE >>