Image via Wikipedia. We are living in a world that is fraught with uncertainty.    The degree of uncertainty for businesses today probably is at the highest level in decades.    Resulting in a chaotic world for sellers and buyers looking to make sense of what the future may hold.    This high degree of uncertainty and chaotic environment is showing up in many forms for both buyers and sellers.    So how does an organization get a hold of itself in such times? Adaptation Begets Patterns.   This is much easier said than done.  MORE >>

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 experiences. Buyer behavior is changing rapidly and requires BIG insights. Buyers are on a quest to be demand fulfilled. Buyers are developing complex networks that collaborate. Buyer decisions models are transforming.   ( Image by Kenny Madden © All rights reserved ).   While many may have college degrees or M.B.A.’s The Future. MORE >>

Image by davidking via Flickr. In my previous article, Enhance the Buyer Experience with Intelligent Engagement , I referenced a trend I called Experiential Buying.    Buyer behaviors in B2B marketplaces are shifting tremendously towards more holistic experiential expectations that defy the conventional straight re-buy, modified re-buy, and new buy behaviors of the past.    Buyer expectations have increased with regards to the experiences they undergo as well as desire.    The difference in the modern social age is that buyer expectations have changed.  MORE >>

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 looks at how buyer decision models are changing and how marketing and sales can think beyond the buyer’s journey or buying process to adapt.    ( Image by Kenny Madden © All rights reserved ). Buyer Trend: Buyer Decision Models Are Transforming. What Must CEO’s, CMO’s, and CSO’s Do? Related articles. MORE >>

Image by J. McPherskesen via Flickr. As a follow-up to the article Influence of Buyer Perceived Value (BPV) on Buyer Behaviors and Decisions , offered is a perspective on how to implement a scorecard approach.    The Buyer Perceived Value (BPV) Scorecard combines both a qualitative as well as a quantitative approach to understanding the influence of buyer values.    An important disclaimer here is that there have been many scorecard approaches for measuring customer value over the past two decades.  Follow @TonyZambito. Unported License. Unported License. MORE >>