With the age old battle of sales feeling that they are getting bad leads.  Target (Photo credit: Wikipedia). am a big baseball fan and a one-time want to be pitcher.  Hitting the target within the strike zone with a variety of different pitches is what separates Cy Young award winners from ordinary pitchers.  Their ability to target different parts of home plate with predictable ball movement is an amazing skill and if you have it – you can earn millions playing the game. Lead generation today is becoming the art and science of targeting.  Getting On Target. Follow @tonyzambito. MORE >>

In my recent article, Buyerology: The New Science of Understanding Buyer Behavior , I introduced the concept of Buyerology and the need for a renewed focus on understanding buyer behavior in the Social Age.    The convergence of the Internet and the Social Age, in fact, is introducing many new variables and factors that influence Buyer Perceived Values.  Image by Will Lion via Flickr.   A key component of understanding buyer behaviors and decisions is gaining a reality check on Buyer Perceived Values (BPV).    Follow @TonyZambito. MORE >>

  This trend, along with the introduction of new values spurred on by the convergence of the Internet and the Social Age, is having a drastic affect on buyer decision-making. 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 experiences. Buyer behavior is changing rapidly and requires BIG insights. Buyers are on a quest to be demand fulfilled. Buyer decisions models are transforming. MORE >>

Many executives, in particular those of B2B and service oriented organizations, are faced with the challenge of having to rethink how to succeed in today’s digital age.  Image via Wikipedia.   This rethinking raises questions as well as the dialogue today on the effectiveness of the traditional functions of sales, marketing, support, and customer service.      Perplexing executives as well is the rapid infusion of digital and social media that buyers are engaging with at an increasing rate yet with no clear discerning picture of what the future holds.  MORE >>

  The difference in the modern social age is that buyer expectations have changed.  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.  MORE >>