Do Your Research Before You Pick Up The Phone © All Rights Reserved Kenny Madden. This is part 1 of a series on the challenge of targeting SMB markets and how the use of target buyer modeling and buyer-based marketing help organizations to grow their SMB customer base. . As we continue to come out of the deep freeze over the last few years, we are beginning to see encouraging signs of an economic recovery.  However, the purse strings are still drawn tight and new patterns of buying has created an atmosphere of even more exacting pricing pressures from enterprise-wide level buyers and accounts.  MORE >>

B2B Buyer Research B2B Marketing B2B Sales B2B Sales Research Business Buyergraphics Buyer Buyer Behavior Buyer Experience Buyer Insight buyer journey Buyer Persona Buyergraphics Buyerology Buyerology Now Blog b2b marketing B2B sales Business marketing business-to-business buyer behavior buyer behavior analysis buyer decision model buyer experience buyer persona buyer persona development buyer personas buyergraphics buyerology Chief executive officer Choice modelling Decision making Marketing Predictive analytics predictive buyer modeling Sales tony zambitoImage via Wikipedia. Explore. MORE >>

Analytics of your SMB customer database is like fighting numbers with numbers – you can contain the data but without behavioral insight – you will not be able to get inside them.  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.  It is a dilemma however that cannot be ignored.  MORE >>

How to respond : shift internal focus to understanding new rules affecting decision-making, acquired through the mix of analytics and qualitative insight, and support how buyers are making purchase decisions. © All Rights Reserved Kenny Madden. This is part 3 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. . For B2B, it has been harder to translate B2C research dynamics into ways that would make the psychology of B2B buyers more readily understood.  Network. Decide. MORE >>

There will be a rise in the use of buyer modeling techniques as well as integrating the use of buyer intelligence, predictive analytics, and the illuminating aspects of predictive buyer modeling.  Higher Grade Product Design Concept Models (Photo credit: Jordanhill School D&T Dept). This is part 5 and final article 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. . As we covered, many B2B businesses are wrestling with the unknown and the invisible.  MORE >>