Image via Wikipedia. Let’s define Buyer Experience Innovation : “Creating in totality an ideal buying experience and innovative interactions that engages as well as enables buyers to enter into a transactional and loyal relationship with the organization”. Static View of Buying Cycle : For many years, we have conditioned ourselves to look at the buying cycle one dimensionally and through the prism of the seller only.  The pressure to achieve top line revenue growth and profitable growth strategies remain as the key challenges B2B CEO’s face today.  MORE >>

Image via Wikipedia.   He also believed that to research this phenomenon, unstructured qualitative observation methods were the means to understand sociological human interactions.    Mead was most certainly a forerunner to today’s modern methods of qualitative research.  Content : The buyer experiences accessibility to rich and robust content offerings that enables research. Value : The buyer experiences value-based solutions and justification that enables a buying decision. MORE >>

Image via Wikipedia. Adapting to transformative changes in buyer behavior is the most significant challenge facing B2B organizations.    How should B2B businesses respond to changing buyer behaviors and the issue of sales process management being out of synch with buyers?    The essence of sales experience lies in the ability of B2B organizations to innovate unique buying experiences.    B2B businesses can adapt to buyer behaviors by first gaining critical insight into the mind of the buyer and then innovating the sales experience.  MORE >>

Image via Wikipedia.   We all know buyer behavior has changed so much that the B2B business world has to find ways to adapt or be left in the dust.    In addition, we know from the people who survey sales trends, such as Sirius Decision , CSO Insights , and McKinsey , today’s buyers get through nearly 70-80% of the buying process BEFORE they engage with sales people.    On top of that, the entire buying experience is fragmented.    Apple has put together one of the best consumer buying experience in history.  MORE >>

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 buyer behaviors.    Here’s the interesting twist in the changes that are occurring – as buyers become more self-directed - the more B2B organizations will view “buying” in a professional light as opposed to something they do.    What do these new buying cycles look like?  MORE >>