Whether you work for a bank, insurance company or in the investment sector, you’re challenged to have a better and more complete understanding of your customers than in most other sectors. But gathering data from online behaviors and adding that to the mix? For many financial services firms, this still needs work.  For example, a person who’s into mountain biking is also more likely to be interested in other outdoor or fitness products. So they decided to offer Mac visitors the higher-priced travel offerings and PC users the lower-priced deals.  MORE >>

Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. funny thing happened on the way to this new decade: buyer behaviors are changing rapidly as the advent of the Internet and social technologies come of age. In a recent article I wrote, 5 Ways New Buyer Behaviors Are Impacting B2B Sales , I highlighted buyer behaviors that relate to what buyers are now doing and how expectations are changing. end with noting that changing buyer behaviors has created an interesting irony. MORE >>

There are quite a few different ways to segment and nurture your leads. And in fact, the way you choose to nurture your leads really just depends on how you decide to segment and target them. Depending on your product or service and your marketing objectives, you can segment your leads based on demographic and geographic information or behavior-based information such as the type of content your leads have previously engaged with and which point they're at in your funnel. These are obvious and practical ways to segment, target, and nurture your leads. Trust me. MORE >>

For each product or service, marketers need to understand the specific decision-making process utilized by each consumer segment acquiring that product or service. For example, if a consumer is looking at buying a new car, a high value in gas mileage might compensate for a lower value in leather seating.  Weighted Additive Strategy An example of this strategy would be where a consumer places a higher value on specific attributes.  In summary, the idea of understanding consumer behavior is extremely complex. Bob McCarron. Theory or Fact? Tweet This! Digg this! MORE >>

The model also contains segments (sets of customers or prospects), events (campaign triggers, which can be based on time, channel, behavior, queries, or feeds from external Web services), and packages (sets of campaigns used for Interaction Advisor). That complexity adds some cost, but it also lets users can more easily manage shared components and analyze results by communication, channel, program, segment, and other groupings. But it’s a good example of what those products provide and how they differ from B2B marketing automation products. Neat trick. MORE >>