The results of these new approaches and technologies are mixed as best to date.  Image by aafromaa via Flickr. The pendulum has been swinging rapidly during the past two years with respect to understanding buyer behavior and interactions in the social age.      What we know for sure is that the dynamics and interactions between businesses and buyers are undergoing their most significant transformation in many years and decades.  We are also witnessing the phenomenon of buyers in B2B marketplaces becoming more social in their interactions.  MORE >>

  Attaining such a deep understanding is no easy task but the use of qualitative and experiential analysis rooted in anthropological principles offers the best means for this understanding.     In turn, businesses will be able to make sense of the many new means and methods evolving today and determine how to produce the appropriate mix that best meet their buyer’s goals.  Image via Wikipedia. The concept of goals has been around for centuries.  Humans First, have a definite, clear, practical idea—a goal, an objective.   - Aristotle. MORE >>

  Believe me; if executives of major corporations see buyer personas as a “tool” to profile buyers and not a best practice, then the buyer persona development process will not have much hope of expanding beyond that.  Image by False Positives via Flickr. The rise in popularity of buyer personas has also meant a rise in people getting them wrong.    The building awareness of the term and the idea of using buyer personas in marketing on a mass level can be traced to David Meerman’s Scott book, The New Rules of Marketing & PR.  MORE >>

To a greater degree, companies will be better able to identify and predict the ideal scenarios that give them the best shot at winning and being a long-term alternative to buyers. "Sales Checking For Leads" © All Rights Reserved Kenny Madden. Depending on which reports you may read when it comes to lead nurturing, approximately 60% or more of B2B businesses do not have a formalized lead nurturing program.  Which begs the question: why are companies slow to adopt to lead nurturing? Reasons. Buyer Scenario Modeling. This is more so than any mapping to buying stages or journey.  MORE >>

They can best be characterized as only helpful today but not revealing.  Several executives I interviewed in the last six months of 2011 are saying it best: “What we’ve learned is that buyer personas, building tools for sales, creating lots of content, and etc. Building A Tribe Of Buyers ©All Rights Reserved Kenny Madden. Many B2B Marketers today are faced with the daunting tasks of connecting with buyers in new ways and using new mediums that are still in infancy.  These missteps resulting in significant loss of marketing dollars and waste of valuable yet limited resources. MORE >>