This is part 4 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. Depending on surveys from such sources as IDC , IDG Connect, DemandGen Report , Forrester , and more, we know that buyers are remaining invisible to B2B businesses and spend only a quarter of their time talking directly to sales when making purchase decisions.  The idea of connecting to B2B buyers has gone from straight forward to major league complex. MORE >>

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. . How buyers make choices today, in large part driven by empowering new technologies, will transform how B2B businesses will view buyers as well as redefine what is meant by business marketing.  As we covered, many B2B businesses are wrestling with the unknown and the invisible.  Reorient From Business Marketing Teams to Buyer Driven Marketing Teams. MORE >>

This is part 4 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. . When it comes to the SMB segment and the multiple sub-markets, it is just a plain fact that you cannot be everywhere.  We addressed the segmentation thought process crucial for buyer-based marketing to the SMB segment in the previous article, Grow SMB Revenues With Buyer-Based Marketing , as a means to know where to have a presence.  This brings us back to outbound.  MORE >>

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? suspect one reason may be that the pressure for instant results from lead generation efforts is a primary driver.  Especially from firms heavily rooted in measuring results monthly and quarterly to a fanatical nature.  This is more so than any mapping to buying stages or journey.  Reasons. Related articles. MORE >>

This is part 5 and final article 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. We’ve seen tremendous growth in the arena of Inside Sales over the past decades as the expense of dedicating field resources to SMB is no longer affordable as well as seismic shifts in buyer behaviors.  The roles of sales in general and inside sales functions are struggling to adapt to the new psychology of the buyer and the new rules of engagements.  Not so fast.  MORE >>