B2B Lead Generation | Buyer Personas. Buyer Persona models at Kadient. I’ve long argued that Buyer Personas are THE basic building block of B2B marketing today. In fact, a small software company in Florida simply called a meeting and discussed personas. Sorry, those are not personas. . bit of digging reveals that, while many executives may think they know buyers, they lack the deep insights needed for real buyer personas. Please note that standardized buyer personas work regardless of industry. But do they really? In-person or online? MORE >>

About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Content Marketing Lead Gen SEO-SEM Social Media More Strategy Design PR eBooks Educational Facebook Guest Posts Twitter Buyer Personas: Where (and How!) to Start July 7th, 2010 | By Jeremy Victor Earlier this year, I wrote a post, Humanize Your Marketing With Buyer Personas , because of what I feel is lacking in a lot of B2B marketing today. Forget social media and content marketing for a moment, the reason buyer personas matter so much is that B2B buyers and B2B buying has changed. MORE >>

  How well organizations; in relations to products, service, and brand; maps to Buyer Perceived Values will serve as the one of the primary influences that shapes buyer behaviors and purchase decisions.   Some of the new variables include: Buyer Experience : previous as well as in process buyer experience can have an enormous impact on how buyers perceive the value that organizations can bring to their challenges and environments.  Experiential Buying Behavior Takes B2B Center Stage (buyerpersonainsights.com). Image by Will Lion via Flickr. MORE >>

  Buying today has become more sophisticated and has a multitude of variables that did not exist even a decade ago.    It is fair to say that many organizations are adopting specific buying strategies whereby decisions are often made well ahead of any sales involvement and the decisions are more about who to purchase from versus what to purchase.    Without investing in informing buyer insight, executives will be in the dark on how to craft buyer experiences that makes them part of an organization’s buying strategies. MORE >>

B2B marketing and sales has lived in a neat framework centered on the purchase transaction.    In some industries and marketplaces, this purchase transaction has been fairly straight forward.    In others, there has been a mix of complex buying and selling cycles put into play to ultimately reach a purchase transaction.    The key lies in how well you and your organization are responding to the most transformative changes in B2B buying we’ve seen in several decades at least. Image via Wikipedia.   That is, until now.  MORE >>