While there is much focus given to demand generation, content marketing, lead generation, lead management, and opportunity pipeline management, recent significant changes in buyer behaviors calls for serious examinations of whether organizations are attracting the right buyers.  Sally Field (Image via RottenTomatoes.com). The phrase “ Laws of Attraction ” first appeared in the early 20th century around 1906 by William Walter Atkinson as part of the new thought movement and release of his book  “ Thought Vibration or the Law of Attraction in the Thought World ” (Chicago, 1906).  MORE >>

While the shiny object these days is inbound and the incessant promotion of content marketing, for some products and services, the ultimate deciding factor will continue to come down to the buyer conversation taking place.  © All Rights Reserved I-5 Design and Manufacturer. 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.  Really?  MORE >>

What matters in today’s B2B climate is having the ability to predict multiple scenarios and more importantly – multiple buying scenarios that will shape the organization’s marketing, sales, product, content, and social strategies. Using the nuances of each buyer scenario modeled to create specific as well as variations of marketing, sales, social, product, and content strategies that help them to attain key objectives related to growth.  Image via Wikipedia. The fast pace of change makes the crystal ball of how buyers will behave in the future enveloped in a hazy fog.  MORE >>

  Let’s recap the significant buyer trends noted so far in this series: Buyers are overwhelmed with content and desire experiences. This article looks at how buyers are seeking to further their intelligence on challenges and goal achievement and how organizations can model intelligence seeking versus content mapping.  Buyer Trend: Buyers are seeking to further their intelligence, not read more content.   Messaging has been the dominant practice of marketing as well as sales for decades and despite the new label of content marketing - continues unabated.  MORE >>

  We are seeing the births of new technologies and processes, such as content marketing, inbound marketing, marketing automation, and social media technologies attempting to address the voids created as B2B businesses shift their own buying processes and cycles.    Obviously, content marketing comes to mind here.  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.     Next:  The Methods of Social Buyerology. MORE >>