| | | Buyerology | |  Differentiation | 10 articles |
| Page 1 of 1 | Previous | Next | BUYEROLOGY SEPTEMBER 12, 2011  Experiential Buying Behavior Takes B2B Center Stage In such a way that it allows for buyers themselves to create their own adaptive differentiated experiences. Image by davidking via Flickr. In my previous article, Enhance the Buyer Experience with Intelligent Engagement , I referenced a trend I called Experiential Buying. The difference in the modern social age is that buyer expectations have changed. | BUYEROLOGY OCTOBER 3, 2011  Buyer Perceived Value (BPV) Scorecard: Qualifying and Quantifying Value Differential : Using the scorecard approach can help in identifying the largest differentials between what buyers consider of high value and where the organization is falling short in the minds of buyers. Image by J. McPherskesen via Flickr. Calling for qualitative means of discovering exactly what these values are and the meaning behind them. Unported License. | | | | | |
| BUYEROLOGY JULY 6, 2011  The Future of Buyer Personas is Social - Part 1 A little known fact is that it was Alan Cooper who first coined the phrase buyer personas in his book to differentiate from user personas as well as to highlight that products should be designed for users and not buyers. Image by eliazar via Flickr. Along with Alan Cooper, these folks are the real forerunners of personas back in the late ‘90’s. Follow @TonyZambito. | BUYEROLOGY NOVEMBER 1, 2010  The Design of Buyer Experience As products and services are subjected to increasing entry into the level playing field we call commodity, differentiation is made in designing innovative buyer experiences. Cover via Amazon. The expression “monumental shift” is a powerful one. It is filled with connotations that represent and implies transformational changes are occurring. | BUYEROLOGY NOVEMBER 28, 2010  How Social Media is Transforming the B2B Buying Experience The key differentiator is that buyers will contribute to brand advocacy organically versus being asked to through whatever promoted means designed to “compel” them to do so. While B2C promoted advocacy can catch on, B2B buyers are astute in differentiating organic advocacy from promoted advocacy. Image by dusan.writer via Flickr. No kidding! | BUYEROLOGY NOVEMBER 14, 2011  Buyerology Trend: Think BIG Insights vs. BIG Data The quest for deeper insights will grow as it becomes the path to finding ways to differentiate in a constantly changing social world. This is the second in a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future. Buyer Trend: Buyer Behavior Changing Rapidly and Buyers Are Saying – Get Me Please! | | | | | | | |
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BUYEROLOGY | MONDAY, JANUARY 10, 2011  Why Buyer Experience Matters to Get B2B Buyers to Stick Around
B2B companies that put a premium on differentiating from their competitors through buyer experience innovation will have the edge. Image by racoles via Flickr. Two of the most compelling issues facing B2B marketers today is how to not only reach buyers but how to get buyers engaged. Adding to the complexity of these issues is the fact that buyers today are increasingly seeking experiences more than just a sale. Keeping buyers engaged throughout the entire buyer journey and sales cycle is no easy feat to figure out. MORE >> -
BUYEROLOGY | WEDNESDAY, JUNE 1, 2011  Social Buyerology: Listening to the Social Buyer
Areas such as peer-to-peer social networking, community memberships, subscribing to blogs, and following on Twitter or Facebook are loaded with differentiating perceptions, attitudes, beliefs, aspirations, goals, and one’s own self-determination. Image via Wikipedia. This is the third installment of my reflection on Social Buyerology. The first article, Social Buyerology: Understanding Buyers in the Social Age reflected on the need for a new science of examining buyers in the social age. Only then will insights be listened to and responded to. MORE >> -
BUYEROLOGY | MONDAY, NOVEMBER 8, 2010  Wake up, America!
The area of differentiation and the margin of difference becoming that of buyer experience. Image via Wikipedia. One of the most fundamental concepts in economics is that of supply and demand. It has been the prevailing underpinnings for a market-driven economy for well over 250 years. This was first published in 1776 at the beginning of not only the American Revolution but of the Industrial Revolution and is considered to be the foundation of modern economic theory. Demand is still very much part of the business vocabulary today. MORE >> -
BUYEROLOGY | MONDAY, APRIL 19, 2010  The 10 Rules for Creating a Buyer Persona: Rule 5
While information respective to a customer profile about background, job functions with related titles, reporting, motivations, pain points, needs, fears, and wants can be derived with some degree of research, the real value is in uncovering profound unarticulated insights and not-so obvious goals that lead to a winning customer strategy and a competitive differentiator. Image via Wikipedia. When you travel to a foreign country where you are not familiar with the culture or the language, it can be exciting yet very trying. It is tough to make out specifically what they mean. MORE >>
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