Since, this phrase has been used to help explain attraction-based theories and concepts in many areas of the social sciences throughout the 20th century and now into the 21st century.  If they have nothing to offer and can’t help me, then why am I going to pick up the phone and contact them? “. Sally Field (Image via RottenTomatoes.com). Most recently, Rhonda Byrne’s “ The Secret ” became a worldwide sensation in 2006 which was based on the laws of attraction principles.  One powerful constant has remained throughout the 20th and 21st century – that likes attract likes. MORE >>

Understanding Buyer Choice Helps You To Make The Right Choices Available. Image via Wikipedia. This is part 2 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. . Growth is getting harder and harder to come by.  With this comes the realization that some of the embedded thinking about how to reach and market to buyers are not working well.  In part 1 of this series we looked at how the funnel is facing a slow death and the limitations of so called funnel thinking.  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. . © All Rights Reserved I-5 Design and Manufacturer. 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.  Really?  MORE >>

This is part 1 of a series on the challenge of targeting SMB markets and how the use of target buyer modeling and buyer-based marketing help organizations to grow their SMB customer base. . Do Your Research Before You Pick Up The Phone © All Rights Reserved Kenny Madden. As we continue to come out of the deep freeze over the last few years, we are beginning to see encouraging signs of an economic recovery.  This means less room for revenue growth to come directly from the fabled 20-30 percent of large customers who typically have made up 70-80 percent of total revenues.  MORE >>

Knowledge : shared knowledge related to informative problem solving can help influence positively buyer’s perceived values.    Dramatically calling for the need for further buyer behavior research that can help organizations today understand why and how buyers are making decisions today.  Image by Will Lion via Flickr. In my recent article, Buyerology: The New Science of Understanding Buyer Behavior , I introduced the concept of Buyerology and the need for a renewed focus on understanding buyer behavior in the Social Age.    Follow @TonyZambito. MORE >>