This includes getting a good sense about their Buyergraphics – their attitudes, perceptions, values, information needs, and more.  To help round out the SMB buyer picture, learning their attitudes towards your product, service, or technology and how these attitudes drive information needs help to get deeply descriptive.  Buyer Content Models : identifying the information needs and goals of buyers today extends well beyond just the concept of content marketing.  Buyer Persona © All Rights Reserved Cristian Cardenas. It is a dilemma however that cannot be ignored.  The U.S. MORE >>

The floodgates have opened on channels, social media, old media, the Internet, and countless other ways to interact, explore, retrieve, and digest information in this new era of the buyer.  A better way of stating this is that conventional strategy, marketing, and sales decisions are funneled through an old paradigm of the buyer where marketing and sales held the information cards – cards used to target, sell, and persuade buyers.  Today, buyers make the choice on which information cards they decide to deal.  Image via Wikipedia. We are entering a new era of the buyer.  MORE >>

In many ways, it is a buyer’s revolt against years of having to first identify themselves before they can get an ounce of information.  Marketing and sales functions as well as operations are still geared to the days when a buyer had to pick up the phone and let it be known they need information.  Take a hard look at it and see if it is any different than the phone – what are you requiring of visitors to do to get an ounce of information?  Image via Wikipedia. This comment really got me thinking.  The registration debate is really not about registration.  Rush to Tactics. MORE >>

It’s as if they are clueless that I may have visited their site and got information to review.  © 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.  Therein lays the new buyer realities of today.  In a span of 5-7 years we find ourselves in a drastically different world.  Really?  MORE >>

Knowledge : shared knowledge related to informative problem solving can help influence positively buyer’s perceived values.  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.    A key component of understanding buyer behaviors and decisions is gaining a reality check on Buyer Perceived Values (BPV).    It is proving to be a tricky formula.    Related articles. MORE >>