The pendulum has been swinging rapidly during the past two years with respect to understanding buyer behavior and interactions in the social age.      What we know for sure is that the dynamics and interactions between businesses and buyers are undergoing their most significant transformation in many years and decades.    How groups of buyers as well as individual buyers are interacting with each other and with sellers continue to metamorphosis anew monthly redefining our knowledge of how buyers make decisions today. Related articles. MORE >>

  As consumer-like experiences become more desired in business marketplaces, companies will need to rethink many aspects of their sales and service capabilities as well as interactions.    Buyers enabled to create their experiences of finding the right knowledge at the right time at the right place at the right interaction level and at the right solution.  Image by davidking via Flickr. In my previous article, Enhance the Buyer Experience with Intelligent Engagement , I referenced a trend I called Experiential Buying.  Assist-Enabled Buying. MORE >>

  The convergence of the Internet and Social Interactions has produced a movement towards flattening models of decision-making.    Well documented over the past two years is how buyers are typically 70% into their buying processes before encountering direct sales interaction.  This is the fifth in a series of articles looking at buyer trends that will influence marketing and sales in the near and foreseeable future.    We explored so far experience creation , BIG insights , demand fulfillment , and buyer networks.    The Future. MORE >>

Sales Interaction : Enabling sales to engage in conversations and interactions that authentically confront perceived risks and brings them to the forefront of the sales process as opposed to last minute barriers. Post-Sale Implementation : Content, implementation services, and interaction can all be used to enhance a buyer’s perception that adverse risk has been avoided and value gained. Image by IceSabre via Flickr. The notion that perceived risks influences purchasing behavior has been around for quite some time.  There is a given in all this.  MORE >>

  This article looks at how buyers are developing more complex networks of interactions as well as decision-making and how organizations must adapt their view of buying. For CMO’s and CSO’s in particular, working together on developing the mix of conversation and interaction that meets the goals of the buyer networks relevant to their industry is crucial to longevity.  Image by cesarharada.com via Flickr. This is the fourth article looking at buyer trends that will influence marketing and sales in the near and foreseeable future.     The Future. MORE >>