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MAY 18, 2011 [Personalization] Social Buyerology: Understanding Buyers in the Social Age
Drastically affecting how organizational as well as personal goals are established and fulfilled. 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. The results of these new approaches and technologies are mixed as best to date.
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APRIL 16, 2012 [Personalization] Are Your Marketing and Sales Systems Broken?
For example, many a frustrated sales rep will personally walk a buyer through systems and processes to close a deal – out of fear that the company’s own systems and processes will cause a deal to go awry. Everything Is Broken (Photo credit: Wikipedia). For many in marketing and sales, the march continues towards the attempt to develop tactical plans that will connect them to buyers.
APRIL 16, 2012 | BUYEROLOGY
[Personalization] Are Your Marketing and Sales Systems Broken?
AUGUST 21, 2011 | BUYEROLOGY
[Personalization] Buyer Behavior Dooms HP in Tablet Market
JULY 24, 2011 | BUYEROLOGY
[Personalization] The New Social Buyer Ecosystem
JULY 18, 2011 | BUYEROLOGY
[Personalization] Future of Buyer Personas is Social - Part 3
MAY 18, 2011 | BUYEROLOGY
[Personalization] Social Buyerology: Understanding Buyers in the Social Age
MAY 13, 2011 | BUYEROLOGY
[Personalization] Baseone Buyersphere 2011 Report and the Changing B2B Buyer Behavior
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JULY 24, 2011 [Personalization] The New Social Buyer Ecosystem
This includes blurring the lines between personal and business. With many never having met their peer in person or arranging to meet peers at conference. Image via Wikipedia. From a B2B market view, the new social buyer ecosystem continues to undergo a rapid evolution. The pace in 2011 has noticeably quickened. Not sure I get it.
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MAY 5, 2011 [Personalization] Turn B2B Buying Into a Social Experience
Enhancing not only technology enabled engagements that can be found through such platforms as Twitter and Linked-In as well as company or industry specific platforms, but radically changing the notion of what personal engagements actually means. Just a few short years ago we were trying to figure out how to get more “personal” with email.
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NOVEMBER 1, 2010 [Personalization] The Design of Buyer Experience
In the world of books we see the title of Shift as perhaps the new trendy title for business as well as personal self-help oriented books. Cover via Amazon. The expression “monumental shift” is a powerful one. It is filled with connotations that represent and implies transformational changes are occurring.
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MAY 8, 2011 [Personalization] Content Marketing and Sales Enablement Must Get Married
Basically, if I could sum up the conversations, they believed that the content was good and can help buyers become interested however they saw that there was no means for them to personally use this content as well as to personally produce content specific for their engagements with buyers. Image via Wikipedia. What’s going on? Related articles.
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BUYEROLOGY | MONDAY, JULY 18, 2011 [Personalization] Future of Buyer Personas is Social - Part 3
Another person I’m a big fan of is Paul Greenberg (plus he’s a big Yankees fan like me), a leading expert on Social CRM and author of CRM at the Speed of Light. Paul’s Image by Cristiano Betta via Flickr. This is the third part of a series of reflective articles on the future of buyer personas. In part 1 of this reflection on the future of buyer personas, I focused on some of the misconceptions about buyer personas and in part 2 , I offered perspectives on why changes were needed to be relevant to the social age. Where did it go wayward? MORE >>
BUYEROLOGY | THURSDAY, MAY 12, 2011 [Personalization] Reinvent B2B Sales With Buyer Personas
Design for Interaction : designing buyer personas should include a healthy focus on interaction that involves personal engagement - whether it is by a social technology medium, by phone, or in person. Image via Wikipedia. Without question, while B2B Marketing is focused on developing its new prominence in the early stages of the buying cycle via content strategy and content marketing, B2B Sales is caught flat-footed on how to adapt to changing buyer behaviors. My thought here is very different than the conventional purchasing department. MORE >>
BUYEROLOGY | SUNDAY, AUGUST 21, 2011 [Personalization] Buyer Behavior Dooms HP in Tablet Market
It became the everyday device that cross the boundaries of personal and business use. Image by HP PSG APJ via Flickr. The sudden news of Hewlett-Packard’s (HP) decision to exit and essentially give up on the Smartphone and Tablet markets has some analysts and market watchers reeling. This amounts to an outright ceding to Apple and their success with the iPhone and the iPad. The read I get into the corporate announcement by HP’s CEO Leo Apotheker is one of a strategic move to focus on challenging IBM with head-to-head similar business models. MORE >>
BUYEROLOGY | WEDNESDAY, MAY 4, 2011 [Personalization] Buyer Personas Require Qualitative Research and Contextual Inquiry
As a former senior executive in sales and marketing, I evaluated as well as implemented several of the sales and customer profiling systems that exist where you are plotting buyers neatly into personality quadrants, demographic as well as psychographic categories, using blue sheets, and multiple other types of systems. Image by XXC via Flickr. Buyer Persona Development and the qualitative research methodology applied to creating buyer personas have proven to be an effective means for B2B organizations to reach a deeper understanding of their buyers. MORE >>
BUYEROLOGY | SUNDAY, DECEMBER 19, 2010 [Personalization] A Conversation on 7 Buyer and Sales Trends to Watch in 2011
My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally. By the time they get to sales folks, whether it is in person or on the phone, they already are armed with enough information to help make a decision. I used it for years personally, had sales teams trained on it, and even had Mack Hanan speak at National Sales Conferences I held. Personally, I think the term sales enablement needs to change to buyer enablement. Image via Wikipedia. What do I mean? MORE >>
- [Personalization] The 7 Principles of Buyer Experience Journey Mapping BUYEROLOGY | MONDAY, OCTOBER 11, 2010
- [Personalization] The Seven Phases of the Buyer Experience Journey BUYEROLOGY | MONDAY, OCTOBER 18, 2010
- [Personalization] Using Context for Social Buyer Persona Strategy BUYEROLOGY | WEDNESDAY, APRIL 20, 2011
- [Personalization] Study Reveals: Shift Spend to Improving the Buyer Experience BUYEROLOGY | MONDAY, MARCH 28, 2011
- [Personalization] Creating Scenarios About Your Social Buyer Persona BUYEROLOGY | WEDNESDAY, APRIL 27, 2011
- [Personalization] Engage the Social Buyer Persona BUYEROLOGY | TUESDAY, APRIL 12, 2011
- [Personalization] Baseone Buyersphere 2011 Report and the Changing B2B Buyer Behavior BUYEROLOGY | FRIDAY, MAY 13, 2011
- [Personalization] Buyer’s Goal Orientation Make Decisions More Than a Matter of Choice BUYEROLOGY | SUNDAY, MAY 16, 2010
- [Personalization] The Soul of the Buyer BUYEROLOGY | WEDNESDAY, MARCH 30, 2011
- [Personalization] Three Reasons Executives Should Invest in Customer Strategy Before Marketing Automation BUYEROLOGY | WEDNESDAY, APRIL 7, 2010
- [Personalization] The Defining Moments in Digital Marketing BUYEROLOGY | MONDAY, AUGUST 16, 2010
- [Personalization] How UPS Thinks Like Their Customers For Content Marketing BUYEROLOGY | MONDAY, APRIL 5, 2010
- [Personalization] Buyer Persona 2.0 – Part 6 – Buyer Personas Are Not Just Profiles BUYEROLOGY | MONDAY, FEBRUARY 15, 2010
- [Personalization] The 10 Rules for Creating a Buyer Persona: Rule 4 BUYEROLOGY | MONDAY, APRIL 19, 2010
- [Personalization] Buyer Persona 2.0 – Part 7 – Buyer Personas Segmentation BUYEROLOGY | MONDAY, FEBRUARY 22, 2010
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