| | | Buyerology | |  Price | 10 articles |
| Page 1 of 1 | Previous | Next | BUYEROLOGY MARCH 21, 2012  How To Get To Know The New SMB Buyer With revenue growth potential shrinking in larger strategic accounts due to budget and pricing pressures, many are dedicating attention and resources with more determination than in the past. © All Rights Reserved Peter Schofield. In the first article of this series, we visited two new realities. New technologies opening their world to advantages only once afforded to large enterprises. | BUYEROLOGY MARCH 18, 2012  Your Top Priority Is Growing The SMB Revenue Base – Now What? However, the purse strings are still drawn tight and new patterns of buying has created an atmosphere of even more exacting pricing pressures from enterprise-wide level buyers and accounts. but…over the last three years we’ve faced stiffer competition that has driven our pricing down. Do Your Research Before You Pick Up The Phone © All Rights Reserved Kenny Madden. | | | | | |
| BUYEROLOGY SEPTEMBER 27, 2011  Influence of Buyer Perceived Value (BPV) on Buyer Behavior and Decisions Price : competitive pricing will always remain a significant variable in determining a Buyer’s Perceived Value. The positive or negative impact of other variables can influence the tolerance level on pricing and how it directly influences a Buyer’s Perceived Value. Image by Will Lion via Flickr. It is proving to be a tricky formula. | BUYEROLOGY FEBRUARY 10, 2012  The Single Buyer Model: A Dangerous Road Towards Competitive B2B Marketing This is a heavy price to pay if you are indeed outside of the network and not an ecosystem player. Building A Tribe Of Buyers ©All Rights Reserved Kenny Madden. Many B2B Marketers today are faced with the daunting tasks of connecting with buyers in new ways and using new mediums that are still in infancy. How Did We Get Here? Sales role was to target the single buyer. What Are The Dangers? | BUYEROLOGY JUNE 26, 2011  The Influence of the Social Buyer on B2B Business How businesses price and execute business models, whether they be fixed pricing or variable pricing based, are being drastically affected by changes in social buying behaviors, social technologies, and social ecosystems. Image via Wikipedia. What we do know is that B2B buyers are demanding more social experiences in their buying processes. | BUYEROLOGY OCTOBER 18, 2010  The Seven Phases of the Buyer Experience Journey As is often seen pricing, billing, and implementation questions can get routed to the “back office” and can be a road filled with craters if support is not designed with buyer experience in mind. Image by david_shankbone via Flickr. Most revealing was how many phases of production took place and how each phase was an experiential process in of itself. Research. Assess. | | | | | | | |
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BUYEROLOGY | SUNDAY, DECEMBER 12, 2010  B2B Imperative: Reinvent the Sales Experience
The driver of sales experience was more than the combined percentage of the three other drivers defined in the study – company and brand, product and delivery, and value-to- price ratio. Image via Wikipedia. Adapting to transformative changes in buyer behavior is the most significant challenge facing B2B organizations. Buyers are asking for better experiences and better solutions. For the past thirty to forty years, sales have focused on relationship building, methodology, and processes. MORE >> -
BUYEROLOGY | MONDAY, MARCH 28, 2011  Study Reveals: Shift Spend to Improving the Buyer Experience
The admission price may be the obvious of a high quality product or service but getting the not-so-obvious buyer experience right is where a business will succeed or fail on buyer retention and acquisition goals. Image by mia! via Flickr. According to a recent Satmetrix Net Promoter study, one in five consumers switch brands based on a bad buying experience and/or bad customer experience. Satmetrix, in their 2011 Net Promoter Industry Benchmarks study, conducted surveys with over 20,000 consumers. Unexpected charges or fees. MORE >> -
BUYEROLOGY | MONDAY, MARCH 22, 2010  Three Components Of A Buyer Persona Game Plan That Inform Executives
Determining how to win has strategy relevance to pricing, selling structure, content marketing, and etc. Today’s executives, particularly in sales and marketing, are facing increasing pressure to come up with game plans to engage the buyer. The challenge post-Great Recession is how to engage with buyers in meaningful ways to drive demand and top line revenue growth. Drawing up game plans, especially in the B2B space, is made more difficult by the evolving new channels of buyer engagements. Buyer Persona Development Process = Game Plan. Where To Play. How To Play. MORE >> -
BUYEROLOGY | MONDAY, NOVEMBER 8, 2010  Wake up, America!
One of the early pioneers of modern economics, Adam Smith who was a Scottish philosopher as well as political economist, put forth theories related to the relationship of price to supply and demand in the seminal work of his life, An Inquiry into the Nature and Causes of the Wealth of Nations which was later abbreviated to The Wealth of Nations. 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. MORE >>
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