How well organizations; in relations to products, service, and brand; maps to Buyer Perceived Values will serve as the one of the primary influences that shapes buyer behaviors and purchase decisions. Risks :  let’s face it – changing products or services in a B2B market can turn into an agonizing experience for buyers.  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.  MORE >>

Product centricity has been the driving force behind marketing and sales for decades and practically all of the 20th century.    However, this shift continues to occur at a slow pace in the B2B marketplace and many B2B organizations have product centricity wired into their organizational DNA.    Product centricity causes selling organizations to not only focus on the merits of their product but also to have prescribed views of existing customer and prospective buyer needs.    To be sure, products must fulfill needs.  MORE >>

  Craters that can be littered with failed product launches, content marketing efforts, demand generation initiatives, and a smoldering fire of bad reputation. Image via Wikipedia. We are living in a world that is fraught with uncertainty.    The degree of uncertainty for businesses today probably is at the highest level in decades.    Resulting in a chaotic world for sellers and buyers looking to make sense of what the future may hold.    So how does an organization get a hold of itself in such times? Adaptation Begets Patterns. MORE >>

  As mentioned in the previous article on Buyer Perceived Value (BPV), value has been viewed conventionally around product and service.  Image by J. McPherskesen via Flickr. As a follow-up to the article Influence of Buyer Perceived Value (BPV) on Buyer Behaviors and Decisions , offered is a perspective on how to implement a scorecard approach.    The Buyer Perceived Value (BPV) Scorecard combines both a qualitative as well as a quantitative approach to understanding the influence of buyer values.  Follow @TonyZambito. Unported License. Unported License. MORE >>

  What research with C-Suite executives has borne out is that this understanding arrives too late when it comes to new services, products, and strategies.    Oftentimes, learning the hard way why a new product launch, a new service capability, or a much hyped strategy implemented fell flat on its’ face – and both seller and buyer reputation bruised and battered.    No amount of content, smooth talking, and excuses will make up for poor quality and capability of a product or service.  Image by IceSabre via Flickr. Related articles. MORE >>