Image via Wikipedia. Research and Insight. Businesses that know they are in the midst of the Buyer Spring revolution are going to double down on research and insights.  And I am not talking about buyer personas here folks – which have been bastardized to mean everything but the real research and insight intent established in the late ‘90’s.  I am talking about real world buyer research that means getting out from behind your computer, laptop, or tablet screen and knowing buyers in their environments. Image via Wikipedia. Organization Infrastructure. MORE >>

Image via Wikipedia. Some leading B2B executives are proceeding with a level of qualitative buyer research that allows them to understand current buying scenarios as well as behaviors to create predictive buyer scenario models.   In this case, good input is represented by qualitative research and interviewing efforts that help to identify important behavioral data and insight elements. would not be surprised today if a group of B2B executives said they were using fortune tellers to peer into a crystal ball to make predictions about the future.  Follow @tonyzambito. MORE >>

Photo credit: Wikipedia. And maybe you’ve even done some market research. Market Research Business Customer market research marketingYes, I know that you know your business. If you listen in social media, give yourself a gold star. But how well do you  really  know your customers. I’ve been talking to a number of marketers from a cross-section of companies over the last few months, and I am afraid that from my vantage point, the answer is that we don’t know our customers well enough. You  have done all those things, haven’t you?) MORE >>

Image via Wikipedia. Buyer modeling is based on qualitative research that addresses choices being made versus inadequate interviewing that is done in the context of the funnel. This is part 4 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. Connecting with today’s B2B buyers is on the minds of most CEO’s and their teams today.  Not too long ago, reaching and connecting with B2B buyers was a straight forward proposition.  Next up: Transforming B2B Business. MORE >>

Research Methods ‘Beyond Google’ When “Google” has become a synonym for “research,” how should faculty respond? The problem is near-universal for professors who discover, upon assigning research projects, that superficial searches on the Internet and facts gleaned from Wikipedia are the extent — or a significant portion — of far too many of their students’ investigations. Kathy Lee Berggren, a professor at Cornell University, teaches oral communication with a “heavy research component.” Friday. MORE >>