Buyer personas today are becoming more widely used by marketing and sales organizations than ten years ago.  Understanding about buyer personas and their place in the grander effort of modeling buyers to inform marketing and sales strategies ranges from harmful misperceptions to evolving maturity levels profoundly transforming organizations.  This same methodology serves as a foundation for what later became a specific goal-based modeling methodology for marketing and sales personas focused on the buyer.  The Next Frontier: The Rise Of Sales Personas. MORE >>

Sally Field (Image via RottenTomatoes.com). The phrase “ Laws of Attraction ” first appeared in the early 20th century around 1906 by William Walter Atkinson as part of the new thought movement and release of his book  “ Thought Vibration or the Law of Attraction in the Thought World ” (Chicago, 1906).  Since, this phrase has been used to help explain attraction-based theories and concepts in many areas of the social sciences throughout the 20th century and now into the 21st century.  One powerful constant has remained throughout the 20th and 21st century – that likes attract likes. MORE >>

The Buyer At The Center Of Strategy, Marketing, And Sales.  A better way of stating this is that conventional strategy, marketing, and sales decisions are funneled through an old paradigm of the buyer where marketing and sales held the information cards – cards used to target, sell, and persuade buyers.  Ways New Buyer Behaviors Are Impacting B2B Sales (buyerology.com). Image via Wikipedia. Growth is getting harder and harder to come by.  With this comes the realization that some of the embedded thinking about how to reach and market to buyers are not working well.  MORE >>

Depending on surveys from such sources as IDC , IDG Connect, DemandGen Report , Forrester , and more, we know that buyers are remaining invisible to B2B businesses and spend only a quarter of their time talking directly to sales when making purchase decisions.  By modeling buyers, buying scenarios, buyer experience, and decision journeys, B2B executives can then map strategy as well as tactical marketing and sales activities that enable them to connect with B2B buyers on a relational level.  Image via Wikipedia. Focus On The Total Brand and Buyer Experience. Follow @tonyzambito. MORE >>

Here is a portion of what he said:  “As more buyers wait to engage with sales and as more companies, in order to attract potential buyers, open up their content, the need to meet your audience’s needs before you know who they are is likely going to be one of the next revolutions we see.”. Marketing and sales functions as well as operations are still geared to the days when a buyer had to pick up the phone and let it be known they need information.  Buyers are waiting longer and longer to engage with sales.  Image via Wikipedia. This comment really got me thinking.  MORE >>