The floodgates have opened on channels, social media, old media, the Internet, and countless other ways to interact, explore, retrieve, and digest information in this new era of the buyer.  Image via Wikipedia. This is part 2 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. . 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 >>

  The difference in the modern social age is that buyer expectations have changed.    If companies have not adapted their businesses to enhanced online and social capabilities, they may very well be placing artificial barriers in front of their buyers who are seeking an entirely different straight re-buy or modified re-buy experience than in the past.  The Ascent of the Social Buyer (buyerpersonainsights.com). The Influence of the Social Buyer on B2B Business (buyerpersonainsights.com). Image by davidking via Flickr. Assist-Enabled Buying. MORE >>

  Understanding buyer behavior is a qualitative social science in particular thus an overemphasis on quantitative analysis will make it difficult to reveal the underlying patterns that are emerging.  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.  Adaptation Begets Patterns. Buyer Behavior Research and Analysis. MORE >>

If you follow conventional and social media closely, the storied demise of sales has been told many times.  For many in B2B sales, from senior leaders to sales representatives, it may be a discouraging time.  MORE >>

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.    The convergence of the Internet and the Social Age, in fact, is introducing many new variables and factors that influence Buyer Perceived Values.  Engagement : I have written recently about social engagement as well as how buyers are internalizing their own S ocial Engagement Index.  The Social Buyer Engagement Index (buyerpersonainsights.com). MORE >>