What matters in today’s B2B climate is having the ability to predict multiple scenarios and more importantly – multiple buying scenarios that will shape the organization’s marketing, sales, product, content, and social strategies. Using the nuances of each buyer scenario modeled to create specific as well as variations of marketing, sales, social, product, and content strategies that help them to attain key objectives related to growth.  Image via Wikipedia. The fast pace of change makes the crystal ball of how buyers will behave in the future enveloped in a hazy fog.  MORE >>

For example, does the web channel brand and buyer experience stay true to form when buyers interact with either the social media, sales, resellers, partner, or service channels?  Image via Wikipedia. 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.  Follow @tonyzambito. MORE >>

I am excited to be working on specific goal-based modeling methodology that address the role of sales personas utilized towards lead development, lead nurturing, social selling, inside selling growth, account-based marketing and sales, sales effectiveness, and buyer conversation effectiveness. © All Rights Reserved by 24point0. This June marks ten years since the first buyer persona development methodology was pioneered and launched by the firm Goal Centric now called Buyerology.  Over the past ten years it has been quite a journey.   Much has happened and much has changed.  MORE >>

This is the final article looking at buyer trends that will influence marketing and sales in the near and foreseeable future. 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 >>