Business will need to connect the quantitative with the qualitative to make this work.   Image via Wikipedia. In my most recent article, Boost Demand Generation Using Target Ready Buyer Models , a comment was posted by the ever thoughtful Eric Wittlake, author of the blog B2B Digital Marketing and a member of the team at the Integrated B2B Marketing Agency – Babcock and Jenkins.  This comment really got me thinking.  What I have been thinking about is that we are in the midst of the next revolution right now – that we are in the midst of a business version of the Arab Spring.  MORE >>

In the past, working with these definitions may have been sufficient.  Do Your Research Before You Pick Up The Phone © All Rights Reserved Kenny Madden. This is part 1 of a series on the challenge of targeting SMB markets and how the use of target buyer modeling and buyer-based marketing help organizations to grow their SMB customer base. . As we continue to come out of the deep freeze over the last few years, we are beginning to see encouraging signs of an economic recovery.  but…over the last three years we’ve faced stiffer competition that has driven our pricing down.  MORE >>

  Why do some work and others do not remain a puzzle. Image by aafromaa via Flickr. The pendulum has been swinging rapidly during the past two years with respect to understanding buyer behavior and interactions in the social age.      What we know for sure is that the dynamics and interactions between businesses and buyers are undergoing their most significant transformation in many years and decades.  We are also witnessing the phenomenon of buyers in B2B marketplaces becoming more social in their interactions.  Related articles. MORE >>

  The leaders of today will need to work in concert to put into place efforts that not only focus on creating value but places a premium on keeping a pulse on the changing values on the part of buyers.  This is the seventh article looking at buyer trends that will influence marketing and sales in the near and foreseeable future. Let’s recap the significant buyer trends noted so far in this series: Buyers are overwhelmed with content and desire experiences. Buyer behavior is changing rapidly and requires BIG insights. Buyers are on a quest to be demand fulfilled. MORE >>

  When working with a supplier for example, we want to be able to learn something about how to handle these new situations.”. This is the sixth article looking at buyer trends that will influence marketing and sales in the near and foreseeable future.    Let’s recap the significant buyer trends noted so far in this series: Buyers are overwhelmed with content and desire experiences. Buyer behavior is changing rapidly and requires BIG insights. Buyers are on a quest to be demand fulfilled. Buyers are developing complex networks that collaborate. The Future. MORE >>