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The State of Buyer Personas 2012

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 … Continue reading

Is Your Organization Likeable? Are You Attracting the Right Buyers?

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 … Continue reading

Can You Predict Your Ideal Scenarios For Lead Nurturing?

Depending on which reports you may read when it comes to lead nurturing, approximately 60% or more of B2B businesses do not have a formalized lead nurturing program.  Yet, depending on these same reports from the several research organizations benchmarking … Continue reading

Are Your Lead Generation Tactics Targeting The Wrong Buyer? 4 Steps You Can Take.

Target (Photo credit: Wikipedia) I am a big baseball fan and a one-time want to be pitcher.  Hitting the target within the strike zone with a variety of different pitches is what separates Cy Young award winners from ordinary pitchers.  … Continue reading

Are Your Marketing and Sales Systems Broken?

For many in marketing and sales, the march continues towards the attempt to develop tactical plans that will connect them to buyers.  We have seen many variations over the past two as these attempts are made.  Whether they relate to … Continue reading

Use Buyer-Based Selling To Engage The New SMB Buyer

This is part 5 and final article of a series on the challenge of targeting SMB markets and how the use of buyer-based modeling and buyer-based marketing help organizations to grow their SMB customer base. Prognosticators today abound on the … Continue reading

Channeling Buyer-Based Experiences in SMB

This is part 4 of a series on the challenge of targeting SMB markets and how the use of buyer-based modeling and buyer-based marketing help organizations to grow their SMB customer base.  When it comes to the SMB segment and … Continue reading

Grow SMB Revenues With Buyer-Based Marketing

This is part 3 of a series on the challenge of targeting SMB markets and how the use of buyer-based modeling and buyer-based marketing help organizations to grow their SMB customer base.  The sheer size of the SMB makes for … Continue reading

How To Get To Know The New SMB Buyer

This is part 2 of a series on the challenge of targeting SMB markets and how the use of buyer modeling and buyer-based marketing help organizations to grow their SMB customer base.  In the first article of this series, we … Continue reading

Your Top Priority Is Growing The SMB Revenue Base - Now What?

  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 … Continue reading

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