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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

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

4 Ways the Power of Buyer Choice Will Transform Business Marketing

This is part 5 and final article 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.  How buyers make choices today, … Continue reading

How B2B Leaders Respond to the Psychology of Buyer Choice

This is part 3 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.  When it comes to understanding the psychology of … Continue reading

Revenue Growth by Choice and The Buyer Orbit

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 … Continue reading

Slow Death of the Funnel: Why Buyer Choice Matters to Revenue

This is part 1 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.  Finding the keys that unlock improving revenue performance … Continue reading

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