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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

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

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

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

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

3 Ways To Connect With Today’s B2B Buyers

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 … 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

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