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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

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

5 Ways New Buyer Behaviors Will Affect B2B Marketers in 2012

Changes in buyer behaviors continue to march on as new social technologies take root into the mainstream of B2B businesses.  Uncertainty on how best to understand buyers today as well as engage buyers is on top of the list for … Continue reading

Buyer Perceived Value (BPV) Scorecard: Qualifying and Quantifying Value

Image by J. McPherskesen via Flickr As a follow-up to the article Influence of Buyer Perceived Value (BPV) on Buyer Behaviors and Decisions, offered is a perspective on how to implement a scorecard approach.  The Buyer Perceived Value (BPV) Scorecard … Continue reading

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