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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

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

Predictive Buyer Modeling Is Changing the Future of B2B

I would not be surprised today if a group of B2B executives said they were using fortune tellers to peer into a crystal ball to make predictions about the future.  The fast pace of change makes the crystal ball of … Continue reading

How B2B Leaders Are Understanding Buyers Better With Behavioral Buyergraphics

B2B Buying Process Today © All rights reserved by Kenny Madden In the business-to-business world, the quest to connect with decision-makers has been and most likely will continue to be the main challenge confronting B2B leaders.  Meeting this challenge successfully … Continue reading

One Thing That Can Get You From Here to There in 2012 and Beyond

In the world of B2B management, there are numerous head scratching efforts going on as we peer ahead into 2012 and beyond.  Primarily, it has to do with how to get from here to there.  One of the issues faced … Continue reading

7 Burning Questions for B2B Marketers in 2012

Asking good questions was seared into my mental consciousness by several mentors early in my career.  This notion was further influenced by prodigious reading of Peter Drucker.  The premise being that good questions help you to focus and to get … Continue reading

Buyerology Trend: Humanize the Buyer Experience

This is the final 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 … Continue reading

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