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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

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

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

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

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

As The World Churns For CMO’s

The good news is that CMO tenure continues to rise.  Spencer Stuart, the executive search consulting firm, in their study released early last year reported that average tenure rose to 42 months.  Up from 35 months two years ago and … Continue reading

The Single Buyer Model: A Dangerous Road Towards Competitive B2B Marketing

Many B2B Marketers today are faced with the daunting tasks of connecting with buyers in new ways and using new mediums that are still in infancy.  New tactical approaches have been introduced at a rapid rate and some old ideas … Continue reading

Eric Got Me Thinking About The Next Buyer Revolution

In my most recent article, Boost Demand Generation Using Target Ready Buyer Models, a comment was posted by the ever thoughtful Eric Wittlake, author of the blog B2B Digital Marketing and a member of the team at the Integrated B2B Marketing … 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

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