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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

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

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

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

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

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