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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...
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0 comments 277 readsPosted on 2012-02-07
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0 comments 244 readsPosted on 2012-02-02
Recently, I published two articles related to 5 ways buyer behaviors are affecting B2B sales, and 5 ways they are affecting B2B marketing. Without question, changing buyer behaviors are also impacting how we think about Demand Generation or as it has been conventionally called – lead generation. Contrary to hyped notions of sales going away to wither in the desert – lead generation and the new label of demand generation are more important today than ever.
What needs to change you might ask? An easy answer is to say plenty. The complicated answer is to say that the mindset towards demand...
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0 comments 898 readsPosted on 2012-01-30
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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 how buyers will behave in the future enveloped in a hazy fog. C-Suites are under enormous pressures to get it right the first time with regards to marketing and sales planning.
The ability to make decisions based on predictions is becoming an...
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0 comments 395 readsPosted on 2012-01-26
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 is the essential lifeblood of survival for many B2B companies. While today’s continuing convergence of the Internet, social technologies, and Enterprise 2.0 platforms are increasing B2B visibility like never before, connecting with buyers and decision-makers is becoming increasingly elusive.
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0 comments 514 readsPosted on 2012-01-10
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 by B2B companies with the high degree of uncertainty, global economic turbulence, and a rapidly changing buyer driven and social world is figuring out where the from here to there actually leads to.
Recent buyer and management interviews tell me a lot of head scratching continues to go on. Plenty of internal angst and debate is taking place on how to get from here to there, what is needed, what should be done, and what a lot of people think. The what to do aspects of... -
0 comments 1,670 readsPosted on 2012-01-04
For many in B2B sales, from senior leaders to sales representatives, it may be a discouraging time. If you follow conventional and social media closely, the storied demise of sales has been told many times. You probably could buy a few lunches if you collected a dollar for every time you heard that buyers are in control and don’t need sales. To you, this sentiment seems like it is taking on mythical proportions. I am not so sure. If I ask myself three simple questions, I think my answers are...
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0 comments 1,551 readsPosted on 2011-12-20
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 to the heart of what matters most. Here’s what I’ve learned over the years: it is hard to do and it takes practice! As I think about the future for B2B Marketers, these questions ring the loudest:
Who Are Our Customers?
We are undergoing the most significant changes in buyer behaviors in several...
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0 comments 2,866 readsPosted on 2011-12-17
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 many B2B...
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0 comments 872 readsPosted on 2011-12-15
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:
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0 comments 514 readsPosted on 2011-12-08
This is the seventh 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:
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