Clik here to view.
Influence of Buyer Perceived Value (BPV) on Buyer Behavior and Decisions
Image by Will Lion via Flickr In my recent article, Buyerology: The New Science of Understanding Buyer Behavior, I introduced the concept of Buyerology and the need for a renewed focus on understanding...
View ArticleClik here to view.
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...
View ArticleClik here to view.
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...
View ArticleClik here to view.
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...
View ArticleClik here to view.
5 Ways New Buyer Behaviors Are Impacting B2B Sales
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...
View ArticleClik here to view.
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...
View Article
