SBI Growth

FEBRUARY 18, 2013

We have seen a tremendous rise in the interest and use of buyer personas since 2002. The year I first introduced the methodology for creating buyer personas specifically for marketing and sales. It will serve no purpose to rehash how much buyers have changed since then. Your Buyer’s Behaviors Have Changed.

Buyer Persona 312

Buyer Persona Buyer Lead Nurturing Lead Rank 312

SBI Growth

AUGUST 31, 2012

Understanding exactly how buyers are behaving and thinking is becoming more of a premium for achieving success in marketing today. To learn more about how buyers are changing and how this affects demand generation, see the CMO's Guide To Stimulating Demand ). Validate Assumptions. You have been there before.

Buyer Persona 282

Buyer Persona Buyer Analytics Research 282

Jeff Davis

MARCH 13, 2018

Content - How do we thoughtfully produce content that addresses the needs of the customer and key stakeholders at each stage of the buyer's journey? One example for me would be using customer LTV (Lifetime Value) as a benchmark when making decisions on whether to spend marketing budget on specific demand generation efforts.

Top of Funnel 75

Top of Funnel Lead Rank Lead Gen Revenue 75

The ROI Guy

MAY 4, 2006

Compared to 2002 where growth was a dismal -31% for system vendors and -18% for service providers, these are happy days. Why are buyers getting harder to reach? Frugal buyers are the norm - driven to be skeptical by a lack of demonstrated value from prior investments and increased investment governance.

Marketing 40

Marketing Vendor ROI Survey 40