Ask interesting questions to hear how buyers think

Posted by Adele Revella on Aug 26, 2011 12:27:01 PM

Imagine that you’re at a party with a group of acquaintances and the woman standing next to you announces her weekend plans – she’ll be painting her apartment. Which of the following would you be most likely to ask:

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Topics: B2B, buyer persona, Buyer Personas, Buying Criteria, buying process, Leads generation and nurturing, Market Research, product marketing, Product Marketing Redefined, Uncategorized, win loss, Win/Loss

Marketers need to find a premium-price position for mature products

Posted by Adele Revella on Jul 27, 2011 11:00:11 AM

James’ email question was logical – “This is a solution that hasn’t changed much in years, and the market is really mature. So we know a lot about how our buyers think. Is there a simplified way to make sure that our messaging is on target?”

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Topics: B2B, B2B marketing, buyer insights, buyer journey, Buyer Personas, Buying Criteria, buying process, discounting, Good Use of Personas, Market Research, persona marketing, positioning, Positioning & Messaging, premium pricing, product marketing, Product Marketing Redefined, research, Sales people, Technology Buyers, win loss, Win/Loss

Need leads? Target your buyers based on their view of the problem

Posted by Adele Revella on Jul 15, 2011 8:54:00 PM

Marketers who find it frustrating to source qualified leads might be surprised to learn that buyers are equally frustrated about sourcing qualified solutions. Assuming you’re marketing a product that solves a pervasive problem (a topic for another post), there is no shortage of buyers who are currently looking for your solution – provided that it matches that buyer’s specific definition of the problem.

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Topics: B2B, B2B marketing, Buyer Personas, buying process, Good Use of Personas, Launch, Leads, Leads generation and nurturing, messaging, Positioning & Messaging, Uncategorized

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