Discover 7 Ways to Get Inside the Mind of Your Buyers

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<ul><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 1/72</p><p>Discover 7 Ways To Get Inside The Mind of The Buyer</p><p>And What Peter Drucker Would Say</p><p>8000 Towers Crescent</p><p>Drive</p><p>13th Floor</p><p>Vienna, VA 22182</p><p>301-365-6600</p><p>Tony Zambito</p><p>Chief Buyerologist and</p><p>Founder</p><p>www.buyerology.com</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 2/72</p><p>Executive VP Marketing and Sales</p><p>MBA</p><p>Founder of Buyer Personas in 1999</p><p>Launched Goal Centric in 2002</p><p>about Tony Zambito Buyerology All Rights and Content Reserved</p><p>Created Buyerology and Business</p><p>Buyergraphics to meet new business</p><p>challenges</p><p>Author of Buyerology Now blog</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 3/72</p><p>-</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 4/72</p><p>The purpose of business is</p><p>to create a customer.</p><p>Peter Drucker</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 5/72</p><p>business is chan in</p><p>buyers are changing</p><p>our world today</p><p>more complexity in buying</p><p>buyer behaviors transforming</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 6/72</p><p>w y us ness an w s ge ng ar er</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 7/72</p><p>PresentPast FuturePresentPast Future</p><p>business lacks insight into the future</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 8/72</p><p>PresentPast FuturePresentPast Future</p><p>business is faced with uncertainty</p><p>?</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 9/72</p><p>A</p><p>PresentPast FuturePresentPast</p><p>business lacks the ability to predict</p><p>? B</p><p>C</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 10/72</p><p>The best way to predict</p><p>the future is to create it.</p><p>Peter Drucker</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 11/72</p><p>crea e e u u w</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 12/72</p><p>us ness appear, sappear, an reappear</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 13/72</p><p>contentcontentcontentcontent</p><p>marketing!marketing!marketing!marketing!</p><p>buyerbuyerbuyerbuyer</p><p>personas!personas!personas!personas!</p><p>a rush to tactics</p><p>hype!?</p><p>emanemanemanemangeneration!generation!generation!generation!</p><p>socialsocialsocialsocialmedia!media!media!media!</p><p>inboundinboundinboundinboundmarketing!marketing!marketing!marketing!</p><p>marketingmarketingmarketingmarketingautomation!automation!automation!automation!</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 14/72</p><p>There is nothing so useless as doing efficientlythat which should not be done at all.</p><p>-Peter Drucker</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 15/72</p><p>w y us ness nee s n our wor o ay</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 16/72</p><p>Build Create Sell to1990</p><p>product-centered approach</p><p>buyer-centered approach</p><p>pro uc -cen ere</p><p>approach</p><p>Deeply</p><p>understand</p><p>buyers</p><p>Respond to</p><p>buyers</p><p>Center</p><p>around</p><p>buyer</p><p>2012</p><p>buyer-centered</p><p>approach</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 17/72</p><p>choice</p><p>new rule of business competition</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 18/72</p><p>us ness a ma er o ay</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 19/72</p><p>predictive buyer</p><p>modeling</p><p>modelingdescriptive</p><p>predictive</p><p>analytics</p><p>understanding buyer choice</p><p>choice</p><p>buyer behaviormodeling</p><p>buyer</p><p>segments</p><p>target buyermodeling</p><p>buyergraphics</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 20/72</p><p>initiative</p><p>researchbuy</p><p>buyer choice modeling</p><p>assessdecision</p><p>choice</p><p>Buyer Choice Models</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 21/72</p><p>ow us ness can ge e m n o e uyer</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 22/72</p><p>1990</p><p>quantitative data and</p><p>2012</p><p>qualitative behavioral</p><p>insight</p><p>connect</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 23/72</p><p>1990</p><p>whatand some how</p><p>2012</p><p>more howandwhy</p><p>balance</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 24/72</p><p>Checking the results of a decision</p><p>against its expectations shows executives</p><p>what their strengths are, where they</p><p>need to improve, and where they lack</p><p>.</p><p>-Peter Drucker</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 25/72</p><p>overcom ng e ac o w an</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 26/72</p><p>7 Insights That Help You Know Buyers Deeply</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 27/72</p><p>Buyer Persona Modeling</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 28/72</p><p>What is it?</p><p>modeling archetypes of</p><p>buyers and buyer networks</p><p>Buyer Persona Models</p><p>Buyer Persona Modeling</p><p>today</p><p>Why important?</p><p>an insight methodology formodeling the goals of buyers</p><p>and their networks</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 29/72</p><p>buyer personas alone are not the whole puzzle</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 30/72</p><p>buyer network modelingBuyer Network Model</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 31/72</p><p>colleagues suppliers</p><p>buyer ecosystem modeling</p><p>customers</p><p>peerssocial</p><p>Buyer Ecosystem Model</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 32/72</p><p>Buying Scenario Modeling</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 33/72</p><p>What is it?</p><p>modeling of potential buying</p><p>Buyer Scenario Modeling</p><p>scenarios</p><p>Why important?</p><p>insight into buyer challengesand situational issues</p><p>Buyer Scenario Models</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 34/72</p><p>A</p><p>buyer scenario modeling</p><p>B</p><p>C</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 35/72</p><p>Buyer Decision Modeling</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 36/72</p><p>What is it?</p><p>modeling of decision</p><p>Buyer Decision Modeling</p><p>Why important?</p><p>insight into buyer decision</p><p>journey and decision-making</p><p>rules</p><p>Buyer Decision Models</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 37/72</p><p>new rules</p><p>buyer decision modeling</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 38/72</p><p>Most discussions of decision making</p><p>assume that only senior executivesmake decisions or that only senior</p><p>executives' decisions matter. This is a</p><p>dangerous mistake.</p><p>- Peter Drucker</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 39/72</p><p>s a angerous o assume on y</p><p>buyer persona makes decisions</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 40/72</p><p>Buyer Mental Models</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 41/72</p><p>What is it?</p><p>collective modeling of</p><p>Buyer Mental Models</p><p>, ,</p><p>perceptions</p><p>Why important?</p><p>insight into the un-said</p><p>thinking of buyers</p><p>Buyer Mental Models</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 42/72</p><p>buyer mental models</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 43/72</p><p>The most important thing in</p><p>communication is hearing whatisn't said.</p><p>Peter Drucker</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 44/72</p><p>Buyer Content Models</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 45/72</p><p>What is it?</p><p>models information needs</p><p>Buyer Content Models</p><p>and goals of buyers</p><p>Why important?</p><p>insight intofind, use, andshare of content</p><p>Buyer Content Models</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 46/72</p><p>buyer content modeling</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 47/72</p><p>Buyer Experience Modeling</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 48/72</p><p>What is it?</p><p>models interactions and</p><p>Buyer Experience Modeling</p><p>Why important?</p><p>insight into experience and</p><p>Buyer Moment of Truth</p><p>(BMOT)</p><p>Buyer Experience Models Buyer Moment of Truth</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 49/72</p><p>buyer experience modeling</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 50/72</p><p>Buyer Perceived Value</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 51/72</p><p>What is it?</p><p>identifies how buyers</p><p>Buyer Perceived Value</p><p>perceive and weigh values</p><p>Why important?</p><p>insight into shared valuesthat drive purchase decisions</p><p>Buyer Perceived Value</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 52/72</p><p>buyer perceived value</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 53/72</p><p>turn 7 amplified insights into business buyergraphics</p><p>Business Buyergraphics</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 54/72</p><p>the whole relevant insights of b2b buyergraphics</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 55/72</p><p>rans a e ns g n o eas</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 56/72</p><p>What weve learned is that</p><p>buyer personas, building tools</p><p>for sales, creating lots of</p><p>content, and etc. dont meet</p><p>target buyer models</p><p>target buyer modelingTarget Buyer Models</p><p>the mark in todays</p><p>competitive market we are in we need to know more.</p><p>-VP Marketing</p><p>Fortune 100 Companygo beyond buyer personas</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 57/72</p><p>target right buyers and their networks</p><p>identify changing buying trends</p><p>Business Buyergraphics</p><p>understand buyers and make actionable decisions</p><p>plan the right mix of tactics</p><p>inform marketing and sales strategies</p><p>deep insights into purchasing behavior</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 58/72</p><p>Knowledge has to be</p><p>improved, challenged,</p><p>and increased constantly,</p><p>or it vanishes.</p><p>-Peter Drucker</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 59/72</p><p>ow us ness ga ers u v ns g</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 60/72</p><p>1990</p><p>quantand some qual$</p><p>$</p><p>2012quantandqual</p><p>$ $</p><p>balance</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 61/72</p><p>contextual</p><p>interviewsun-said</p><p>expertise-internal</p><p>-3rd party</p><p>buyer research and insight</p><p>digital</p><p>observation</p><p>field buyer</p><p>research</p><p>not add-on</p><p>to sales or</p><p>marketing</p><p>positions</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 62/72</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 63/72</p><p>Making decisions is a</p><p>crucial skill at everylevel.</p><p>-Peter Drucker</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 64/72</p><p>Customer</p><p>Sales</p><p>Marketing</p><p>Business</p><p>Strategy</p><p>target buyer modeling</p><p>informing strategy at every level</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 65/72</p><p>insight choice</p><p>new equation of business competition</p><p>c</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 66/72</p><p>content</p><p>marketing</p><p>demandgeneration</p><p>how-to tactics</p><p>Inform choice strategy</p><p>insight choice inboundmarketing</p><p>sales</p><p>socialmedia</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 67/72</p><p>A manager isresponsible for the</p><p>application and</p><p>performance of</p><p>knowledge.-Peter Drucker</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 68/72</p><p>,</p><p>-Alphonse Karr</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 69/72</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 70/72</p><p>The aim of marketing is to know and</p><p>understand the customer so well the product or</p><p>service fits him and sells itself.-Peter Drucker</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 71/72</p><p>5 limited program opportunities</p><p>60-90 days participation</p><p>Buyerology Pioneer Program</p><p>1-888-972-8937</p><p>tzambito@buyerology.com</p><p> rac on o yp ca nves men</p><p>Go beyond buyer personas, demographics, and firmographics</p><p>Innovative insights of Business Buyergraphics</p><p>Enable marketing and sales with Target Buyer Models</p><p>Insights that will accelerate revenue growth</p></li><li><p>8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers</p><p> 72/72</p><p>make a choice to connect with Tony Zambito</p><p>tzambito@buyerology.com</p><p>1-888-972-8937</p><p>www.buyerology.comBlog: Buyerology Now</p><p> Buyerology All Rights and Content Reserved</p></li></ul>