Download pdf - Discover 7 Ways to Get Inside the Mind of Your Buyers

8/3/2019 Discover 7 Ways to Get Inside the Mind of Your Buyers

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Discover 7 Ways To Get Inside The Mind of The Buyer

And What Peter Drucker Would Say

8000 Towers Crescent

Drive

13th Floor

Vienna, VA 22182

301-365-6600

Tony Zambito

Chief Buyerologist and

Founder

www.buyerology.com


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Executive VP Marketing and Sales

MBA

Founder of Buyer Personas in 1999

Launched Goal Centric in 2002

about Tony Zambito Buyerology All Rights and Content Reserved

Created Buyerology and Business

Buyergraphics to meet new business

challenges

Author of Buyerology Now blog


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-


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The purpose of business is

to create a customer.

Peter Drucker


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business is chan in

buyers are changing

our world today

more complexity in buying

buyer behaviors transforming


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w y us ness an w s ge ng ar er


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PresentPast FuturePresentPast Future

business lacks insight into the future


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PresentPast FuturePresentPast Future

business is faced with uncertainty

?


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A

PresentPast FuturePresentPast

business lacks the ability to predict

? B

C


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The best way to predict

the future is to create it.

Peter Drucker


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crea e e u u w


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us ness appear, sappear, an reappear


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contentcontentcontentcontent

marketing!marketing!marketing!marketing!

buyerbuyerbuyerbuyer

personas!personas!personas!personas!

a rush to tactics

hype!?

emanemanemanemangeneration!generation!generation!generation!

socialsocialsocialsocialmedia!media!media!media!

inboundinboundinboundinboundmarketing!marketing!marketing!marketing!

marketingmarketingmarketingmarketingautomation!automation!automation!automation!


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There is nothing so useless as doing efficientlythat which should not be done at all.

-Peter Drucker


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w y us ness nee s n our wor o ay


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Build Create Sell to1990

product-centered approach

buyer-centered approach

pro uc -cen ere

approach

Deeply

understand

buyers

Respond to

buyers

Center

around

buyer

2012

buyer-centered

approach


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choice

new rule of business competition


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us ness a ma er o ay


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predictive buyer

modeling

modelingdescriptive

predictive

analytics

understanding buyer choice

choice

buyer behaviormodeling

buyer

segments

target buyermodeling

buyergraphics


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initiative

researchbuy

buyer choice modeling

assessdecision

choice

Buyer Choice Models


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ow us ness can ge e m n o e uyer


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1990

quantitative data and

2012

qualitative behavioral

insight

connect


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1990

whatand some how

2012

more howandwhy

balance


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Checking the results of a decision

against its expectations shows executives

what their strengths are, where they

need to improve, and where they lack

.

-Peter Drucker


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overcom ng e ac o w an


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7 Insights That Help You Know Buyers Deeply


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Buyer Persona Modeling


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What is it?

modeling archetypes of

buyers and buyer networks

Buyer Persona Models

Buyer Persona Modeling

today

Why important?

an insight methodology formodeling the goals of buyers

and their networks


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buyer personas alone are not the whole puzzle


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buyer network modelingBuyer Network Model


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colleagues suppliers

buyer ecosystem modeling

customers

peerssocial

Buyer Ecosystem Model


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Buying Scenario Modeling


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What is it?

modeling of potential buying

Buyer Scenario Modeling

scenarios

Why important?

insight into buyer challengesand situational issues

Buyer Scenario Models


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A

buyer scenario modeling

B

C


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Buyer Decision Modeling


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What is it?

modeling of decision

Buyer Decision Modeling

Why important?

insight into buyer decision

journey and decision-making

rules

Buyer Decision Models


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new rules

buyer decision modeling


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Most discussions of decision making

assume that only senior executivesmake decisions or that only senior

executives' decisions matter. This is a

dangerous mistake.

- Peter Drucker


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s a angerous o assume on y

buyer persona makes decisions


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Buyer Mental Models


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What is it?

collective modeling of

Buyer Mental Models

, ,

perceptions

Why important?

insight into the un-said

thinking of buyers

Buyer Mental Models


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buyer mental models


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The most important thing in

communication is hearing whatisn't said.

Peter Drucker


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Buyer Content Models


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What is it?

models information needs


and goals of buyers

Why important?

insight intofind, use, andshare of content



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buyer content modeling


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Buyer Experience Modeling


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What is it?

models interactions and

Buyer Experience Modeling

Why important?

insight into experience and

Buyer Moment of Truth

(BMOT)

Buyer Experience Models Buyer Moment of Truth


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buyer experience modeling


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Buyer Perceived Value


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What is it?

identifies how buyers


perceive and weigh values

Why important?

insight into shared valuesthat drive purchase decisions



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buyer perceived value


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turn 7 amplified insights into business buyergraphics

Business Buyergraphics


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the whole relevant insights of b2b buyergraphics


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rans a e ns g n o eas


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What weve learned is that

buyer personas, building tools

for sales, creating lots of

content, and etc. dont meet

target buyer models

target buyer modelingTarget Buyer Models

the mark in todays

competitive market we are in we need to know more.

-VP Marketing

Fortune 100 Companygo beyond buyer personas


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target right buyers and their networks

identify changing buying trends

Business Buyergraphics

understand buyers and make actionable decisions

plan the right mix of tactics

inform marketing and sales strategies

deep insights into purchasing behavior


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Knowledge has to be

improved, challenged,

and increased constantly,

or it vanishes.

-Peter Drucker


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ow us ness ga ers u v ns g


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1990

quantand some qual$

$

2012quantandqual

$ $

balance


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contextual

interviewsun-said

expertise-internal

-3rd party

buyer research and insight

digital

observation

field buyer

research

not add-on

to sales or

marketing

positions


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Making decisions is a

crucial skill at everylevel.

-Peter Drucker


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Customer

Sales

Marketing

Business

Strategy

target buyer modeling

informing strategy at every level


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insight choice

new equation of business competition

c


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content

marketing

demandgeneration

how-to tactics

Inform choice strategy

insight choice inboundmarketing

sales

socialmedia


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A manager isresponsible for the

application and

performance of

knowledge.-Peter Drucker


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,

-Alphonse Karr


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The aim of marketing is to know and

understand the customer so well the product or

service fits him and sells itself.-Peter Drucker


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5 limited program opportunities

60-90 days participation

Buyerology Pioneer Program

1-888-972-8937

[email protected]

rac on o yp ca nves men

Go beyond buyer personas, demographics, and firmographics

Innovative insights of Business Buyergraphics

Enable marketing and sales with Target Buyer Models

Insights that will accelerate revenue growth


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make a choice to connect with Tony Zambito

[email protected]

1-888-972-8937

www.buyerology.comBlog: Buyerology Now

Buyerology All Rights and Content Reserved