Connecting to Buyers

Submitted by phil.myers on Mon, 08/03/2009 - 08:23
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A cornerstone brick in your foundation is connecting to your buyers. So much has changed in the last decade about the buying environment that you are almost better off building a completely fresh perspective of the selling cycle. The experts we’ve talked to identify some new ways of thinking:

  • Consumer Decision Journey by McKinsey. The folks at McKinsey have looked deeply into the new ways that buyers make decisions and how marketers should align to serve them.
  • Social Media Value by Christine Li. Charlene Li (author of Groundswell) has done a wonderful job correlating the leverage that social media marketing provides to improving growth and profitability.
  • Broken Windows by John Moore. John Moore reminds us that it’s the little things that customers notice that make a difference. Are you taking care of your broken windows?

Get out in front of these shifts and you’ll be a step ahead of your competitors. The environment is as tough as it’s ever been. Knowledge of the customer is your most strategic weapon.