Necessity is the Mother of Invention

The Buyers’ Journey methodology we developed and help companies implement was born from my days as a serial CMO.   There just had to be a better way to drive Marketing ROI and pipeline.  The principles of customer centric marketing, integrated marketing and so on do little to dramatically ‘move the needle’ on understanding how B2B buyers purchase in the social era.

These marketing principles are much like sales training, another artifact of yesteryear.  Do more of what ‘appears’ to work without really understanding the ‘whys’ and ‘hows’.  The Buyers’ Journey came out of trying to understand, from the prospects’ and customers’ perspective, how their approach to buying a piece of software, equipment or technology service had changed and why.

The ‘ah-ha’ came when it became apparent that what vendors thought was the beginning of a sales cycle was actually, from the buyers’ perspective, the middle-end of the buy cycle. And that the buy cycle from the buyer’s perspective was actually not a discrete step but part of a larger open-loop experience.  The expectations, definitions and mental models held by vendors and buyers couldn’t be further apart.  No wonder, lead scoring and various marketing approaches don’t significantly move the needle. A mindset change within a company about how they should engage, enable and relate to buyers will do more than any amount of technology.   That’s not to discount technology but let’s clarify it’s role – it makes the new mindset, processes, and approaches sticky.

As with anything new, understanding the ‘how’ of the Buyers’ Journey methodology takes education.  What sounds obvious and simple on the surface isn’t when someone tries to do it alone.  There a several companies that can attest to that.  To realize the promise of the Buyers’ Journey – faster revenue cycles, lower cost of sales, less churn – marketers and sales teams need to understand the methodology.

To that end, I’m doing a number of webinars to help people understand how to implement the Buyers’ Journey.  Come join me.

January 10, 2012 – ”Capitalizing on Digital Body Language”, BrightTalk Demand Generation Virtual Conference.  This session is at 8am Pacific Time. (Registration at:

January 17, 2012 –How to align your marketing mix to your Buyers Journey: Solution Search Stage”, Optify ON24 webinar. This webcast will give you the how-to’s to balance your marketing mix through one of the most important parts of the buyers journey.  This session is at 10am PST. (Registration at:


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