We see buyer marketing as a new emerging marketing discipline like email and search engine marketing emerged to become formalized marketing disciplines within organizations.
Today most of our focus is on products or services, possibly customers, but no one is putting the buyer’s needs in the middle of our business management. CRM is focused on transactions, marketing automation on interactions, but we don’t have systems to understand buyer’s needs and to focus our energies on solving those problems. Rather we focus on selling our solutions. Continue reading “Defining Buyer Marketing” »