Comments on: Understanding How and Why B2B ‘Buyers Are Liars’ … and What This Means for Demand Generation

By: Kent Accountants

Kent Accountants — Fri, 16 Sep 2011 22:22:16 +0000

Agree with the principles here.

You’ve put the hook out and the fish is nibbling the bait thinking about taking a big bite…the last thing you want to do is give it one big tug and scare them off.

By: In B2B marketing and sales, Virginia, there is no Santa Claus. | B2BMarketingSmarts

Mon, 20 Dec 2010 18:49:18 +0000

[...] possibility that was clearly pointed out in Adam Needles’ Marketing Profs blog, “Understanding How and Why B2B ‘Buyers Are Liars’ … and What This Means for Demand [...]

By: Index of My B2B Marketing Posts Over the Last 12 Months « Propelling Brands

Index of My B2B Marketing Posts Over the Last 12 Months « Propelling Brands — Tue, 06 Jul 2010 19:04:29 +0000

[...] “Understanding How and Why B2B ‘Buyers Are Liars’ … and What This Means for … | 27 April 2010, MarketingProfs Daily Fix blog [...]

By: How Can You Make Nurturing More Strategic in Your B2B Demand Generation Efforts? | Demand Generation Blog

Thu, 24 Jun 2010 00:55:27 +0000

[...] reality is that B2B marketers often are liars — at least on our online forms, a topic I’ve blogged on in the past and a data point you can see supported in the results of a MarketingSherpa study of nearly 3,000 [...]

By: Jeff Ogden

Jeff Ogden — Sat, 01 May 2010 11:30:54 +0000

Love this post. Selling is like dating. Ask too much and she blows you off. Be patient and gentle. You’re starting a long term relationship. Marketers need to start thinking long term.

Jeff Ogden, President and the Fearless Competitor
Find New Customers “Lead Generation Made Simple”
http://www.findnewcustomers.net
http://www.fearlesscompetitor.com
@fearlesscomp on Twitter

By: PlayTheBalls - Agentie interactiva » Blog Archive » Resurse despre publicitate ?i marketing online: Aprilie 2010

Fri, 30 Apr 2010 17:25:45 +0000

[...] Understanding How and Why B2B ‘Buyers Are Liars’ … and What This Means for Demand Generation [...]

By: Weekly Roundup of B2B Blog Posts | Social Media B2B

Weekly Roundup of B2B Blog Posts | Social Media B2B — Fri, 30 Apr 2010 12:52:36 +0000

[...] Understanding How and Why B2B ‘Buyers Are Liars’ … and What This Means for Demand Generation from Adam Needles (@abneedles) Anyone responsible for B2B demand-generation programs—whether on the marketing or sales side—knows that self-reported data from prospects must be taken with a grain of salt. Whether it is titles or contact information, or the often ‘loaded’ questions about timeframes for purchasing, buyers regularly enter data that is not wholly accurate because it serves their purposes at that moment in time. And that means quite a bit of the data we collect (especially from prospects that are earlier on in their buying processes) is riddled with errors. [...]

By: Preparing your home for sale – Getting a house ready for sale

Preparing your home for sale – Getting a house ready for sale — Fri, 30 Apr 2010 05:35:53 +0000

[...] Understanding How and Why B2B ‘Buyers Are Liars’ … and What This Means for Demand … [...]

By: Lee Prosch

Lee Prosch — Thu, 29 Apr 2010 18:15:21 +0000

Jeremy Epstein’s facebook linked me over here. Outstanding content. Thank you!

By: Bonifer

Bonifer — Thu, 29 Apr 2010 15:37:40 +0000

We shouldn’t put this on customers. I don’t think lying is the issue. Expecting a customer to follow our script is the issue. Further thoughts here: http://www.gamechangers.com/index.html/archives/1820

Thank you for the post, Adam!

By: @Edw3rd

@Edw3rd — Tue, 27 Apr 2010 17:57:33 +0000

I believe there is a bigger opportunity here in connecting CRM and lead gen systems with social and new media identities.

Whether people are at trade shows, browsing web sites, or downloading a white paper – lying about their identity IS the normal response because people are not ready to be dumped into a qualification process. If, however, tools and systems begin to “listen” first and connect the data points with an empathetic and semantic process, there can be more automation. And, companies can begin this by synchronizing corporate-identity data among the value chain – no different than the way Facebook Connect or Twitter enable identity sharing on web sites. If a salesperson is engaged with Company X and a person downloads a paper or sends a related Tweet, it becomes easier to make a connection that the “inside sales” follow-up systems most companies deploy.

By: uberVU - social comments

uberVU - social comments — Tue, 27 Apr 2010 17:52:06 +0000

Social comments and analytics for this post…

This post was mentioned on Twitter by abneedles: My @MarketingProfs post is live: “Understanding … #B2B Buyers Are Liars” + demand-gen implications. http://bit.ly/cCd2rD...