Archives

John Jantsch

How to Make Your Buyer Persona Story Your Core Message

Buyer persona story

In this article, John Jantsch reminds us that the story our customers will buy is not our own – it is theirs. It is another in our “Great Articles You may have missed” series. How to Make Story Your Core Message I’ve been writing about the use of story in marketing for years, and here’s…


Jan Gordon

The Connection Between Emotions & Goals In B2B Buying

By Tony Zambito For most of the past few decades, leading up to the advent of the Internet and digital technologies in the 21st century, there has been an accepted paradigm regarding B2B buying decisions.   This paradigm consisted of an unquestioned notion that B2B buying decisions were disciplined, rigorous, process-based, and rational.   In essence, a…