B2B Buyer Personas: Delete the Fluff
Too often, B2B buyer personas rely on obvious or irrelevant info. Instead, they should give real insight into key buying criteria and the buyer's journey.
Don’t GTM Before You’re Ready (Ignore The True Believers)
You need customer input to understand where the opportunities are (and where they aren’t) when crafting your GTM strategy.
B2B Market Segmentation Research: Real Buyers vs. Imaginary Friends
Are you building solutions for an imaginary buyer? This happens all too often. Take the guesswork out of your B2B market segmentation strategy.
“I Have No Idea What Your Product Does”: A Cautionary Tale of Marketing Buzzwords
Everything promises to accelerate, optimize, and transform. But, um, what does it do? Your B2B content strategy should prohibit marketing buzzwords.
B2B Messaging: It’s Harder than B2C
B2B messaging is rewarding to create, challenging to make, and requires expertise to effectively test. Great customer insights can help you get started in the right way.
The Answer is Still No
Having a key account take up more than 20 percent of your P/L is business suicide. Key account management means being tough. Just say no.
B2B Quant: Not Your Average Survey
Recruiting for B2B quantitative research works differently than in B2C. B2B personas change relevant roles and responsibilities far more frequently.
B2B Focus Groups: Aim for Alchemy, Avoid Anarchy
B2B focus group moderators need a solid understanding of both the business and technical context in order to effectively gain insight from participants.
Hero’s Quest: The B2B Buyer’s Journey
Improve the B2B buyer's journey: flip the funnel, up your LinkedIn ad game, get customer feedback, leverage influencers, & more.
Win-Loss Analysis: Is Your Sales Team Set Up To Succeed?
With our B2B win-loss analysis research experience, we have found that simple adjustments to your sales team can result in improved win rates.
B2B Brand Research: Don’t Skip the Qual
B2B brand research requires a specifically B2B approach and upfront qualitative research before surveying larger samples of B2B buyers.
The Future of Connected Health
On the B2B Revealed show, Dr. Joe Kvedar shares why the Healthspan is so much shorter than the Lifespan and why the future for Connected Health is bright.
Win-Loss Analysis: 6 Reasons Why You’re Losing Deals
Win-loss analysis from 200+ interviews with B2B buyers. How to avoid common blunders like inflexible pricing, misguided messaging, and bad sales strategy.
Are You Shouting Into The Void? Market Research Lessons For Marketing
What we learned when we market researched ourselves... and how it sharpened our B2B marketing strategy.
Failure To Launch Syndrome: Do You Have The Symptoms?
After hundreds of market research projects for B2B tech companies, we know the warning signs that a product will fail. Before your next B2B product launch, make sure you aren’t experiencing any of the following symptoms.
Ageism in Tech: The Silent Career Killer
Oddly, there just doesn’t seem to be a lot of hard data out there about ageism in tech. However, we found that LinkedIn ad targeting reveals a lot.
You Can’t Always Have Quant With Your Qual
Smaller populations & insufficient samples often plague B2B quantitative research. Qualitative B2B research may actually give you more valuable information.
How Good Researchers Give Bad News
Good B2B market research is designed to illuminate areas that could use some work. Here's our approach to delivering bad news in a constructive way.
The Gender Gap: A Look at 50 Tech Giants
Is LinkedIn ad targeting a valid source of information for company demographics? We took a closer look at the tech gender gap to find out.
Big Data Ethics: Math Responsibly
Big data can be used to create a powerful supporting argument for nearly anything. It has never been more important to use math responsibly.
B2B Market Research: 3 Steps to Recruiting a Superb Sample
When it comes to B2B studies, having the right people is just as important as asking the right questions. How to do B2B market research recruiting right.
Customer Insights: You Need More Than Market Segmentation Data
The tech industry is all about market segmentation. Unfortunately, this tendency often leads tech companies to miss a key measurement of success: whether the solution is actually accomplishing the tasks it's being used for.
Will Market Research Jobs Survive the Artificial Intelligence Revolution?
Human brilliance was once essential to professions. AI is about to change that. But "The Future of the Professions" gives hope for staying relevant.
Key Buying Criteria: The Path to ‘Yes’
Find B2B buyers' key buying criteria to craft better messaging and product development strategies.
In-Depth Interviews: The Answer To ‘None of The Above’
In-depth interviews (IDIs) are basically the Leatherman of B2B market research. They can reveal the context you weren't even aware of.
Pump Up Your Partnership: 9 Questions for Your Channel
Cascade Insights® presents a series of questions designed to help companies better understand their partners and improve their B2B channel strategy.
After The Sale: 11 Market Research Questions for B2B Customers
You can learn a lot from competitors' customers. B2B market research questions designed to identify opportunities to win buyers back from your rivals.
26 Market Research Questions for Your Competitor’s Ex-Sales Reps
Market research questions designed to uncover your competitor's sales strategies and tactics, their customers' key buying criteria, and market drivers.