What Can CEO's Do To Raise Their Buyer Insight IQ?

Updated: October 17, 2010

Addressing problems as well as formulating future growth strategies around buyer experience requires a new school of thought around the qualitative aspects of buyer insights. While quantitative buyer insight has its important role to serve, it cannot be utilized solely at the expense of qualitative buyer insight. Executives, to make effective informed decisions when it comes to developing an overall customer strategy as well as leading the organization in Buyer Experience Design, need to articulate a full story about buyers and the goals buyers are attempting to accomplish. Ignoring the qualitative can have severe consequences. Qualitative buyer insight can also help prevent consequences and get on top of what may be showing up in the numbers but no story exists to put meaning behind them. Take FedEx as an example. They knew, via quantitative analysis, that UPS was winning a battle at a crucial moment in the day when shipments were batched and sent out by distribution firms. Gaining qualitative buyer insight through investigation, they discovered that it really came down to the ease of sorting the freight, ground, and air shipments. They quickly addressed this issue and got back on the shipper's radar screen at that crucial moment in the day.

What can executives do today to raise their Buyer Insight IQ?

  • Imbed qualitative buyer insight into customer strategy and buyer experience innovation
  • Distinguish between numbers that merely inform on what is happening versus providing insight into "why" - realize that the "why" may be found in qualitative buyer insight
  • Incorporate qualitative buyer insight gathering as a core element of buyer experience strategy that is repeated and refreshed often
  • Learn the art of storytelling and make it a part of the organization's culture. While business acumen has always been thought of in terms of the quantitative and the financials, leaders of tomorrow will need to have strong attributes and qualitative insight acumen in making buyer experience stories relevant to the organization.
  • Commit and invest in qualitative buyer insight. Realize that at the start, this in-house capacity may not exist. Think long-term by bringing in outside help while concurrently building in-house competency.
Featured Research
  • Video Conferencing Goes to Court

    Think technology can’t be utilized in the courtroom? Think again. Video Conferencing within the court system can be extremely cost-effective, efficient, and time-saving. Courtrooms can benefit greatly by video conferencing in expert testimonies, translators, witness testimonies, and much more. more

  • Can Gamification Improve Contact Center Performance

    We have all heard the phrase "all work and no play". Well, would you believe us if we were to tell you that by implementing gamification you can INCREASE contact center engagement, morale, and overall performance? Spoiler alert: 89% of contact center employees believe that a point system within their contact center would boost their engagement! more

  • [Infographic] 8 Common Pain Points UC Eliminates

    Every company has moments of frustration, it is when these moments become extended periods of inefficiency, or pain points, where we start to see loss in productivity and employee morale. What truly sets a successful business apart from those of its competitors, is how they take these pain points and use them as opportunities to improve upon procedures and systems to eliminate pain points and move beyond what was the status quo. more

  • Go VoIP and Go Green

    You may be looking to switch to VoIP because of the cost benefits that it will bring your company, but did you know that it is also FAR BETTER than traditional phone systems for the environment as well? With environmental impact being at the forefront of both consumer and business minds, it is essential that business decisions are made now based on economic AND ecological impact. more

  • 10 Steps for Creating an Accurate Call Center Forecast

    While other customer service channels are gaining traction, phone support is still one of the most HEAVILY used customer service communication methods. Now what does this mean for YOUR business? We answer that question and more in our latest paper which discusses the importance of knowing call volumes, peak call times, and industry trends so YOU can accurately staff your call center to handle all your clients demands. more