Tony Zambito

NOVEMBER 28, 2011

This is the fifth in a series of articles looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  We explored so far experience creation , BIG insights , demand fulfillment , and buyer networks.  This article looks at how buyer decision models are changing and how marketing and sales can think beyond the buyer’s journey or buying process to adapt.  ( Image by Kenny Madden © All rights reserved ).

Buyer's Journey 151

Buyer's Journey Trends Elasticity Fulfillment 151

Tony Zambito

NOVEMBER 16, 2011

This is the third article looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  The two previous articles looked the future of experience creation and the rise of BIG insight.  This article looks at how buyers are seeking fulfillment in their efforts to achieve goals and what this means to the future of demand generation.  ( Image by Kenny Madden © All rights reserved ).

Fulfillment 158

Fulfillment Demand Generation Demand Trends 158

Tony Zambito

NOVEMBER 14, 2011

This is the second in a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  This article looks at how understanding today’s conventional and social buyers takes BIG Insights versus BIG Data. Buyer Trend: Buyer Behavior Changing Rapidly and Buyers Are Saying – Get Me Please!

Trends 153

Trends Planning Buy CMO 153

Tony Zambito

NOVEMBER 10, 2011

Image via Wikipedia. This is the first of a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  This article looks at how buyers are seeking experiences and the new role of the C-Suite as experience creators. Buyer Trend: Overwhelmed By Content. During the past two years, we’ve seen a significant rise in focus on content and how content is the new marketing.  While some may debate that content marketing is

Trends 156

Trends Content Wikipedia Custom Publishing 156

Tony Zambito

NOVEMBER 1, 2011

Image by IceSabre via Flickr. The notion that perceived risks influences purchasing behavior has been around for quite some time.  As we have seen an increase in the complexity of the buying process, we are seeing a correlating increase in Buyer Perceived Risks (BPR)© associated with purchase decisions.  Compounding perceived risks is the increase in choices as mentioned in my previous article as well as new social channels to explore.  This new mishmash of complexity, choices,

Purchase 149

Purchase Correlation Barriers Sales Qualified Leads 149

Tony Zambito

NOVEMBER 21, 2011

Image by cesarharada.com via Flickr. This is the fourth article looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  The first three covered experience creation , BIG insights , and demand fulfillment.  This article looks at how buyers are developing more complex networks of interactions as well as decision-making and how organizations must adapt their view of buying.

Trends 149

Trends Buyer Personas Fulfillment Demand Generation Agencies 149