2008

Tony Zambito

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Enable Sales & Marketing with Buyer Persona Scenarios

Tony Zambito

In our new dynamic world, where nothing stays the same for any long periods of time, the difference competitively may be in the ability to anticipate.   Many successful corporations have stayed ahead of the pack due to their ability to read the market and anticipate how their customers will behave.   In sports, accuracy is tied to anticipation.   For example, an All-Pro quarterback is often touted for his pinpoint accuracy.   However when you review films of his throws, y

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Bridging the Gap Between Sales & Marketing with Buyer Personas

Tony Zambito

The issue of sales and marketing alignment has been floating in the corporate hallways for several years now. What I am finding most interesting is that the definitions surrounding the "sales & marketing alignment" conundrum are, to use the proverbial expression, all over the map. What prompted me to think about this was Dave Stein's post, Marketing's Knowledge of Salespeople , on his Commentary on Sales Leadership blog.

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Two Buyer Trends Affecting Sales and Selling Profession

Tony Zambito

If you think about one of your most recent household purchases, such as a car, grill, or even a lawn mower, it is a safe bet you found yourself on the Internet. You were pouring over specifications, opinions, consumer reviews, buying experiences, and where to buy. On some of these items, you were pleasantly surprised to find that you can "customize" the product to your specification and even have it shipped to your front door!

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Reasons Why Sales Forces Must Change and What They Must Do

Tony Zambito

When I first found myself in sales, like many of you, I was put through "product training" courses by the dozen. We were tested on the ins and outs of a specific product. Contests were held to see who knew about the product intently and expertly. And merit was based on superior product knowledge. Product managers fed sales forces with detailed descriptions of feature after feature.

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Where is the Future of Selling Headed?

Tony Zambito

I recently read and listened to on Brian Carroll's blog, B2B Lead Generation Blog , an interesting Podcast about the new role of sales as expert content filters. Brian brings up the notion that today's role for sales people has changed due to the advent of the Internet. Therefore, allowing buyers to take control away from marketers and sales professionals.

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Persona Centric Selling®: The New Science of Selling

Tony Zambito

For many sales executives today, the world of selling in the past ten years has changed at a faster pace than anytime in the 20th century when the sales profession grew in prominence. The advent of technology and the Internet has made selling a buyer-driven adventure versus sales-driven. For instance, buyers today may spend as much as three months researching products or services before ever engaging a sales professional into the buying process.