2010

Tony Zambito

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The Design of Buyer Experience

Tony Zambito

Cover via Amazon. The expression “monumental shift” is a powerful one.  It is filled with connotations that represent and implies transformational changes are occurring.  In the world of books we see the title of Shift as perhaps the new trendy title for business as well as personal self-help oriented books.  Two notable books in the business and self-help categories are Peter Arnell’s book Shift: How to Reinvent Your Business, Your Career, and Your Personal Brand on how to cha

Design 155
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The 4 B’s of Buyer Experience Innovation (2nd Rendition)

Tony Zambito

Image via Wikipedia. Many executives, in particular those of B2B and service oriented organizations, are faced with the challenge of having to rethink how to succeed in today’s digital age.  This rethinking raises questions as well as the dialogue today on the effectiveness of the traditional functions of sales, marketing, support, and customer service.   Perplexing executives as well is the rapid infusion of digital and social media that buyers are engaging with at an increasi

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How Social Media is Transforming the B2B Buying Experience

Tony Zambito

Image by dusan.writer via Flickr. This past year we’ve witness a meteoric explosion of social media, social business, and many other peripheral digital communications channels.  Without question, social media has dominated the business news in terms of conventional media channels as well as digital media channels.   B2B organizations are either dipping their toes in the social media waters while some have dived in nose first with elaborate presence.  One thing is clear, m

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Buyer Experience Innovation: Why B2B CEO’s Must Make It Their Top Priority

Tony Zambito

Image via Wikipedia. The pressure to achieve top line revenue growth and profitable growth strategies remain as the key challenges B2B CEO’s face today.  Compounding these challenges is the rapid transformation underway in the buyer-seller relationship brought on by the advent of digital marketing and social media technology.  For many B2B CEO’s, they are witnessing the conventional strategies associated with sales and marketing being dismissed and tossed aside by buyers at an alarmi

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Understanding Buyer’s Goal Orientation Key to Understanding Why Buyers Buy

Tony Zambito

Image via Wikipedia. The concept of goals has been around for centuries.  Humans have endeavored to achieve goals for a variety of mundane pursuits to noble purposes.  Here is what Aristotle had to say over 2,000 years ago: “All men seek a goal—success or happiness.  The only way to achieve true success is to express yourself completely in service to society.

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Seven Buyer and Sales Trends to Watch in 2011

Tony Zambito

Image by Benjamin Ellis via Flickr. Reflecting on 2010, one cannot miss the incredible pace of change that is underway in B2B organizations as they adapt to the new state of mind of buyers.  Thinking ahead to 2011, this pace of change will increase significantly as requirements of buyers intensify measureably.  Sales departments in B2B organizations are facing their most severe test in decades as the post-recession impact continues to reverberate throughout the econ

Trends 148
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A Conversation on 7 Buyer and Sales Trends to Watch in 2011

Tony Zambito

Image via Wikipedia. Every once in a while, you have to admit you just didn’t get it right.  My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally.  Not because of what I had to say but because I made it difficult to understand.  Although it received tremendous notice, it seems that it was just not conversational enough and was a bit too academic.  Thanks to Lou Dubois from the Customer Collective for his editori