Tony Zambito

DECEMBER 5, 2010

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 Image by Benjamin Ellis via Flickr.   Buyer behavior as a result is changing significantly on two fronts. 

Trends 100

Trends Buyer Personas AIDA Buyer's Journey 100

Tony Zambito

DECEMBER 19, 2010

  To succeed you have to have a consultative relationship with the buyer.    My favorite was Mack Hanan’s fantastic Consultative Selling.  Most of sales and buyer thinking over the last 100 years have revolved around the AIDA and BANT process.   But they all get at the same thing. 

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Online Marketing Institute

MAY 18, 2010

I really enjoyed the comment from Judy about AIDAE, evidence is so key in today's B2B environment. Perhaps you remember the old advertising formula AIDA - Attention, Interest, Desire, Action. With this in mind AIDA would change to AIDEA with E representing the evidence stage in the purchase funnel.

SEO 40

SEO Top of Funnel AIDA Digital Asset Management 40