Tony Zambito

MAY 1, 2011

Image via Wikipedia.   However, trending information clearly points to the fact that sales reps are having a hard time making contact with buyers and don’t get involved until much later in the buying cycle.  To say things are changing is an understatement. 

Planning 100

Planning Buyer Personas Buying Cycle Marketing Automation Services 100

Tony Zambito

SEPTEMBER 8, 2010

Image via Wikipedia. Static View of Buying Cycle : For many years, we have conditioned ourselves to look at the buying cycle one dimensionally and through the prism of the seller only. 

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

Tony Zambito

APRIL 17, 2011

Image via Wikipedia. One of the major outcomes of the recent advances in the social age is the resurgence of contextually-based persona development and its’ role in helping to inform as well as shape strategy.    This is especially true when you consider there are several important strategic areas evolving at a rapid pace.

Buyer Personas 100

Buyer Personas Buying Cycle Buyer's Journey Demand Generation Agencies 100

Tony Zambito

MAY 12, 2011

Image via Wikipedia. Without question, while B2B Marketing is focused on developing its new prominence in the early stages of the buying cycle via content strategy and content marketing, B2B Sales is caught flat-footed on how to adapt to changing buyer behaviors.    What do these new buying cycles look like? 

Buyer Personas 100

Buyer Personas B2B Sales B2B Buying Cycle 100

Tony Zambito

OCTOBER 25, 2010

Image via Wikipedia.   The rise of social media and the digital age has heightened the awareness on the part of B2B buyers to seek more meaningful ”buying” interactions on a humanized level.  One of the most prominent forces of sociological thinking in the 20th century was that of symbolic interactionism. 

Design 100

Design Buyer Personas B2B Thought Leadership Multi-Channel 100

Tony Zambito

SEPTEMBER 22, 2010

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.    Viewing what each function is capable of in isolation and missing the harmonizing around the buyer experience. 

Top of Funnel 100

Top of Funnel Buyer Personas Marketing Automation Services Buyer's Journey 100

Tony Zambito

DECEMBER 12, 2010

Image via Wikipedia.   The digital age bringing new expectations on the part of buyers for learning experiences, subject matter expertise, innovative customization, and varied channel engagements.  Adapting to transformative changes in buyer behavior is the most significant challenge facing B2B organizations. 

B2B Sales 100

B2B Sales Buyer Personas Multi-Channel B2B 100