Tony Zambito

NOVEMBER 21, 2010

Optimizing revenue growth is by far the toughest assignment for sales and marketing today.    Essentially our construct of the buying experience aligned with the AIDA view may be out of synch with the multi-variant journeys being taken by buyers today.  Image by jackanapes via Flickr.

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Top of Funnel AIDA Buyer Personas Terms and Conditions 100

Tony Zambito

DECEMBER 5, 2010

  Sales departments in B2B organizations are facing their most severe test in decades as the post-recession impact continues to reverberate throughout the economy.  Several trends that point to transformation are: Trend 1: A shift from sales relationship to sales experience.

Trends 100

Trends Buyer Personas AIDA Buyer's Journey 100

Tony Zambito

DECEMBER 19, 2010

  My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally.    Thanks to Lou Dubois from the Customer Collective for his editorial and moderation guidance and for the gracious subtle hints by Stephanie Tilton of Tenton Marketing.  Image via Wikipedia.

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Hubspot

JULY 18, 2012

Elmo Lewis proposed the AIDA (Awareness, Interest, Desire, Action) sales model.* They’ve survived because they make intuitive sense and because they’re a useful way to organize marketing programs. The fundamental criticism is that decision-making is more emotional than AIDA assumes.

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Lead Nurturing Lead Ranking AIDA Lead Scoring 28