Tony Zambito

NOVEMBER 14, 2011

  There have been generational differences noted between the rise of the younger social buyer as well as hybrid behaviors of traditional buyers.  In the past two plus years, we are seeing a rise in the analytical push and explosion in the wont for data.    We know, to a degree, what buyers are doing. 

Trends 100

Trends Planning Buy CMO 100

Tony Zambito

APRIL 21, 2010

  In organizations where the leadership is mostly analytical in nature, the need for information and analysis can be interwoven into the corporate culture and is a component of every decision.  Image by kevinzhengli via Flickr. The quest for information can be addicting. 

Buyer Personas 100

Buyer Personas Rules Sample Validation 100

Tony Zambito

JANUARY 25, 2012

These reports, often analyst generated, help to shape strategic vision and enable both short-term and long-term planning. It will also require a degree of savvy integration of analytics and qualitative behavioral insight. What has been missing? Where is the void in today’s fast and furious changing B2B landscape?

Buyer Personas 100

Buyer Personas B2B Allocation Peer-to-peer 100

Tony Zambito

APRIL 29, 2012

I suspect one reason may be that the pressure for instant results from lead generation efforts is a primary driver. Which makes you think: how much potential revenue is being left on the roadside in the speedy monthly pursuit to instantly convert leads generated into month-end results? Follow @tonyzambito. Related articles.

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Tony Zambito

MARCH 26, 2012

Analytics of your SMB customer database is like fighting numbers with numbers – you can contain the data but without behavioral insight – you will not be able to get inside them. There have been many means tried for SMB segmentation whether it is by size, type, vertical, products, solutions, and etc.

SMB 100

SMB Enterprise Management Buyer Personas Marketing Management 100

Tony Zambito

MARCH 9, 2012

There will be a rise in the use of buyer modeling techniques as well as integrating the use of buyer intelligence, predictive analytics, and the illuminating aspects of predictive buyer modeling. Reorient From Business Marketing Teams to Buyer Driven Marketing Teams.

Top of Funnel 100

Top of Funnel Lead Ranking Business Buyer Personas 100

Tony Zambito

APRIL 7, 2010

  Demands for sales force automation, marketing automation, social media platforms, content marketing platforms, lead generation programs, and much more presented with business case studies that appeal to the analytical side of business logic. .   Each staff meeting is accompanied by a cacophony of demands.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buyer Personas Marketing Strategy 100

Tony Zambito

FEBRUARY 28, 2012

Understanding buyer choice has many implications for B2B strategies and tactics – whether they are focused on demand generation, content marketing, or selling approaches. In part 3, let us look at how B2B leaders are responding to new buyer psychology in relations to the elements of the buyer choice model. Psychology of Buyer Choice.

Top of Funnel 100

Top of Funnel B2B B2B Sales Demand Generation 100

Tony Zambito

MARCH 21, 2012

Analytics will play an important role towards reaching understanding. The combined use of analytics and predictive buyer modeling can yield an insightful picture into how these new behaviors translate into uncovering why buyers make purchase decisions. Buyer behavior within the SMB world is rapidly changing.

SMB 100

SMB Lead Ranking Top of Funnel Buyer Personas 100

Tony Zambito

MAY 2, 2012

While there is much focus given to demand generation, content marketing, lead generation, lead management, and opportunity pipeline management, recent significant changes in buyer behaviors calls for serious examinations of whether organizations are attracting the right buyers.

Organization 100

Organization Lead Ranking Buyer Personas Lead Nurturing 100

Tony Zambito

MARCH 4, 2012

By integrating the benefits of predictive analytics with that of predictive buyer modeling , B2B leaders are gaining smarts on taking segmentation to a new level. B2B leaders today can conduct buyer experience mapping that identifies critical Buyer Moment of Truth and ensure that the brand and buyer experience stays true to form throughout.

Top of Funnel 100

Top of Funnel B2B B2B Sales Wikipedia 100

Tony Zambito

FEBRUARY 22, 2012

Boost Demand Generation Using Target Ready Buyer Models (buyerology.com). Slow Death of the Funnel: Why Buyer Choice Matters to Revenue (buyerology.com). How B2B Leaders Are Understanding Buyers Better With Behavioral Buyergraphics (buyerology.com). Buyerology: The New Science of Understanding Buyer Behavior (buyerology.com).

Top of Funnel 100

Top of Funnel B2B Sales Marketing Funnels Wikipedia 100

Tony Zambito

FEBRUARY 16, 2012

Boost Demand Generation Using Target Ready Buyer Models (buyerology.com). How B2B Leaders Are Understanding Buyers Better With Behavioral Buyergraphics (buyerology.com). 5 Ways New Buyer Behaviors Are Impacting B2B Sales (buyerology.com). Predictive Buyer Modeling Is Changing the Future of B2B (buyerology.com).

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Top of Funnel Lead Ranking B2B Sales Marketing Funnels 100