Tony Zambito

MARCH 12, 2017

B2B companies are struggling to make gaining buyer insights more than the gathering of analytics, buyer intelligence, sales intelligence, and buyer personas couched in factual data. Your Analytics Tell A Story Of The Past Only. The capabilities to produce analytics has been expanding at an exponential rate.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Tony Zambito

OCTOBER 3, 2018

Buyers and Customers Are Armed With Data and Analytics. It would be a fallacy to think that buyers and customers will not be in possession of data and analytics that are influencing their choices. We were ready with at least some data on what we were seeing and how we thought we needed help.

Enterprise Management 169

Enterprise Management B2B Thought Leadership Urgency Marketing Work Management 169

Tony Zambito

MAY 14, 2021

Since the rise of Big Data and AI, you get the promise that you can create buyer personas solely on data and analytics alone. The above will help you be on the lookout for what can lead to bad buyer personas versus good ones. . 2 – You Can Create Buyer Personas On Data Alone. Core to buyer personas is qualitative buyer research.

Buyer Personas 232

Buyer Personas Validation Deliverability Thought Leadership 232

Tony Zambito

APRIL 19, 2012

Lead generation today is becoming the art and science of targeting. Nearly 30% expressed dissatisfaction with lead conversion to sales. If you are off-target with the buyer – you will be off-target on your lead generation tactics. The area of lead generation is where marketing and sales are usually out of alignment.

Lead Generation 100

Lead Generation Lead Ranking Tactics Buyer Personas 100

Tony Zambito

JANUARY 29, 2017

Approaches that go beyond the multitude of marketing analytical tools that are being introduced. One that leads to organic growth in existing and new markets. Digital technologies have enabled the ability to produce an overwhelming amount of data analytics. Often characterized as insights. Not particularly.

Digital Transformation 100

Digital Transformation Buyer Personas Ideal Customer Profiles B2B Thought Leadership 100

Tony Zambito

JANUARY 30, 2012

Predictive analytics and modeling has mostly been about exactly what the name implies – an exercise in using analytics to predict and model different scenarios. Bringing a qualitative interface to the quantitative analytics. For some B2B organizations, jumping into full blown predictive analytics can be an expensive proposition.

Lead Ranking 100

Lead Ranking B2B Peer-to-peer B2B Sales 100

Tony Zambito

NOVEMBER 22, 2015

New digital technologies are bombarding the C-Suite with promises of data-driven analytics. Here are seven elements CEOs and their teams must develop in order to make informed decisions to achieve growth: 1 – Research, Analytics, And Insights. Advocating promises of revelatory insights through the push of a button.

Buyer Personas 100

Buyer Personas Lead Ranking Buy Research 100

Tony Zambito

AUGUST 14, 2016

The notion of operations is implicit in science, systems, processes, analytics, and rules. Enabling analytics and reports on profiling attributes and activities of buyers and customers as gleaned from a database. The combination of matrix and quantification thinking can lead to some outlandish numbers.

Buyer Personas 102

Buyer Personas Ideal Customer Profiles Profiling CMO 102

Tony Zambito

NOVEMBER 8, 2015

Here are important elements based on working with organizations over the past fifteen years who have utilized an experience mapping approach to achieve customer-centered strategies: Get to know your buyer : companies today are beginning to understand the need to go beyond data analytics.

Buy 100

Buy Buyer Personas Acquisitions Correlation 100

Tony Zambito

NOVEMBER 14, 2011

In the past two plus years, we are seeing a rise in the analytical push and explosion in the wont for data.    And to some degree, analytics and data help us to find out what buyers are most likely to do in the future.  .  We know, to a degree, what buyers are doing.    I am not saying they are not. 

Trends 100

Trends Planning Buy CMO 100

Tony Zambito

MARCH 6, 2016

Leads To Mistaken Customer Understanding. These four myths can cause challenges for B2B executives and lead to errors in understanding customers. Such as: To confuse a preponderance of data analytics, for example, that is focused on confirming current assumptions as “new” customer insight.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B B2B Sales 100

Tony Zambito

FEBRUARY 10, 2012

Sales training was all geared to train sellers how to persuade the single buyer and in the 1980’s we started to see models of how to determine the psyche of the single buyer – was he or she an amiable or an analytical? Connect predictive buyer modeling to predictive analytics to illuminate a 360 degree view of buyers. Related articles.

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

Tony Zambito

OCTOBER 23, 2016

New technologies such as mobile, cloud, social platforms, data analytics, and artificial intelligence are reshaping consumer and business behaviors significantly. Leading to more consumers getting their entertainment media from Netflix and watching on iPhones or iPads instead of TVs. Far more so than in any time in the last 50 years.

Enterprise Management 100

Enterprise Management Marketing Strategy Marketing & Strategy Work Management 100

Tony Zambito

JANUARY 3, 2016

Organizations continue to struggle with how to incorporate the use of big-data analytics into the qualitative nature of buyer persona development. Leaders should take care in over-emphasizing big-data analytics at the expense of qualitative research. Again, a correlation to effectiveness as well. Future Advancements.

Buyer Personas 100

Buyer Personas Correlation Effectiveness Ideal Customer Profiles 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

JUNE 26, 2016

For example, a supply chain analytics provider I recently worked with shifted their communications to lead with scenarios. By understanding fully, the scenarios , which confront their buyers, they are in a better position to connect by demonstrating their understanding of goals and the scenarios in which these goals play out.

Buyer Personas 104

Buyer Personas Research B2B Fulfillment 104

Tony Zambito

OCTOBER 26, 2015

The promises of Big Data and analytics are limited in their ability to detect changes and cannot offer deeper assessments related to behaviors. Which, then leads to organizations staying in the status quo of buyer profiling, as well as, win/loss analysis.).

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

Tony Zambito

APRIL 19, 2010

.  Anyone who has been through a significant amount of sales training can attest to how each program stresses the need for understanding buyer’s needs and wants as well as the promise of adapting your selling style to that of an analytical or other personality types.  

Buyer Personas 100

Buyer Personas Rules Tagging Training 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. It is time for business marketing to come out of the literature closet and lead. Create Orbital Match With Buyers.

Top of Funnel 100

Top of Funnel Lead Ranking Business Buyer Personas 100

Tony Zambito

FEBRUARY 12, 2012

CMO’s can and should play an instrumental role in leading organizations out of economic instability and providing a clear picture of the state of their company’s buyers. CMO’s today can cause fundamental shifts in buyer understanding through the balance of quantitative predictive analytics and qualitative predictive buyer modeling.

Lead Ranking 100

Lead Ranking CMO Analysis Lead Scoring 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. Can You Predict Your Ideal Scenarios For Lead Nurturing?

Organization 100

Organization Lead Ranking Buyer Personas Lead Nurturing 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 16, 2012

It puts the buyer at the center of B2B marketing, sales, and service and reflects, more accurately, that buyers are making multiple choices throughout their actions as well as behaviors that ultimately lead to a purchase decision. But – it doesn’t stop there at the purchase decision.

Top of Funnel 100

Top of Funnel Lead Ranking B2B Sales Marketing Funnels 100