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

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

FEBRUARY 10, 2012

The single buyer model had worked well right up to the advent of the Internet and email. 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? How Did We Get Here?

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

Tony Zambito

OCTOBER 23, 2016

These four behavioral areas are being impacted, as well as, converging: (Market) Organizational Behaviors : How people work and interact in work environments today is significantly changing. Making it harder for businesses to assess markets and get a read on market environments. 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

JUNE 26, 2016

Questions I often receive when working with CMOs specific to B2B. For example, a supply chain analytics provider I recently worked with shifted their communications to lead with scenarios. Investing in audience development remains a key goal for many B2B CMOs.

Buyer Personas 104

Buyer Personas Research B2B Fulfillment 104

Tony Zambito

JANUARY 25, 2012

Today’s B2B leaders are just beginning to understand the importance of behavioral analytics and insights for making informed decisions on how to allocate company resources to engage buyers in the new hyper-connected B2B world. It will also require a degree of savvy integration of analytics and qualitative behavioral insight.

Buyer Personas 100

Buyer Personas B2B Allocation Peer-to-peer 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.    Market research can go to work then trying to figure out what the size of the market may be and validate the potential. 

Buyer Personas 100

Buyer Personas Rules Sample Validation 100

Tony Zambito

MARCH 18, 2012

In the past, working with these definitions may have been sufficient. Moving around 1,000’s of accounts and prospects in virtual databases to new buckets created for employee size, revenue size, product targets, and verticals. Unprecedented Transformation Occurring.

SMB 100

SMB Enterprise Management SME Work Management 100

Tony Zambito

APRIL 19, 2012

Looking back on over 10 years of specific instances of qualitative buyer research and buyer persona development work, I found that in 6 out of every 10 instances of helping an organization– a different buyer was identified than the organization had been targeting!

Lead Generation 100

Lead Generation Lead Ranking Tactics Buyer Personas 100

Tony Zambito

FEBRUARY 28, 2012

As elaborated upon recently, the single buyer model is no longer sufficient and more and more B2B buyers operate from the new buying model of working within ecosystems and relying on network participation. Codependency is here to stay and B2B businesses must adapt.

Top of Funnel 100

Top of Funnel B2B B2B Sales Demand Generation 100

Tony Zambito

MAY 2, 2012

Finding out how to be likeable and, in effect, make the laws of attraction work for your organization is a complex issue today. New technology and newly formed buyer behaviors make it easier for buyers to say: “If we like you, you will hear from us. If not, you won’t hear from us.” . Becoming Likeable.

Organization 100

Organization Lead Ranking Buyer Personas Lead Nurturing 100

Tony Zambito

FEBRUARY 22, 2012

With this comes the realization that some of the embedded thinking about how to reach and market to buyers are not working well. This is part 2 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. .

Top of Funnel 100

Top of Funnel B2B Sales Marketing Funnels Wikipedia 100