Tony Zambito

OCTOBER 18, 2015

What is empowering profiling is the growing presence of data, automation, and analytics. However, there is the inherent danger of automating the bad and putting profiling on steroids. While this movement is propelled by automation and analytics, it is severely compromised by the limitations of buyer profiling.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

OCTOBER 13, 2011

Companies are implementing new marketing and sales automation technologies.    The real question is: are new technologies automating new systemic adaptations to changing buyer behaviors or are they simply automating existing sales processes that haven’t changed much since 1999?  Technology.

Cross-Selling 100

Cross-Selling Training Paid Search Agency Inbound Marketing 100

Tony Zambito

OCTOBER 27, 2010

Recently, I had an engaging conversation with Lauren Carlson, a CRM Analyst with   Software Advice , as well as read her article Tailwinds for Marketing Automation Software posted on The Software Advice Blog.  Image via Wikipedia. One of the macro trends Lauren highlights is that buyers want content of real value. 

Trends 100

Trends Peer-to-peer Buyer Personas Marketing Automation Services 100

Tony Zambito

AUGUST 14, 2016

Yes, buyer profiling can be helpful for sales and marketing automation, for instance. The importance of customer segmentation, buyer profiling, and marketing automation cannot be overstated. Why do I say labeled in name only ? This approach of having 15 plus profile categories amounts to buyer profiling.

Buyer Personas 102

Buyer Personas Ideal Customer Profiles Profiling CMO 102

Tony Zambito

DECEMBER 8, 2015

In 2015, we have seen greater usage and the introduction of cloud-based platforms designed to automate buyer persona management. I am looking for marketing and sales leaders in business organizations who have thought about or implemented buyer persona development.

Buyer Personas 100

Buyer Personas Customer Surveys Ideal Customer Profiles Organic Leads 100

Tony Zambito

OCTOBER 4, 2010

Technology : B2B leaders today will need to be mindful of how to assess and integrate sales enablement and marketing automation technology as well as the multi-varietal CRM applications that exists into enabling buyer experiences. 

Buyer Personas 100

Buyer Personas Marketing Automation Services Buying Cycle Lead Ranking 100

Tony Zambito

FEBRUARY 28, 2016

This in vogue approach has led to attempts to make an “automated science” out of the B2B marketer’s view of the buyer’s journey. We have seen attempts to “automate” this approach through new cloud applications. This is: Marketing and Sales Overly Focused On the Buyer’s Journey : This approach has come into vogue the past 2-3 years.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

NOVEMBER 1, 2010

Collectively, these three essential aspects represent the building blocks of Buyer Experience Design.      B2B executives in B2B Marketing, B2B Sales, and B2B Support know that a buyer transformation is occurring and that a “monumental shift” in the buyer-seller relationship is evident. 

Design 100

Design Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

SEPTEMBER 22, 2010

  We’ve seen new approaches and services arise out of the rapidly changing buyer landscape such as demand generation, marketing automation, content marketing, and sales enablement to name just a few. 

Top of Funnel 100

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

Tony Zambito

MAY 17, 2010

  The stream of messaging and content is surely to rise as marketing automation weaves its way into the fabric of marketing tactics.  .  Businesses continue to be in receipt of multiple waves of marketing messaging, email marketing, demand generation, pay per click, and many new forms of social networking oriented content. 

Buyer Personas 100

Buyer Personas B2B Marketing B2B Content 100

Tony Zambito

SEPTEMBER 20, 2010

  We’ve seen new approaches and services arise out of the rapidly changing buyer landscape related to terms such as demand generation, marketing automation, and sales enablement to name just a few. 

Top of Funnel 100

Top of Funnel Buyer Personas Buyer's Journey Digital Marketing Funnels 100

Tony Zambito

SEPTEMBER 6, 2016

This can include the use of tracking from sales automation and marketing automation to keep honing in on the profile of buyers most likely to engage. Buyer profiling is often another quantitative exercise for organizations. With some qualitative aspects on a minor scale. Priorities and Initiatives.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Segmentation Profiling 100

Tony Zambito

JANUARY 10, 2011

.  I’m sure it makes B2B marketer’s heads spin just trying to assess if and how the constant evolution of digital marketing, social networking, content marketing, demand generation, marketing automation, and sales enablement fits into strategies to keep buyers engaged throughout. 

B2B 100

B2B Buyer's Journey Sales Cycle Demand Generation 100

Tony Zambito

NOVEMBER 15, 2010

Sales Enablement, and Marketing Automation.  .  I also acknowledge that there is definitely a renewed spirit of collaboration amongst the sales and marketing spectrum led by leaders in Sales 2.0,   Undoubtedly, progress is being made.    The challenge lies in how to move the conversation forward to a new level.

Buyer Personas 100

Buyer Personas Paid Search Agency Buying Cycle Lead Ranking 100

Tony Zambito

APRIL 5, 2011

We rely too heavily on technology and automation which in turn makes lead nurturing a program bedeviled with checklists yet lacking in a coherent plan. There has been a rearranging of the deck chairs so to speak on the same types of activities and then these collectively called lead nurturing. 

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Planning 100

Tony Zambito

AUGUST 16, 2010

.   Tags: buyer behavior buyer ecosystem buyer goals buyer insight buyer persona buyer persona development Buyer Personas customer strategy Digital Buyer Persona digital marketing digital marketing strategy Marketing marketing automation Personas social business social business strategy social media social media marketing social media strategy. (..)

Buyer Personas 100

Buyer Personas Allocation Marketing & Strategy Social Media 100

Tony Zambito

JUNE 14, 2010

.    Tags: buyer behavior buyer enablement buyer goals buyer insight buyer persona buyer persona development Buyer Personas Customer Insight customer strategy demnad generation Digital Buyer Persona digital marketing digital marketing strategy Marketing marketing automation Personas social business social business strategy social media (..)

Buyer Personas 100

Buyer Personas Wikipedia Social Media Marketing Automation Services 100

Tony Zambito

APRIL 29, 2010

.   Tags: buyer goals buyer insight buyer persona development Buyer Personas buying process Customer Insight customer strategy demnad generation Digital Buyer Persona digital marketing digital marketing strategy lead generation Marketing marketing automation Personas social business strategy social media social media marketing social media strategy (..)

Buyer Personas 100

Buyer Personas Rules Marketing Automation Services Wikipedia 100

Tony Zambito

APRIL 17, 2011

These strategy areas include content strategy, social marketing, marketing automation, social selling, demand generation, and buyer experience marketing.  .  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 26, 2010

.    Tags: buyer behavior buyer enablement buyer goals buyer insight buyer persona buyer persona development Buyer Personas buying process Customer Insight customer strategy Digital Buyer Persona digital marketing digital marketing strategy Marketing marketing automation Personas Sales social business social business strategy social media (..)

Buyer's Journey 100

Buyer's Journey Buyer Personas Wikipedia Social Media 100

Tony Zambito

MAY 16, 2010

.    Tags: buyer behavior buyer enablement buyer goals buyer insight buyer persona buyer persona development Buyer Personas Customer Insight customer strategy demnad generation Digital Buyer Persona digital marketing digital marketing strategy innovation Marketing marketing automation Personas qualitative research sales enablement social (..)

Buyer Personas 100

Buyer Personas Demand Generation Agencies Social Media Correlation 100

Tony Zambito

MAY 1, 2011

  For many organizations, they rely on the sales force’s knowledge of buyers and then plan around that knowledge gleamed from call reports and sales automation systems.  .  What do I mean? 

Planning 100

Planning Buyer Personas Buying Cycle Marketing Automation Services 100

Tony Zambito

SEPTEMBER 28, 2010

.  Tags: buyer behavior buyer ecosystem buyer enablement buyer goals buyer insight buyer persona buyer persona development Buyer Personas Customer Insight customer strategy Digital Buyer Persona digital marketing digital marketing strategy innovation lead generation Marketing marketing automation Persona Ecosystem Personas qualitative research (..)

Buyer Personas 100

Buyer Personas Enterprise Management Marketing Automation Services Social Media 100

Tony Zambito

OCTOBER 11, 2010

.  Tags: buyer behavior buyer ecosystem buyer enablement buyer goals buyer insight buyer persona buyer persona development Buyer Personas buying process Customer Insight customer strategy Digital Buyer Persona digital marketing digital marketing strategy innovation lead generation Marketing marketing automation Personas qualitative research Sales (..)

Buyer Personas 100

Buyer Personas Marketing Automation Services Lead Ranking Conference 100

Tony Zambito

MAY 23, 2010

.    Tags: buyer behavior buyer ecosystem buyer goals buyer insight buyer persona buyer persona development Buyer Personas customer strategy demnad generation Digital Buyer Persona digital marketing digital marketing strategy lead generation marketing automation Personas qualitative research sales enablement social business strategy social (..)

Buyer Personas 100

Buyer Personas Wikipedia Ideal Customer Profiles Social Media 100

Tony Zambito

OCTOBER 25, 2010

.  Tags: buyer behavior buyer ecosystem buyer enablement buyer experience buyer experience design buyer experience innovation buyer experience strategy buyer goals buyer insight buyer persona buyer persona development Buyer Personas Buying Cycle Scenarios buying process Customer Insight customer strategy Digital Buyer Persona digital marketing (..)

Design 100

Design Buyer Personas B2B Thought Leadership Multi-Channel 100

Tony Zambito

SEPTEMBER 15, 2010

.    Tags: buyer behavior buyer ecosystem buyer enablement buyer goals buyer insight buyer persona buyer persona development Buyer Personas buying process Customer Insight customer strategy Digital Buyer Persona digital marketing digital marketing strategy innovation Marketing marketing automation qualitative research sales enablement social (..)

Marketing Management 100

Marketing Management Buyer Personas Marketing Automation Services Loyalty 100

Tony Zambito

MAY 5, 2010

.      Tags: buyer behavior buyer goals buyer persona buyer persona development Buyer Personas Customer Insight customer strategy demnad generation Digital Buyer Persona digital marketing digital marketing strategy marketing automation social business social business strategy social media social media marketing social media strategy. (..)

Social Media 100

Social Media Buyer Personas Media Marketing Automation Services 100

Tony Zambito

SEPTEMBER 8, 2010

.  Tags: buyer behavior buyer ecosystem buyer enablement buyer goals buyer insight buyer persona buyer persona development Buyer Personas Buying Cycle Scenarios buying process Customer Insight customer strategy digital marketing digital marketing strategy innovation lead generation Marketing marketing automation qualitative research sales enablement (..)

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

Tony Zambito

NOVEMBER 21, 2010

Tags: buyer behavior buyer ecosystem buyer enablement buyer experience buyer experience design buyer experience innovation buyer experience strategy buyer goals buyer insight buyer persona buyer persona development Buyer Personas buying process Customer Insight customer strategy demand generation Digital Buyer Persona digital marketing digital marketing (..)

Top of Funnel 100

Top of Funnel AIDA Buyer Personas Terms and Conditions 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. Image by DavidErickson via Flickr. The temptation is enormous.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buyer Personas Marketing Strategy 100

Tony Zambito

JANUARY 18, 2011

  Adam gives us a good sense of the numbers and dollars being invested in demand generation and marketing automation.  .  If you haven’t read it, I would highly recommend doing so.    Pointing out however that the success rate is still low and using his words: “a pretty dismal state”.

Buyer Personas 100

Buyer Personas Demand Generation Demand Generation 100

Tony Zambito

OCTOBER 18, 2010

.  Tags: buyer behavior buyer ecosystem buyer enablement buyer goals buyer insight buyer persona buyer persona development Buyer Personas buying process Customer Insight customer strategy Digital Buyer Persona digital marketing strategy innovation Marketing marketing automation Personas qualitative research Sales sales enablement segmentation (..)

Buyer Personas 100

Buyer Personas Buyer's Journey Allocation Trigger Marketing 100

Tony Zambito

NOVEMBER 8, 2010

Tags: buyer behavior buyer ecosystem buyer enablement buyer experience buyer experience design buyer experience innovation buyer experience strategy buyer goals buyer insight buyer persona buyer persona development Buyer Personas Buying Cycle Scenarios buying process Customer Insight customer strategy demand generation Digital Buyer Persona digital (..)

Peer-to-peer 100

Peer-to-peer Buyer Personas Demand Generation Agencies Fulfillment 100

Tony Zambito

MAY 18, 2011

  We are seeing the births of new technologies and processes, such as content marketing, inbound marketing, marketing automation, and social media technologies attempting to address the voids created as B2B businesses shift their own buying processes and cycles.    Why do some work and others do not remain a puzzle.

Peer-to-peer 100

Peer-to-peer Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

FEBRUARY 7, 2012

The rush to tactics such as content marketing, demand generation, marketing automation, inbound marketing, and more is a rush to meet mass Buyer Spring movements where they are marching in the buyer square. Rush to Tactics.

Demand Generation Agencies 100

Demand Generation Agencies Wikipedia Demand Generation Buyer Personas 100

Tony Zambito

DECEMBER 19, 2010

  This is old news now and has created the expanding industry of marketing automation.  .  By the time they get to sales folks, whether it is in person or on the phone, they already are armed with enough information to help make a decision.    How’s that for a wakeup call!

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100