Tony Zambito

OCTOBER 25, 2010

The “buyer” is a term used in the B2B context by which the “buyer” represents the target buyer persona and the stakeholders that represent the multi-disciplinary buying committees.    The buyer's views on implementation and support are critical to the overall buyer experience. . 

Design 100

Design Buyer Personas B2B Thought Leadership Multi-Channel 100

Tony Zambito

JANUARY 5, 2011

  It also redefines marketing’s role in terms of just lead generation to that of working in tandem with sales through the entire end-to-end process of revenue generation and management.    This makes buyer personas, mapping of the buying process, and qualitative research even more important! . 

Buyer Personas 100

Buyer Personas Lead Ranking Work Management Buying Cycle 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

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 17, 2011

These strategy areas include content strategy, social marketing, marketing automation, social selling, demand generation, and buyer experience marketing.    We are interacting with buyers who are becoming more knowledgeable and sophisticated with each cycle of new technologies introduced.

Buyer Personas 100

Buyer Personas Buying Cycle Buyer's Journey Demand Generation Agencies 100

Tony Zambito

OCTOBER 18, 2010

.  Katzenberg unveiled before the audience the experiences they underwent as they tried various story boarding processes and began using revolutionary technology to create animation like never before.    Most revealing was how many phases of production took place and how each phase was an experiential process in of itself. 

Buyer Personas 100

Buyer Personas Buyer's Journey Allocation Trigger Marketing 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. 

Peer-to-peer 100

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

Tony Zambito

MAY 8, 2011

  This is despite recent entrance of social technology enabled systems and processes all professing to be the cure that remedies this debate.     Tools related to processes and having information available at their fingertips when prospecting and calling on buyers.    What’s going on? . 

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 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

JANUARY 18, 2011

  Adam gives us a good sense of the numbers and dollars being invested in demand generation and marketing automation.    Acquiring a deep understand of your target buyer and their buying process.  .  If you haven’t read it, I would highly recommend doing so.  I couldn’t agree more!

Buyer Personas 100

Buyer Personas Demand Generation Demand Generation 100

Tony Zambito

JULY 10, 2011

  In part 2, I would like to offer perspectives on why the practice and process of buyer personas, as we’ve known them for the past decade, must undergo significant change to be relevant in the social age.    These being areas related to new social buyer ecosystems, social business models, and new social buying cycles. 

Buyer Personas 100

Buyer Personas Top of Funnel Peer-to-peer Marketing Funnels 100

Tony Zambito

DECEMBER 19, 2010

.  In addition, we know from the people who survey sales trends, such as Sirius Decision , CSO Insights , and McKinsey , today’s buyers get through nearly 70-80% of the buying process BEFORE they engage with sales people.    We’ve become fixated on the process and not the experience.  

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Tony Zambito

DECEMBER 12, 2010

.  For the past thirty to forty years, sales have focused on relationship building, methodology, and processes.  On Amazon, over 1,500 titles in sales process and over 500 titles in sales process management are listed in their book category. 

B2B Sales 100

B2B Sales Buyer Personas Multi-Channel B2B 100

Tony Zambito

JANUARY 2, 2011

Map the buyer’s journey and the buying process.   In essence, providing a framework to lead from as well as take the organization through the reinvention process.    In essence, providing a framework to lead from as well as take the organization through the reinvention process.   

Buyer Personas 100

Buyer Personas B2B Buyer's Journey B2B Sales 100

Tony Zambito

JUNE 26, 2011

  What we do know is that B2B buyers are demanding more social experiences in their buying processes.     Many processes made “social”, including buying, are beginning to take on a perpetual cyclical nature whereby where one starts and one ends is a blurred vision. 

Business 100

Business B2B Demand Generation Agencies Wikipedia 100

Tony Zambito

FEBRUARY 22, 2010

  The growth of CRM, Sales Automation, and Data Mining applications has provided a home for the numerous lists of market and company data.   This is what makes buyer personas a powerful enabler to the process of market segmentation. Tags: Buyer Personas Buying Cycle Scenarios.   How Many Is Too Many. .

Buyer Personas 100

Buyer Personas Segmentation Ideal Customer Profiles Buying Cycle 100

Tony Zambito

NOVEMBER 8, 2010

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Demand 100

Demand Buyer Personas Buying Cycle Demand Generation 100

Tony Zambito

MARCH 4, 2012

show that many B2B leaders believe these tactical efforts such as content marketing and marketing automation may only be effective about a quarter of the time. This can be especially useful in industries where there is a strong company or account focus as well as complex buying scenarios that involve lengthy buying cycles.

Top of Funnel 100

Top of Funnel B2B B2B Sales Wikipedia 100