Tony Zambito

NOVEMBER 8, 2015

Creating distinctive and engaging experiences, as part of how people and businesses go about making purchases, is getting more attention today than ever. In order to learn how to create distinctive buying experiences, businesses are embracing new means and approaches. Understanding Buyer Interactions Matter.

Buy 100

Buy Buyer Personas Acquisitions Correlation 100

Tony Zambito

JANUARY 11, 2021

Such tumultuous events will have a direct impact on buying behaviors in 2021. Organizations today will need to monitor buying behaviors as they ebb and shift in 2021. Here are 5 intangible buying behaviors, uncovered through qualitative buyer research interviews at the end of 2020, companies should monitor: Spending Squeeze.

Trends 209

Trends B2B Sales B2B Marketing Spending 209

Tony Zambito

OCTOBER 26, 2020

For many leaders in sales and marketing, the year 2020 will go down in history as one of the most challenging in their careers thus far. The impact of the coronavirus pandemic will represent the most significant disruption in B2B commerce in many decades. Interactions : how do we redesign sales and marketing interactions with buyers?

Marketing & Strategy 245

Marketing & Strategy Buyer Personas B2B Sales Interactive Marketing 245

Tony Zambito

MAY 5, 2011

B2B marketing and sales has lived in a neat framework centered on the purchase transaction.    In some industries and marketplaces, this purchase transaction has been fairly straight forward.  B2B buyers are increasingly thinking less in terms of a transaction and more about the experience. 

Buy 100

Buy Buyer Personas B2B Lock-In 100

Tony Zambito

OCTOBER 22, 2020

The coronavirus pandemic will leave an imprint on B2B commerce for decades to come. The COVID-19 pandemic has set off a tectonic shift in how B2B companies buy from and sell to each other. The COVID-19 pandemic has set off a tectonic shift in how B2B companies buy from and sell to each other. Transformative it is.

Design 226

Design Buyer Personas B2B Sales Interactive Marketing 226

Tony Zambito

MARCH 6, 2016

There is a big problem when it comes to B2B customer research. And, most B2B executives may be unable to see or recognize the problem. Which is, a majority of buyer persona development efforts are focused on reinforcing incorrect assumptions about B2B buyers. Myths Hurting B2B Marketing And Sales.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B B2B Sales 100

Tony Zambito

NOVEMBER 1, 2015

A recent survey by B2B Marketing, in conjunction with the UK-based agency Tomorrow People, indicated only 38% of marketers considered their content to be “very customer-centric.” B2B CMOs can be caught in a maze of an organization faced with marketing complex solutions for complex problems. by Matt Brooks.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B Marketing Paid Search Agency 100

Tony Zambito

MAY 11, 2011

If you’ve come up the ranks in B2B Marketing and/or Sales, you know the quarterly and perhaps even monthly drill.    This may have been just fine – that is – until buyers have become fairly self-directed in the buying process as well as enabled by the Internet and social technologies.  Image via Wikipedia.

Buyer Personas 100

Buyer Personas Segmentation Buy Work Management 100

Tony Zambito

FEBRUARY 28, 2016

When it comes to the state of B2B content marketing and engagement, this proverb is on the mark. According to a recent study by Track Maven , one among a few on this topic, shows both B2B and B2C marketers have increased their publishing of content in 2015 by as much as 35 to 40%. by Juan Pablo Bravo.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

JUNE 26, 2016

The term, audience development , has become more ubiquitous in the world of marketing. A recognition of the growing importance of digital content marketing to overall marketing strategies today. For B2B CMOs, the idea of audience development and engagement can be perplexing. Invest In Understanding Goals And Behaviors.

Buyer Personas 104

Buyer Personas Research B2B Fulfillment 104

Tony Zambito

OCTOBER 14, 2011

Image by IceSabre via Flickr The notion that perceived risks influences purchasing behavior has been around for quite some time. As we have seen an increase in the complexity of the buying process, we are seeing a correlating increase in … Continue reading →

Purchase 100

Purchase Correlation Process Buy 100

Tony Zambito

FEBRUARY 10, 2012

Many B2B Marketers today are faced with the daunting tasks of connecting with buyers in new ways and using new mediums that are still in infancy. The shelf-life expectancy of some of the new approaches is yet to be known; making investment and resource decisions for leaders in B2B Marketing a road filled with risks.

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

Tony Zambito

JANUARY 25, 2012

B2B Buying Process Today © All rights reserved by Kenny Madden. In the business-to-business world, the quest to connect with decision-makers has been and most likely will continue to be the main challenge confronting B2B leaders. Meeting this challenge successfully is the essential lifeblood of survival for many B2B companies.

Buyer Personas 100

Buyer Personas B2B Allocation Peer-to-peer 100

Tony Zambito

JUNE 8, 2020

A quarterly monitoring study of buyer attitudes about buying decisions during and after the COVID-19 Crisis, the COVID-19 Buyer Outlook Insights study will bring timely and essential buyer persona-based decision-making about when and how to resume marketing and sales. What kinds of marketing and selling strategies will be appropriate?

Studies 162

Studies Buyer Personas Paid Search Agency Sample 162

Tony Zambito

NOVEMBER 29, 2020

An exploration to chart and explore the Louisiana Purchase Territory at the behest of President Thomas Jefferson. The pandemic is accelerating buying behavior shifts and also raising new behaviors to the surface. . The last 20 years seeing an explosion of new behaviors and technologies revolutionizing buying.

Internet Marketing 207

Internet Marketing Fulfillment Interactive Marketing Customer Surveys 207

Tony Zambito

MAY 12, 2011

Without question, while B2B Marketing is focused on developing its new prominence in the early stages of the buying cycle via content strategy and content marketing, B2B Sales is caught flat-footed on how to adapt to changing buyer behaviors.  Image via Wikipedia.

Buyer Personas 100

Buyer Personas B2B Sales B2B Buying Cycle 100

Tony Zambito

JANUARY 30, 2012

I would not be surprised today if a group of B2B executives said they were using fortune tellers to peer into a crystal ball to make predictions about the future. C-Suites are under enormous pressures to get it right the first time with regards to marketing and sales planning. Emphasis on modeling buyer behavior.

Lead Ranking 100

Lead Ranking B2B Peer-to-peer B2B Sales 100

Tony Zambito

OCTOBER 14, 2018

Funnels, stages, paths, journeys, and more labels that suggest some form of a linear line of thinking has dominated marketing and sales for decades. Whereby the notion of awareness, evaluation or consideration, and purchase decision is built-in to these views. It may just have taken marketing and sales a while to catch up.

Marketing AI 174

Marketing AI Buyer Personas Top of Funnel Digital Marketing Funnels 174

Tony Zambito

SEPTEMBER 6, 2016

If you are a CMO or a marketer and you find yourself having a sudden realization that perhaps you are not quite sure of the differences, you will be in a lot of good company. The value of customer segmentation is it can tell you where to point your marketing and messaging. And, it can help gauge the size of a market opportunity.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Segmentation Profiling 100

Tony Zambito

OCTOBER 23, 2016

The primary course of conversation in the past few years for CMO’s and their marketing teams has centered around customer centricity, customer experience, and content marketing. What CMO’s need to be on guard for is falling prey to a myopic view of customers without assessing how markets are changing. For good reasons too.

Enterprise Management 100

Enterprise Management Marketing & Strategy Marketing Strategy Work Management 100

Tony Zambito

NOVEMBER 21, 2010

Optimizing revenue growth is by far the toughest assignment for sales and marketing today.    Essentially our construct of the buying experience aligned with the AIDA view may be out of synch with the multi-variant journeys being taken by buyers today.  Image by jackanapes via Flickr.

Top of Funnel 100

Top of Funnel AIDA Buyer Personas Terms and Conditions 100

Tony Zambito

JULY 17, 2016

Understanding this relationship allows for a deeper analysis of buying behavior and what truly is driving purchase decisions. But was it something that was going to really transform our marketing? Falling under this category is such things as priorities, preferences, buying criteria, and etc. Transform Marketing.

Intent 100

Intent Buyer Personas CMO Work Management 100

Tony Zambito

JUNE 26, 2011

In the B2B world, the emergence of the Social Buyer is causing organizations to search for better ways to reach its’ base of buyers.    What we do know is that B2B buyers are demanding more social experiences in their buying processes.   Image via Wikipedia. New Business Models.

Business 100

Business B2B Demand Generation Agencies Wikipedia 100

Tony Zambito

MAY 13, 2011

Baseone, the London based B2B Marketing Agency, released its 2nd annual Buyersphere Report 2011 this   month.    The annual report is aimed at surveying the changing B2B buyer behavior. .    The annual report is aimed at surveying the changing B2B buyer behavior.

Buyer Personas 100

Buyer Personas WOM B2B Paid Search Agency 100

Tony Zambito

OCTOBER 4, 2015

As digital interactions and media become more intertwined into everyday life, marketers need to respond. In one study, SiriusDecisions found 60-to-70% of B2B content produced goes unused. Plenty has changed in terms of marketing media in the last fifteen years. coaching by Gilbert Bages. Understanding The Problem.

Direct Marketing 100

Direct Marketing Buyer Personas Allocation Ideal Customer Profiles 100

Tony Zambito

SEPTEMBER 27, 2015

As CMOs look ahead, gaining greater clarity into how buying behaviors are changing is becoming one of their most important aims. At the same time, the ability of marketing to influence and support the entire customer lifecycle continues to expand. The stages termed as Discover, Learn, Try, Buy, Use, and Advocacy.

Allocation 100

Allocation Buyer Personas CMO Press 100

Tony Zambito

JANUARY 22, 2017

In the past five years, we have seen exponential disruption each year in multiple markets. Digital technologies and resulting transformation turning markets literally inside out. Fundamentally reshaping markets in five years’ time compared to the fifty to seventy years it may have taken to build up a market.

Buyer Personas 100

Buyer Personas Digital Transformation Enterprise Management Account Based Marketing 100

Tony Zambito

SEPTEMBER 28, 2016

In business-to-business and consumer industries, the influence of goal-directed behaviors can be significant determinants of how choices and buying decisions are made. In sales for the past few decades, it has been called understanding the buying process. The implications to marketing and sales are profound.

Buyer Personas 100

Buyer Personas Buyer's Journey Case Studies Buy 100

Tony Zambito

OCTOBER 18, 2015

Segmentation has been a staple of business marketing and sales for several decades. The concept of breaking down a potential market or industry into smaller target segments is a standard technique taught in business schools and used by many organizations. The Internet Propels Buying Behavior Shifts. by Evan Shuster.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

DECEMBER 13, 2015

When marketing and sales leaders often think about how buyers make decisions, they are viewed through a prism of buyers making rational and process-driven decisions. Leading to many strategies and tactics devoted to attempts to market or sell to the rationale behind decisions and buying processes. by Gregor Črešnar.

Buyer Personas 100

Buyer Personas Lead Ranking B2B Sales Research 100

Tony Zambito

AUGUST 8, 2011

  The B2B buyer continues to ascend and advance in the use of social technologies, networks, and commerce that are radically changing the notion of business as usual.    We are seeing the birth of a new era in B2B commerce that is more social, more connected, and more humanized.

Buyer Personas 100

Buyer Personas Wikipedia Buy B2B 100

Tony Zambito

AUGUST 14, 2016

As the concept of buyer personas has crept into the conscious of both B2C and B2B Marketing, so has misguided representations of buyer personas become prevalent. Yes, buyer profiling can be helpful for sales and marketing automation, for instance. Lost in this cycle are any true buyer insights that can transform marketing.

Buyer Personas 102

Buyer Personas Ideal Customer Profiles Profiling CMO 102

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.    Increasing the span of engagement and assessment that buyers and marketers intersect at. 

Trends 100

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

Tony Zambito

FEBRUARY 2, 2012

Recently, I published two articles related to 5 ways buyer behaviors are affecting B2B sales , and 5 ways they are affecting B2B marketing. The promises of demand generation as well as content marketing are to overcome the hype and truly enable businesses to transform and adapt. ©All rights reserved by Kenny Madden.

Demand Generation 100

Demand Generation Lead Ranking Demand Generation 100

Tony Zambito

SEPTEMBER 27, 2011

.  How well organizations; in relations to products, service, and brand; maps to Buyer Perceived Values will serve as the one of the primary influences that shapes buyer behaviors and purchase decisions.   This is an area of improvement for the evolving areas of content strategy and content marketing. 

Peer-to-peer 100

Peer-to-peer Loyalty Correlation Pricing 100

Tony Zambito

JULY 24, 2011

From a B2B market view, the new social buyer ecosystem continues to undergo a rapid evolution.    While the social customer ecosystem in the B2C market space is still legions ahead of B2B, it behooves B2B executives to not fall prey to the false sense that the comparative differences means they have to pay little attention. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Allocation Social Networks 100

Tony Zambito

SEPTEMBER 19, 2016

Meaning marketers today must account for how to adapt to behavioral shifts caused by the omnipresence of digital and online information. Even more compelling is the greater influence of mobile and digital social platforms on reducing attention span and creating filtering behaviors in purchases. Marketing Campaigns: A Thing Of The Past.

Buyer Personas 0

Buyer Personas Planning Paid Search Agency Content 0