B2B Demand Lead Scoring Marketing Automation 
Tony Zambito
NOVEMBER 21, 2010
Four adverse affecting conditions are impacting the usefulness of the conventional B2B funnel or pipeline in terms of revenue growth predictability: Reliance on Past History : Much of the construct of the revenue pipeline and funnel is based on past history and how buyers behaved.
Tony Zambito
SEPTEMBER 8, 2010
The pressure to achieve top line revenue growth and profitable growth strategies remain as the key challenges B2B CEO’s face today. Compounding these challenges is the rapid transformation underway in the buyer-seller relationship brought on by the advent of digital marketing and social media technology.
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Tony Zambito
NOVEMBER 1, 2010
In the global business and digital world of today, and particularly in B2B markets, a monumental shift is occurring in our percepts of buyer behavior and buyer strategy. . Both offer illuminating perspectives that will cause us to think differently.
Tony Zambito
DECEMBER 12, 2010
Adapting to transformative changes in buyer behavior is the most significant challenge facing B2B organizations. As B2B businesses seek to achieve post-recession revenue growth, they also must confront the issue of how to rethink long standing conventional practices in sales they know must change to meet this challenge head on.
Tony Zambito
DECEMBER 5, 2010
Reflecting on 2010, one cannot miss the incredible pace of change that is underway in B2B organizations as they adapt to the new state of mind of buyers. Thinking Sales will require development of meeting buyer demands for an experiential interaction with sales that is more than just a focus on relationships alone.
Tony Zambito
SEPTEMBER 22, 2010
Many executives, in particular those of B2B and service oriented organizations, are faced with the challenge of having to rethink how to succeed in today’s digital age. Image via Wikipedia. Viewing what each function is capable of in isolation and missing the harmonizing around the buyer experience.
Tony Zambito
MAY 4, 2011
Buyer Persona Development and the qualitative research methodology applied to creating buyer personas have proven to be an effective means for B2B organizations to reach a deeper understanding of their buyers. I am not sure this is a good thing for both buyer persona development and for sales or marketing in general.
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