Tony Zambito

MARCH 18, 2012

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. Predictive Buyer Modeling Is Changing the Future of B2B (buyerology.com). 5 Ways New Buyer Behaviors Are Impacting B2B Sales (buyerology.com). Follow @tonyzambito.

SMB 100

SMB Enterprise Management SME Work Management 100

Tony Zambito

MARCH 26, 2012

Who are our best prospects and in which SMB sub-market segment are they? What are the best means of engaging our best SMB customers and best SMB prospects? How B2B Leaders Are Understanding Buyers Better With Behavioral Buyergraphics (buyerology.com). In what SMB sub-market segments are our best customers? Follow @tonyzambito.

SMB 100

SMB Enterprise Management Buyer Personas Marketing Management 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

DECEMBER 2, 2011

A growing need for existing customers and prospective buyers today is that of furthering their intelligence on how to tackle problems, meet challenges, and accomplish goals.    Thirdly, there are in-house attempts as well as B2B marketing consultants who offer misguided knowledge of buyer personas as targeted profiles. 

Trends 100

Trends Buyer Personas Lead Ranking Content 100

Tony Zambito

DECEMBER 8, 2011

.  However, this shift continues to occur at a slow pace in the B2B marketplace and many B2B organizations have product centricity wired into their organizational DNA.    Products, in general, are designed and produced to fulfill needs.    To be sure, products must fulfill needs.  The Future.

Trends 100

Trends Fulfillment Work Management Marketing Management 100

Tony Zambito

APRIL 2, 2011

  Also, you hear consistently about the same top, 5, 10, or 20 customers and prospective buyers and how great are the customers the company has and how those prospective buyers are just ready to close.   And when you call a lost customers or prospective buyer on the phone – well – it is just downright “silent”. 

Buyer Personas 100

Buyer Personas Trade Show Buzz Social Networks 100

Tony Zambito

APRIL 16, 2012

B2B companies today will need to evaluate whether they have systems and processes that are buyer designed. In marketing and sales, various systems and processes have been built around how to market and sell to the customer and prospective buyer. Buyer Designed Systems.

Sales Management 100

Sales Management Top of Funnel Planning Demand Generation 100

Tony Zambito

FEBRUARY 9, 2010

B2B organizations represent a multitude of complex relationships.   Buyer Persona 2.0 , as a discipline, must factor in these complex relationships if it hopes to present an accurate portrayal of buying decisions that take place in a B2B context. A buyer persona, in a B2B context, is oftentimes serving others.

Buyer Personas 100

Buyer Personas B2B Sales Forecasting Marketing Management 100

Tony Zambito

MAY 8, 2011

  Tools related to processes and having information available at their fingertips when prospecting and calling on buyers.    A recent meeting with a B2B organization illustrated this dynamic for me.  Turn B2B Buying Into a Social Experience (buyerpersonainsights.com).   What’s going on? . 

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 100

Tony Zambito

APRIL 10, 2011

.  Without adopting an understanding of readiness in the several areas mentioned, B2B as well as B2C organizations risk falling further behind the pace of change in buying behavioral dynamics.  B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?   Related articles.

Buyer Personas 100

Buyer Personas Organization Buying Cycle Buyer's Journey 100

Tony Zambito

MARCH 23, 2011

  All bent on creating the slide deck of all slide decks to wow the prospect.  Why Buyer Experience Matters to Get B2B Buyers to Stick Around. The good old days, for some sales and marketing people, were the days huddling up for the big presentation.        Related articles.

Peer-to-peer 100

Peer-to-peer Network Marketing Buy Education 100

Tony Zambito

APRIL 7, 2008

Creating that compelling feeling that we needed to espouse every feature in detail to our "prospect" because it meant a sale was going to be made. In B2B sales in particular, this may be more prominent than we wish. Product managers fed sales forces with detailed descriptions of feature after feature.

Buying Cycle 100

Buying Cycle Comparison Buyer Personas Marketing Management 100

Tony Zambito

JANUARY 31, 2016

In today’s new digital marketplace, the prospect of content – perceived to be in the form of a sales cold call – getting through the eye of the needle will be severely diminished. (I

Ideal Customer Profiles 100

Ideal Customer Profiles Leads Lead Marketing Qualified Leads 100

Tony Zambito

MARCH 30, 2012

Considerable investments were made in establishing inside sales organizations and in outbound marketing activities specifically to reach the SMB base of customers and prospective buyers. SMB marketing and sales began to become more than just an afterthought in the early ‘90’s through the early 2000′s.

SMB 100

SMB Advertising Channels Enterprise Management Work Management 100

Tony Zambito

NOVEMBER 21, 2011

As many B2B organizations know, when dealing with complex selling situations, identifying the influences on buying processes and the purchase decision is often the most difficult challenge faced by marketing and sales teams.    Today’s C-Suite will need to adjust their own views of existing customers and prospective buyers. 

Trends 100

Trends Buyer Personas Fulfillment Demand Generation Agencies 100