Tony Zambito

NOVEMBER 4, 2020

It is being used to describe the effects of COVID-19 in shaping B2B buyer behaviors. It should come as no surprise that B2B buyers are taking their initial research on products and services online. This is an indication that B2B buyers are looking to complete more of their research, consideration, and evaluation online.

B2B 202

B2B Buyer Personas B2B Sales Buyer's Journey 202

Tony Zambito

MAY 10, 2021

B2B Organizations Must Reinvent To Accomplish Buyer-Aligned Strategies Post-Pandemic. In the lexicon of business, especially B2B, words and phrases can take on so many different meanings. The term buyer-aligned will take on a significant new meaning as you enter a new era of B2B and buying.

Top of Funnel 215

Top of Funnel B2B Sales Buyer Personas Process 215

Tony Zambito

FEBRUARY 15, 2022

While at the customer level, organizations can gain access to insights on how to enrich the experience, develop strategy, and expand markets. The shift to digital b2b buying , new global commerce patterns, and changing buyer, customer, and consumer behaviors all demand strategic decisions. Why do earned buyer insights matter?

B2B Marketing 147

B2B Marketing B2B Trust Marketing Marketing & Strategy 147

Tony Zambito

MAY 29, 2021

Marketing and Sales Leaders Will Need To Activate Critical Buyer Insights To Meet New Buyer Behaviors in a New Era for B2B. Getting your hands on critical buyer insights that show how to gain the attention of buyers remains the most significant challenge facing B2B leaders. It was of significance pre-pandemic.

Top of Funnel 162

Top of Funnel Buyer Personas B2B Buyer's Journey 162

Tony Zambito

MARCH 6, 2017

Many B2B firms today are either severely lacking in buyer insights or are led to believe the buyer intelligence they obtain is relevant to buyer insights. B2B companies may have to come to grips with the fact they are living in their own digital information bubble. The digital revolution in B2B is creating new ecosystems.

Digital Transformation 253

Digital Transformation Buyer Personas Lead Ranking B2B 253

Tony Zambito

MAY 23, 2017

Developing data intelligence strategies allowing them to respond to buyer behavioral trends. Particularly for B2B Marketing, it is important to not lose sight of what is at the focal point of marketing and sales. Consistently examining the buyer insights and buyer engagement strategies link. That is – buyer decisions.

B2B Marketing 227

B2B Marketing Planning Buyer Personas B2B 227

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. And, quickly.

Design 226

Design Buyer Personas B2B Sales Interactive Marketing 226

Tony Zambito

MARCH 24, 2010

.   The article, Ethnographic Research: A Key to Strategy , was written by Ken Anderson, a well respected anthropologist at Intel Research.   Although it is written from the viewpoint of using ethnography for understanding consumer behavior, there is applicability to the transformation underway in B2B Marketing and Strategy.

Buyer Personas 100

Buyer Personas Marketing Strategy Marketing & Strategy B2B Marketing 100

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

FEBRUARY 28, 2018

Developing data intelligence strategies allowing them to respond to buyer behavioral trends. Particularly for B2B Marketing, it is important to not lose sight of what is at the focal point of marketing and sales. Consistently examining the buyer insights and buyer engagement strategies link. That is – buyer decisions.

B2B Marketing 113

B2B Marketing Planning Buyer Personas B2B 113

Tony Zambito

JUNE 26, 2016

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. Investing in audience development remains a key goal for many B2B CMOs. B2B CMOs should consider a different starting point.

Buyer Personas 104

Buyer Personas Research B2B Fulfillment 104

Tony Zambito

NOVEMBER 23, 2020

I hear plenty from B2B marketing and sales leaders the mention of “buyer personas.” Updating your buyer personas should be part of an overall reset of your buyer strategies. B2B leaders can look to market and buyer signals letting them know it is time to reset strategies, gain insights, and update their buyer personas.

Buyer Personas 228

Buyer Personas Terms and Conditions Interactive Marketing B2B Sales 228

Tony Zambito

JANUARY 12, 2022

The ability to implement and execute global growth strategies has become one of the most important jobs of leaders. A common approach is to apply strategies to different geographic regions of the world. Both B2C and B2B types of engagements. The implications to growth strategies are profound once you go down this path.

Buyer Personas 228

Buyer Personas Display Trends Marketing & Strategy 228

Tony Zambito

JUNE 5, 2016

Recent research by SiriusDecisions found that for 80% of B2B buyers surveyed, customer experience counted as the top significant reason why they chose to work with a specific provider over another. This type of recent B2B research, accompanied by others in the past few years, points to the major influence customer experience now has in B2B.

Buyer Personas 100

Buyer Personas Research B2B Correlation 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

JANUARY 6, 2022

Be they B2B or B2C entities. . Perhaps no “Why” question is more important to B2B or B2C leadership than this: Why do our buyers and customers buy? Spadework involves conducting buyer research, attaining deep buyer insights, assessing what the insights mean, and mapping their strategies to critical guiding insights.

Buy 201

Buy Buyer Personas Leads Lead 201

Tony Zambito

NOVEMBER 21, 2020

We have already seen acceleration towards digital trends in both consumer and B2B markets. From eCommerce proliferating in many consumer markets to digital commerce in complex B2B becoming more acceptable. For many B2B organizations, recovery and rebound are rooted in how well they know how their buyers have changed.

Buyer Personas 255

Buyer Personas B2B Sales Research eCommerce 255

Tony Zambito

OCTOBER 23, 2016

Specifically, how market behaviors are changing and how these changes impact not only customer behaviors but also market strategies. Reframing Market Strategy. The convergence of market-oriented behaviors and new market rules are asking senior executives to reframe their overall market strategies.

Enterprise Management 100

Enterprise Management Marketing Strategy Marketing & Strategy Work Management 100

Tony Zambito

OCTOBER 26, 2015

Resulting in a 3D view of buyers, which can help inform strategies related to each. Importance Of B2B Ethnography Grows In The Digital Economy. In order to see how behaviors and interactions are changing, CEOs and CMOs will need to embrace B2B ethnography. These shifts dramatically influencing how and why decisions are made.

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

Tony Zambito

MAY 19, 2021

This new reality will put added pressure on CMOs and CSOs to coordinate strategies impacting the development of digital buying experiences. It is the type of development B2B organizations will have to attain deep buyer insights about if they hope to accelerate their revenue growth. At least have a chance to.

Differentiation 244

Differentiation Top of Funnel Buy Buyer Personas 244

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. Sometimes more is truly less.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

JANUARY 3, 2022

While many businesses have changed strategies and tactics in terms of their customer-facing operations, many on the other hand have under-invested in their own infrastructure. . That is, they have under-invested in their infrastructure abilities and capacities to address how B2B buyers and consumers can and will interact.

Education 212

Education Tactics B2B Service 212

Tony Zambito

NOVEMBER 2, 2016

Digital disruption means organizations must stay alert to how an existing market strategy may have to undergo reinvention. In the case of Garmin, they began to explore new market strategies. The ability to consistently assess and align market strategy to dynamic digital transformation is no longer a matter of tweaking.

Organization 100

Organization Enterprise Management Marketing Strategy Marketing & Strategy 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. The ability to make decisions based on predictions is becoming an essential attribute for B2B executives. Image via Wikipedia. Emphasis on modeling buyer behavior.

Lead Ranking 100

Lead Ranking B2B Peer-to-peer B2B Sales 100

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.    How can B2B Sales begin to reinvent themselves starting today? . 

Buyer Personas 100

Buyer Personas B2B Sales B2B Buying Cycle 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

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. 

B2B Sales 100

B2B Sales Buyer Personas Multi-Channel B2B 100

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. 

Top of Funnel 100

Top of Funnel AIDA Buyer Personas Terms and Conditions 100

Tony Zambito

APRIL 30, 2021

Far too often, organizations, be they B2B or B2C, can lack in their understanding of buyer goals. In essence, lacking the DNA instructions on how to connect with buyers, innovate in ways that help buyers, and develop profitable go-to-market strategies. 3 – Leveraging and Informing Buyer Strategies. Three Competencies To Develop.

Buyer Personas 176

Buyer Personas B2B Sales Organic Leads Profiling 176

Tony Zambito

MAY 31, 2017

Yet, we cannot lose sight of the importance of sales in account-based strategies. This is the type of strategy that succeeds through “feet on the ground” understanding. There is little to no coordination with sales on how to synchronize an ABM strategy with an ABS strategy. Common Thread.

Account Based Marketing 211

Account Based Marketing ABM Digital Transformation Paid Search Agency 211

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.    For many B2B CEO’s, they are witnessing the conventional strategies associated with sales and marketing being dismissed and tossed aside by buyers at an alarming rate. 

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 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

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 2, 2011

One of the clearest mandates being heard from B2B buyers today is the desire for buying experiences that offer more than just a product or service sale.  What is clear is that B2B entities are faced with the significant challenges of reinventing buying as well as sales experiences.  Image by incendiarymind via Flickr.

Buyer Personas 100

Buyer Personas B2B Buyer's Journey B2B Sales 100

Tony Zambito

MAY 17, 2010

Similarly, the world of B2B Marketing and Content Marketing must contend with parity.    The challenge of standing out above the parity that exists in B2B marketing messaging and content will become increasingly difficult.   Pillar Three: Gain Deep Understanding of How to Design Content Aligned with Goals. . 

Buyer Personas 100

Buyer Personas B2B Marketing B2B Content 100

Tony Zambito

JANUARY 10, 2011

Two of the most compelling issues facing B2B marketers today is how to not only reach buyers but how to get buyers engaged.  B2B companies that put a premium on differentiating from their competitors through buyer experience innovation will have the edge.  Image by racoles via Flickr.  

B2B 100

B2B Buyer's Journey Sales Cycle Demand Generation 100

Tony Zambito

JUNE 8, 2020

What kinds of marketing and selling strategies will be appropriate? The Buyer Outlook Insights study will bring timely and essential insights to participating organizations about when and how to stage active marketing and selling strategies. Under what conditions will our buyers begin to engage in making purchasing decisions?

Studies 162

Studies Buyer Personas Paid Search Agency Sample 162