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| | TONY ZAMBITO
MAY 1, 2011 [Behavior, Buying Cycle] Plan for the Social Buyer Before It’s Too Late
Image via Wikipedia. If your planning is not taking into account changing behaviors of buyers, then the organization will be in misstep with its buyers. However, trending information clearly points to the fact that sales reps are having a hard time making contact with buyers and don’t get involved until much later in the buying cycle.
| | TONY ZAMBITO
APRIL 17, 2011 [Behavior, Buying Cycle] Importance of Context to Understanding the New Social Buyer Persona
Image via Wikipedia. The first definition points to reaching an understanding of the behavioral framework that surrounds the new social buyer persona. Since the mid-1990’s, the meaning of context was extended to focus on the understanding of user interactions in design settings which led to personas being a means for communicating contextually-based user behaviors.
APRIL 29, 2014 | MARKETING ACTION
[Behavior, Buying Cycle] Is Marketing Automation Worth the Investment?
MARCH 4, 2012 | TONY ZAMBITO
[Behavior, Buying Cycle] 3 Ways To Connect With Today’s B2B Buyers
DECEMBER 21, 2011 | BIZNOLOGY
[Behavior, Buying Cycle] Five Ways B-to-B Marketers Need to Change Their Game
JUNE 26, 2011 | TONY ZAMBITO
[Behavior, Buying Cycle] The Influence of the Social Buyer on B2B Business
MAY 12, 2011 | TONY ZAMBITO
[Behavior, Buying Cycle] Reinvent B2B Sales With Buyer Personas
MAY 8, 2011 | TONY ZAMBITO
[Behavior, Buying Cycle] Content Marketing and Sales Enablement Must Get Married
| | TONY ZAMBITO
MARCH 4, 2012 [Behavior, Buying Cycle] 3 Ways To Connect With Today’s B2B Buyers
Image via Wikipedia. Buyer modeling incorporates the elements of attitudes, beliefs, values, goals, perceptions, needs, and motivations. By modeling buyers, buying scenarios, buyer experience, and decision journeys, B2B executives can then map strategy as well as tactical marketing and sales activities that enable them to connect with B2B buyers on a relational level.
| | TONY ZAMBITO
JUNE 26, 2011 [Behavior, Buying Cycle] The Influence of the Social Buyer on B2B Business
Image via Wikipedia. What we do know is that B2B buyers are demanding more social experiences in their buying processes. This approach, if wedded to existing structures, may in fact be impeding the evolution of B2B organizations to not only adapt to changes in buyer behaviors but also align their organizations to the emerging Social Buyer.
| | BIZNOLOGY
DECEMBER 21, 2011 [Behavior, Buying Cycle] Five Ways B-to-B Marketers Need to Change Their Game
Image via Wikipedia. The Internet has driven dramatic changes in business buying behavior. Just as no one buys a car anymore without first checking prices and features online, business buyers now research and educate themselves online, months—even years—before ever seeing a sales person. In These days, the sales person has lost control. But there’s more.
| | TONY ZAMBITO
MAY 8, 2011 [Behavior, Buying Cycle] Content Marketing and Sales Enablement Must Get Married
Image via Wikipedia. Having spent the last decade or more in the arena of buyer persona development and researching buyer behaviors within business cultures, I’ve come to a conclusion that there are no silver bullets and no specific technology that is going to be the one thing that magically gives us the Rodney King moment – “can’t we all get along?”
TONY ZAMBITO | THURSDAY, MAY 12, 2011 [Behavior, Buying Cycle] Reinvent B2B Sales With Buyer Personas
Image via Wikipedia. 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. Here’s the interesting twist in the changes that are occurring – as buyers become more self-directed - the more B2B organizations will view “buying” in a professional light as opposed to something they do. What do these new buying cycles look like? MORE >>
TONY ZAMBITO | WEDNESDAY, SEPTEMBER 8, 2010 [Behavior, Buying Cycle] Buyer Experience Innovation: Why B2B CEO’s Must Make It Their Top Priority
Image via Wikipedia. Let’s define Buyer Experience Innovation : “Creating in totality an ideal buying experience and innovative interactions that engages as well as enables buyers to enter into a transactional and loyal relationship with the organization”. Static View of Buying Cycle : For many years, we have conditioned ourselves to look at the buying cycle one dimensionally and through the prism of the seller only. The pressure to achieve top line revenue growth and profitable growth strategies remain as the key challenges B2B CEO’s face today. MORE >>
TONY ZAMBITO | MONDAY, OCTOBER 25, 2010 [Behavior, Buying Cycle] Buyer Interaction Shapes Buyer Experience Design
Image via Wikipedia. He also believed that to research this phenomenon, unstructured qualitative observation methods were the means to understand sociological human interactions. Mead was most certainly a forerunner to today’s modern methods of qualitative research. Content : The buyer experiences accessibility to rich and robust content offerings that enables research. Value : The buyer experiences value-based solutions and justification that enables a buying decision. MORE >>
TONY ZAMBITO | SUNDAY, DECEMBER 12, 2010 [Behavior, Buying Cycle] B2B Imperative: Reinvent the Sales Experience
Image via Wikipedia. Adapting to transformative changes in buyer behavior is the most significant challenge facing B2B organizations. How should B2B businesses respond to changing buyer behaviors and the issue of sales process management being out of synch with buyers? The essence of sales experience lies in the ability of B2B organizations to innovate unique buying experiences. B2B businesses can adapt to buyer behaviors by first gaining critical insight into the mind of the buyer and then innovating the sales experience. MORE >>
TONY ZAMBITO | WEDNESDAY, SEPTEMBER 22, 2010 [Behavior, Buying Cycle] The 4 B’s of Buyer Experience Innovation (2nd Rendition)
Image via Wikipedia. However, gaining true insight into buyer behaviors, attitudes, perceptions, patterns, and etc. Buying today has become more sophisticated and has a multitude of variables that did not exist even a decade ago. It is fair to say that many organizations are adopting specific buying strategies whereby decisions are often made well ahead of any sales involvement and the decisions are more about who to purchase from versus what to purchase. Buyer Insight. Buyer Personas. Buyer Journey Mapping and Design. MORE >>
- [Behavior, Buying Cycle] The Four Elements of Buyer Experience Ecosystem Thinking TONY ZAMBITO | MONDAY, OCTOBER 4, 2010
- [Behavior, Buying Cycle] A Conversation on 7 Buyer and Sales Trends to Watch in 2011 TONY ZAMBITO | SUNDAY, DECEMBER 19, 2010
- [Behavior, Buying Cycle] Macro Trends Transforming the Buyer Experience TONY ZAMBITO | WEDNESDAY, OCTOBER 27, 2010
- [Behavior, Buying Cycle] Is Marketing Automation Worth the Investment? MARKETING ACTION | TUESDAY, APRIL 29, 2014
- [Behavior, Buying Cycle] Wake up, America! TONY ZAMBITO | MONDAY, NOVEMBER 8, 2010
- [Behavior, Buying Cycle] Top 35 B2B Marketing Posts for May 2010 B2B MARKETING ZONE POSTS | WEDNESDAY, JUNE 9, 2010