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.    These days are certainly the best of times and could be the worst of times.    That is, until now. 

Buy 100

Buy Buyer Personas B2B Lock-In 100

Tony Zambito

SEPTEMBER 6, 2016

This is especially crucial as organizations continue to evolve in transforming their business model from product-centric to customer-centric models. Where views on which segments best represent ideal target customers can become muddied over a decade or more. Purchase history and purchase patterns (including budgets).

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Segmentation Profiling 100

Tony Zambito

OCTOBER 23, 2016

We have also seen organizations struggle with how best to adapt to new market dynamics related to customer behaviors and the role of content in reaching customers. For instance, the rise of platforms such as Amazon and LinkedIn has significantly shifted the way customers interact with products and services. Convergence of Behaviors.

Enterprise Management 100

Enterprise Management Marketing & Strategy Marketing Strategy Work Management 100

Tony Zambito

DECEMBER 13, 2015

Leading to many strategies and tactics devoted to attempts to market or sell to the rationale behind decisions and buying processes. Essentially another name for mapping the buying process. Content Deluge Is Counter-Productive. Casting rational information and facts, such as buying criteria, as buyer personas.

Buyer Personas 100

Buyer Personas Lead Ranking B2B Sales Research 100

Tony Zambito

NOVEMBER 1, 2015

The goal for a B2B CMO, in today’s digital economy, is to strengthen the common view of customers by which their organization can make informed decisions on how best to be relevant. And, B2B CMOs need to get the buy-in on all levels. Thus, making it even more difficult to foster customer-centric marketing.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B Marketing Paid Search Agency 100

Tony Zambito

AUGUST 21, 2011

The real question is why consumers or business buyers will not buy into not only HP’s Touchpad but all the other Apple iPad imitators including Blackberry’s Playbook and the Android Tablets?    What Apple understood well is the buying behavior of their audience.    It is either Best Buy or Office Depot. 

Distribution 100

Distribution Buy Marketing & Strategy Marketing 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.    My thought here is very different than the conventional purchasing department. 

Buyer Personas 100

Buyer Personas B2B Sales B2B Buying Cycle 100