Tony Zambito

MARCH 26, 2012

The attempt here is to answer some tough questions that help to bring more focus to an SMB strategy: Who are our best customers in the SMB segments and why? In what SMB sub-market segments are our best customers? Who are our best prospects and in which SMB sub-market segment are they?

SMB 100

SMB Enterprise Management Buyer Personas Marketing Management 100

Tony Zambito

MARCH 18, 2012

So the net-net has been that we are just holding on as best we can to these larger accounts. 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. Another words, we are not getting significant real revenue growth from them.”.

SMB 100

SMB Enterprise Management SME Work Management 100

Tony Zambito

MAY 8, 2011

  Tools related to processes and having information available at their fingertips when prospecting and calling on buyers.  .  Sales enablement , particularly in a sales-driven culture, tends to focus on producing tools that enable sales to be more effective.    What’s going on? . 

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 100

Tony Zambito

FEBRUARY 9, 2010

  This impact is best understood through the lenses of a buyer persona as he or she serves three distinct groups: User Personas. .   As senior leaders seek to gain a market edge, they focus on developing teams that are adept at understanding how their products and services make an impact.   This is very true.

Buyer Personas 100

Buyer Personas B2B Sales Forecasting Marketing Management 100