Tony Zambito

OCTOBER 7, 2018

Tools, such as buyer personas, will need to be reinvented to be relevant on this element of deep buyer insights. For instance, recall the peer experienced employee when you first started a new job and that person knew everything about the “ins and outs” of the job – most of which was not written down or described anywhere.

Marketing AI 187

Marketing AI Peer-to-peer Buyer Personas Segmentation 187

Tony Zambito

MARCH 27, 2008

Literally, many of the standard "sales tools" have been turned upside down on their heads. This blog will focus on how personas are changing the world of not only product design and marketing, but now that of sales.

Cold Calling 100

Cold Calling Sales Cycle Buying Cycle Work Management 100

Tony Zambito

MARCH 24, 2010

  I also make this same point in an interview with Stephanie Tilton on her blog Savvy B2B Marketing.     Thus, making buyer persona development, defined in the context of informing B2B marketing strategies, profoundly more than just a profiling tool.   The Connection.   The Lesson.

Buyer Personas 100

Buyer Personas Marketing Strategy Marketing & Strategy B2B Marketing 100

Tony Zambito

DECEMBER 19, 2010

  This will require new ways of thinking, new tools, new systems, and much deeper understanding on who is your buyer persona and mapping your buyer’s journey to know the best ways to meet the buyer where they are in their journey.  Trend 4: New and better tools to enable the sales and buyer experience.

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Tony Zambito

FEBRUARY 10, 2012

The tools of the single buyer model are no longer effective. Sales in particular at the frontline routinely discard sales enablement tools given to them by marketing according to recent IDC research. Our sales people barely look at the tools we give them.”. What Are The Dangers?

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

Tony Zambito

APRIL 6, 2012

Let’s take a look at the path towards creating buyer-based selling models that transform inside sales to unified communicators engaging the SMB buyer: Model the SMB Buyer Persona : researching and developing composite archetypes of various SMB business executives and owners can be a powerful tool for inside sales enablement.

SMB 100

SMB Buyer Personas Lead Ranking B2B Sales 100

Tony Zambito

AUGUST 14, 2016

If CMOs forget this important intent of buyer personas and confuse with operational buyer profiling, they will lose perhaps one of the most valuable decisions tools needed to devise customer-centric strategies. (I I like the following video primarily for two reasons.

Buyer Personas 102

Buyer Personas Ideal Customer Profiles Profiling CMO 102

Tony Zambito

MARCH 30, 2012

Marketing discovered that outbound tools for inside sales and for marketing to the SMB segment varied greatly from that of a focus on large field accounts. This shift relates to transforming from a tools-based approach to a buyer-based experience approach. In a span of 5-7 years we find ourselves in a drastically different world.

SMB 100

SMB Advertising Channels Enterprise Management Work Management 100

Tony Zambito

OCTOBER 26, 2015

These valuable insights also led the organization to develop useful tools potential buyers could use to help facilitate assessment with their internal stakeholders. Ultimately resulting in larger deal sizes.

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

Tony Zambito

NOVEMBER 1, 2015

Buyer personas are thought of as a tool specific only to new endeavors in content marketing, campaigns, and product launches. Thus, rendering them too “data-filled” to be used effectively. Do not box-in buyer persona development to specific campaigns : This is a common mistake I see often.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B Marketing Paid Search Agency 100

Tony Zambito

JANUARY 29, 2017

Approaches that go beyond the multitude of marketing analytical tools that are being introduced. The focus on understanding customers today in a digital-centric global world requires new thinking and new approaches. As well as, beyond outdated traditional means grounded in sales and product marketing used for profiling buyers.

Digital Transformation 100

Digital Transformation Buyer Personas Ideal Customer Profiles B2B Thought Leadership 100

Tony Zambito

OCTOBER 18, 2015

Here is an important point to consider: Buyer personas are not a tool for the profiling of buyers, but rather, they are part of a holistic process for the personification of buyers. Repurposing buyer profiling data and characteristics into a format to include a picture is not buyer personification.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

MAY 20, 2012

Today’s business leaders can reach a maturity level that allows for a robust practice of modeling buyers whereby buyer personas are one of the tools used for descriptive and predictive buyer modeling. Personas first emerged as a tool for design in 1999 when Alan Cooper published The Inmates Are Running The Asylum.

Buyer Personas 100

Buyer Personas Lead Ranking Demand Generation Agencies Ideal Customer Profiles 100

Tony Zambito

FEBRUARY 14, 2022

While the COVID-19 pandemic has accelerated a shift to the use of digital tools, B2B sellers are using them to double down on linear thinking. Out of date and obsolete. Let that sink in. Here is what I have seen. Accelerating their linear approaches and processes. Still attempting to do the same.

Buy 147

Buy Gartner B2B B2B Sales 147