Tony Zambito

OCTOBER 12, 2020

Human-centric insights are needed to help them understand why buyers are compelled to fulfill the quest they are on to solve a problem or meet a goal. This also means building in mobile capabilities across platforms. Data-centric insights are needed to understand how buyers are interacting and choosing when interacting online.

Buyer Personas 310

Buyer Personas B2B Amazon Fulfillment 310

Tony Zambito

DECEMBER 12, 2020

Empty office buildings dot the map of the United States. According to Mental Health America, the number of people seeking help for anxiety and depression increased by a scary 93 percent from January 2020 to September 2020. Nor addressed by organizing company retreats to build morale.

Business 252

Business Thought Leadership Statistics Budget Programs 252

Tony Zambito

FEBRUARY 4, 2022

Buyer insights will need to become a building-up process. Therefore, buyer personas become extremely valuable in helping to humanize insights. . The report orientation has meant that buyer insights have been a first-in and first-out approach. An iterative process. Instead of an end, it never ends. Qual and Quant Are Not Separate.

Buyer Personas 219

Buyer Personas Correlation Fulfillment Analysis 219

Tony Zambito

MAY 10, 2021

This view also helps in gaining a glimpse at how buyers behave. Identifying four stages of buying jobs – Problem Identification, Solution Exploration, Requirements Building, and Supplier Selection. More importantly, helping them navigate their own internal purchasing processes. Most definitely a step in the right direction. .

Top of Funnel 215

Top of Funnel B2B Sales Buyer Personas Process 215

Tony Zambito

NOVEMBER 15, 2020

Meaning they are not going to be of much help other than being a fact sheet for sales and marketing intelligence. . B2B leaders can focus on a few areas that will help them to get to know their buyers. Buyer Thinking : Much has been written about building empathy into sales and marketing messaging. What To Focus On.

Buyer Personas 220

Buyer Personas Digital Transformation B2B Sales Interactive Marketing 220

Tony Zambito

MARCH 12, 2017

Multiple studies over the past three years from the likes of PwC, Deloitte, Forrester, and IBM indicate that 75% or more of CEO’s are identifying building out competencies in insights as one of their top goals. To survive also means rebooting, building, and maturing competencies in buyer insights.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Tony Zambito

OCTOBER 23, 2018

A question which businesses undergoing such efforts should answer, however, is: Will our transformation help us to align with customers and buyers? Data : Buyers are increasingly reliant on and building predictive data operations to help with their decision-making. is the right thing to do. Many will answer yes.

Digital Transformation 184

Digital Transformation Buyer Personas Work Management Marketing Management 184

Tony Zambito

MAY 17, 2021

Help them meet their challenges. Understanding the new buyer mindset and building organizational DNA to think like buyers become critical to ABM or ABX success. Here are several ways: 1 – Understand Goals, Issues, and Challenges In Both A Broader and Micro Context. Buyers care about whether you understand their goals.

Account Based Marketing 224

Account Based Marketing ABM Buyer Personas Intent Signal 224

Tony Zambito

NOVEMBER 21, 2020

This is where solid qualitative buyer research can help organizations understand how buyer psyches have changed. . Insights that provide you with the resiliency needed to build a successful path towards recovery and rebound. . What are the not-so-obvious challenges? Psychology. How has your buyer’s thinking changed?

Buyer Personas 255

Buyer Personas B2B Sales Research eCommerce 255

Tony Zambito

OCTOBER 3, 2018

For the past few decades, solution-based selling was the dominant theme in building sales organizations. Insight-selling places emphasis on sales reps delivering helpful insights to potential buyers. We were ready with at least some data on what we were seeing and how we thought we needed help.

Enterprise Management 169

Enterprise Management B2B Thought Leadership Urgency Marketing Work Management 169

Tony Zambito

SEPTEMBER 26, 2018

Whereby there is an exchange of insights that help to attain specific goals. Making the necessary allocations to build in yearlong preparation towards attaining deep understanding, knowledge, and insights. Surprisingly, it presumes a one-way sharing of insights. Accelerating Customer-Centricity.

Allocation 181

Allocation Digital Transformation Press Training 181

Tony Zambito

FEBRUARY 28, 2016

For example, in one organization I helped recently, they perceived there were 7 stages for a generalized buyer’s journey of their target customers. Helping buyers to realize that possibilities and opportunities exist to help them accomplish their goals. They also believed there should be 3 to 4 types of content for each stage.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

OCTOBER 27, 2018

Human-centric insights are needed to help them understand why buyers are compelled to fulfill the quest they are on to solve a problem or meet a goal. This also means building in mobile capabilities across platforms. B2B businesses today need both types of insights in a world moving towards digital commerce on a global scale.

B2B 165

B2B Amazon Buyer Personas Fulfillment 165

Tony Zambito

MAY 4, 2011

.  They have helped companies to gain insights into market opportunities, find out why challenges exists, depict buying processes, and how to map critical sales and marketing strategies to the goals of buyers.    Mainly, buyer personas are presented as a means of templated profile building. 

Buyer Personas 100

Buyer Personas Research Ideal Customer Profiles Demand Generation Agencies 100

Tony Zambito

AUGUST 14, 2016

For example, an organization I helped recently had previously utilized a framework, labeled buyer persona in name only , which consisted of a matrix of 15 plus categories. Yes, buyer profiling can be helpful for sales and marketing automation, for instance. As a means to help inform overall customer strategy.

Buyer Personas 102

Buyer Personas Ideal Customer Profiles Profiling CMO 102

Tony Zambito

OCTOBER 9, 2015

Documented Content Strategy Helps. Thus, you can reach a conclusion that having a content marketing strategy that is documented and discussed is helpful. Empathy: Helping Buyers To Achieve Their Goals. It is a simple yet profound premise of helping buyers to achieve their goals leads to effectiveness and results.

Effectiveness 100

Effectiveness Buyer Personas Content Marketing Forrester 100

Tony Zambito

NOVEMBER 1, 2010

  In the world of books we see the title of Shift as perhaps the new trendy title for business as well as personal self-help oriented books.    B2B buyers today desire the totality of end-to-end experience in addition to products and services that help them to meet goals and solve challenges.

Design 100

Design Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

SEPTEMBER 28, 2010

  Does it help?  To develop a loyalty building Buyer Experience Strategy in today’s digitized world means executives need to raise their qualitative Buyer Insight Intelligence Quotient.    Think long-term by bringing in outside help while concurrently building in-house competency.

Buyer Personas 100

Buyer Personas Enterprise Management Marketing Automation Services Social Media 100

Tony Zambito

MAY 11, 2011

  Here is where buyer persona development can be of help.    Setting them down the path of building what are more buyer “title and role” descriptions and profiles masked as buyer personas.    Creating new and distinctive buying behaviors that can exists among complex solutions and organizational goals. 

Buyer Personas 100

Buyer Personas Segmentation Buy Work Management 100

Tony Zambito

NOVEMBER 10, 2011

  This has led to a crying game in the corporate halls bewailing the need for publishers and journalists to come in and help.    They are often faced with the daunted task of sorting through myriads of information that will allow them to learn and hopefully help them to make an informed purchase decision. 

Trends 100

Trends Content Wikipedia Custom Publishing 100

Tony Zambito

AUGUST 3, 2011

  There are 6 essential guiding premises that will help to embed true buyer persona research into your organization and to do so where you are not merely creating buyer profiles but are performing the bona fide practice of buyer persona research: Do The Real Thing.   Then a third-party option should be explored. 

Buyer Personas 100

Buyer Personas Organization Viral Marketing Ideal Customer Profiles 100

Tony Zambito

NOVEMBER 1, 2015

What are some of the essentials then for B2B CMOs to ensure customer-centric marketing becomes interwoven into the DNA of their organizations – and how can buyer personas help? Let us look at a ten essentials: Set an agenda to research buyers : This is usually a big hurdle to climb. Particularly in strong sales-driven cultures.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B Marketing Paid Search Agency 100

Tony Zambito

NOVEMBER 8, 2015

Buyer interviews and on-site observations (ethnographic-based) can yield deeper insight into the why context and enable organizations to build empathy with buyers. Identify key interactions : experience and journey mapping can help companies gain insights into which types of interactions buyers’ value.

Buy 100

Buy Buyer Personas Acquisitions Correlation 100

Tony Zambito

MARCH 24, 2011

  While discussed through the prism of sales and selling, Dave brings up good perspectives on the question of: how do you get sales people to help customers see and understand value?    Design thinking and experience design methods are the building blocks for buyer experience design. 

Buyer Personas 100

Buyer Personas Fulfillment Design B2B Sales 100

Tony Zambito

MAY 23, 2010

To pursue excellence in building top line revenue growth takes a high degree of focus.    Buyer persona development, as I have made the case often recently, is not an exercise in profile building.    Thus, helping them to achieve that unparallel focus needed to win. 

Buyer Personas 100

Buyer Personas Wikipedia Ideal Customer Profiles Social Media 100

Tony Zambito

OCTOBER 18, 2015

And, began the era of marketing fulfilling the role of going beyond just brand advertising, but also building awareness and enabling buyers to research solutions. The understanding needed in order to truly be relevant to buyers in the evolving digital economy and centered on helping buyers to achieve their goals.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

SEPTEMBER 27, 2015

Such pressing concerns have CMOs seeking better ways to understand the entire buying cycle, as opposed to marketing’s traditional concern with building awareness. This is where consumer personas and buyer personas can be helpful. Interestingly, it is not a new concept. Related articles.

Allocation 100

Allocation Buyer Personas CMO Press 100

Tony Zambito

JULY 6, 2011

About a dozen years ago, I became involved with personas through fate by meeting Alan Cooper , at the time he just finished his landmark book The Inmates Are Running The Asylum , and becoming enamored with personas as a process to build more user friendly products.  Another misconception is that buyer personas are role personas. 

Buyer Personas 100

Buyer Personas Peer-to-peer Ideal Customer Profiles Psychographics 100

Tony Zambito

JANUARY 31, 2016

One way, it seems, is in building brand trust. The second is that the brand understands what it is attempting to help people and/or businesses to accomplish. Customer-Focused Content Means Aligning With Customer Goals. How do organizations then make it through the eye of the needle with content?

Ideal Customer Profiles 100

Ideal Customer Profiles Leads Lead Marketing Qualified Leads 100

Tony Zambito

JANUARY 30, 2012

Using the nuances of each buyer scenario modeled to create specific as well as variations of marketing, sales, social, product, and content strategies that help them to attain key objectives related to growth. For some B2B organizations, jumping into full blown predictive analytics can be an expensive proposition.

Lead Ranking 100

Lead Ranking B2B Peer-to-peer B2B Sales 100

Tony Zambito

OCTOBER 3, 2011

  Multiple and varietal forms of qualitative methods help to provide a unique articulation of value criteria that buyers may formalize or internalize for decisions.    As mentioned in the previous article on Buyer Perceived Value (BPV), value has been viewed conventionally around product and service. 

High Quality Lead 100

High Quality Lead Differentiation Social Networks Paid Search Agency 100

Tony Zambito

FEBRUARY 22, 2010

  Whereby market segmentation can provide information at the 3,000 feet level or sometimes at even the 300 feet level, buyer personas can help selling and marketing teams to know what is going on at the 3 feet level.   For instance, if the focus is on roles, it will be a temptation to build “buyer persona profiles” for each role.

Buyer Personas 100

Buyer Personas Segmentation Ideal Customer Profiles Buying Cycle 100

Tony Zambito

MARCH 24, 2010

  Thus, diluting the essence of how they can help an organization receive the game-changing affects from investing in Buyer Persona 2.0   Buyer Personas provide senior leaders with qualitative-based insights that helps bring to life the quantitative-based, and sometimes often over-emphasized, analytical insight.

Buyer Personas 100

Buyer Personas Marketing & Strategy Buying Cycle Forecasting 100

Tony Zambito

MARCH 1, 2010

  Thus, diluting the essence of how they can help an organization receive the game-changing affects from investing in Buyer Persona 2.0   Buyer Personas provide senior leaders with qualitative-based insights that helps bring to life the quantitative-based, and sometimes often over-emphasized, analytical insight.

Buyer Personas 100

Buyer Personas Marketing & Strategy Forecasting Analytics 100

Tony Zambito

FEBRUARY 10, 2012

Building A Tribe Of Buyers ©All Rights Reserved Kenny Madden. They can best be characterized as only helpful today but not revealing. Several executives I interviewed in the last six months of 2011 are saying it best: “What we’ve learned is that buyer personas, building tools for sales, creating lots of content, and etc.

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

Tony Zambito

SEPTEMBER 27, 2011

  Evidence is building that how involved and how engaged buyers are is shaping the buyer’s perceived value of making a decision to enter into a relationship as well as make a purchase decision. Knowledge : shared knowledge related to informative problem solving can help influence positively buyer’s perceived values. 

Peer-to-peer 100

Peer-to-peer Loyalty Correlation Pricing 100

Tony Zambito

MARCH 4, 2012

B2B businesses can do three things to help grasp the connection issue and make plans that close the gap: Buyer Modeling To Understand Buyer Choices and Scenarios. Descriptive means of segmentation helps to illuminate the many elements related to choice, needs, goals, attitudes, behaviors, values, and experience.

Top of Funnel 100

Top of Funnel B2B B2B Sales Wikipedia 100