Tony Zambito

MARCH 6, 2017

When in fact, the intelligence obtained have little to do with how businesses and markets are fundamentally changing. B2B companies may have to come to grips with the fact they are living in their own digital information bubble. This includes an over-reliance on activity-based data intelligence mistaken for true buyer insights.

Digital Transformation 253

Digital Transformation Buyer Personas Lead Ranking B2B 253

Tony Zambito

MARCH 6, 2016

In my years since launching Buyer Persona Research , the most successful companies utilizing buyer personas have made it about the latter – not the former. That is, making their buyer personas about customer research and not confirming existing buyer profiling assumptions.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B B2B Sales 100

Tony Zambito

OCTOBER 14, 2018

One important reason is that we are finding that no two buyer’s journeys are alike – even within the same market, segment, or industry. In several buyer persona research engagements within the past three years, this has become noticeable. Resulting in multiple buyer personas with multiple buying experience views.

Marketing AI 174

Marketing AI Buyer Personas Top of Funnel Digital Marketing Funnels 174

Tony Zambito

MAY 23, 2017

While many companies have engaged in one or all three critical areas, the struggle is in creating a cycle that informs. Business and marketing leaders will need to move from seeing these areas as marketing “to do” tasks to one of a marketing cycle informed by insights.

B2B Marketing 227

B2B Marketing Planning Buyer Personas B2B 227

Tony Zambito

MAY 31, 2017

What was true then and is as true today, is the need for information and insights into accounts. When ABS (account-based sales) first came into existence, it began with needs assessments and led to the collection of information on teams, hierarchy, divisions, decision-makers, approvers, etc. Common Thread.

Account Based Marketing 211

Account Based Marketing ABM Digital Transformation Paid Search Agency 211

Tony Zambito

SEPTEMBER 19, 2016

Meaning marketers today must account for how to adapt to behavioral shifts caused by the omnipresence of digital and online information. What they are left with are fragmented bits and pieces of information. This is true even with efforts being performed in buyer profiling and buyer personas.

Buyer Personas 0

Buyer Personas Planning Paid Search Agency Content 0

Tony Zambito

DECEMBER 13, 2015

Nobel-prize winning research in the fields of psychology and sociology have proven people, and buyers within organizations, are not fully rational when it comes to decision-making. In my qualitative buyer research with several hundred buyers, in the past few years, findings show a counterproductive trend is occurring.

Buyer Personas 100

Buyer Personas B2B Sales Lead Ranking Research 100

Tony Zambito

OCTOBER 4, 2015

As simple as the word goal is, there is much misunderstanding about goals and goal-directed behaviors. (With regards to buyer personas, I have seen the word goal used more commonly but superficially in nature.). Trying To Connect On An Impersonal “Business-Speak” Level Does Not Work.

Direct Marketing 100

Direct Marketing Buyer Personas Allocation Ideal Customer Profiles 100

Tony Zambito

OCTOBER 18, 2015

When the Internet came along, we began to see a seismic shift in how buyers gathered information and made decisions. As time progressed in the early decade of 2000 to 2010, reliance on the sales representative for product and solutions information began to diminish. The Internet Propels Buying Behavior Shifts.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

FEBRUARY 28, 2016

And, let’s not forget that B2B companies believe they may have 3-4 unique buyer personas. Some analyst firms propagate this view, calling it adaptable or aligned content to the buyer’s journey. Let a buyer speak out on this: “One thing I have noticed is an uptick in emails and information sent to me.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Outreach

FEBRUARY 26, 2019

Business-to-business (B2B) describes a relationship, situation, or marketplace between one business entity and another. A B2B company is one whose target customers are other businesses. market research) + companies that use such services to support their business goals. What is B2B Sales?

Top of Funnel 71

Top of Funnel B2B Sales Process B2B 71

Tony Zambito

JANUARY 25, 2012

In the business-to-business world, the quest to connect with decision-makers has been and most likely will continue to be the main challenge confronting B2B leaders. platforms are increasing B2B visibility like never before, connecting with buyers and decision-makers is becoming increasingly elusive.

Buyer Personas 100

Buyer Personas B2B Allocation Peer-to-peer 100

Tony Zambito

NOVEMBER 22, 2015

Here are seven elements CEOs and their teams must develop in order to make informed decisions to achieve growth: 1 – Research, Analytics, And Insights. Organizations should strive to develop buyer personas , user personas, and customer personas. It does not suggest all information can fit on one page.

Buyer Personas 100

Buyer Personas Lead Ranking Buy Research 100

Tony Zambito

NOVEMBER 2, 2016

Today’s companies, in consumer or business-to-business markets, are faced with varying degrees of vulnerabilities to innovative digital transformation. Readiness can consist of: Unmet Needs and Goals : For organizations today, the imperative is to be aware and informed about unmet customer needs and goal-fulfillment aspiration.

Organization 100

Organization Enterprise Management Marketing Strategy Marketing & Strategy 100

Tony Zambito

MARCH 26, 2012

This is part 3 of a series on the challenge of targeting SMB markets and how the use of buyer-based modeling and buyer-based marketing help organizations to grow their SMB customer base. . Buyer Persona © All Rights Reserved Cristian Cardenas.

SMB 100

SMB Enterprise Management Buyer Personas Marketing Management 100

Tony Zambito

FEBRUARY 10, 2012

Up until then, all the power of information was held in the hands of the supplier. And in most cases, there was a single buyer target that needed the closely held information. Marketing played the role of supplying information in literature form and focused on advertising. Sales role was to target the single buyer.

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

Launch Marketing

AUGUST 28, 2019

When you think of “B2B” marketing, you naturally think “Business to Business,” not “Business to Customer.” All your marketing efforts should keep customers front of mind at an individual buyer persona level and consider the broader needs of the organizations that these personas represent.

B2B Marketing 61

B2B Marketing Top of Funnel Paid Search Agency B2B 61

Tony Zambito

FEBRUARY 5, 2017

In my previous article entitled Rethinking Buyer Personas In An Era Of Digital Transformation , I noted that digital interaction will matter more than content. This thought process led to misguidance where content is viewed as broadcasting information out to markets and customers. 3 – Personas Are Not About Content.

Digital Transformation 50

Digital Transformation Buyer Personas Broadcasting Leads 50

Tony Zambito

APRIL 29, 2012

While mapping content to the buying stages or journey has come into vogue, a review of forty qualitative research programs I have been involved in indicates that today’s buyers do not think or behave in such linear fashion. Their information needs do not necessarily align or map one-to-one to a linear view of buying stages.

Lead Nurturing 100

Lead Nurturing Lead Ranking Leads Lead 100

Tony Zambito

MAY 20, 2012

This June marks ten years since the first buyer persona development methodology was pioneered and launched by the firm Goal Centric now called Buyerology. Over the past ten years it has been quite a journey. The adoption of research-based modeling of buyers that leads to buyer personas has been mixed.

Buyer Personas 100

Buyer Personas Lead Ranking Demand Generation Agencies Ideal Customer Profiles 100

Tony Zambito

MARCH 18, 2012

This is part 1 of a series on the challenge of targeting SMB markets and how the use of target buyer modeling and buyer-based marketing help organizations to grow their SMB customer base. . Do Your Research Before You Pick Up The Phone © All Rights Reserved Kenny Madden.

SMB 100

SMB Enterprise Management SME Work Management 100

Tony Zambito

MARCH 30, 2012

Here’s the voice of one SMB business executive articulating this point: “The thing that kills you is that you get what you need from the web site but contacting them directly is a whole different matter. It’s as if they are clueless that I may have visited their site and got information to review.

SMB 100

SMB Advertising Channels Enterprise Management Work Management 100

ClearVoice

APRIL 10, 2023

Looking down the barrel of a business-to-business (B2B) content marketing plan can be stressful. B2B Audience Information Whether you’re building B2B buyer personas or just staying up to date, get to know the state of your buyers with these statistics. Millennials make 73% of all B2B buying decisions.

Statistics 52

Statistics Top of Funnel B2B Thought Leadership B2B Marketing 52

Tony Zambito

OCTOBER 9, 2015

These are not pretty folks: Near 65-70% of the respondents indicated, “I usually scan the information and then throw it in the trash”. These mirror my own findings in conducting qualitative buyer persona research interviews directly with buyers the past two years. Buyer personas can be helpful in this manner.

Effectiveness 100

Effectiveness Buyer Personas Content Marketing Forrester 100

Salesforce Marketing Cloud

MARCH 12, 2024

Create detailed buyer personas to better understand their needs, preferences, and behaviors. This can be anywhere from page title and meta description optimization to warranty and returns information.” Remember, the purpose here is to provide accurate information.

eCommerce 52

eCommerce Traffic Organization SEO 52

Markempa

AUGUST 12, 2021

Step #1: Step in your customers’ shoes to build a buyer journey map. You’re creating value by giving them useful, and most importantly, relevant information in digestible, bite-sized chunks. Relevant information is the “Cliff Bars” of the sale’s trail, providing the fuel that sustains customers along the journey.

Lead Nurturing 133

Lead Nurturing Buy Lead Ranking Sales Qualified Leads 133

Tony Zambito

MARCH 21, 2012

Getting to know what makes SMB buyers tick is, by no means, as easy as saying this is your SMB buyer. Layer on top of this the enormous changes in buyer behavior, the invisibility of SMB buyers in their sourcing for information, and new empowering technologies makes this endeavor a higher mountain to climb.

SMB 100

SMB Lead Ranking Top of Funnel Buyer Personas 100

Tony Zambito

MARCH 9, 2012

There will be a rise in the use of buyer modeling techniques as well as integrating the use of buyer intelligence, predictive analytics, and the illuminating aspects of predictive buyer modeling. Reorient From Business Marketing Teams to Buyer Driven Marketing Teams. Create Orbital Match With Buyers.

Top of Funnel 100

Top of Funnel Lead Ranking Business Buyer Personas 100

Tony Zambito

MARCH 4, 2012

In essence, allowing B2B businesses to build strong connections with B2B buyers in buyer segments that have higher winning percentages. When B2B leaders can do these three things, they can be better informed on how to guide the overall trajectory of their organization.

Top of Funnel 100

Top of Funnel B2B B2B Sales Wikipedia 100

Single Grain

JULY 8, 2021

Businesses often find themselves wasting their resources trying to determine lead quality with in-house filtering procedures that take forever to deliver results. Remember, your website is your user's first touchpoint with your brand or business. Examples of content for the TOFU stage are: Blog posts. Infographics. Short videos .

High Quality Lead 145

High Quality Lead Demand Generation Agencies Demand Generation Sales Qualified Leads 145

Tony Zambito

FEBRUARY 22, 2012

Buyers Have Many Options. The floodgates have opened on channels, social media, old media, the Internet, and countless other ways to interact, explore, retrieve, and digest information in this new era of the buyer. With countless options available, buyers are making choices on where to start their exploring.

Top of Funnel 100

Top of Funnel B2B Sales Marketing Funnels Wikipedia 100

Tony Zambito

FEBRUARY 28, 2012

Addressing new buyer psychology and buyer choice paradigms, within elements of buyer choice modeling, can be transformational: Explore.

Top of Funnel 100

Top of Funnel B2B B2B Sales Demand Generation 100