Tony Zambito

NOVEMBER 2, 2016

The digitization of the global economy is resulting in a tidal wave of new business and operating models throughout the world. Digital disruption can affect both consumer and business markets simultaneously. GPS companies such as Garmin and Tom Tom began to shrink considerably. Company Readiness In Market Strategy.

Organization 100

Organization Enterprise Management Marketing & Strategy Marketing Strategy 100

Tony Zambito

JANUARY 29, 2017

The introduction of new digital technologies and new business models is having a breathtaking impact on how customers determine what goals are important to them, what they want, and how they decide. Leaving many companies and marketing organizations with an incorrect view of their customers. And, why it necessitates a rethinking.

Digital Transformation 100

Digital Transformation Buyer Personas Ideal Customer Profiles B2B Thought Leadership 100

Tony Zambito

OCTOBER 14, 2018

The notion of the “journey” came into the conscious stream of business around the time when the concept of “customer experience” was introduced in the late 1990’s. The biggest danger businesses can face is being caught off-guard as buyers shift to even faster and newer ways of engaging when seeking to solve a problem or fulfill a need.

Marketing AI 174

Marketing AI Buyer Personas Top of Funnel Digital Marketing Funnels 174

Tony Zambito

JANUARY 22, 2017

In the past few years, the yellow cab companies have been unable to stem a rapid decline from the onslaught of Uber, Lyft, Juno, Via, and other ride platforms. Cloud-based applications are creating new business models enabling not only entry into existing markets but the creation of new markets. Understanding Customers Has Changed.

Buyer Personas 100

Buyer Personas Digital Transformation Enterprise Management Account Based Marketing 100

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. Meeting this challenge successfully is the essential lifeblood of survival for many B2B companies. B2B Buying Process Today © All rights reserved by Kenny Madden.

Buyer Personas 100

Buyer Personas B2B Allocation Peer-to-peer 100

Tony Zambito

NOVEMBER 8, 2015

Creating distinctive and engaging experiences, as part of how people and businesses go about making purchases, is getting more attention today than ever. In order to learn how to create distinctive buying experiences, businesses are embracing new means and approaches. And nobody does because the big check has already been cashed!”.

Buy 100

Buy Buyer Personas Acquisitions Correlation 100

Tony Zambito

NOVEMBER 22, 2015

Companies today will need to develop an integrated view of customer research. Each having distinct types of goals and goal-directed behaviors companies must address as they relate to innovation, marketing, sales, and customer experience. What follows is s short video clip featuring David Edelman of McKinsey and Company.

Buyer Personas 100

Buyer Personas Lead Ranking Buy Research 100

Tony Zambito

JANUARY 31, 2016

Content is ubiquitous in all phases of life and in business. In fact, it is getting harder and harder to find a slice of time where content is not invading precious personal or business space. Out Of Alignment With Business And Customer Goals. That is the role of “gatekeepers” specifically for content.

Ideal Customer Profiles 100

Ideal Customer Profiles Leads Lead Marketing Qualified Leads 100

Tony Zambito

NOVEMBER 1, 2015

In companies that have historically been a sales-driven culture, communicating the need to attain a deeper understanding of buyers via buyer persona development can be an arduous task. This is truer in B2B sales-driven cultures than in any other business-type cultures. 10 Essentials Of Becoming Customer-Centric With Buyer Personas.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B Marketing Paid Search Agency 100

Tony Zambito

DECEMBER 20, 2015

Findings also found that 70% of companies who missed their revenue goals did not conduct qualitative research for their personas. Another highlight for companies exceeding revenue goals is those who also focused on buyer fears and challenges in addition to drivers and motivators. Understanding Buyers And Customers Beyond The Rational.

Buyer Personas 100

Buyer Personas Research Studies Demand Generation Agencies 100

Tony Zambito

OCTOBER 26, 2015

An important aspect essential to this transformation is how people and businesses interact. Ethnographic research uses techniques, which allows businesses to have conversations with and observe people in their cultural, as well as, natural environments. And, to see how other businesses are adopting new digital technologies.

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

Tony Zambito

SEPTEMBER 6, 2016

If you are a CMO or a marketer and you find yourself having a sudden realization that perhaps you are not quite sure of the differences, you will be in a lot of good company. This is especially crucial as organizations continue to evolve in transforming their business model from product-centric to customer-centric models.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Segmentation Profiling 100

Tony Zambito

MARCH 30, 2012

Buyers today – with SMB buyers a significant part of this picture – are creating new ways of working and conducting business. SMB buyers are adapting new technologies in the entrepreneurial fashion they have started their business with in the first place. This applies to both inbound and outbound efforts.

SMB 100

SMB Advertising Channels Enterprise Management Work Management 100

Tony Zambito

OCTOBER 18, 2015

Segmentation has been a staple of business marketing and sales for several decades. The concept of breaking down a potential market or industry into smaller target segments is a standard technique taught in business schools and used by many organizations. It is time for businesses to move beyond buyer profiling. by Evan Shuster.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

APRIL 17, 2016

Invariably in business, there seems to be a tendency to gravitate towards the knee-jerk response of technology fixing a problem. This is one of the main reasons why some companies still struggle with content personalization after they have gone through – what they believed to be – a buyer persona research initiative.

Buyer Personas 100

Buyer Personas Research Personalization Marketing Budget 100

Tony Zambito

MARCH 18, 2012

500 listed companies across the globe. With revenue growth opportunities shrinking among their large accounts, senior leaders in these organizations are turning a focused eye towards the highly sought after small and mid-size business segment. Challenging Dell and its’ low cost entry strategy for small to mid-size businesses.

SMB 100

SMB Enterprise Management SME Work Management 100

Tony Zambito

DECEMBER 13, 2015

Including the accepted notion recently found in a study by the Forbes Knowledge Group, which found 67% or greater of business executives relied primarily on intuition and subjective elements when making decisions. Let us take a simple, yet commonly referenced business decision example to illustrate.

Buyer Personas 100

Buyer Personas Lead Ranking B2B Sales Research 100

Tony Zambito

APRIL 29, 2012

Depending on which reports you may read when it comes to lead nurturing, approximately 60% or more of B2B businesses do not have a formalized lead nurturing program. Which begs the question: why are companies slow to adopt to lead nurturing? It is time for companies today to make giant leaps in their lead nurturing efforts.

Lead Nurturing 100

Lead Nurturing Lead Ranking Leads Lead 100

Tony Zambito

JULY 17, 2016

I spoke recently with a CMO from a high tech company and here was his perspective on this: “We recently spent a lot of time on developing a buyer’s journey view of our customers. One company focused on transformation successfully has been GE. Oftentimes, these exercises lay out the tasks and activities buyers may take along a journey.

Intent 100

Intent Buyer Personas CMO Work Management 100

Tony Zambito

FEBRUARY 5, 2017

In the past five years, the often-unquestioned hymnal has been that to succeed in today’s digital world, businesses must produce content. Whereby companies were beginning to feel the effect of attempts to grow through content without first attending to the heart of the matter: designing digital interactions, environments, and systems.

Digital Transformation 50

Digital Transformation Buyer Personas Broadcasting Leads 50

Tony Zambito

FEBRUARY 10, 2012

First, with a focus only on the single buyer model, businesses risk finding their organization being excluded from a buyer’s network and not seen as an integral part of the buyer’s ecosystem. While we are seeing a rise in predictive analytics, companies are yet lacking profoundly in qualitative buyer behavior modeling.

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

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. If this were truly the case, then for most B2B companies’ information and content marketing would be a slam dunk.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B B2B Sales 100

Tony Zambito

FEBRUARY 28, 2016

And, let’s not forget that B2B companies believe they may have 3-4 unique buyer personas. Thus, such companies can wind up with devoting resources towards developing over 500 content creations! This type of approach put them in a frantic mode to create 28-30 individual content creations.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

SEPTEMBER 19, 2016

This is especially true for companies organized by product lines with overlapping customer segments. One area CMOs need to be on guard for is the latest hype of connecting the buyer’s journey to content marketing campaigns. Resulting in an ever increasing avalanche of content overflowing the cups of potential buyers.

Buyer Personas 0

Buyer Personas Planning Paid Search Agency Content 0

Tony Zambito

MARCH 26, 2012

When you consider some Fortune 1000 or Global 2000 organizations can have in the 10’s or 100’s of thousands of companies in their customer bases, the expression of zeroing in on your target buyer can sound near impossible. While this will apply to all types of businesses, I believe this will be especially true for the SMB markets.

SMB 100

SMB Enterprise Management Buyer Personas Marketing Management 100

Tony Zambito

OCTOBER 4, 2010

  Buyer Experience Innovation pays particular attention to the customer acquisition aspects of the B2B buyer experience cycles and how companies can embrace design thinking to create innovative buyer experiences.  .  There are no definitive maps to get you there per se’.    Here’s the bad news for B2B CEO’s. 

Buyer Personas 100

Buyer Personas Marketing Automation Services Buying Cycle Lead Ranking 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. Buyer personas are best defined as the modeling of buyer behaviors, the key attributes of buyers, and most importantly the goals of buyers.

Buyer Personas 100

Buyer Personas Lead Ranking Demand Generation Agencies Ideal Customer Profiles 100

Tony Zambito

MARCH 4, 2012

This is part 4 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. B2B businesses are learning how to think outside the context of the funnel and how to encompass the total view of the brand and buyer experience.

Top of Funnel 100

Top of Funnel B2B B2B Sales Wikipedia 100

Tony Zambito

FEBRUARY 12, 2012

The bad news is that the CMO position still churns and remains one of the riskiest positions in corporate business. Their role defined by the challenge of leading their respective organization and the company as a whole into the future of marketing to the new hyper-connected and hyper-networked buyer. Using A Periscope.

Lead Ranking 100

Lead Ranking CMO Analysis Lead Scoring 100

Tony Zambito

FEBRUARY 22, 2012

This is part 2 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. . The ability for B2B companies to provide relational choices and experiences becomes an important factor. Image via Wikipedia.

Top of Funnel 100

Top of Funnel B2B Sales Marketing Funnels Wikipedia 100

Tony Zambito

FEBRUARY 16, 2012

This is part 1 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. . This is a very expensive proposition for companies to take on today. IT Buying Process © All rights reserved by Kenny Madden.

Top of Funnel 100

Top of Funnel Lead Ranking B2B Sales Marketing Funnels 100