Tony Zambito
OCTOBER 26, 2020
The renewed surges in the spread of the pandemic will raise further obstacles and questions as B2B businesses look ahead to 2021. The disruptive nature of the coronavirus pandemic has many businesses resetting their goals and planning. One question that will override many others is that of how to reset your overall buyer strategy.
Tony Zambito
MAY 4, 2020
The COVID-19 pandemic has forever altered the global business economy. There have been crises in the past where disruptive impact rippled through business commerce. In the past few weeks, we have engaged in an informal polling of business leaders on the impact of COVID-19. We are living in unprecedented times. Pandemic Persona.
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Tony Zambito
MAY 6, 2020
Where does this leave our understanding of how the COVID-19 pandemic will affect human behavior in the context of business commerce, consumerism, and cultural participation? Businesses will need to understand the “Pandemic Persona” in the context of business and commerce. Maybe longer. What Is The Call To Action?
Tony Zambito
OCTOBER 3, 2018
Solution-selling methodologies and training proved to be a big business. B2B organizations reworked their sales organization and invested heavily to be more consultative with buyers. For the past few decades, solution-based selling was the dominant theme in building sales organizations.
Tony Zambito
MAY 31, 2017
This led to more sophisticated selling approaches, such as Consultative Selling and Miller Heiman. And, that within large enterprises, there were many available sources for revenue growth within large accounts. Yet, we cannot lose sight of the importance of sales in account-based strategies.
Tony Zambito
SEPTEMBER 6, 2016
This is especially crucial as organizations continue to evolve in transforming their business model from product-centric to customer-centric models. For example, accounting software designed for independent accountants who consult can include segments of independent accountants and accounting firms. Customer Segmentation.
Tony Zambito
OCTOBER 26, 2015
(This discernment is needed for it is unfortunate that conventional buyer profiling and win/loss analysis is being repackaged, if you will, as buyer personas by agencies and individual consultants. An important aspect essential to this transformation is how people and businesses interact. Ultimately resulting in larger deal sizes.
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