Tony Zambito

OCTOBER 7, 2018

Especially within business contexts. As segments become more diverse and more personalized, the challenge to be relevant grows. As the importance of personalization grows, understanding diverse differences become deep insights must-have. It involves social and human interaction. Tribal Understanding Required.

Marketing AI 187

Marketing AI Peer-to-peer Buyer Personas Segmentation 187

Tony Zambito

APRIL 27, 2020

There will be a memory at some point when for you personally – it became a reality. Sadly, since, people have been personally affected by the loss of a loved one, a relative, an associate, or a friend. For many businesses across the globe whether in business-to-business or business-to-consumer, pressing questions are top of mind.

Buy 182

Buy Buyer Personas Ideal Customer Profiles Amazon 182

Tony Zambito

NOVEMBER 21, 2020

Family life, social life, business life, and work-life have all been affected. Despite this accepted notion that shifts are happening, there is the usual impulse by businesses to cut back on any planned research. Yet, it is a time to hang onto the hope of promising news on the development of high efficacy vaccines. Psychology.

Buyer Personas 255

Buyer Personas B2B Sales Research eCommerce 255

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.

Marketing & Strategy 245

Marketing & Strategy Buyer Personas B2B Sales Interactive Marketing 245

Tony Zambito

MAY 19, 2021

Although buyers may indicate a preference for digital-first and digital-only, it can be impractical for your business. Experiences that help bring personalization to life. It will mean that you will need to build out a hybrid between digital and human interaction.

Differentiation 244

Differentiation Top of Funnel Buy Buyer Personas 244

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. Buyer Profiling Is Limited In Ability To Support Personalization.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

OCTOBER 4, 2015

The first thing marketers will need to recognize is goals are different than what we tend to think in the world of business. Goals have much do with personal desired end states and involve a myriad of specific types of goals and sub-goals. 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

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. There are two perspectives businesses must address in this area. Community Preparedness by Iconathon.

Organization 100

Organization Enterprise Management Marketing Strategy Marketing & Strategy 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

OCTOBER 23, 2016

Making it harder for businesses to assess markets and get a read on market environments. New digital technologies are transforming the very concept of how organizations communicate and create new business and operational models in the digital economy. And, introducing elements of emotions and experience tied to active usage.

Enterprise Management 100

Enterprise Management Marketing Strategy Marketing & Strategy Work Management 100

Tony Zambito

JANUARY 22, 2017

The introduction of the cloud has uprooted many B2B businesses whose foundations were built on hosted premise software. Cloud-based applications are creating new business models enabling not only entry into existing markets but the creation of new markets. To think digital transformation is primarily a consumer phenomenon is a fallacy.

Buyer Personas 100

Buyer Personas Digital Transformation Enterprise Management Account Based Marketing 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. Whereby, rethinking buyer persona development and insight gathering in a digital-centric world becomes a necessity. 3 – Field Observations.

Digital Transformation 100

Digital Transformation Buyer Personas Ideal Customer Profiles B2B Thought Leadership 100

Tony Zambito

NOVEMBER 1, 2015

Business and academic research throughout the past few decades indicate that goals and goal-directed behaviors are the greatest influences on choices and decisions. This is truer in B2B sales-driven cultures than in any other business-type cultures. They should be integrated into a shared lifecycle approach to customers.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B Marketing Paid Search Agency 100

Tony Zambito

JUNE 5, 2016

The rise of the digital economy has amplified the need for businesses to address the way in which their potential buyers and customers view both their actual and perceived experiences. An inclination, in my opinion, more pronounced in B2B than B2C is for businesses to gravitate towards addressing such an issue in an MBA like manner.

Buyer Personas 100

Buyer Personas Research B2B Correlation 100

Tony Zambito

OCTOBER 26, 2015

Content, which suggests finding out basic demographics, pain points, personalities, and buying criteria. An important aspect essential to this transformation is how people and businesses interact. And, to see how other businesses are adopting new digital technologies. Ultimately resulting in larger deal sizes.

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 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

AUGUST 16, 2010

This has been a summer of many defining moments on a personal level. In my return from a brief hiatus this summer to savor the recent defining moments in my personal life, I began to think of how this is an apt description of what has taken place this year in terms of social media and digital marketing. Cover via Amazon.

Buyer Personas 100

Buyer Personas Allocation Marketing & Strategy Social Media 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. People, in business and consumerism, are seeking interaction. First introduced in the late 1990’s, it is floating back into the vocabulary of business and marketing.

Digital Transformation 50

Digital Transformation Buyer Personas Broadcasting Leads 50

Tony Zambito

DECEMBER 19, 2010

  My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally.    We all know buyer behavior has changed so much that the B2B business world has to find ways to adapt or be left in the dust.    And thank you Mr. . 

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 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.  In the global business and digital world of today, and particularly in B2B markets, a monumental shift is occurring in our percepts of buyer behavior and buyer strategy. 

Design 100

Design Buyer Personas B2B Thought Leadership Lead Ranking 100

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. Obviously, you would not identify a segment group of personal fitness trainers to target. Customer Segmentation. Professions. Firmographics. Demographics.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Segmentation Profiling 100

Tony Zambito

AUGUST 14, 2016

An overarching influence is the urge to quantify anything and everything that is prevalent in business. Buyer personas were originated to offer qualitative (and personalized) understanding of buyer goals, their goal-directed behaviors, their thinking, emotions, and other qualitative drivers. To Quantify Or Not?

Buyer Personas 102

Buyer Personas Ideal Customer Profiles Profiling CMO 102

Tony Zambito

MARCH 28, 2011

  What they found was that approximately 22% of consumers stopped doing business based on a bad customer experience.  What I found most interesting is that a whopping 83% trusted independent sources with which they had a personal relationship over advertising or content. 

Studies 100

Studies Spending Social Media Amazon 100

Tony Zambito

MAY 18, 2011

   What we know for sure is that the dynamics and interactions between businesses and buyers are undergoing their most significant transformation in many years and decades.  Reflecting on the significant changes still evolving has led me to a belief that a new discipline is warranted in the B2B business world. 

Peer-to-peer 100

Peer-to-peer Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

APRIL 27, 2011

.    Scenarios that contain robust narratives can be very effective in describing as well as imagining the buyer’s interaction with a company’s touchpoints – be they in-person, telephonically, or socially.      All good stories have good context as well as good narratives. 

Buyer Personas 100

Buyer Personas Storytelling Touchpoints Interactive Marketing 100

Tony Zambito

JULY 24, 2011

  This includes blurring the lines between personal and business.   New platforms such as Jive are influencing the way organizations work and migrate towards being a social business.    With many never having met their peer in person or arranging to meet peers at conference. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Allocation Social Networks 100

Tony Zambito

APRIL 16, 2012

For example, many a frustrated sales rep will personally walk a buyer through systems and processes to close a deal – out of fear that the company’s own systems and processes will cause a deal to go awry. 4 Ways the Power of Buyer Choice Will Transform Business Marketing (buyerology.com).

Sales Management 100

Sales Management Top of Funnel Planning Demand Generation 100

Tony Zambito

MAY 13, 2011

  The Basone Buyersphere Report surveys approximately 1,000 businesses, heavily comprised of UK and European firms and ranging from small to multi-national enterprises, on the steps they take in making purchases.    Business leaders then in B2B felt that it would not amount to being a big influence in their B2B businesses. 

Buyer Personas 100

Buyer Personas WOM B2B Paid Search Agency 100

Tony Zambito

APRIL 19, 2010

  Gaining a solid grasps on their motivations, drivers, personalities, people they interact with, and the likes has led to many programs offering clues on how to reach, sell, and close business with buyers.  Understanding your customer’s pain points has been a staple of sales and marketing for quite some time. 

Buyer Personas 100

Buyer Personas Rules Tagging Training 100

Tony Zambito

MAY 16, 2010

  There are choices we have to make that can be especially personal as well as heart breaking.    Gaining insight into how these choices are aligned with a buyer’s goal orientation becomes a marketing and selling imperative for high stakes business model shifts, strategies, and new initiatives. 

Buyer Personas 100

Buyer Personas Demand Generation Agencies Social Media Correlation 100

Tony Zambito

MAY 8, 2011

.  Having spent the last decade or more in the arena of buyer persona development and researching buyer behaviors within business cultures, I’ve come to a conclusion that there are no silver bullets and no specific technology that is going to be the one thing that magically gives us the Rodney King moment – “can’t we all get along?” 

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 100

Tony Zambito

OCTOBER 11, 2010

"  It sparked a personal journey and quest around a simple phrase that Dan discussed back then: identifying how customers buy.  While B2B is vastly different than B2C in many ways, it is still a business to people environment.    B2B is also B2P.

Buyer Personas 100

Buyer Personas Marketing Automation Services Lead Ranking Conference 100

Tony Zambito

JULY 17, 2016

However, what is missing are the intent and the goals driving a person or a team to embark on such a journey. For example, we see plenty of hyperbole around the buyer’s journey today. 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

JULY 18, 2011

  Primarily, like most definitions in business, the term was adopted as well as co-opted to put a new label on practices that have been around for a few decades in marketing and sales.    Traditional management and business models have been built on pushing outward through the organization to buyers and inducing them to buy. 

Buyer Personas 100

Buyer Personas Lead Ranking Ideal Customer Profiles Opt-out 100

Tony Zambito

AUGUST 21, 2011

.  The read I get into the corporate announcement by HP’s CEO Leo Apotheker is one of a strategic move to focus on challenging IBM with head-to-head similar business models.    Before the Apple iPhone, Smartphones were essentially targeted towards the business buyer and the enterprise. 

Distribution 100

Distribution Buy Marketing & Strategy Marketing 100

Tony Zambito

APRIL 5, 2010

  There is enormous pressure at the end of the day; both on a business and personal level.   Businesses need to get important shipments out at the end of the day and there are family members waiting at home.

Buyer Personas 100

Buyer Personas Content Marketing Wikipedia Marketing & Strategy 100

Tony Zambito

MARCH 30, 2011

  The world of social networking and advances in B2C experiences has caused consumer sentiments to overlap into business sentiments now.    What would we learn if we treated the idea of giving the same amount of time and examination that we may give to personal and life affecting soul searching? 

Peer-to-peer 100

Peer-to-peer Buyer Personas Demand Generation Agencies Demand Generation 100