Tony Zambito

SEPTEMBER 22, 2010

Image via Wikipedia.    Perplexing executives as well is the rapid infusion of digital and social media that buyers are engaging with at an increasing rate yet with no clear discerning picture of what the future holds.  Buyer Personas. Buyer Journey Mapping and Design.

Top of Funnel 100

Top of Funnel Buyer Personas Marketing Automation Services Buyer's Journey 100

Tony Zambito

MAY 1, 2011

Image via Wikipedia.   An even more profound and sobering fact is that 80% of business buyers today say that they found their vendors as opposed to vendors finding them.    If you are a Chief Sales Officer, when was the last time you checked how often your sales teams are making contact with potential buyers? . 

Planning 100

Planning Buyer Personas Buying Cycle Marketing Automation Services 100

Tony Zambito

JUNE 1, 2011

Image via Wikipedia.   The first article, Social Buyerology: Understanding Buyers in the Social Age reflected on the need for a new science of examining buyers in the social age.    What we are witnessing is a dramatic shift in buying behaviors.    Social Buyer Persona Listening.

Buyer Personas 100

Buyer Personas Peer-to-peer Wikipedia Interactive Marketing 100

Tony Zambito

APRIL 14, 2011

Image via Wikipedia. This decade, we are beginning to see the continuing impact of the advent of the digital and social age and the robust evolution of the new buyer experience economy.    Our developing views of the buyer undergoing perhaps the most profound transformation in the last 100 years. 

Buyer Personas 100

Buyer Personas Buyer's Journey Wikipedia Social Networks 100

Tony Zambito

OCTOBER 25, 2010

Image via Wikipedia. Engage : The buyer experiences multi-channels of engagement options that allows for adequate assessment. Value : The buyer experiences value-based solutions and justification that enables a buying decision.   Mead was most certainly a forerunner to today’s modern methods of qualitative research. 

Design 100

Design Buyer Personas B2B Thought Leadership Multi-Channel 100

Tony Zambito

OCTOBER 27, 2010

Image via Wikipedia.   Lauren notes that the B2B environment is faced with increasing challenges in marketing to as well as selling to the buyer.    Lauren further adds that a confluence of trends is changing the way buyers experience buying decisions and purchases. 

Trends 100

Trends Peer-to-peer Buyer Personas Marketing Automation Services 100

Tony Zambito

APRIL 19, 2012

Target (Photo credit: Wikipedia). Making the issue even more problematic is the changing behaviors of the buyer. Quantitatively, we are seeing through various studies and reports that buyers are engaged in the buying process differently. You not only want to model who your buyers are but model their buying behaviors.

Lead Generation 100

Lead Generation Lead Ranking Tactics Buyer Personas 100

Tony Zambito

DECEMBER 12, 2010

Image via Wikipedia. Adapting to transformative changes in buyer behavior is the most significant challenge facing B2B organizations.    Buyers are asking for better experiences and better solutions.    The end result being a unique buying experience for their buyers. 

B2B Sales 100

B2B Sales Buyer Personas Multi-Channel B2B 100

Tony Zambito

MAY 26, 2010

Image via Wikipedia. In our 21st century, the buyer journey is undergoing a transformation and renewal with the advent of digital marketing.      Here are three ways to create a favorable digital buyer journey and mitigate trial and error: One: Understand end buyer goals.

Buyer's Journey 100

Buyer's Journey Buyer Personas Wikipedia Social Media 100

Tony Zambito

SEPTEMBER 15, 2010

Image via Wikipedia.   What we do know today is that each time the business landscape undergoes significant rearrangement; the balance of power continues to shift to buyers versus sellers.    In my previous article, I outlined reasons why executives need to make Buyer Experience Innovation a top priority. 

Marketing Management 100

Marketing Management Buyer Personas Marketing Automation Services Loyalty 100

Tony Zambito

APRIL 5, 2010

Image via Wikipedia.   Gaining insight into how customers and buyers think gives you the ability to tone down the brightness and see what is on their minds.   In the case of buyer persona development, it may take a good number of qualitative interviews to get to it. Some companies just get it.

Buyer Personas 100

Buyer Personas Content Marketing Wikipedia Content 100

Tony Zambito

AUGUST 8, 2011

Image via Wikipedia. While we've seen the rise of the social consumer in the past two years reshape the concept of social currency, we are witnessing the ascent of the social buyer embracing social commerce.  The B2B buyer, for decades, has engaged in primarily offline buying activities. 

Buyer Personas 100

Buyer Personas Wikipedia Buy B2B 100

Tony Zambito

SEPTEMBER 8, 2010

Image via Wikipedia.   Compounding these challenges is the rapid transformation underway in the buyer-seller relationship brought on by the advent of digital marketing and social media technology.    Today’s CEO’s must make Buyer Experience Innovation a top priority to succeed in the rapidly changing B2B marketplace.

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

Tony Zambito

MAY 8, 2011

Image via Wikipedia.   Devising content strategy and content marketing tactics is becoming predominantly about publishing content that meet buyer demand for knowledge in the early stages of the buying cycle.    One approach is to organize around a dedicated buyer understanding. 

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 100

Tony Zambito

OCTOBER 5, 2011

Image via Wikipedia.   Resulting in a chaotic world for sellers and buyers looking to make sense of what the future may hold.    This high degree of uncertainty and chaotic environment is showing up in many forms for both buyers and sellers.  We are living in a world that is fraught with uncertainty. 

Buyer Personas 100

Buyer Personas Wikipedia Demand Generation Analysis 100

Tony Zambito

OCTOBER 4, 2010

Image via Wikipedia.   Embracing buyer experience strategies and experience design in the B2B world is like discovering a new frontier.    A focus that can provide the rudimentary map that can guide leaders through the frontier of buyer experience strategies and design.

Buyer Personas 100

Buyer Personas Marketing Automation Services Buying Cycle Lead Ranking 100

Tony Zambito

NOVEMBER 8, 2010

Image via Wikipedia. These six BE Value Levers serve as a guidepost to determine how buyers map value to their buying experience  with an organization.    McKinsey, in various studies, have reported that 70% of buying experiences are based on how buyers believe they are treated. 

Peer-to-peer 100

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

Tony Zambito

JANUARY 30, 2011

Image via Wikipedia.   Since we were in college with our outdated text books, we have had the notion ingrained in us that the job of marketing and sales was to get someone to act – primarily that act is to buy.    It also fits well with the purpose of crafting buyer personas for your organization. 

Social Media 100

Social Media Social Marketing Buyer Personas Planning 100

Tony Zambito

JULY 24, 2011

Image via Wikipedia. From a B2B market view, the new social buyer ecosystem continues to undergo a rapid evolution.    A new social buyer ecosystem is developing with implications on our conventional thinking about how B2B buyers in particular may actually go about researching and buying. . 

Peer-to-peer 100

Peer-to-peer Buyer Personas Allocation Social Networks 100

Tony Zambito

DECEMBER 19, 2010

Image via Wikipedia.   My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally.    On top of that, the entire buying experience is fragmented.    B2B businesses need to view the entire buyer experience and reinvent it. 

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Tony Zambito

MARCH 25, 2011

Image via Wikipedia. Mostly, it is a field that is trying to remain relevant amidst the sea of changes taking place in marketing and sales today in the new digital and buyer experience economy. Market research today finds itself in somewhat of a quandary. What can market research do?

Research 100

Research Psychographics Buyer Personas Marketing Management 100

Biznology

JANUARY 23, 2013

Photo credit: Wikipedia. Plus, the Internet has made possible the introduction of some excellent new opportunities for identifying prospects at various stages of the buying cycle. Plus, the Internet has made possible the introduction of some excellent new opportunities for identifying prospects at various stages of the buying cycle.

Acquisitions 80

Acquisitions B2B Marketing Salesforce.com Work Management 80

Hubspot

MAY 15, 2017

Account-based marketing (ABM) is a targeted approach to marketing based on an account, or a company, rather than an individual buyer. For the official definition, let’s turn to where the Internet goes for answers: Wikipedia. Inbound is about adapting to the way people want to shop and buy.

Account Based Marketing 74

Account Based Marketing Inbound Marketing Planning ABM 74

Biznology

JANUARY 19, 2012

Image via Wikipedia. It found you in a much more intelligent way: by understanding what interests you, what you prefer to buy, when you typically make buying decisions, and who influences you. Big data has the potential to help marketers to define an incredibly nuanced buyer persona.

Advertisements 80

Advertisements Advertising Mobile Advertising Wikipedia 80

Hubspot

FEBRUARY 26, 2019

For instance, HubSpot blogs about various topics concerning marketing, sales, and service because HubSpot sells products related to those three subjects -- so, more than likely, the type of readers HubSpot's blog attracts are going to be similar to HubSpot's core buyer persona. The Benefits of Blogging for Business and Marketing.

Wiki 101

Wiki Top of Funnel Lead Scoring Lead Ranking 101

Tony Zambito

SEPTEMBER 1, 2011

Image via Wikipedia. One particular trend I have noticed this year, in participant observations with B2B buyers, is the movement towards what I would label Intelligent Engagement.    Closely correlated to social media fatigue, B2B buyers are looking for a garden hose and not a fire hose. . 

Wikipedia 100

Wikipedia Correlation Social Media B2B Sales 100

Tony Zambito

JUNE 26, 2011

Image via Wikipedia. In the B2B world, the emergence of the Social Buyer is causing organizations to search for better ways to reach its’ base of buyers.    What we do know is that B2B buyers are demanding more social experiences in their buying processes.   Social Buyer Cycle.

Business 100

Business B2B Demand Generation Agencies Wikipedia 100

Tony Zambito

APRIL 16, 2012

Everything Is Broken (Photo credit: Wikipedia). For many in marketing and sales, the march continues towards the attempt to develop tactical plans that will connect them to buyers. The design of systems today within companies will need to revolve around the buyer.

Sales Management 100

Sales Management Top of Funnel Planning Demand Generation 100

Tony Zambito

NOVEMBER 10, 2011

Image via Wikipedia. This is the first of a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.    This article looks at how buyers are seeking experiences and the new role of the C-Suite as experience creators.

Trends 100

Trends Content Wikipedia Custom Publishing 100

Tony Zambito

JANUARY 30, 2012

Image via Wikipedia. The fast pace of change makes the crystal ball of how buyers will behave in the future enveloped in a hazy fog. Multiple Scenarios – In today’s business climate, the number of possible buying scenarios continues to increase. It has been used both in business and in military exercises for several decades.

Lead Ranking 100

Lead Ranking B2B Peer-to-peer B2B Sales 100

Heinz Marketing

NOVEMBER 20, 2017

Paul: You know, Matt, I just went to Google and looked up account-based partnership and it’s already there and both of your pictures are listed right next to the Wikipedia entry there. Companies needing to get their sales and marketing teams together and aligned on things like, who the target buyer is and what the buying process is.

Top of Funnel 52

Top of Funnel Work Management B2B Thought Leadership Advertising Agencies 52

Hubspot

JANUARY 7, 2015

Burt’s Bees Hand Salve illustrated package design (Image source: Wikipedia ). The obvious next step for Quest was to buy equipment and start making them in larger quantities – which they did. Download our buyer persona guide to start developing a branding strategy around your target audience. 5) CLIF Bar. Branding'

Differentiation 28

Differentiation Brand Identity Branding Word of Mouth 28

Valasys

JULY 15, 2019

The modern digitized B2B businesses rely on hyper-targeted campaigns which are based on the research derived from the omnichannel data of prospects, including their demographic, technographic, firmographic, psychographic, “fit-data” as well as data from their past researching behaviors & buying habits. Nurturing the Leads: .

Landing Pages 56

Landing Pages Optimization Practices Marketing AI 56

Tony Zambito

MARCH 4, 2012

Image via Wikipedia. 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. Connecting with today’s B2B buyers is on the minds of most CEO’s and their teams today.

Top of Funnel 100

Top of Funnel B2B B2B Sales Wikipedia 100

Single Grain

APRIL 3, 2020

4 Steps to Discover Your Ideal Buyer Persona for B2B Marketers. * The Ultimate Guide to Developing Buyer Personas (with Templates!). A great example of a website that produces amazing evergreen content is Wikipedia. Now that you have a solid offer and value proposition, how do you find your prospects?

Advertising Agencies 107

Advertising Agencies Paid Search Agency Ad Agencies Paid Content 107

Tony Zambito

FEBRUARY 22, 2012

Image via Wikipedia. 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. . Buyer behaviors are shifting yet we know only a fraction about this shift. Buyers Have Many Options.

Top of Funnel 100

Top of Funnel B2B Sales Marketing Funnels Wikipedia 100

Convert

AUGUST 24, 2022

When was the last time you used your buyer persona? Whether you’re using a buyer, user, or customer persona, you can agree that the most exciting time in its life was its creation. But personas can be so much more than semi-fictional depictions of your ideal customer. What’s the Problem With Personas?

High Quality Lead 59

High Quality Lead Ideal Customer Profiles Research Enterprise Management 59