Tony Zambito

OCTOBER 26, 2020

An outcome is buyers and buying teams are scattered. What I’ve noticed is our team having more sidebar type of conversations on Zoom. Sharing information and going over what they’ve collected more often now.” – Colleen, Global Director of Procurement. This was quickly followed by other large organizations.

Marketing & Strategy 245

Marketing & Strategy Buyer Personas B2B Sales Interactive Marketing 245

Tony Zambito

OCTOBER 22, 2020

The COVID-19 pandemic has set off a tectonic shift in how B2B companies buy from and sell to each other. is to enable the buyer to gain (digital) interactive information that helps them to achieve a purchase decision that solves a problem or attains a goal. The purpose of Buyer Interaction Design ? Buyer Interaction Design?

Design 226

Design Buyer Personas B2B Sales Interactive Marketing 226

Tony Zambito

NOVEMBER 1, 2011

The notion that perceived risks influences purchasing behavior has been around for quite some time.    As we have seen an increase in the complexity of the buying process, we are seeing a correlating increase in Buyer Perceived Risks (BPR)© associated with purchase decisions.  Image by IceSabre via Flickr.

Purchase 100

Purchase Correlation Barriers Sales Qualified Leads 100

Tony Zambito

OCTOBER 23, 2016

The primary course of conversation in the past few years for CMO’s and their marketing teams has centered around customer centricity, customer experience, and content marketing. Buying Behaviors : How people make choices and arrive at purchase decisions are undergoing major transformations. by Delwar Hossain.

Enterprise Management 100

Enterprise Management Marketing Strategy Marketing & Strategy Work Management 100

Tony Zambito

DECEMBER 13, 2015

Leading to many strategies and tactics devoted to attempts to market or sell to the rationale behind decisions and buying processes. Essentially another name for mapping the buying process. Buyers are being overwhelmed and deluged with information (content), which is causing new behaviors we may call simply avoidance.

Buyer Personas 100

Buyer Personas Lead Ranking B2B Sales Research 100

Tony Zambito

MAY 12, 2011

Without question, while B2B Marketing is focused on developing its new prominence in the early stages of the buying cycle via content strategy and content marketing, B2B Sales is caught flat-footed on how to adapt to changing buyer behaviors.    My thought here is very different than the conventional purchasing department. 

Buyer Personas 100

Buyer Personas B2B Sales B2B Buying Cycle 100

Tony Zambito

JANUARY 22, 2017

When the concept of personas was first introduced, they were introduced on the foundation of informing design strategy. In this case, the focus is on understanding the goals of buyers to inform overall marketing and sales strategies. And, conversely, many users are buyers. Today, many buyers are also users and power users.

Buyer Personas 100

Buyer Personas Digital Transformation Enterprise Management Account Based Marketing 100