Tony Zambito
NOVEMBER 1, 2020
We are in that moment of hesitation when it comes to the future of how B2B buyers will engage in buying. Various studies from McKinsey, Gartner, Forrester, Salesforce, and others show increasingly that B2B buyers want seller-free buying experiences. Today, a third to 40% of buyers want a seller-free buying experience.
Tony Zambito
MAY 26, 2021
Marketing And Sales Teams Should First Align With An Important Buyer Mindset Before Jumping In Helping Buyers To Buy. The phrase – “helping buyers to buy” – has been a new mantra for the past three to five years. Respected analyst firms such as Forrester and Gartner have used the phrase frequently. A purchase.
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Tony Zambito
MARCH 12, 2017
It is safe to say that no industry or B2B markets will go without some form of disruption affecting buyers and buying behaviors. Multiple studies over the past three years from the likes of PwC, Deloitte, Forrester, and IBM indicate that 75% or more of CEO’s are identifying building out competencies in insights as one of their top goals.
Tony Zambito
JANUARY 5, 2011
A tough assignment for B2B marketers today is getting a handle on how buyers progress through the buying and selling cycles. As Sirius Decision and CSO Insights have reported on often, buyers are progressing through 70-80% of the buying and sales cycle before engaging directly with sales. .
Tony Zambito
JUNE 5, 2016
Whereas in an age of hard to come by differentiation the actual product or service offering plus price combination accounts for only 20% of buying decisions. In other words, approximately 80% of marketing and sales investments are going towards 20% of the buying decision. that relate to the rational 20% of the buying decisions.
Tony Zambito
APRIL 17, 2016
Recent surveys of marketing professionals by Rapt Media , Forrester , Seismic, SAP , IBM , and others all indicate that content personalization remains the biggest challenge for marketers this year and for the foreseeable future. Understanding both usage behaviors and buying behaviors helps us to inform overall customer engagement strategies.
Tony Zambito
NOVEMBER 22, 2015
Changes in customer and buying behaviors continue to rock the very foundations of many industries. According to recent surveys by PWC, Forrester, IBM , and McKinsey, disruptive trends in customer and buying behaviors are expected to continue over the next five years. 5 – Customer And Buying Scenario Mapping.
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