Tony Zambito

JANUARY 11, 2021

Such tumultuous events will have a direct impact on buying behaviors in 2021. Organizations today will need to monitor buying behaviors as they ebb and shift in 2021. Here are 5 intangible buying behaviors, uncovered through qualitative buyer research interviews at the end of 2020, companies should monitor: Spending Squeeze.

Trends 209

Trends B2B Sales B2B Marketing Spending 209

Tony Zambito

APRIL 5, 2011

.  One approach whose value is on the rise is that of Lead Nurturing.    It’s no wonder why – we have seen major alterations of buyer behavior and buying patterns with technology enabling more buyer control over the majority of the buying cycle process. 

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Planning 100

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.    . 

Buyer Personas 100

Buyer Personas Lead Ranking Work Management Buying Cycle 100

Tony Zambito

MAY 2, 2021

The new shift in buyer goals and interaction preferences will lead to a return of focus on buyer insights and understanding buyer persona goals. Rather than becoming a part of shifting buyer goals and a new future of buying. . This is a clear example of being out of touch. 4 – Buyer Interactions are designed around enabling buyers.

Buyer Personas 294

Buyer Personas B2B Sales B2B Interactive Marketing 294

Tony Zambito

APRIL 19, 2012

Lead generation today is becoming the art and science of targeting. Quantitatively, we are seeing through various studies and reports that buyers are engaged in the buying process differently. Depending on which study, buyers are performing different kinds of activities for nearly 70% of the buying process before sales intervention.

Lead Generation 100

Lead Generation Lead Ranking Tactics Buyer Personas 100

Tony Zambito

OCTOBER 26, 2020

The consequences will undoubtedly lead to falling short of pipeline and revenue opportunities. An outcome is buyers and buying teams are scattered. Just a few years ago, it was considered a crazy notion that people would buy a new car without ever going to an auto dealership. Buyer Interactions Have Changed.

Marketing & Strategy 245

Marketing & Strategy Buyer Personas B2B Sales Interactive Marketing 245

Tony Zambito

MAY 4, 2021

Research that yields deep buyer insights and is characteristic of leading to meaningful buyer personas. Where there is a collective capability to gather quantitative and qualitative insights that lead to a true understanding of buyers and buying centers. Such a commitment involves conducting ongoing buyer insights research.

Buyer Personas 328

Buyer Personas Account Based Marketing ABM Organic Leads 328

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. Digital transformation in B2B is having a major impact on how people interact, solve problems, work together, and ultimately make buying decisions. Your Analytics Tell A Story Of The Past Only.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Tony Zambito

OCTOBER 1, 2018

The speed at which changes in buying behaviors and decision-making are occurring is a challenge faced by B2B organizations. There are four important factors leading to B2B marketing and sales leaders adopting a lifecycle mindset when it comes to attaining buyer insights. Buyer insights traditionally have focused on the “buy.”

Buyer Personas 174

Buyer Personas Lead Ranking Digital Marketing Funnels Urgency Marketing 174

Tony Zambito

MARCH 6, 2017

This also occurs on the level of the buy decision. Where intelligence, mistaken for insights, is rooted in outdated sales and product marketing precepts of buying teams, buying criteria, ill-defined success factors, etc. Rooted in the past as the world spins by them at a rapid pace. Effective leadership is informed leadership.

Digital Transformation 253

Digital Transformation Buyer Personas Lead Ranking B2B 253

Tony Zambito

OCTOBER 12, 2020

This is the type of mindset that has created a host of problems leading to bankruptcies in the American retail industry. Think like Amazon : Amazon has been the driving force behind causing seismic changes in how consumers search, shop, interact, and buy. Especially among millennials, this is the new norm of commerce.

Buyer Personas 310

Buyer Personas B2B Amazon Fulfillment 310

Tony Zambito

JANUARY 21, 2022

The balancing of these two forms of information and intelligence processing can lead to human-centered insights. Originating buyer research and buyer personas to gain human-centered insights about buying behaviors. Data-centric intelligence requires input from data. Human-centric intelligence requires input from humans.

Marketing AI 204

Marketing AI Buyer Personas Marketing & Strategy Act-On 204

Tony Zambito

MAY 4, 2020

as a major source of leads will have to figure out a new avenue. Business leaders today will stress the need for deep insights into buyers and buying behaviors. There will be extreme hesitancy for international travel further complicating the ability to conduct conferences and exhibits. Artificial Intelligence Will Accelerate.

Marketing AI 173

Marketing AI Buyer Personas Advertising Agencies Conference 173

Tony Zambito

MARCH 6, 2016

That is, as buyers progress through an assumed stage-gated buyer’s journey, they are evaluating buying criteria and requirements solely. Myth 2: Buyers can explain how they think, their recent activities, and behaviors to describe their buying decisions. This can apply to buying teams as well.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B B2B Sales 100

Tony Zambito

JUNE 8, 2020

A quarterly monitoring study of buyer attitudes about buying decisions during and after the COVID-19 Crisis, the COVID-19 Buyer Outlook Insights study will bring timely and essential buyer persona-based decision-making about when and how to resume marketing and sales. June 8, 2020. About Tony Zambito.

Studies 162

Studies Buyer Personas Paid Search Agency Sample 162

Tony Zambito

FEBRUARY 5, 2017

The illusion being that by consistently putting “content in front of people” , the company will grow from resulting leads generated by its content. Inadvertently leading to even more content being produced to meet this broadcasting mindset and expectations. Illusions tend to create cyclical behaviors.

Digital Transformation 50

Digital Transformation Buyer Personas Broadcasting Leads 50

Tony Zambito

FEBRUARY 14, 2022

B2B Sales and Marketing Executives Need To Adapt to Digital B2B Buying. I recently read a thought-provoking article on the future of B2B buying by Brent Adamson, the author of the Challenger Sale and The Challenger Customer. Specifically on the shift to digital b2b buying. Out of date and obsolete.

Buy 147

Buy Gartner B2B B2B Sales 147

Tony Zambito

NOVEMBER 23, 2020

Leading to more opportunities to engage. Staying updated on how interactions are evolving is important in providing ideal buying experiences. As is the case for your own business. Which then begs the question: have your buyers’ businesses changed? Who Your Buyers Are Have Changed. No doubt accelerated by the pandemic.

Buyer Personas 228

Buyer Personas Terms and Conditions Interactive Marketing B2B Sales 228

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.

Buyer Personas 100

Buyer Personas Research B2B Correlation 100

Tony Zambito

MARCH 2, 2022

Up until last week, buying barrels of Russian oil was deemed as okay and a necessity. An important insight is many corporations lead with Environmental when talking about ESG. Mutual funds and pension plans investing in Russian markets, commodities, and securities were seen as opportunistic.

Order 147

Order Business Planning Demand 147

Tony Zambito

MAY 14, 2021

For instance, finding out what holds up a buying process is something a good sales representative should be able to inquire about. The above will help you be on the lookout for what can lead to bad buyer personas versus good ones. . A buyer’s insight meets the threshold when it reveals a previously significant unknown.

Buyer Personas 232

Buyer Personas Validation Deliverability Thought Leadership 232

Tony Zambito

FEBRUARY 28, 2016

My interaction with buyers, via hundreds of B2B buyer interviews in multiple industries, leads me to believe this outcome is a correlation as opposed to a paradox. It is neat, suggests easy ways to align or adapt content, and leads people to believe they understand the buyer’s trip to a purchase. I am not sure it is a paradox.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

OCTOBER 23, 2016

Buying Behaviors : How people make choices and arrive at purchase decisions are undergoing major transformations. With information readily available, buying behaviors have become more self-directed, as well as, more goal-directed. The reliance on organizational (i.e. Evolving Market Strategy By Understanding Behaviors.

Enterprise Management 100

Enterprise Management Marketing Strategy Marketing & Strategy Work Management 100

Tony Zambito

SEPTEMBER 6, 2016

Customer segmentation lacks in helping you to understand what preferences buyers may have, what they work on, how they engage in buying activities, what their purchasing history may be like, and what initiatives they work on. Buying criteria and risk factors. Buying processes and buyer journeys. Buying team structures.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Segmentation Profiling 100

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.

Buyer Personas 100

Buyer Personas Lead Ranking Buy Research 100

Tony Zambito

OCTOBER 26, 2015

This is still a narrow buying process perspective designed to view the buy/sales cycle to a “win” as opposed to a “loss”. Which, then leads to organizations staying in the status quo of buyer profiling, as well as, win/loss analysis.). Changing the way people collaborate and buy. Buyer Research Intent Requires Change.

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

Tony Zambito

DECEMBER 23, 2020

The questioning will lead to advances in new forms of buyer-sales interactions and roles in commerce. Buyer backlash against intrusion and marketing activity measurement will lead to rethinking the role of technology. As business commerce continues to struggle for growth, sales forces throughout will continue to experience reduction.

Marketing AI 235

Marketing AI Account Based Marketing Fulfillment Interactive Marketing 235

Tony Zambito

DECEMBER 6, 2020

Or they can be led to believe that basic intelligence such as identifying initiatives or buying criteria, counts as buyer insights. When wrong methods are used, little to no buyer insights are discovered leading to strategic growth opportunities. Insights and Analytics Are Not Connected.

Organization 183

Organization B2B Buyer Personas Fulfillment 183

Tony Zambito

JULY 17, 2016

Leading to more effective online engagement, content design, and sales conversations. Understanding this relationship allows for a deeper analysis of buying behavior and what truly is driving purchase decisions. Falling under this category is such things as priorities, preferences, buying criteria, and etc.

Intent 100

Intent Buyer Personas CMO Work Management 100

Tony Zambito

OCTOBER 27, 2018

This is the percentage we usually hear regarding B2B buyers who prefer to buy online or how far along they are along their purchase path. This is the type of mindset that has created a host of problems leading to bankruptcies in the American retail industry. I suspect by 2020, this percentage will increase beyond 80%.

B2B 165

B2B Amazon Buyer Personas Fulfillment 165

Tony Zambito

SEPTEMBER 22, 2010

  Leading their organization like an orchestra to understand how, in perfect harmony, they can create the sweeping composition that rivets the attention of buyers.    Buying today has become more sophisticated and has a multitude of variables that did not exist even a decade ago.  Buyer Personas.

Top of Funnel 100

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

Tony Zambito

SEPTEMBER 20, 2010

  Leading their organization like an orchestra to understand how, in perfect harmony, they can create the sweeping composition that rivets the attention of buyers.    Buying today has become more sophisticated and has a multitude of variables that did not exist even a decade ago.  Buyer Personas.

Top of Funnel 100

Top of Funnel Buyer Personas Buyer's Journey Digital Marketing Funnels 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. Casting rational information and facts, such as buying criteria, as buyer personas.

Buyer Personas 100

Buyer Personas Lead Ranking B2B Sales Research 100

Tony Zambito

NOVEMBER 8, 2020

Iacocca, who died at the age of 94 in 2019, was a visionary leader who was the only executive in modern times to lead two of the Big Three American automakers. Iacocca, in both situations, had to overcome much adversity and uncertainties to lead. Ford and Chrysler. Navigate Uncertainty.

Allocation 187

Allocation Buyer Personas B2B Lead Ranking 187

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.    I began to use this phrase quite often afterwards, adding that  why customers buy is equally important, but the origins and credit really belongs with Dan Henson. 

Buyer Personas 100

Buyer Personas Marketing Automation Services Lead Ranking Conference 100

Tony Zambito

MAY 4, 2011

  They have helped companies to gain insights into market opportunities, find out why challenges exists, depict buying processes, and how to map critical sales and marketing strategies to the goals of buyers.    What tickets did they buy?  The Importance of Buyer Personas to Lead-to-Revenue Management.

Buyer Personas 100

Buyer Personas Research Ideal Customer Profiles Demand Generation Agencies 100

Tony Zambito

SEPTEMBER 8, 2010

Let’s define Buyer Experience Innovation : “Creating in totality an ideal buying experience and innovative interactions that engages as well as enables buyers to enter into a transactional and loyal relationship with the organization”. Over the past decade, customer experience has become part of the landscape of business thinking. 

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100