Tony Zambito

MAY 29, 2021

Resulting in new buying behaviors accompanied by new buyer goals and preferences. Usually, what is captured is product and sales intelligence about buyers related to their initiatives or priorities, the ubiquitous term of pain points, role-specific details, and generic versions of buyers’ journey.

Top of Funnel 162

Top of Funnel Buyer Personas B2B Buyer's Journey 162

Tony Zambito

MAY 17, 2021

Jon Miller, chief marketing and product officer of Demandbase is advocating for ABX. The idea of buying teams or buying committees will be completely altered. If your ABM program is still stuck on physical “buying teams” and not keeping in synch with how work is changing, it will have a hard time succeeding.

Account Based Marketing 224

Account Based Marketing ABM Buyer Personas Intent Signal 224

Tony Zambito

MAY 21, 2021

A November 2020 Trust Radius research report on the B2B Buying Disconnect points to buyers increasing the amount of research they do, searching online more, seeking more review content, and looking for more sources. Avoid the mistake of reverting back to assumptions on what your product or service is solving.

Buyer Personas 197

Buyer Personas Intent Signal B2B Sales Interactive Marketing 197

Tony Zambito

NOVEMBER 29, 2020

The pandemic is accelerating buying behavior shifts and also raising new behaviors to the surface. . The last 20 years seeing an explosion of new behaviors and technologies revolutionizing buying. The next generation of buyers is evolving the art and science of buying – because they are digital explorers. The Future of Buying.

Internet Marketing 207

Internet Marketing Fulfillment Interactive Marketing Customer Surveys 207

Tony Zambito

OCTOBER 23, 2018

Transformation is being driven by rapid changes in buying behaviors. Whether they be market-based, production-based, or operations-based decisions. The “decision network” finds the buying team process unnecessary, geographically impractical, and cumbersome. Think of this as a “network quest” to get an answer.

Digital Transformation 184

Digital Transformation Buyer Personas Work Management Marketing Management 184

Tony Zambito

MAY 7, 2021

Since the origins of the buyer persona concept in 2001, buyers and their buying behaviors have always been in a constant state of change. More like the last step in an initiative to deliver a new or redesigned product to market. Looking for specific insights and buyer personas that are going to help them with a product launch.

Buyer Personas 220

Buyer Personas Allocation Paid Search Agency Advertising Agencies 220

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. If your buyer personas are rooted in outdated sales and product marketing paradigms pertaining to role-based perceptions and the feeding of the perpetual content machine – it is time for a reboot.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Tony Zambito

OCTOBER 26, 2020

Goals related to areas such as new product development, new market entries, growth strategies, and etc. 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 Goals Have Changed.

Marketing & Strategy 245

Marketing & Strategy Buyer Personas B2B Sales Interactive Marketing 245

Tony Zambito

JANUARY 21, 2022

The processing and production of data, information, and intelligence can turn into an overwhelming burden. Originating buyer research and buyer personas to gain human-centered insights about buying behaviors. To make products and services work for the common good of people. It is expensive. I use the word heart purposely.

Marketing AI 204

Marketing AI Buyer Personas Marketing & Strategy Act-On 204

Tony Zambito

MAY 4, 2021

Far too often, organizations can treat buyer insights and buyer personas as checklist items for content production. Where there is a collective capability to gather quantitative and qualitative insights that lead to a true understanding of buyers and buying centers. 3 – Buyer Persona Expertise.

Buyer Personas 328

Buyer Personas Account Based Marketing ABM Organic Leads 328

Tony Zambito

NOVEMBER 15, 2020

When the concept of a buyer persona was originated in 2001, they were derived from the experiences in creating goal-directed user personas for product design. Today, it is becoming a mandate to go well beyond the intelligence of fact-based role descriptions, buying criteria, and other profiling related factors.

Buyer Personas 220

Buyer Personas Digital Transformation B2B Sales Interactive Marketing 220

Tony Zambito

JUNE 16, 2020

Trends that will impact decision-making and buying for at least the next five years. Discovering new scales of economies and little impact on productivity. In fact, organizations are finding increases in productivity. This period has allowed for trends to begin to emerge. Less Conferences And Exhibits.

Digital Transformation 162

Digital Transformation Buyer Personas Business Work Management 162

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. It is almost certain that future disruption in industries, economies, markets, and buying behaviors will occur on a global scale by 2020. Buyer insights traditionally have focused on the “buy.” Disruption.

Buyer Personas 174

Buyer Personas Lead Ranking Digital Marketing Funnels Urgency Marketing 174

Tony Zambito

FEBRUARY 15, 2022

The market-level trust allows for gaining access to critical insights from new buyers, new markets, and new product development efforts. The shift to digital b2b buying , new global commerce patterns, and changing buyer, customer, and consumer behaviors all demand strategic decisions. Why do earned buyer insights matter?

B2B Marketing 147

B2B Marketing B2B Trust Marketing Marketing & Strategy 147

Tony Zambito

DECEMBER 14, 2020

Including business and the act of buying. Validating how our product or services does what we say it does. She replied by stating that she was practicing that one routine so that when the moment came in a competition, she would be confident she can do it. Confidence is essential in many areas. Confidence Wanes.

Ad Building 271

Ad Building Urgency Marketing Case Studies B2B Sales 271

Tony Zambito

OCTOBER 18, 2015

The understanding of not only the segments and organizations that buys but also the individual that buys. Whereby sales organizations, in particular, went through training on how to adapt to the personalities of individuals in the buying process. The Internet Propels Buying Behavior Shifts. Or, did it?

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

OCTOBER 23, 2016

For instance, the rise of platforms such as Amazon and LinkedIn has significantly shifted the way customers interact with products and services. As the digital economy continues to evolve globally, we are seeing an unprecedented convergence of market-oriented behaviors associated with the usages and purchases of products or services.

Enterprise Management 100

Enterprise Management Marketing & Strategy Marketing Strategy Work Management 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. Suitable for classification of groups that can represent the buyers of specific types of products, services, and integrated solutions. Buying criteria and risk factors.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Segmentation Profiling 100

Tony Zambito

MARCH 2, 2022

Up until last week, buying barrels of Russian oil was deemed as okay and a necessity. Additionally, we have seen major tech companies, like Apple, ban the sale of their products to and within Russia. 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

OCTOBER 12, 2020

This transformative upending in B2B commerce has led to both buyers and B2B organizations viewing customer experience as a more important factor than product and price. Think like Amazon : Amazon has been the driving force behind causing seismic changes in how consumers search, shop, interact, and buy. It is bleeding over into B2B.

Buyer Personas 310

Buyer Personas B2B Amazon Fulfillment 310

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

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

OCTOBER 26, 2015

These two are: CEOs and CMOs have a growing concern about the relevancy of their products and services in the digital economy. This is still a narrow buying process perspective designed to view the buy/sales cycle to a “win” as opposed to a “loss”. Changing the way people collaborate and buy.

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

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. These findings are consistent with others over the years.

Buyer Personas 100

Buyer Personas Research B2B Correlation 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. Content Deluge Is Counter-Productive. 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

FEBRUARY 28, 2016

And, not too surprisingly, continues to be viewed as product-centric. These are: Research and develop informing goal-directed buyer personas : Researching and identifying the goals and goal-directed behaviors influencing choices and buying decisions will serve as a guide on how to engage buyers. Here, however, is a key point.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

NOVEMBER 1, 2015

And, B2B CMOs need to get the buy-in on all levels. Buyer’s journey are goal -directed: Understanding the key path to buying decisions today requires more than creating a buyer’s journey map. Buyer personas are thought of as a tool specific only to new endeavors in content marketing, campaigns, and product launches.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B Marketing Paid Search Agency 100

Tony Zambito

JUNE 26, 2016

Often, buyer persona interviewing advice is skewed towards using a win-loss approach focused on the buying process. Such approaches reveal very little about the true goals driving and influencing behaviors related to how and why buying decisions are made, as well as, how content plays a role in such decisions.

Buyer Personas 104

Buyer Personas Research B2B Fulfillment 104

Tony Zambito

MARCH 24, 2011

In the new buyer experience economy , it is less about the product or service and more about creating value through experience.    The quality and usage of a product or service will always matter.    Businesses producing inferior products or services will fall off the radar screen of buyers. 

Buyer Personas 100

Buyer Personas Fulfillment Design B2B Sales 100

Tony Zambito

MARCH 28, 2011

According to a recent Satmetrix Net Promoter study, one in five consumers switch brands based on a bad buying experience and/or bad customer experience.    Nearly 20% of those surveyed indicated they engaged in the buying behaviors of researching online product reviews and other buyer opinions. 

Studies 100

Studies Spending Social Media Amazon 100

Tony Zambito

OCTOBER 27, 2018

This transformative upending in B2B commerce has led to both buyers and B2B organizations viewing customer experience as a more important factor than product and price. 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. It is bleeding over into B2B.

B2B 165

B2B Amazon Buyer Personas Fulfillment 165

Tony Zambito

OCTOBER 25, 2010

.  Paul Greenberg , a prolific speaker and leading thinker on Social CRM and author of CRM at the Speed of Light has written and spoken often on the notion that customers and buyers are not expecting just a product but are expecting experiences. 

Design 100

Design Buyer Personas B2B Thought Leadership Multi-Channel 100

Tony Zambito

JANUARY 2, 2011

One of the clearest mandates being heard from B2B buyers today is the desire for buying experiences that offer more than just a product or service sale.  What is clear is that B2B entities are faced with the significant challenges of reinventing buying as well as sales experiences.  Step 3: Buyer Journey Mapping.

Buyer Personas 100

Buyer Personas B2B Buyer's Journey B2B Sales 100

Tony Zambito

MARCH 13, 2011

  The digital revolution has ushered in a new age of how products or services reach people that were unimaginable just a short ten years ago.    The mandate being finding channels to push and distribute products or services out to buyers.  Image by davidking via Flickr.   Far from it. 

B2B Sales 100

B2B Sales Paid Search Agency Barriers Work Management 100

Tony Zambito

JANUARY 22, 2017

How to design products and services that were user-friendly and enabled users to fulfill their goals. Approaches rooted in old principles of product marketing and purchasing for buyer personas are outdated. Which looked at the design of products or services in terms of human interaction with computers.

Buyer Personas 100

Buyer Personas Digital Transformation Enterprise Management Account Based Marketing 100

Tony Zambito

AUGUST 21, 2011

The real question is why consumers or business buyers will not buy into not only HP’s Touchpad but all the other Apple iPad imitators including Blackberry’s Playbook and the Android Tablets?    What Apple understood well is the buying behavior of their audience.    It is either Best Buy or Office Depot. 

Distribution 100

Distribution Buy Marketing & Strategy Marketing 100

Tony Zambito

DECEMBER 12, 2010

  The essence of sales experience lies in the ability of B2B organizations to innovate unique buying experiences.    The end result being a unique buying experience for their buyers.    The end result being a unique buying experience for their buyers. 

B2B Sales 100

B2B Sales Buyer Personas Multi-Channel B2B 100