Tony Zambito

APRIL 7, 2008

When I first found myself in sales, like many of you, I was put through "product training" courses by the dozen. We were tested on the ins and outs of a specific product. Contests were held to see who knew about the product intently and expertly. And merit was based on superior product knowledge.

Buying Cycle 100

Buying Cycle Comparison Buyer Personas Marketing Management 100

Tony Zambito

MARCH 18, 2012

However, the purse strings are still drawn tight and new patterns of buying has created an atmosphere of even more exacting pricing pressures from enterprise-wide level buyers and accounts. As we continue to come out of the deep freeze over the last few years, we are beginning to see encouraging signs of an economic recovery.

SMB 100

SMB Enterprise Management SME Work Management 100

Tony Zambito

MAY 8, 2011

.  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.    Tools related to processes and having information available at their fingertips when prospecting and calling on buyers. 

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 100

Tony Zambito

MARCH 30, 2012

Considerable investments were made in establishing inside sales organizations and in outbound marketing activities specifically to reach the SMB base of customers and prospective buyers. SMB marketing and sales began to become more than just an afterthought in the early ‘90’s through the early 2000′s.

SMB 100

SMB Advertising Channels Enterprise Management Work Management 100

Tony Zambito

APRIL 2, 2011

  Also, you hear consistently about the same top, 5, 10, or 20 customers and prospective buyers and how great are the customers the company has and how those prospective buyers are just ready to close.   And when you call a lost customers or prospective buyer on the phone – well – it is just downright “silent”. 

Buyer Personas 100

Buyer Personas Trade Show Buzz Social Networks 100

Tony Zambito

JANUARY 30, 2011

.  Since we were in college with our outdated text books, we have had the notion ingrained in us that the job of marketing and sales was to get someone to act – primarily that act is to buy.    Getting at this deep understanding in the arts shapes the future programming and licensing of theatre productions or exhibits. 

Social Media 100

Social Media Social Marketing Buyer Personas Planning 100

Tony Zambito

NOVEMBER 21, 2011

.  This article looks at how buyers are developing more complex networks of interactions as well as decision-making and how organizations must adapt their view of buying.   They will shake the very foundation of our existing thinking on how buying gets conducted and how decisions are made.     The Future.

Trends 100

Trends Buyer Personas Fulfillment Demand Generation Agencies 100