Tony Zambito

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Is Helping Buyers To Buy Really The Right Mindset?

Tony Zambito

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. Note, it is not about seeking a solution to buy. A purchase. It is about trying to figure things out.

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Coronavirus Will Change Buying Behaviors Forever. Will We Know How?

Tony Zambito

Perhaps none more important than – how will buying change? Will we know how buying will change? We simply do not know how buying will change. Initially, there will be a number of phased-in constraints that will make choices and purchase decisions difficult at best. Not immediately. But, we must commit to finding out.

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Mapping Buying Experiences: Creating Growth Through Aligning With Buyer Goals

Tony Zambito

Creating distinctive and engaging experiences, as part of how people and businesses go about making purchases, is getting more attention today than ever. In order to learn how to create distinctive buying experiences, businesses are embracing new means and approaches. Understanding Buyer Interactions Matter.

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Three Buyer Insights To Consider When Engaging B2B Buyers In A COVID-19 World

Tony Zambito

Now, buying behavioral trends have been lit with lighter fluid as the coronavirus pandemic shocks business commerce. Insights Into Three Buying Behaviors Impacted By COVID-19. The coronavirus pandemic is impacting three buying behaviors. Speeding Up Of Buying Processes. Accelerating trends down to months to two-years. “As

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Buyer Aligned Sales Processes Are In Need Of A Redesign To Succeed In A New Era For B2B

Tony Zambito

The term buyer-aligned will take on a significant new meaning as you enter a new era of B2B and buying. Gartner analysts have been a proponent of a view of “enabling” buyers’ buying processes. Identifying four stages of buying jobs – Problem Identification, Solution Exploration, Requirements Building, and Supplier Selection.

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How Buyer Perceived Risks (BPR) Affects Buyer Behavior and Purchase Decisions

Tony Zambito

Image by IceSabre via Flickr 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 … Continue reading →

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Turn B2B Buying Into a Social Experience

Tony Zambito

B2B marketing and sales has lived in a neat framework centered on the purchase transaction.    In some industries and marketplaces, this purchase transaction has been fairly straight forward.  A funny thing is also happening along the way to this transformation in B2B Buying.    That is, until now. 

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