Tony Zambito

SEPTEMBER 22, 2010

.  It is fair to say that many organizations are adopting specific buying strategies whereby decisions are often made well ahead of any sales involvement and the decisions are more about who to purchase from versus what to purchase.  Buyer Personas.   Buyer Experience Design.

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Tony Zambito

SEPTEMBER 20, 2010

.  It is fair to say that many organizations are adopting specific buying strategies whereby primary decisions are often made well ahead of any sales involvement and secondary decisions are more about who to purchase from versus what to purchase.  Buyer Personas.   One company who understood this is HP. 

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Tony Zambito

JULY 10, 2011

  These being areas related to new social buyer ecosystems, social business models, and new social buying cycles.    Simply stated, the defined role of marketing and sales for the past century has been to be the deliverer of information and to persuade.  The Connected Buyer.

Buyer Personas 100

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Tony Zambito

JANUARY 18, 2011

You don’t frame your demand generation plans in terms of the “reverse funnel math”.   Acquiring a deep understand of your target buyer and their buying process.    Too often B2B demand generation plans are not built around the modern B2B buyer and his/her information consumption needs."

Buyer Personas 100

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Tony Zambito

DECEMBER 19, 2010

.  By the time they get to sales folks, whether it is in person or on the phone, they already are armed with enough information to help make a decision.    More information and more expertise are what buyers are expecting.  As mentioned, by the time buyers are ready to engage, they are already well informed. 

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Tony Zambito

MARCH 4, 2012

Part 1 and part 2 of this series pointed out that conventional funnel thinking is woefully inadequate in today’s B2B buyer landscape and is limited in the ability to address new and evolving complexities. When B2B leaders can do these three things, they can be better informed on how to guide the overall trajectory of their organization.

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