Tony Zambito

APRIL 19, 2010

  The financial crisis and the meteoric rise of social media marketing have suddenly changed the game for both sides.     Just a few years ago, sales and marketing were trying to get the web channel aligned.  .   They are undergoing culture shock versus culture change. 

Buyer Personas 100

Buyer Personas Marketing & Strategy Thought Leadership Social Media 100

Tony Zambito

NOVEMBER 1, 2010

  Interaction modelings not only embodies the touchpoints encountered, such as web sites, channels, selling teams, and call centers, but involves modeling end-to-end processes that are designed to create adaptable buyer experience journeys for buyers who pull the levers on different paths to take. 

Design 100

Design Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

APRIL 12, 2010

The impact of Social Business is proving to be a seminal period in our history.    As the Internet changed our very means of how we view information, social media technology and social media channels are changing our views of customer relationships and conversations. 

Buyer Personas 100

Buyer Personas Business Social Media Lead Ranking 100

Tony Zambito

OCTOBER 27, 2010

  Engagement channels continue to expand exponentially each year which Carlson also notes in terms of the increase number of marketing channels.    A macro trend that is evident when one considers the outgrowth of micro sites, micro blogs, and micro social networks over the past couple of years. 

Trends 100

Trends Peer-to-peer Buyer Personas Marketing Automation Services 100

Tony Zambito

DECEMBER 12, 2010

  The digital age bringing new expectations on the part of buyers for learning experiences, subject matter expertise, innovative customization, and varied channel engagements.  .  Buyers are asking for better experiences and better solutions. 

B2B Sales 100

B2B Sales Buyer Personas Multi-Channel B2B 100

Tony Zambito

OCTOBER 4, 2010

.  In the modern B2B world, discovering the right mix of outbound and inbound engagement can be an ongoing design challenge to get the right recipe of engagement channels that buyers will select. 

Buyer Personas 100

Buyer Personas Marketing Automation Services Buying Cycle Lead Ranking 100

Tony Zambito

DECEMBER 5, 2010

Multiple channels of engagements including those involving social media will increase demands for training and new tools to support not only improved ability in conversational skills or dialoguing with buyers but also adapting to new forms or channels of engagements.   Trend 6: Buyer experience branding.

Trends 100

Trends Buyer Personas AIDA Buyer's Journey 100

Tony Zambito

APRIL 16, 2010

Did you ever have one of those sleepless nights in a Godforsaken hotel and you find yourself channel flipping?    Tags: buyer goals buyer persona Buyer Personas buying process Customer Insight Personas Sales social business strategy social media marketing. Image by nubui via Flickr.

Buyer Personas 100

Buyer Personas Rules High Quality Lead Social Media 100

Tony Zambito

MAY 22, 2011

Understanding the social buyer involves utilizing social research methods to gain deep insights into how buyer dynamics associated with networking, affiliations, influence, and decision-making are being impacted by the influx of social technologies and multiple channels. 

Research 100

Research Buyer Personas Multi-Channel Validation 100

Tony Zambito

MAY 18, 2011

  We are seeing the births of new technologies and processes, such as content marketing, inbound marketing, marketing automation, and social media technologies attempting to address the voids created as B2B businesses shift their own buying processes and cycles.    Why do some work and others do not remain a puzzle.

Peer-to-peer 100

Peer-to-peer Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

NOVEMBER 8, 2010

Ease of Support : The buyer experiences a level of support, support channels, and support expertise that is well designed and unmatched in their industry. Socialization : The buyer experiences peer-to-peer opportunities, community engagement, image enhancement, and unencumbered bilateral loyalty.

Peer-to-peer 100

Peer-to-peer Buyer Personas Demand Generation Agencies Fulfillment 100

Tony Zambito

JUNE 13, 2011

.  Social influence dynamisms require us to look at the opposite of duplicating messages across multiple channels.    Insights can reveal how social buyers are accustomed to social interaction by various channels.    Organic. .    Organic.

Buyer Personas 100

Buyer Personas Peer-to-peer Planning Viral Marketing 100

Tony Zambito

MARCH 13, 2011

.  Let’s take a look at some areas where the new buyer experience economy will cause rethinking: Buying channels versus selling channels : since the dawning of the industrial and manufacturing age, selling became a downstream endeavor.    The digital age has ushered in a new way of thinking. 

B2B Sales 100

B2B Sales Paid Search Agency Barriers Work Management 100

Tony Zambito

OCTOBER 18, 2010

B2B complexity has a robust chemistry of sales, content marketing, partners, and channels that all provide various touchpoints in the assessment phase.  .  Understanding this phase in detail can lead to creating consistent research experiences yet tuned to the potential different perspectives.    How? . 

Buyer Personas 100

Buyer Personas Buyer's Journey Allocation Trigger Marketing 100

Tony Zambito

NOVEMBER 1, 2011

  Compounding perceived risks is the increase in choices as mentioned in my previous article as well as new social channels to explore.    This new mishmash of complexity, choices, and new channels causes a much higher degree of uncertainty on the part of buyers.

Purchase 100

Purchase Correlation Barriers Sales Qualified Leads 100

Tony Zambito

JULY 18, 2011

  The term “content marketing” is gaining a foothold due to the explosion of new media channels resulting from the Internet and the Social Age.    To me this is content presentation just flooding media channels.    To me this is content presentation just flooding media channels. 

Buyer Personas 100

Buyer Personas Lead Ranking Ideal Customer Profiles Opt-out 100

Tony Zambito

JANUARY 10, 2011

  What are the types of interactions, channels, and experiences that will keep buyers engaged over the entire buyer journey and sales cycle?  .  If they stick around long enough and longer than with your competitors, the higher the conversion rate from prospect to buyers.   

B2B 100

B2B Buyer's Journey Sales Cycle Demand Generation 100

Tony Zambito

AUGUST 22, 2011

.  Organizations today are finding the learning curve to be quite steep in becoming efficient at social listening and creating pull.    This steep learning curve essentially requires constant listening of buyer behaviors and how buyers are choosing channels from which they want to be heard. 

Buyer Personas 100

Buyer Personas Viral Marketing Research Planning 100

Tony Zambito

MARCH 4, 2012

The invisibility of buyers who are in explore and network mode of the buyer choice model makes it an imperative for B2B businesses to better understand how different buyers interact with different channels that create impressionable brand and buyer experience.

Top of Funnel 100

Top of Funnel B2B B2B Sales Wikipedia 100

Tony Zambito

FEBRUARY 12, 2012

The state of the new buyer has sprouted new buzz words, touted tactics, and channels all promising the chance to lift marketing up to higher levels. This should not be confused with trying to learn all about the intricate details of social media, content marketing, and etc.

Lead Ranking 100

Lead Ranking CMO Analysis Lead Scoring 100

Tony Zambito

FEBRUARY 22, 2012

The floodgates have opened on channels, social media, old media, the Internet, and countless other ways to interact, explore, retrieve, and digest information in this new era of the buyer. Simply stated, buyers are making multiple choices prior to as well as well after buying decisions. Buyers Have Many Options.

Top of Funnel 100

Top of Funnel B2B Sales Marketing Funnels Wikipedia 100