differences 
Tony Zambito
OCTOBER 26, 2020
Questions related to how to reset sales and marketing to a vastly different world from just one year ago. What may look like perhaps a simplified statement has three very important questions and components for B2B companies to examine as they reset due to COVID-19. A pressing question to adapt to rapidly changing buyer behaviors.
Tony Zambito
OCTOBER 7, 2018
While the difference may seem subtle, they are enormous. As segments become more diverse and more personalized, the challenge to be relevant grows. For example, in an engagement study on behalf of a parts manufacturer serving the mining industry, data pointed to a significant drop in certain parts sales over a two-year period.
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Tony Zambito
JULY 17, 2016
People and professionals in organizations can have different intentions while working towards the accomplishment of organizational, as well as, individual goals. Understanding the difference between intent-driven and goal-driven behaviors allows for deeper levels of understanding buyers (customers). Transformation by Yu Luck.
Tony Zambito
JANUARY 29, 2017
A recognition of a world very different from that of sixteen years ago. Leaving many companies and marketing organizations with an incorrect view of their customers. For companies undergoing a digital transformation, new digital market development is truly a strategic necessity. And, why it necessitates a rethinking.
Tony Zambito
JANUARY 22, 2017
In the past few years, the yellow cab companies have been unable to stem a rapid decline from the onslaught of Uber, Lyft, Juno, Via, and other ride platforms. When the concept of buyer personas was first launched in 2001, the world was a very different place. Some of the well-known examples include Uber, Amazon, and Airbnb.
Tony Zambito
AUGUST 14, 2016
For example, an organization I helped recently had previously utilized a framework, labeled buyer persona in name only , which consisted of a matrix of 15 plus categories. I am afraid this can happen when companies are misguided in buyer personas, which are buyer personas in name only. Why do I say labeled in name only ?
Tony Zambito
DECEMBER 13, 2015
It is yet another example, however, of the search to understand the process of decision-making. For example, when a new technology solution is considered for managing warehouse inventories, the tendency is to see the purchaser going through five, six, or seven neatly defined steps. Steps, Stages, Phases, And Journeys.
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