Tony Zambito

OCTOBER 3, 2018

By 2020, digital disruption will be affecting every major industry. Industries such as manufacturing, transportation, logistics, healthcare, financial services, and more will be affected by the introduction of additional new digital technologies. Leaving companies little chance to catch up and recover.

Enterprise Management 169

Enterprise Management B2B Thought Leadership Urgency Marketing Work Management 169

Tony Zambito

JUNE 8, 2020

This innovation has helped leading Fortune 100 companies gain a deeper understanding of their buyers resulting in improved customer strategies, customer experience, and revenue performance. Additionally, it will seek to gain insights into how to adapt and implement new marketing and selling strategies due to the effects of COVID-19.

Studies 162

Studies Buyer Personas Paid Search Agency Sample 162

Tony Zambito

MARCH 4, 2022

We now live in a global economy where the ties to everyday life and industry involve some form of inter-country or inter-region commerce. It is how things get supplied and made. And how things get transacted.

Activities 231

Activities B2B Buyer Personas B2B Marketing 231

Tony Zambito

MAY 31, 2017

To succeed at ABS and ABM requires a deeper understanding of how targeted accounts in targeted industries behave and make decisions. A synchronized ABM/ABS is a strategic undertaking that companies will need to prepare for and attain a degree of readiness. The premise remains the same, however. Buyer Insights Are A Prerequisite.

Account Based Marketing 211

Account Based Marketing ABM Digital Transformation Paid Search Agency 211

Tony Zambito

JANUARY 15, 2022

While some industries have prospered, many have seen substantial losses. For instance, one of the first companies to make use of buyer persona development invalidated a new market segment push expected to cost $3 million upfront to enter. Lack of buyer insights and brand vision can doom growth strategies.

Buyer Personas 147

Buyer Personas Marketing & Strategy Validation Paid Search Agency 147

Tony Zambito

OCTOBER 27, 2018

If B2B companies are not thinking about this, planning for this, and doing something about this – they will bound to be in big trouble. A result of more and more B2B companies trying to improve their customer experience capabilities. Certain industries are still severely lagging in this area as well.

B2B 165

B2B Amazon Buyer Personas Fulfillment 165

Tony Zambito

OCTOBER 7, 2018

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. Tribal knowledge is the often unwritten, unspoken, and unarticulated knowledge that exists in companies, fields, and industries.

Marketing AI 187

Marketing AI Peer-to-peer Buyer Personas Segmentation 187

Tony Zambito

MAY 4, 2020

Forward-thinking companies will get ahead of this evolving development. And, buyers will expect companies to share of AI data. Business leaders will further their focus on trying to estimate the long-term outlook for their organizations, markets, buyers, and partnering industries. Demos, Conferences, Conventions On Hold.

Marketing AI 173

Marketing AI Buyer Personas Advertising Agencies Conference 173

Tony Zambito

SEPTEMBER 6, 2016

If you are a CMO or a marketer and you find yourself having a sudden realization that perhaps you are not quite sure of the differences, you will be in a lot of good company. Oftentimes, companies can lose sight of who exactly are their customers from a segmentation viewpoint. Professions. Firmographics. Demographics. Buyer Profiling.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Segmentation Profiling 100

Tony Zambito

SEPTEMBER 28, 2016

In business-to-business and consumer industries, the influence of goal-directed behaviors can be significant determinants of how choices and buying decisions are made. Priorities and initiatives usually are the overt statements companies will make about what they hope to complete. Buyer’s Journey Is A Pursuit.

Buyer Personas 100

Buyer Personas Buyer's Journey Case Studies Buy 100

Tony Zambito

NOVEMBER 22, 2015

Changes in customer and buying behaviors continue to rock the very foundations of many industries. Companies today will need to develop an integrated view of customer research. Each having distinct types of goals and goal-directed behaviors companies must address as they relate to innovation, marketing, sales, and customer experience.

Buyer Personas 100

Buyer Personas Lead Ranking Buy Research 100

Tony Zambito

NOVEMBER 2, 2016

GPS companies such as Garmin and Tom Tom began to shrink considerably. Today’s companies, in consumer or business-to-business markets, are faced with varying degrees of vulnerabilities to innovative digital transformation. Company Readiness In Market Strategy. How Companies Get Ready.

Organization 100

Organization Enterprise Management Marketing & Strategy Marketing Strategy 100

Tony Zambito

APRIL 2, 2011

  This may be especially true in a company where there is a long rich history and you have an established customer base.    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.

Buyer Personas 100

Buyer Personas Trade Show Buzz Social Networks 100

Tony Zambito

FEBRUARY 28, 2016

My interaction with buyers, via hundreds of B2B buyer interviews in multiple industries, leads me to believe this outcome is a correlation as opposed to a paradox. And, let’s not forget that B2B companies believe they may have 3-4 unique buyer personas. I am not sure it is a paradox.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

OCTOBER 14, 2018

One important reason is that we are finding that no two buyer’s journeys are alike – even within the same market, segment, or industry. The company just didn’t seem to get this.” – Vice President, Operations. Developing a static view of a buyer’s journey is becoming problematic. Searching for ways to resolve.

Marketing AI 174

Marketing AI Buyer Personas Top of Funnel Digital Marketing Funnels 174

Tony Zambito

APRIL 12, 2011

The underpinning of a new meaning being that of the social buyer “chooses” to engage – as in the buyer chose to engage with ABC Industries.    A company’s engagement strategy should be built on three solid foundations: The first is having an outside-in perspective on engagement with buyers. 

Buyer Personas 100

Buyer Personas Word of Mouth WOM Curation 100

Tony Zambito

JUNE 26, 2011

  Companies are looking to social media and other means such as content marketing to fit into their existing structure and business operations.    Social technology and platforms are changing the way companies co-evolve and co-exist. 

Business 100

Business B2B Demand Generation Agencies Wikipedia 100

Tony Zambito

APRIL 5, 2010

Some companies just get it.   During an engagement experience with FedEx, we were able to observe and talk about this phenomenon that exists in this industry with a good number of buyers.   Depending on the industry, there were varying degrees of this “end of day” pressure but it is always there. .   UPS does.

Buyer Personas 100

Buyer Personas Content Marketing Wikipedia Marketing & Strategy 100

Tony Zambito

MAY 5, 2011

  In some industries and marketplaces, this purchase transaction has been fairly straight forward.    In essence, this transformation is creating a mandate for B2B companies to adjust their approach to marketing and sales accordingly.  Image via Wikipedia.   That is, until now. 

Buy 100

Buy Buyer Personas B2B Lock-In 100

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. New business models and customer behaviors mean companies must adapt or be another statistic in the next ten years. Where the proverbial org chart was a mile long.

Buyer Personas 100

Buyer Personas Digital Transformation Enterprise Management Account Based Marketing 100

Tony Zambito

MAY 11, 2011

  We look at opportunities via company name, whether they are Global 2,000 or Fortune 500, deal size potential, and other few factors that likely make up segmentation.  What buyer persona research can reveal are distinctive buying behaviors within industries, marketplaces, organizational types, and etc. 

Buyer Personas 100

Buyer Personas Segmentation Buy Work Management 100

Tony Zambito

MARCH 18, 2012

This is how a VP of Sales in the software industry put it to me recently in my research: “Here is what it looks like…we are actually selling more of our product into our larger accounts than ever before….but…over 500 listed companies across the globe. Another words, we are not getting significant real revenue growth from them.”.

SMB 100

SMB Enterprise Management SME Work Management 100

Tony Zambito

MARCH 31, 2010

in New York, finds that companies are placing orders for the iPad for business-related communications, such as email.   Once again, revolutionizing an industry and having everyone else playing catch-up.   Once again, revolutionizing an industry and having everyone else playing catch-up.

Buyer Personas 100

Buyer Personas Business Customer Surveys Segmentation 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

MAY 13, 2011

  Company Website : the report findings indicated that the closer a buyer came to the actual decision; the more influential were company websites, web searches, and industry press.    In terms of both influence and usage, company websites were still at the top of the list. . 

Buyer Personas 100

Buyer Personas WOM B2B Paid Search Agency 100

Tony Zambito

JANUARY 7, 2010

  To gain a deeper understanding of buyers and their buying processes, an understanding that yields insight, companies need to engage in a level of qualitative interaction with their buyers.     · Forest and Trees :   There have been many occasions whereby we’ve seen patterns replicated across several industries.

Buyer Personas 100

Buyer Personas Lead Ranking User-Generated Content Barriers 100

Tony Zambito

DECEMBER 13, 2015

At one time IBM enjoyed superiority in the industry simply due to mental framing more than anything else. By understanding how biases, perceptions, and mental framing are influencing choices, companies can be in a position to help buyers actually make better-informed decisions. Helping Buyers Make Better Decisions.

Buyer Personas 100

Buyer Personas Lead Ranking B2B Sales Research 100

Tony Zambito

FEBRUARY 1, 2010

.   What has been traditional is that the “customer” has usually been identified by company name. have all been around the “business” or “company”, many senior leaders can tend to overlook the power of buyer personas.   The industry our client served placed a high value on professional development.

Buyer Personas 100

Buyer Personas Business Ideal Customer Profiles Segmentation 100

Tony Zambito

MAY 4, 2011

  They have helped companies to gain insights into market opportunities, find out why challenges exists, depict buying processes, and how to map critical sales and marketing strategies to the goals of buyers.    Buyer persona development methodology is at its core a research methodology. 

Buyer Personas 100

Buyer Personas Research Ideal Customer Profiles Demand Generation Agencies 100

Tony Zambito

MARCH 28, 2011

  Satmetrix, in their 2011 Net Promoter Industry Benchmarks study, conducted surveys with over 20,000 consumers.    Getting at the not-so-obvious buying and customer experiences that consumers or buyers desire will require companies to shift resources they may be devoting to advertising and content currently. 

Studies 100

Studies Spending Social Media Amazon 100

Tony Zambito

FEBRUARY 10, 2012

Our marketing department created marketing material that targeted a specific role in our industry and they rolled out it out with all the fanfare you would expect. While we are seeing a rise in predictive analytics, companies are yet lacking profoundly in qualitative buyer behavior modeling.

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

Tony Zambito

MAY 5, 2010

  This annual report serves as a reliable bellwether of trends as indicated by approximately 600 senior marketers surveyed from a cross-section of industries.    Throughout the recent modern times, we’ve seen markets and companies get caught up in a storm. 

Social Media 100

Social Media Buyer Personas Media Marketing Automation Services 100

Tony Zambito

OCTOBER 18, 2015

The concept of breaking down a potential market or industry into smaller target segments is a standard technique taught in business schools and used by many organizations. by Evan Shuster. Segmentation has been a staple of business marketing and sales for several decades.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

DECEMBER 19, 2010

  This is old news now and has created the expanding industry of marketing automation.    For years, B2B companies have put sales people through training on relationship selling methodologies that focused on – well – the relationship.    How’s that for a wakeup call! . 

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Tony Zambito

MARCH 4, 2012

This can be especially useful in industries where there is a strong company or account focus as well as complex buying scenarios that involve lengthy buying cycles. Descriptive means of segmentation helps to illuminate the many elements related to choice, needs, goals, attitudes, behaviors, values, and experience.

Top of Funnel 100

Top of Funnel B2B B2B Sales Wikipedia 100

Tony Zambito

NOVEMBER 21, 2011

My work in originating buyer persona development led me to collaborate with three Fortune 100 companies on developing a Buyer Persona Ecosystem™ view of buyers.    This is now evolving into what I call a Buyer Persona Network™ view.    For the past two years we’ve been only getting about $2m of that spend. 

Trends 100

Trends Buyer Personas Fulfillment Demand Generation Agencies 100