Tony Zambito

SEPTEMBER 19, 2016

There has been a bewildering outgrowth of technology and consulting related to content marketing. Trying to gain a sense of what fits for them and how does a product or set of solutions help them. What marketers are lacking today is understanding the contextual nature of problems they can help solve.

Buyer Personas 0

Buyer Personas Planning Paid Search Agency Content 0

Tony Zambito

OCTOBER 26, 2015

These three pressing concerns are causing CEOs and CMOs to reevaluate how to understand their buyers and their abilities to help buyers achieve their goals. Resulting in a 3D view of buyers, which can help inform strategies related to each. CEOs and their organizations are finding it hard to keep pace with new digital technologies.

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

Tony Zambito

MARCH 16, 2010

a privately held strategy consulting firm and the leading experts on Buyer Insights and Buyer Persona Development since 2002, announced the introduction of their Buyer Persona Strategy Playbooks Series. HP incorporates use of buyer persona playbooks to develop winning strategies and gain marketshare in the mid-market space.

Buyer Personas 100

Buyer Personas Marketing & Strategy Enterprise Management Buying Cycle 100

Tony Zambito

APRIL 24, 2010

Image by Intersection Consulting via Flickr.   It is our hope that we will be able to help organizations make informed decisions about the increasingly complex world of digital marketing and social business.    To say buyers have changed during that time would be an understatement.  

Buyer Personas 100

Buyer Personas Eloqua Social Media Lead Ranking 100

Tony Zambito

DECEMBER 2, 2011

  Thirdly, there are in-house attempts as well as B2B marketing consultants who offer misguided knowledge of buyer personas as targeted profiles.    What I mean is that I feel like I have to get through so much clutter and steps to even see if the information I am looking for is going to help me.”.

Trends 100

Trends Buyer Personas Lead Ranking Content 100

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.    To succeed you have to have a consultative relationship with the buyer.    My favorite was Mack Hanan’s fantastic Consultative Selling. 

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Tony Zambito

JULY 18, 2011

  Consultative and solutions selling programs were developed to incorporate sales techniques designed to enable sales in particular to learn how to ask relevant questions aimed at uncovering answers to the above.    At the same time, offer perspectives on the future of buyer personas in the social age. . 

Buyer Personas 100

Buyer Personas Lead Ranking Ideal Customer Profiles Opt-out 100

Tony Zambito

FEBRUARY 15, 2010

  Target marketing and the advances in the selling professions such as Consultative Selling, Conceptual Selling, LAMP, Key Account Selling, and the many more have all included an element of profiling your target customer. The concept of customer profiling has been a part of business practices for well over a quarter of century now.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Profiling Lead Ranking 100

Tony Zambito

NOVEMBER 11, 2020

From the first iterations of Consultative Selling to SPIN Selling to Customer-Centric Selling. It is even possible that buyers will need help in clarifying their goals. Putting IBM in a position to help guide clarification on what was realistically attainable for many health networks. . Which were derived from buyer research.

B2B Sales 226

B2B Sales B2B Loyalty Buy 226

Tony Zambito

FEBRUARY 12, 2012

Spencer Stuart, the executive search consulting firm, in their study released early last year reported that average tenure rose to 42 months. External spokes can come in the form of customers, partners, and consultants – all being brought together to help them navigate the risky and uncertain road ahead. Image via Wikipedia.

Lead Ranking 100

Lead Ranking CMO Analysis Lead Scoring 100

Tony Zambito

MAY 20, 2012

Robust understanding of buyer personas as a modeling tool versus a profiling tool helps to ensure that they are effective and do what they are designed to do – inform marketing and sales strategies. Much of the offered templates and practices are buyer profiles masquerading as buyer personas. Buyer Persona Lifespan. Follow @tonyzambito.

Buyer Personas 100

Buyer Personas Lead Ranking Demand Generation Agencies Ideal Customer Profiles 100

Tony Zambito

OCTOBER 9, 2015

With the amount of hype, “content about” content marketing, growth of content marketing agencies/consultants, and the explosion of content marketing conferences, the instinctive thought process is this percentage should be increasing – not decreasing. Documented Content Strategy Helps. Empathy: Helping Buyers To Achieve Their Goals.

Effectiveness 100

Effectiveness Buyer Personas Content Marketing Forrester 100