Tony Zambito
FEBRUARY 27, 2022
Account for uncertainty in all aspects of their businesses Pay attention to employees near and far as morale is impacted Plan for alternatives in critical production components Be realistic and revise global expansion plans Account for fuel costs and costs of goods rising Check-in with buyers and customers on the impact of uncertainty Check-in with (..)
Tony Zambito
FEBRUARY 19, 2022
Productivity Gap. Closely related to the above, buyers are struggling to keep up with production demands. When you combine gaps in talent/skills with gaps in technology you end up with a significant productivity gap. . In addition to the talent and skills gap, transformation is causing a technology gap. Slower Growth.
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Tony Zambito
FEBRUARY 2, 2022
Such as choosing competitors, cutting costs, forming inaccurate perceptions , adopting new technologies, etc. Such as new types of problems to address, changes in buying habits, adapting products or services in new ways, etc. . Insights can reveal buyers beginning to make different choices and decisions.
Tony Zambito
MAY 7, 2021
More like the last step in an initiative to deliver a new or redesigned product to market. Looking for specific insights and buyer personas that are going to help them with a product launch. A problem seen over the years is marketing and sales leaders can treat buyer insights and buyer personas as an afterthought.
Tony Zambito
OCTOBER 23, 2018
Whether they be market-based, production-based, or operations-based decisions. Once an area met with high resistance, this transformation is now seen as a competitive must-have in order to cut cost and create efficiencies. Data operations are expanding and helping with all forms of decision-making.
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 Challenging Dell and its’ low cost entry strategy for small to mid-size businesses.
Tony Zambito
MARCH 6, 2016
Often, there is a tendency to have tunnel vision that the buyer’s decision respective to an organization’s products or services is the only one they are focusing in on. The Sunk Cost Fallacy, which basically states we tend to stick with something because of the investments we have already made in them.
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