Tony Zambito

NOVEMBER 29, 2020

In essence, laying the groundwork that customer focus was more than just implementing a CRM system. . Marketing and sales adopting journey mapping that originated out of Deming’s Total Quality Movement (TQM) and Customer Experience. . They no longer needed to call a sales representative to begin information seeking.

Internet Marketing 207

Internet Marketing Fulfillment Interactive Marketing Customer Surveys 207

Tony Zambito

MARCH 12, 2017

B2B companies are struggling to make gaining buyer insights more than the gathering of analytics, buyer intelligence, sales intelligence, and buyer personas couched in factual data. I have seen entire sales and marketing strategy plans that amount to one thing only – get into the C-Suite. At issue is much of analytics remains tactical.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Tony Zambito

APRIL 17, 2016

We have seen this in marketing and sales with CRM, sales automation, marketing automation, and now content automation. The reality is that they did not go through such an initiative and are not moving beyond basic CRM profiling and data points. Nor are they informed on essential design principles related to technology.

Buyer Personas 100

Buyer Personas Research Personalization Marketing Budget 100

Tony Zambito

OCTOBER 25, 2010

.  Paul Greenberg , a prolific speaker and leading thinker on Social CRM and author of CRM at the Speed of Light has written and spoken often on the notion that customers and buyers are not expecting just a product but are expecting experiences. 

Design 100

Design Buyer Personas B2B Thought Leadership Multi-Channel 100

Tony Zambito

MAY 11, 2011

If you’ve come up the ranks in B2B Marketing and/or Sales, you know the quarterly and perhaps even monthly drill.    Usually a component of this effort is the target role and title you’ve got neatly pegged into a sales automation or CRM application.  Related articles.

Buyer Personas 100

Buyer Personas Segmentation Buy Work Management 100

Tony Zambito

OCTOBER 27, 2010

Recently, I had an engaging conversation with Lauren Carlson, a CRM Analyst with   Software Advice , as well as read her article Tailwinds for Marketing Automation Software posted on The Software Advice Blog.  Image via Wikipedia.   Closely related to this trend is another, that buyers will not answer the phone. 

Trends 100

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

Tony Zambito

APRIL 2, 2011

If you are a CEO, CSO, or CMO, I am sure you’ve been confronted by the statement: “we know everything we need to know about our buyers” from your sales or marketing departments.    It sounds like a chorus - sales, marketing, customer service, support, and corporate strategy all saying the same thing repeatedly. 

Buyer Personas 100

Buyer Personas Trade Show Buzz Social Networks 100