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.    It sounds like a chorus - sales, marketing, customer service, support, and corporate strategy all saying the same thing repeatedly.    You are not sure why this is happening either. 

Buyer Personas 100

Buyer Personas Trade Show Buzz Social Networks 100

Tony Zambito

MARCH 6, 2016

There is a big problem when it comes to B2B customer research. According to various studies over the years (by credible institutions such as Harvard) regarding market and customer research, approximately 80% or better of B2B customer research is conducted to reinforce current assumptions about customers.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B B2B Sales 100

Tony Zambito

DECEMBER 8, 2011

.  As we entered into the 21st century, roots were planted that have created a shift towards customer centricity centered around initiatives such as customer experience, customer focus, voice of the customer, and numerous other phrases that describe customer centricity.  The Future.

Trends 100

Trends Fulfillment Work Management Marketing Management 100

Tony Zambito

FEBRUARY 28, 2016

For example, in one organization I helped recently, they perceived there were 7 stages for a generalized buyer’s journey of their target customers. Increasing Content Engagement Through Customer Understanding. There are 3 measures an organization can take to transform their content and customer engagement. It is time to change.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

NOVEMBER 16, 2011

The C-Suite today can begin to look at what really is going on in its’ interactions with existing customers and prospective buyers.    CMO’s can begin to look at how to develop fulfillment models based on the demands of their existing customers and prospective buyers.    The Future. . 

Fulfillment 100

Fulfillment Demand Generation Demand Trends 100

Tony Zambito

MARCH 18, 2012

This is part 1 of a series on the challenge of targeting SMB markets and how the use of target buyer modeling and buyer-based marketing help organizations to grow their SMB customer base. . As we continue to come out of the deep freeze over the last few years, we are beginning to see encouraging signs of an economic recovery.

SMB 100

SMB Enterprise Management SME Work Management 100

Tony Zambito

NOVEMBER 1, 2010

  Both offer illuminating perspectives that will cause us to think differently.

Design 100

Design Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

MARCH 23, 2011

  All bent on creating the slide deck of all slide decks to wow the prospect.  The good old days, for some sales and marketing people, were the days huddling up for the big presentation.    And the old sales pitching methods of yesteryears certainly don’t make for a compelling buying experience in today’s world.

Peer-to-peer 100

Peer-to-peer Network Marketing Buy Education 100

Tony Zambito

MARCH 30, 2012

This is part 4 of a series on the challenge of targeting SMB markets and how the use of buyer-based modeling and buyer-based marketing help organizations to grow their SMB customer base. . When it comes to the SMB segment and the multiple sub-markets, it is just a plain fact that you cannot be everywhere. What Does This All Mean?

SMB 100

SMB Advertising Channels Enterprise Management Work Management 100

Tony Zambito

APRIL 16, 2012

In marketing and sales, various systems and processes have been built around how to market and sell to the customer and prospective buyer. This especially true for larger organizations where layers upon layers of systems and processes have been designed over the past two decades – and they can be as thick as the United States tax code.

Sales Management 100

Sales Management Top of Funnel Planning Demand Generation 100

Tony Zambito

APRIL 7, 2008

Creating that compelling feeling that we needed to espouse every feature in detail to our "prospect" because it meant a sale was going to be made. The buyer was always thought of as the "target" and was a "customer" after the sale. There was no mention of how their systems were of benefit to the customer.

Buying Cycle 100

Buying Cycle Comparison Buyer Personas Marketing Management 100

Tony Zambito

JULY 24, 2011

  While the social customer ecosystem in the B2C market space is still legions ahead of B2B, it behooves B2B executives to not fall prey to the false sense that the comparative differences means they have to pay little attention.  Harness the Trigger Events That Turn Prospects Into Customers and his focus on trigger events. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Allocation Social Networks 100

Tony Zambito

NOVEMBER 28, 2011

  This also meant shifting resources vertically as well as redesigning their conversations with existing customers and prospective buyers.    What CEO’s, CMO’s, and CSO’s can begin to ascertain is how buyers are making decisions (i.e.   The Future.

Buyer's Journey 100

Buyer's Journey Trends Elasticity Fulfillment 100

Tony Zambito

NOVEMBER 21, 2011

  External collaborators such as partners, suppliers, communities, and valued customers are participating in the buyer network with direct influence on decisions.    Today’s C-Suite will need to adjust their own views of existing customers and prospective buyers.     The Future.

Trends 100

Trends Buyer Personas Fulfillment Demand Generation Agencies 100