Tony Zambito

NOVEMBER 8, 2010

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Demand 100

Demand Buyer Personas Buying Cycle Demand Generation 100

Tony Zambito

FEBRUARY 7, 2012

In my most recent article, Boost Demand Generation Using Target Ready Buyer Models , a comment was posted by the ever thoughtful Eric Wittlake, author of the blog B2B Digital Marketing and a member of the team at the Integrated B2B Marketing Agency – Babcock and Jenkins. Image via Wikipedia. Rush to Tactics. Follow @tonyzambito.

Demand Generation Agencies 100

Demand Generation Agencies Wikipedia Demand Generation Buyer Personas 100

Tony Zambito

APRIL 16, 2012

Whether they relate to demand generation, content marketing, sales enablement, and more, efforts are being made to make adaptations to changing buying behaviors. Boost Demand Generation Using Target Ready Buyer Models (buyerology.com). We have seen many variations over the past two as these attempts are made.

Sales Management 100

Sales Management Top of Funnel Planning Demand Generation 100

Tony Zambito

DECEMBER 20, 2015

There is a correlation also to the high percentage of respondents indicated they used buyer personas for messaging and demand generation. The “skew” of these result, however, is not surprising as all respondents were representative of marketing functions such as solutions marketing, communications, and lead generation.

Buyer Personas 100

Buyer Personas Research Studies Demand Generation Agencies 100

Tony Zambito

NOVEMBER 21, 2010

.  To achieve revenue growth, B2B businesses need to evaluate how to create an integrated Buyer Experience Demand Cycle that maps to both buyer interaction modeling and the buyer experience journey.    Ultimately revenue growth itself must translate into buyer retention, buyer loyalty, and buyer repurchase. 

Top of Funnel 100

Top of Funnel AIDA Buyer Personas Terms and Conditions 100

Tony Zambito

APRIL 29, 2012

I suspect one reason may be that the pressure for instant results from lead generation efforts is a primary driver. Which makes you think: how much potential revenue is being left on the roadside in the speedy monthly pursuit to instantly convert leads generated into month-end results? Follow @tonyzambito. Related articles.

Lead Nurturing 100

Lead Nurturing Lead Ranking Leads Lead 100

Tony Zambito

NOVEMBER 8, 2010

One of the most fundamental concepts in economics is that of supply and demand.  Demand is still very much part of the business vocabulary today.    Especially in the vernacular of B2B marketing whereby we see many topics related to Creating Demand, Demand Generation , Increasing Demand, and etc. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Demand Generation Agencies Fulfillment 100

Tony Zambito

JANUARY 10, 2011

  I’m sure it makes B2B marketer’s heads spin just trying to assess if and how the constant evolution of digital marketing, social networking, content marketing, demand generation, marketing automation, and sales enablement fits into strategies to keep buyers engaged throughout. 

B2B 100

B2B Buyer's Journey Sales Cycle Demand Generation 100

Tony Zambito

NOVEMBER 15, 2010

  While B2B business models may vastly differ from that of eBay’s and do not have the online or B2C focus they do, a common thread is that buyers are demanding end-to-end buying experiences as opposed to being an “object of a sale.”    It is very possible we may be having the wrong debate.

Buyer Personas 100

Buyer Personas Paid Search Agency Buying Cycle Lead Ranking 100

Tony Zambito

NOVEMBER 28, 2011

  We explored so far experience creation , BIG insights , demand fulfillment , and buyer networks.  Buyerology Trend: Think Demand Fulfillment vs. Demand Generation (buyerpersonainsights.com).   ( Image by Kenny Madden © All rights reserved ). .    Follow @TonyZambito. Related articles.

Buyer's Journey 100

Buyer's Journey Trends Elasticity Fulfillment 100

Tony Zambito

DECEMBER 8, 2011

Buyers are on a quest to be demand fulfilled. Buyerology Trend: Think Demand Fulfillment vs. Demand Generation (buyerpersonainsights.com). Let’s recap the significant buyer trends noted so far in this series: Buyers are overwhelmed with content and desire experiences. Buyer decisions models are transforming.

Trends 100

Trends Fulfillment Work Management Marketing Management 100

Tony Zambito

DECEMBER 2, 2011

Buyers are on a quest to be demand fulfilled. Buyerology Trend: Think Demand Fulfillment vs. Demand Generation (buyerpersonainsights.com). .  Let’s recap the significant buyer trends noted so far in this series: Buyers are overwhelmed with content and desire experiences. Buyer decisions models are transforming.

Trends 100

Trends Buyer Personas Lead Ranking Content 100

Tony Zambito

JUNE 26, 2011

  What we do know is that B2B buyers are demanding more social experiences in their buying processes.   In the B2B world, the emergence of the Social Buyer is causing organizations to search for better ways to reach its’ base of buyers. 

Business 100

Business B2B Demand Generation Agencies Wikipedia 100

Tony Zambito

MARCH 30, 2011

  This shift into a new economy based on buyer’s demanding rewarding buying experiences means peering into the soul of the buyer.  .  Buyers were suddenly allowed to search for other ways to get the products or services they needed.   And this is where experience matters. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Demand Generation Agencies Demand Generation 100

Tony Zambito

JANUARY 30, 2011

One of the interesting outcomes of the rise of Social Media , Demand Generation , and Content Marketing in 2010 was the increasing use of the term audience development.  Image via Wikipedia.   Over the years, I have been involved in theatre as a performer as well as a board member for a theatre company.    How? 

Social Media 100

Social Media Social Marketing Buyer Personas Planning 100

Tony Zambito

MARCH 20, 2011

Prevent Demand Generation Failure with Buyer Personas. .  Informing a content strategy with buyer persona development can help CMO’s to have a clearer vision on creating a content strategy that make content marketing tactics that much more effective.      Related articles.

Buyer Personas 100

Buyer Personas Marketing & Strategy Buyer's Journey Content 100

Tony Zambito

MAY 4, 2011

  As buyer personas makes their way into the dialogue of B2B marketing, content marketing, lead generation, and lead nurturing, this seems to be what is happening:  buyer personas are being seen as another means for profiling buyers.  Prevent Demand Generation Failure with Buyer Personas. customerthink.com).

Buyer Personas 100

Buyer Personas Research Ideal Customer Profiles Demand Generation Agencies 100

Tony Zambito

OCTOBER 5, 2011

  Craters that can be littered with failed product launches, content marketing efforts, demand generation initiatives, and a smoldering fire of bad reputation. .  The high degree of uncertainty and chaos in today’s marketplaces makes a presumed understanding one that can be filled with many craters. 

Buyer Personas 100

Buyer Personas Wikipedia Demand Generation Analysis 100

Tony Zambito

DECEMBER 5, 2010

Sales will require development of meeting buyer demands for an experiential interaction with sales that is more than just a focus on relationships alone.   Branding that has solely a product-centric or a sales-centric orientation will prove to be insufficient to map to the demands of buyer. 

Trends 100

Trends Buyer Personas AIDA Buyer's Journey 100

Tony Zambito

APRIL 17, 2011

These strategy areas include content strategy, social marketing, marketing automation, social selling, demand generation, and buyer experience marketing.  .  This is especially true when you consider there are several important strategic areas evolving at a rapid pace.

Buyer Personas 100

Buyer Personas Buying Cycle Buyer's Journey Demand Generation Agencies 100

Tony Zambito

OCTOBER 25, 2011

When formulating marketing, sales, demand generation, and content strategies, an important factor is that of understanding the choices buyers make.  Image by Will Lion via Flickr.   Oftentimes, strategies are crafted with a singular focus on the purchase decision. 

Demand Generation 100

Demand Generation Internet Marketing Purchase Buy 100

Tony Zambito

MAY 23, 2010

Many organizations have a game plan for demand generation, lead nurturing, sales promotions, marketing tactics, and the likes.  .  Consistency in listening to customers and determining their goals is the hallmark of excellence. Two: Have a game plan for aligning with buyer goals.   Three: Give your teams playbooks.

Buyer Personas 100

Buyer Personas Wikipedia Ideal Customer Profiles Social Media 100

Tony Zambito

MAY 16, 2010

.  What we are seeing is the application, through a goal-centered buyer persona approach over the last eight years, of gaining insight into buyer’s goal orientation to determine customer strategies related to B2B marketing, content marketing, demand generation, and innovation.

Buyer Personas 100

Buyer Personas Demand Generation Agencies Social Media Correlation 100

Tony Zambito

MAY 17, 2010

  Businesses continue to be in receipt of multiple waves of marketing messaging, email marketing, demand generation, pay per click, and many new forms of social networking oriented content.  Similarly, the world of B2B Marketing and Content Marketing must contend with parity. 

Buyer Personas 100

Buyer Personas B2B Marketing B2B Content 100

Tony Zambito

MAY 8, 2011

  Devising content strategy and content marketing tactics is becoming predominantly about publishing content that meet buyer demand for knowledge in the early stages of the buying cycle.  .  If we focus on two words, publish and tools , it helps to define a dynamic that is happening right now in corporate hallways. 

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 100

Tony Zambito

JANUARY 25, 2011

  Register ( [link] ) to hear the story of John Lawson and learn how buyer personas can be used to enhance Demand Generation.). .  (On Thursday January 27th, I will be presenting at the CustomerThink Thought Leadership Summit on Digital Marketing. 

Buyer Personas 100

Buyer Personas Psychographics Paid Search Agency Ideal Customer Profiles 100

Tony Zambito

APRIL 10, 2011

Prevent Demand Generation Failure with Buyer Personas.   Related articles. B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience? The Link Between Lead Nurturing and Buyer Experience Marketing.

Buyer Personas 100

Buyer Personas Organization Buying Cycle Buyer's Journey 100

Tony Zambito

SEPTEMBER 22, 2010

  We’ve seen new approaches and services arise out of the rapidly changing buyer landscape such as demand generation, marketing automation, content marketing, and sales enablement to name just a few. 

Top of Funnel 100

Top of Funnel Buyer Personas Marketing Automation Services Buyer's Journey 100

Tony Zambito

MARCH 22, 2010

  The challenge post-Great Recession is how to engage with buyers in meaningful ways to drive demand and top line revenue growth. Each is investing significant dollars in their marketing and demand generation programs to attract medium sized businesses. Buyer Persona Development Process = Game Plan. .

Buyer Personas 100

Buyer Personas Planning Segmentation Case Studies 100

Tony Zambito

SEPTEMBER 8, 2010

Cohesion : In conversations with several B2B CEO’s, a recent issue is that while there have been new approaches related to areas such as demand generation, content marketing, and social media, there is a lack of cohesion in these efforts that contributes to the overall buyer experience.

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

Tony Zambito

NOVEMBER 1, 2010

  This “tipping point” is placing demands on businesses to not only provide high quality products and services but to also build an end-to-end circle of experience around them that creates a wall of loyalty. 

Design 100

Design Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

SEPTEMBER 20, 2010

  We’ve seen new approaches and services arise out of the rapidly changing buyer landscape related to terms such as demand generation, marketing automation, and sales enablement to name just a few. 

Top of Funnel 100

Top of Funnel Buyer Personas Buyer's Journey Digital Marketing Funnels 100

Tony Zambito

FEBRUARY 10, 2012

Boost Demand Generation Using Target Ready Buyer Models (buyerology.com). Follow @tonyzambito. Related articles. How B2B Leaders Are Understanding Buyers Better With Behavioral Buyergraphics (buyerology.com). Eric Got Me Thinking About The Next Buyer Revolution (buyerology.com).

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

Tony Zambito

JANUARY 5, 2011

.  Understanding what buyers are doing in the lead generation to sales cycle gap is proving to be a competitive difference maker.   It also redefines marketing’s role in terms of just lead generation to that of working in tandem with sales through the entire end-to-end process of revenue generation and management. 

Buyer Personas 100

Buyer Personas Lead Ranking Work Management Buying Cycle 100

Tony Zambito

NOVEMBER 28, 2010

.  Tags: buyer behavior buyer ecosystem buyer enablement buyer experience buyer experience design buyer experience innovation buyer experience strategy buyer goals buyer insight buyer persona buyer persona development Buyer Personas buying process Customer Insight customer strategy demand generation Digital Buyer Persona digital marketing digital (..)

Social Media 100

Social Media Peer-to-peer Buy Media 100

Tony Zambito

AUGUST 3, 2011

  If you have no idea how to generate demand now that buyers have changed their buying behaviors – then buyer persona research is right for you.  .  If you have no idea what the impact of social media has been on the buying behaviors of potential buyers – then buyer persona research is right for you. 

Buyer Personas 100

Buyer Personas Organization Viral Marketing Ideal Customer Profiles 100

Tony Zambito

JUNE 13, 2011

  This is where insights become critical to interpretation and understanding how to create integrated efforts that feeds such things as web traffic, leads generated, social branding, viral public relations, and etc.    These integrated efforts then spreading the seeds of social influence in many places. 

Buyer Personas 100

Buyer Personas Peer-to-peer Planning Viral Marketing 100