Demand Generation Lead Scoring Process 
Tony Zambito
FEBRUARY 2, 2012
Without question, changing buyer behaviors are also impacting how we think about Demand Generation or as it has been conventionally called – lead generation. The complicated answer is to say that the mindset towards demand generation needs to change. What needs to change you might ask?
Tony Zambito
APRIL 5, 2011
The new buyer experience economy has resulted in shifting the economic value of many sales and marketing tactics over the past couple of years. One approach whose value is on the rise is that of Lead Nurturing. The approach taken towards lead nurturing could make a huge difference.
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Tony Zambito
NOVEMBER 21, 2010
Lack of Integrated Thinking : A tough assignment for a B2B organization is to find the means to integrate buyer interactions, marketing processes, and sales processes with that of the buyer experience journey.
Tony Zambito
MAY 4, 2011
They have helped companies to gain insights into market opportunities, find out why challenges exists, depict buying processes, and how to map critical sales and marketing strategies to the goals of buyers. I am not sure this is a good thing for both buyer persona development and for sales or marketing in general.
Tony Zambito
DECEMBER 2, 2011
Buyers are on a quest to be demand fulfilled. The idea of mapping content to the buying process or the trendy name of buyer’s journey has some inherent built-in problems. First, it suggests we presume to know exactly how buyers navigate decision-making through the prism of just the buying process.
Tony Zambito
SEPTEMBER 22, 2010
Leading their organization like an orchestra to understand how, in perfect harmony, they can create the sweeping composition that rivets the attention of buyers. Buying processes and buying decisions are being restructured many times over. Buyer Journey Mapping and Design. Buyer Experience Design. .
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. The proliferation of “relationship” selling methodologies has made them predictable and of diminished value to buyers. Trend 7: The year of the buyer.
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