Tony Zambito

JULY 17, 2016

People and professionals in organizations can have different intentions while working towards the accomplishment of organizational, as well as, individual goals. Understanding the difference between intent-driven and goal-driven behaviors allows for deeper levels of understanding buyers (customers). Transformation by Yu Luck.

Intent 100

Intent Buyer Personas CMO Work Management 100

Tony Zambito

OCTOBER 4, 2015

The first thing marketers will need to recognize is goals are different than what we tend to think in the world of business. Goals have much do with personal desired end states and involve a myriad of specific types of goals and sub-goals. Goal-Directed Marketing™ Connects On A Personal Level. They are not the same.

Direct Marketing 100

Direct Marketing Buyer Personas Allocation Ideal Customer Profiles 100

Tony Zambito

AUGUST 14, 2016

Buyer personas were originated to offer qualitative (and personalized) understanding of buyer goals, their goal-directed behaviors, their thinking, emotions, and other qualitative drivers. Know The Difference Between Customer Segmentation, Buyer Profiling, and Buyer Personas. As a means to help inform overall customer strategy.

Buyer Personas 102

Buyer Personas Ideal Customer Profiles Profiling CMO 102

Tony Zambito

JANUARY 22, 2017

When the concept of buyer personas was first launched in 2001, the world was a very different place. Which, is not very different in thinking from when the idea of “account-based” was first introduced. The notion of buyers as different from users, once again, is being drastically altered. and early 2000’s.

Buyer Personas 100

Buyer Personas Digital Transformation Enterprise Management Account Based Marketing 100

Tony Zambito

NOVEMBER 1, 2010

.  In the world of books we see the title of Shift as perhaps the new trendy title for business as well as personal self-help oriented books.    Both offer illuminating perspectives that will cause us to think differently. .    Both offer illuminating perspectives that will cause us to think differently.

Design 100

Design Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

AUGUST 16, 2010

This has been a summer of many defining moments on a personal level. In my return from a brief hiatus this summer to savor the recent defining moments in my personal life, I began to think of how this is an apt description of what has taken place this year in terms of social media and digital marketing. Cover via Amazon.

Buyer Personas 100

Buyer Personas Allocation Marketing & Strategy Social Media 100

Tony Zambito

APRIL 12, 2011

  This subtle difference can actually be the rock that sends out ripples of influence to other social buyers in the sea of social networks.  Word-of-Mouth : Most often we think of WOM being one person just deciding to talk to another.  .  In the new social age, engaging is taking on a whole new meaning.

Buyer Personas 100

Buyer Personas WOM Word of Mouth Curation 100

Tony Zambito

APRIL 16, 2012

For example, many a frustrated sales rep will personally walk a buyer through systems and processes to close a deal – out of fear that the company’s own systems and processes will cause a deal to go awry. Without it, the connection between them will not be evident.

Sales Management 100

Sales Management Top of Funnel Planning Demand Generation 100

Tony Zambito

MAY 16, 2010

  There are choices we have to make that can be especially personal as well as heart breaking.    Getting a glimpse into how buyers make choices though can make a difference in success or failure.    Getting a glimpse into how buyers make choices though can make a difference in success or failure. 

Buyer Personas 100

Buyer Personas Demand Generation Agencies Social Media Correlation 100

Tony Zambito

MAY 8, 2011

.  We all can admit that what the misalignment amounts to can be cultural differences related to how groups operate and what their specific agenda is for an organization.  Culturally, content marketing and sales enablement must go through a courting period and eventually get married.    What’s going on?

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 100

Tony Zambito

MARCH 28, 2011

What I found most interesting is that a whopping 83% trusted independent sources with which they had a personal relationship over advertising or content.  This study shows that the buyer experience is becoming the primary difference maker in at least the B2C world.  Unexpected charges or fees.   Related articles.

Studies 100

Studies Spending Social Media Amazon 100

Tony Zambito

SEPTEMBER 6, 2016

If you are a CMO or a marketer and you find yourself having a sudden realization that perhaps you are not quite sure of the differences, you will be in a lot of good company. Obviously, you would not identify a segment group of personal fitness trainers to target. Professions. Firmographics. Demographics.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Segmentation Profiling 100

Tony Zambito

MAY 4, 2011

  I have seen a plethora of articles and services that portray buyer personas as something completely different.    Each segment and each industry may require different mixing of contextual inquiry and qualitative research methods to attain the deep buyer insights that make a competitive difference. 

Buyer Personas 100

Buyer Personas Research Ideal Customer Profiles Demand Generation Agencies 100

Tony Zambito

DECEMBER 13, 2015

Although other suppliers may have met criteria in a superior fashion, the influence of a bias towards defending decisions and minimizing personal risks were of the larger concern. ” Ariely describes how irrationality affects and influences decisions we make in everyday life and in different settings. Enjoy and learn!).

Buyer Personas 100

Buyer Personas Lead Ranking B2B Sales Research 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.    This includes blurring the lines between personal and business.

Peer-to-peer 100

Peer-to-peer Buyer Personas Allocation Social Networks 100

Tony Zambito

DECEMBER 19, 2010

  My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally.    By the time they get to sales folks, whether it is in person or on the phone, they already are armed with enough information to help make a decision.    And thank you Mr. . 

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Tony Zambito

OCTOBER 11, 2010

"  It sparked a personal journey and quest around a simple phrase that Dan discussed back then: identifying how customers buy.  While B2B is vastly different than B2C in many ways, it is still a business to people environment.    B2B is also B2P.

Buyer Personas 100

Buyer Personas Marketing Automation Services Lead Ranking Conference 100

Tony Zambito

OCTOBER 18, 2010

In the B2B buyer journey, researching potential solutions or even ideas are often delegated to a person, a team, a task force, a committee, and numerous other naming conventions that can be assigned.    At any given time, you may have multiple people researching on the same initiative but from different perspectives. 

Buyer Personas 100

Buyer Personas Buyer's Journey Allocation Trigger Marketing 100

Tony Zambito

APRIL 5, 2010

  There is enormous pressure at the end of the day; both on a business and personal level. Getting into the minds of your buyers can make a critical difference in how an organization communicates.   Businesses need to get important shipments out at the end of the day and there are family members waiting at home.

Buyer Personas 100

Buyer Personas Content Marketing Wikipedia Marketing & Strategy 100

Tony Zambito

MAY 12, 2011

  My thought here is very different than the conventional purchasing department.  Design for Interaction : designing buyer personas should include a healthy focus on interaction that involves personal engagement - whether it is by a social technology medium, by phone, or in person. 

Buyer Personas 100

Buyer Personas B2B Sales B2B Buying Cycle 100

Tony Zambito

JANUARY 29, 2017

A recognition of a world very different from that of sixteen years ago. As the digital platform economy expands, we are seeing customers, on a personal and business level, adapt to working within digital platform environments. We are now living in a world where a hyper-accelerated pace of change has become the norm.

Digital Transformation 100

Digital Transformation Buyer Personas Ideal Customer Profiles B2B Thought Leadership 100

Tony Zambito

MAY 13, 2011

Facebook, while a wonderful personal and consumer social platform, remains questionable as a B2b marketing and selling platform in my mind.    Although I believe there may be differences between the U.S.   Offline events are still king in the B2B world.    It is in my mind the ultimate “social” event. 

Buyer Personas 100

Buyer Personas WOM B2B Paid Search Agency 100

Tony Zambito

FEBRUARY 15, 2010

.   We’ve seen buyer personas definitions that start out in such ways as: · “A profile of your typical buyer….”. · “A brief description and profile ………”. · “A profile and short biography…….”. · “A description and profile of a specific person…”. · “A profile of your customer segment.”. Buyer Profiles Are Different Than Buyer Personas.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Profiling Lead Ranking 100

Tony Zambito

APRIL 20, 2011

  Specifically, gaining granular insight into how and why they may be engaging with a company’s own social marketing efforts can make an enormous difference in the success or failures of such efforts.   It is through goals also that we uncover personalization insight for social and web marketing.  Environments.

Buyer Personas 100

Buyer Personas Marketing & Strategy Wikipedia Social Media 100