Tony Zambito

JANUARY 11, 2021

To ignore these in a business context is to be blind to the effect on our society. . Organizations today will need to monitor buying behaviors as they ebb and shift in 2021. The internalizing will, no doubt, have the counter effect of decreasing any wants or desire to rely on direct sales contact.

Trends 209

Trends B2B Sales B2B Marketing Spending 209

Tony Zambito

JANUARY 21, 2021

Here are three buyer insights on impacts buyers are experiencing B2B organizations should consider today: 1 – Choices and Decisions. Businesses have been and will always have an element of improving operational efficiency and effectiveness. Such a turn of events has an impact. Particularly on B2B buyers today. .

B2B Sales 221

B2B Sales Trust Marketing B2B Marketing Paid Search Agency 221

Tony Zambito

JUNE 8, 2020

The Buyer Outlook Insights study will bring timely and essential insights to participating organizations about when and how to stage active marketing and selling strategies. Additionally, it will seek to gain insights into how to adapt and implement new marketing and selling strategies due to the effects of COVID-19.

Studies 162

Studies Buyer Personas Paid Search Agency Sample 162

Tony Zambito

DECEMBER 23, 2020

For most of 2021, my prediction is we will see a majority of organizations remain in survival or holding pattern modes. Causing many organizations to question sales strategies and tactics. Cataclysmic events such as what we are experiencing with COVID-19 cause people and organizations to undergo behavioral changes.

Marketing AI 235

Marketing AI Account Based Marketing Fulfillment Interactive Marketing 235

Tony Zambito

MAY 10, 2021

B2B Organizations Must Reinvent To Accomplish Buyer-Aligned Strategies Post-Pandemic. That they, in effect, lose their intended purpose after a while. In the new era for B2B, organizations must reexamine what exactly does buyer-aligned with your sales processes really mean. Booms cause radical changes in buying as well. .

Top of Funnel 215

Top of Funnel B2B Sales Buyer Personas Process 215

Tony Zambito

MAY 2, 2021

These will have a radical effect in two significant ways: 1 – Buyer Interaction preferences will change. That is if selling organizations are clear about their buyer strategies and the processes that support them. . 2 – Seller Interaction and Engagement will be reengineered. Capable of doing much.

Buyer Personas 294

Buyer Personas B2B Sales B2B Interactive Marketing 294

Tony Zambito

MARCH 6, 2017

A new era of business will develop in the next 10 years that will fundamentally change how organizations work, conduct business transactions, and establish relationships. Redefining how business transactions are taking place between organizations. Effective leadership is informed leadership. Business Models.

Digital Transformation 253

Digital Transformation Buyer Personas Lead Ranking B2B 253

Tony Zambito

MAY 24, 2021

Losing the intended effects with buyers. As a leader and an organization, it starts with a commitment to learn and develop a deep understanding of buyers. One such thought leader in this space is Michael Brenner and his take on empathetic marketing. It is possible, however, that empathy is demonstrated in “quick to answer” manners.

Ad Building 303

Ad Building Buyer Personas Trust Marketing B2B Sales 303

Tony Zambito

SEPTEMBER 19, 2016

The mindset of marketing, likely due to operational structures in place for decades, continues to be that of “marketing campaign” effectiveness. Or of late – content marketing campaign effectiveness. The struggle for many organizations is having the ability to gain functional insights from an overwhelming cascade of numbers.

Buyer Personas 0

Buyer Personas Planning Paid Search Agency Content 0

Tony Zambito

JUNE 6, 2017

While organizations may have decreed that the purpose for all this data crunching is for customer-centricity, something else may be happening unintentionally. An outcome of insularity is organizations can develop an over-reliance on quantitative data in all aspects of a business. Insular We Have Become. Stories From The Best Source.

Marketing AI 214

Marketing AI Paid Search Agency Buyer Personas Companies 214

Tony Zambito

OCTOBER 18, 2015

The concept of breaking down a potential market or industry into smaller target segments is a standard technique taught in business schools and used by many organizations. The understanding of not only the segments and organizations that buys but also the individual that buys. Then the Internet came along and changed everything.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

JANUARY 31, 2016

The voluminous nature of marketing and sales content is making it harder for organizations to get through to customers and potential customers today. With gatekeeping in effect, whether it be manually or digitally, gaining the attention of buyers today will become more difficult. Requiring marketers to thus become more precise.

Ideal Customer Profiles 100

Ideal Customer Profiles Leads Lead Marketing Qualified Leads 100

Tony Zambito

OCTOBER 26, 2015

CEOs and their organizations are finding it hard to keep pace with new digital technologies. Many organizations are still relying on a win/loss perspective when it comes to understanding buyers. Which, then leads to organizations staying in the status quo of buyer profiling, as well as, win/loss analysis.).

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

Tony Zambito

JANUARY 24, 2016

Most survey results in the past two to three years related to content marketing effectiveness has shown that only approximately a third of business marketers considered their content marketing efforts to be effective to very effective. This is just a hunch but it may be close to being on the mark.

Planning 100

Planning Buyer Personas Paid Search Agency Marketing & Strategy 100

Tony Zambito

DECEMBER 20, 2015

A recent survey conducted by Cintell*, entitled 2016 Benchmark Study On Understanding B2B Buyers , indicates that high performing organizations utilized qualitative research for their buyer personas. Documentation Leads To Effectiveness. The survey indicated a top challenge was getting the organization as a whole to value personas.

Buyer Personas 100

Buyer Personas Research Studies Demand Generation Agencies 100

Tony Zambito

DECEMBER 13, 2015

Particularly in B2B, marketing and selling organizations have attempted to map out buyer decisions in steps, stages, phases, or journeys. They can help lay a foundation of how organizations and people will consider decisions. Steps, Stages, Phases, And Journeys. Acting rationally with defined criteria and evaluation processes.

Buyer Personas 100

Buyer Personas Lead Ranking B2B Sales Research 100

Tony Zambito

JANUARY 22, 2017

Making the need for organizations to understand customers a centerpiece of their growth strategies. Sixteen years ago, organizations were staunchly hierarchal. The results have been a decline in content marketing effectiveness. Understanding Customers Has Changed. Rethinking Buyer Personas.

Buyer Personas 100

Buyer Personas Digital Transformation Enterprise Management Account Based Marketing 100

Tony Zambito

NOVEMBER 1, 2015

This mirrors findings of other surveys related to content marketing and customer-centric marketing, which consistently hovers in the 35- 40% range of “very customer-centric” or “very effective content marketing.”. B2B CMOs can be caught in a maze of an organization faced with marketing complex solutions for complex problems.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B Marketing Paid Search Agency 100

Tony Zambito

FEBRUARY 5, 2017

Leaving the content dilemma facing many organizations – how to stand out? Depending on which statistics you read, the common thread in the past few years has been that content marketing effectiveness has been declining. To me, that is what content marketing can become for some organizations. Why An Illusion.

Digital Transformation 50

Digital Transformation Buyer Personas Broadcasting Leads 50

Tony Zambito

OCTOBER 4, 2015

In B2B commerce, for example, we may have a good idea about segments, roles, key initiatives of organizations, pain points, and criteria related to product specifics as well as purchasing. Additionally, the effectiveness of B2B content marketing is dropping.

Direct Marketing 100

Direct Marketing Buyer Personas Allocation Ideal Customer Profiles 100

Tony Zambito

APRIL 17, 2016

This coincides with previous studies and surveys showing content marketing effectiveness continues to be an enormous struggle. Bringing organizations, no closer to customers or buyers than when they first began technology implementation. The correlation is evident. Customer Understanding As The Foundation.

Buyer Personas 100

Buyer Personas Research Personalization Marketing Budget 100

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. Leading to more effective online engagement, content design, and sales conversations. The Connection Between Intent And Goals.

Intent 100

Intent Buyer Personas CMO Work Management 100

Tony Zambito

JULY 1, 2016

What we can be certain of is that businesses, people, and various types of organizations will undergo a transformation in how they make decisions, exhibit buying behaviors, and recast their goals. Global organizations, where revenue from foreign markets can be over 50% of total revenues, are especially exposed.

Buyer Personas 101

Buyer Personas Planning Business Paid Search Agency 101

Tony Zambito

JANUARY 29, 2017

Per recent surveys by IBM, KPMG, and Gartner, you will find that more than half of CEOs surveyed believe their organizations will be significantly transformed by digital-centric globalization. For organizations to strive in such an environment, developing a robust multi-dimensional understanding of customers is becoming a strategic necessity.

Digital Transformation 100

Digital Transformation Buyer Personas Ideal Customer Profiles B2B Thought Leadership 100

Tony Zambito

NOVEMBER 8, 2015

How new buyers and repeat customers are interacting with organizations today is putting many companies on the spot to adapt. Buyer interviews and on-site observations (ethnographic-based) can yield deeper insight into the why context and enable organizations to build empathy with buyers. Understanding Buyer Interactions Matter.

Buy 100

Buy Buyer Personas Acquisitions Correlation 100

Tony Zambito

SEPTEMBER 6, 2016

Which means CMOs and CSOs will need to be more discriminating about how they structure and organize their understanding of customers. This is especially crucial as organizations continue to evolve in transforming their business model from product-centric to customer-centric models. Customer Segmentation. Buyer Profiling.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Segmentation Profiling 100

Tony Zambito

APRIL 29, 2012

Yet, depending on these same reports from the several research organizations benchmarking such effort, companies who perform effective lead nurturing enjoy a better than 25% higher return on their efforts than those who do not. Which begs the question: why are companies slow to adopt to lead nurturing?

Lead Nurturing 100

Lead Nurturing Lead Ranking Leads Lead 100

Tony Zambito

DECEMBER 5, 2010

Reflecting on 2010, one cannot miss the incredible pace of change that is underway in B2B organizations as they adapt to the new state of mind of buyers.  Thinking   The first is adapting to the limitations imposed by the lasting effects of the recession.    Trend 6: Buyer experience branding.

Trends 100

Trends Buyer Personas AIDA Buyer's Journey 100

Tony Zambito

FEBRUARY 14, 2011

Content marketing has become more and more part of the planning dialogue for organizations as the digital age continues to mature.  What is becoming more evident each year is that organizations need to move from thinking about which forms and media to use to employing experience design thinking into content creation. 

Design 100

Design Content Marketing Planning Buyer Personas 100

Tony Zambito

NOVEMBER 10, 2011

  Content creation has become a driving force in marketing and sales organizations.    What C-Suite leaders can do is begin to shift the focus from purely on content creation and lead the organization to see the context of the end game.    This requires new thinking.    The Future. . 

Trends 100

Trends Content Wikipedia Custom Publishing 100

Tony Zambito

FEBRUARY 9, 2010

B2B organizations represent a multitude of complex relationships.   These relationships all meant to help advance an organization towards profitability and in today’s buyer centric world – sustainability.   These differ from stakeholder personas by their nature of being third party influencers outside of the organization.

Buyer Personas 100

Buyer Personas B2B Sales Forecasting Marketing Management 100

Tony Zambito

JUNE 26, 2016

Whereby an audience is a community of people and organizations who share common, as well as, unique goals and yet may exhibit different behaviors when it comes to influencing, decision-making, and purchasing. A key underpinning in being effective in connecting with today’s buyers is understanding the goals that drive their behaviors.

Buyer Personas 104

Buyer Personas Research B2B Fulfillment 104

Tony Zambito

APRIL 27, 2011

    Scenarios that contain robust narratives can be very effective in describing as well as imagining the buyer’s interaction with a company’s touchpoints – be they in-person, telephonically, or socially.    How Ready is Your Organization for the New Social Buyer Persona?   Related articles.

Buyer Personas 100

Buyer Personas Storytelling Touchpoints Interactive Marketing 100

Tony Zambito

JANUARY 7, 2010

During the previous decade, we’ve seen a growing acceptance for the use of buyer personas to help guide effective product, sales, and marketing planning.   Meaning there is an emphasis on attitudinal perceptions, causal relationships, and organization cultural phenomenon.

Buyer Personas 100

Buyer Personas Lead Ranking User-Generated Content Barriers 100

Tony Zambito

SEPTEMBER 8, 2010

.  The seller centric world of yesteryears has literally been turned upside down as buyers are seemingly in more control than ever and traditional strategies no longer are effective.   This broader context is essential to viewing in totality the buyer experience one has with their organization. 

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

Tony Zambito

MARCH 6, 2016

Critical choices and decisions are influenced by interactions with others – both people and organizations. Thus, tunnel vision on this myth can cause B2B organizations to miss the larger story. Other factors such as corporate and country cultures play a role. Investments are made annually to message to prospects and customers.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B B2B Sales 100

Tony Zambito

MAY 5, 2011

  The key lies in how well you and your organization are responding to the most transformative changes in B2B buying we’ve seen in several decades at least.   By doing so, a B2B organization can learn about the potential interactions social buyers desire that make up the entire social experience. . 

Buy 100

Buy Buyer Personas B2B Lock-In 100