Tony Zambito

article thumbnail

Why Enabling Buyers To Buy Is The Future Of B2B

Tony Zambito

Various studies from McKinsey, Gartner, Forrester, Salesforce, and others show increasingly that B2B buyers want seller-free buying experiences. There is certainly an acceleration about to happen. The coronavirus pandemic has become the fuel of the forthcoming future of the B2B buyer-seller dynamic.

Buy 309
article thumbnail

Is Helping Buyers To Buy Really The Right Mindset?

Tony Zambito

Respected analyst firms such as Forrester and Gartner have used the phrase frequently. The use of this phrase has picked up steam during the pandemic. In various webinars, online conferences, and Zoom events we have seen this phrase filtered in throughout presentations and interviews.

Buy 196
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Reboot Buyer Insights To Drive B2B Growth

Tony Zambito

Multiple studies over the past three years from the likes of PwC, Deloitte, Forrester, and IBM indicate that 75% or more of CEO’s are identifying building out competencies in insights as one of their top goals. One consistent result indicates that CEO’s are perceiving that they are not getting the critical insights they need.

article thumbnail

The Importance of Buyer Personas to Lead-to-Revenue Management

Tony Zambito

When looking at lead-to revenue management models, as recently put forth by Marketo and Forrester , they offer promising perspectives on shifting the focus from the quantity of leads to actual revenue generation.    A cornerstone principle for buyer personas is that they are created from qualitative interviewing of buyers. 

article thumbnail

Use Buyer Persona Research To Improve B2B Customer Experience

Tony Zambito

These findings coincide with others (Forrester, IBM, Regalix, and others) that all point to challenges in providing stellar B2B customer experiences. With as much as 61% of those surveyed indicating they would not recommend their providers. And, a large percentage indicating a hesitancy to renew based on dissatisfactory post-sale experiences.

article thumbnail

The Origin of Buyer Personas

Tony Zambito

  Both Pragmatic Marketing and Forrester Research solicited from several people at Cooper, including myself and Alan, information on personas. .   (A little known footnote to this story happened in 2000-2001.   They have survived to this date and are the preeminent design firm in the country in my humble opinion.

article thumbnail

Overcoming The Content Personalization Challenge With Buyer Persona Research

Tony Zambito

Recent surveys of marketing professionals by Rapt Media , Forrester , Seismic, SAP , IBM , and others all indicate that content personalization remains the biggest challenge for marketers this year and for the foreseeable future. The percentages of marketers indicating this as their top challenge are not measly either.