Tony Zambito
NOVEMBER 1, 2020
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.
Tony Zambito
MAY 26, 2021
Marketing And Sales Teams Should First Align With An Important Buyer Mindset Before Jumping In Helping Buyers To Buy. Respected analyst firms such as Forrester and Gartner have used the phrase frequently. A mindset with end results favorable to marketing and sales. The phrase certainly makes sense. A purchase.
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Tony Zambito
MARCH 12, 2017
It is safe to say that no industry or B2B markets will go without some form of disruption affecting buyers and buying behaviors. More so than in consumer oriented markets, B2B markets had a degree of predictability that companies often relied on. You Are Working From Old Organizational Hierarchy Perceptions.
Tony Zambito
JANUARY 5, 2011
A tough assignment for B2B marketers today is getting a handle on how buyers progress through the buying and selling cycles. 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.
Tony Zambito
JUNE 5, 2016
In other words, approximately 80% of marketing and sales investments are going towards 20% of the buying decision. Applying models, diagrams, processes, mapping, journeys, and the like to, as one Vice President of Marketing put it to me, “make customer experience happen” in their organization. Something is definitely out of alignment.
Tony Zambito
APRIL 17, 2016
It is clear that one of the top challenges facing marketing, especially B2B marketing, is the ability to connect with potential buyers on a personal level. The percentages of marketers indicating this as their top challenge are not measly either. The correlation is evident. Could there be a correlation here also?
Tony Zambito
JANUARY 5, 2010
. Each engagement pushed us to innovate and to continue to evolve the concept of buyer personas as an important component of strategic sales and marketing discipline. Both Pragmatic Marketing and Forrester Research solicited from several people at Cooper, including myself and Alan, information on personas.
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