Tony Zambito

MAY 19, 2021

For instance, many companies are still wedded to old funnel thinking first presented by Elmo Lewis over a century ago! It is assumptions about the buying journey, I believe, that lead to a number of issues causing angst to sales and marketing leaders. And certainly, drop antiquating views of the funnel.

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Tony Zambito

OCTOBER 1, 2018

When I first pioneered the concept of buyer insights research and developing buyer personas seventeen plus years ago, the “sales funnel” was something you could count on not changing that drastically over a few years. As mentioned above, at one point in time – now long ago – the sales funnel and decision-making process rarely changed.

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Tony Zambito

NOVEMBER 21, 2010

  While the concepts of the pipeline and the funnel have been around for a very long time, what is different is that finding the right formula for revenue growth predictability is getting tougher and tougher.  Image by jackanapes via Flickr. Optimizing revenue growth is by far the toughest assignment for sales and marketing today. 

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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.    Such a composition can be written and designed when executives can harmonize around the 4 B’s of Buyer Experience Innovation. 

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Tony Zambito

SEPTEMBER 20, 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.    Such a composition can be written and designed when executives can harmonize around the 4 B’s of Buyer Experience Innovation. 

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Top of Funnel Buyer Personas Buyer's Journey Digital Marketing Funnels 100

Tony Zambito

JANUARY 18, 2011

You are focus on lead quantity not lead quality. You don’t frame your demand generation plans in terms of the “reverse funnel math”. In the article, Adam lays out three reasons why failure exists: Your plan is not built around your target buyer.   Acquiring a deep understand of your target buyer and their buying process. 

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Tony Zambito

JULY 10, 2011

Time to Jettison the Sales Funnel and Buying Stage Views – Might as Well Throw Out the Buyer Journey Too. There has much debate as well as thoughtful new ideas about the sales funnel or the sales pipeline view marketing and sales has been wedded to what seems like forever. 

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