Tony Zambito

APRIL 30, 2021

Companies who place value on gathering buyer insights to help inform how to attract, help, and retain buyers are establishing how their company is hard wired towards the buyer. 3 – Leveraging and Informing Buyer Strategies. As we look to the future, we will see more organizations begin to adopt a Buyer Insights Management mindset. .

Buyer Personas 176

Buyer Personas B2B Sales Organic Leads Profiling 176

Tony Zambito

JANUARY 20, 2022

When you are faced with a major decision, be it personal or business in nature, you want all the information you can get. You are looking to make an informed decision. After we reviewed what she received from a third party, she boiled it down to feeling she received a rehash of information they already knew and was easy to get.

Buyer Personas 147

Buyer Personas Press Advertising Mediums Customer Surveys 147

Tony Zambito

NOVEMBER 29, 2020

It is no longer about fulfilling just the information gap. BTI buyers saw the Internet and its evolution as a way to get information. They no longer needed to call a sales representative to begin information seeking. Digital explorers know they can get information. Content marketing arose in response.

Internet Marketing 207

Internet Marketing Fulfillment Interactive Marketing Customer Surveys 207

Tony Zambito

FEBRUARY 2, 2022

First, executives need to look at how they integrate their information and intelligence systems into generating insights. For instance, information and intelligence can get their most attention during annual planning. As of now, the lapse in time to make this happen can be too long.

Ad Building 228

Ad Building Blast Campaigns Broadcasting Forecasting 228

Tony Zambito

MAY 14, 2021

The purpose is to help inform important go-to-market strategies. And inform what buyer interactions matter. If you or as a marketing or sales leader wish to delegate a team member to learn buyer persona expertise, visit the Buyer Persona Masterclass page for more information.). Just – don’t get stuck with bad buyer personas. (If

Buyer Personas 232

Buyer Personas Validation Deliverability Thought Leadership 232

Tony Zambito

FEBRUARY 4, 2022

Which, in turn, are forcing the need for speedier informed decisions. . And the ability to make better-informed decisions. . The study or report orientation has traditionally been a lengthy process. Businesses need to accelerate buyer insights. Matching the speed at which buyer behavior changes. Ongoing Iteration.

Buyer Personas 219

Buyer Personas Correlation Fulfillment Analysis 219

Tony Zambito

JANUARY 5, 2022

Technology and information have produced greater transparency and the ability to see through hyperbole. Perhaps what the Theranos case signal is this – the society of buyers, consumers, investors, etc. is putting on notice those who subject us to overpromising and underdelivering. All buyers, consumers, investors, audiences, etc.

Transparency 205

Transparency Research Buyer Personas Service 205

Tony Zambito

FEBRUARY 15, 2022

They matter plenty when you can get the deep insights that allow you to make better-informed decisions in several areas: Investment in resources Go to market strategy Marketing strategy Sales strategy Product and design strategies. They will give you good information and activity-based intelligence.

B2B Marketing 147

B2B Marketing B2B Trust Marketing Marketing & Strategy 147

Tony Zambito

NOVEMBER 23, 2020

Where informing insights are once again gainfully sought. Analytics are helpful in informing where updating is needed. .” Oftentimes though referring to buyer profiles hastily completed for specific content campaigns. Be wary of updating the bad to worse. The Reasons Why To Update. Interactions Have Changed.

Buyer Personas 228

Buyer Personas Terms and Conditions Interactive Marketing B2B Sales 228

Tony Zambito

OCTOBER 22, 2020

is to enable the buyer to gain (digital) interactive information that helps them to achieve a purchase decision that solves a problem or attains a goal. Stage 3: Identify Buyer Requirements – define interactive information requirements enabling buyers to meet their goals. The purpose of Buyer Interaction Design ?

Design 226

Design Buyer Personas B2B Sales Interactive Marketing 226

Tony Zambito

NOVEMBER 4, 2020

In essence, more of a seller-free experience that goes beyond just researching for information and potential solutions. . I can’t seem to get the information I need. This is an indication that B2B buyers are looking to complete more of their research, consideration, and evaluation online. Speeding Up Of Buying Processes.

B2B 202

B2B Buyer Personas B2B Sales Buyer's Journey 202

Tony Zambito

MARCH 6, 2017

B2B companies may have to come to grips with the fact they are living in their own digital information bubble. Understanding new market ecosystems will become a source of critical buyer insights shaping informed strategies for CEO’s and their C-Suite. Effective leadership is informed leadership.

Digital Transformation 253

Digital Transformation Buyer Personas Lead Ranking B2B 253

Tony Zambito

JANUARY 14, 2022

If your company is primarily a supplier to buyers, the ability to have keen up-to-date buyer insights and informative buyer personas is doubly important. What we have in 2022 is buyers and businesses are being faced with not necessarily a clean-cut post-pandemic world but with endemic new realities instead. On four major fronts.

Buyer Personas 234

Buyer Personas Startups Planning Positioning 234

Tony Zambito

MAY 31, 2017

What was true then and is as true today, is the need for information and insights into accounts. When ABS (account-based sales) first came into existence, it began with needs assessments and led to the collection of information on teams, hierarchy, divisions, decision-makers, approvers, etc. Common Thread.

Account Based Marketing 211

Account Based Marketing ABM Digital Transformation Paid Search Agency 211

Tony Zambito

JANUARY 13, 2022

The years 2001-2003 in these engagements were groundbreaking and helped to establish the value of buyer personas for informing buyer strategy and tactics. The results and outcomes were equally revealing. For instance, we saw sales knowledge and effectiveness ramp up shortened by months. And revenues increased by nearly 20%.

Buyer Personas 195

Buyer Personas Customer Surveys Advertising Agencies Paid Search Agency 195

Tony Zambito

MAY 19, 2021

There are four areas marketing and sales leaders can gain insights into that will help them make informed decisions on what to drop and how to move forward: 1 – Avoid and drop assumptions. To address the angst, marketing and sales leaders should count on gaining buyer insights about the change in buying behaviors.

Differentiation 244

Differentiation Top of Funnel Buy Buyer Personas 244

Tony Zambito

MAY 12, 2021

Consisting of generic forms of background information passed off as a way to personalize. The problem you have to look out for is that many buyer personas efforts are in effect buyer profiling exercises done without an eye towards personalization. 3 – Understand Your Buyers’ Mindset.

Buyer Personas 221

Buyer Personas Marketing AI Personalization B2B Sales 221

Tony Zambito

MAY 5, 2021

Buyer Personas , archetypal representations of actual buyers based on qualitative research, have been helping to inform brand storytellers about their central buyers and insights into the story of buyers. Particularly if no research or insights is gathered about the central buyer or buyers as well as the challenges they seek to overcome.

Buyer Personas 198

Buyer Personas Storytelling Branding Brand Identity 198

Tony Zambito

NOVEMBER 18, 2020

When buyers find their digital interactions with B2B companies to be user-friendly, informative, and most importantly, relevant, then values are built. Providing enabling knowledge and capabilities that help buyers reach goals and solve problems. Enabling buyers in a positive way leads to loyalty. Interaction Experience.

Loyalty 195

Loyalty Lead Ranking Lead Scoring B2B Sales 195

Tony Zambito

MAY 7, 2021

For marketing and sales leaders seeking to develop an in-house expert or you want to Become A Buyer Persona Expert , visit this link for more information.). A key to helping you unlock the full potential of your organization to align with buyers.

Buyer Personas 220

Buyer Personas Allocation Paid Search Agency Advertising Agencies 220

Tony Zambito

OCTOBER 26, 2020

Sharing information and going over what they’ve collected more often now.” – Colleen, Global Director of Procurement. And, how they go about making decisions are changing. A case in point: “It’s weird really. What I’ve noticed is our team having more sidebar type of conversations on Zoom.

Marketing & Strategy 245

Marketing & Strategy Buyer Personas B2B Sales Interactive Marketing 245

Tony Zambito

MAY 23, 2017

While many companies have engaged in one or all three critical areas, the struggle is in creating a cycle that informs. Business and marketing leaders will need to move from seeing these areas as marketing “to do” tasks to one of a marketing cycle informed by insights. However subtle this struggle may be, its’ impact is significance.

B2B Marketing 227

B2B Marketing Planning Buyer Personas B2B 227

Tony Zambito

DECEMBER 13, 2015

A contributing element, found in behavioral research, is people (buyers) having the capacity to only retain a small amount of information to use specifically for decision-making. Buyers are being overwhelmed and deluged with information (content), which is causing new behaviors we may call simply avoidance.

Buyer Personas 100

Buyer Personas Lead Ranking B2B Sales Research 100

Tony Zambito

NOVEMBER 15, 2020

A role or job-description buyer profile or buyer persona will leave you ill-informed. Buyer’s pursuit of goals is changing drastically and you need to know how and why they are changing. And make your buyers even more unrecognizable. What To Focus On. B2B leaders can focus on a few areas that will help them to get to know their buyers.

Buyer Personas 220

Buyer Personas Digital Transformation B2B Sales Interactive Marketing 220

Tony Zambito

SEPTEMBER 19, 2016

Meaning marketers today must account for how to adapt to behavioral shifts caused by the omnipresence of digital and online information. What they are left with are fragmented bits and pieces of information. And, buyer profiles and buyer personas are being tied to specific “campaigns” with emphasis on factual information.

Buyer Personas 0

Buyer Personas Planning Paid Search Agency Content 0

Tony Zambito

MAY 29, 2021

Delivering just-in-time content and details that inform the buyer in a way that matters to them. B2B leaders will need to develop marketing and sales teams’ abilities to truly understand buyers. Equipped to activate buyer insights and put them in action. Marketing can up their level of resonating with buyers.

Top of Funnel 162

Top of Funnel Buyer Personas B2B Buyer's Journey 162

Tony Zambito

DECEMBER 6, 2020

What I do know is that much of what I see is just redundant information about our buyers. A senior B2B executive I interviewed articulated the above point very well: “To tell you the truth, I am not even sure what can be considered a buyer insight. Nothing new in a way that helps us.”. Why can this happen?

Organization 183

Organization B2B Buyer Personas Fulfillment 183

Tony Zambito

JUNE 6, 2017

The following buyer insights interview gives a sense of how human-centered versus data-centric alone understanding can lead to better-informed decision-making: “I stumbled onto something by walking by our customer service center. Their customers and buyers themselves. I decided to listen in on some calls and ask questions.

Marketing AI 214

Marketing AI Paid Search Agency Buyer Personas Companies 214

Tony Zambito

AUGUST 14, 2016

Information Overload by Jenny Chisnell. And, more importantly, truly informs on customer strategies. As a means to help inform overall customer strategy. As the concept of buyer personas has crept into the conscious of both B2C and B2B Marketing, so has misguided representations of buyer personas become prevalent.

Buyer Personas 102

Buyer Personas Ideal Customer Profiles Profiling CMO 102

Tony Zambito

MAY 4, 2020

In the past few weeks, we have engaged in an informal polling of business leaders on the impact of COVID-19. Changes that can be characterized as casting away of old habits, accelerating recent trends, and creation of new behaviors unforeseen.

Marketing AI 173

Marketing AI Buyer Personas Advertising Agencies Conference 173

Tony Zambito

APRIL 17, 2016

Understanding that helps inform how they can create content that is personalized to the goals and situations of their buyers. When I first began my involvement with personas in the ‘90’s, they were primarily aimed at attaining a deeper understanding of user behaviors to inform overall design strategies.

Buyer Personas 100

Buyer Personas Research Personalization Marketing Budget 100

Tony Zambito

OCTOBER 23, 2016

With information readily available, buying behaviors have become more self-directed, as well as, more goal-directed. vendor) information is diminishing while credibility in influencer sources is rising. Buying Behaviors : How people make choices and arrive at purchase decisions are undergoing major transformations.

Enterprise Management 100

Enterprise Management Marketing & Strategy Marketing Strategy Work Management 100

Tony Zambito

FEBRUARY 28, 2018

While many companies have engaged in one or all three critical areas, the struggle is in creating a cycle that informs. Business and marketing leaders will need to move from seeing these areas as marketing “to do” tasks to one of a marketing cycle informed by insights. However subtle this struggle may be, its’ impact is significant.

B2B Marketing 113

B2B Marketing Planning Buyer Personas B2B 113

Tony Zambito

SEPTEMBER 29, 2018

The growing use of Artificial Intelligence (AI) can most certainly be informative and insightful. -Jamie Moldafsky, CMO, Wells Fargo. What is important to note is the need for human-centric forms of insights. As many business leaders are finding, relying on just AI alone is risky.

CMO 176

CMO Analytics Network Marketing Planning 176

Tony Zambito

MARCH 26, 2012

This includes getting a good sense about their Buyergraphics – their attitudes, perceptions, values, information needs, and more. To help round out the SMB buyer picture, learning their attitudes towards your product, service, or technology and how these attitudes drive information needs help to get deeply descriptive.

SMB 100

SMB Enterprise Management Buyer Personas Marketing Management 100

Tony Zambito

JANUARY 25, 2012

For decades, B2B sales and marketing has relied on business information of the likes of Hoovers , Dun & Bradstreet , and others. Business information also plays a role in providing B2B with a level of company profiles and firmographics data about organizations within markets.

Buyer Personas 100

Buyer Personas B2B Allocation Peer-to-peer 100

Tony Zambito

OCTOBER 25, 2011

To gain such an understanding, we can look at several areas where buyers are confronted with choice: Information.   If we look at the root of what buyers are seeking, it gets us to information.    Please visit www.buyerology.com for more information and to sign up for updates.   Buyer Experience.

Demand Generation 100

Demand Generation Internet Marketing Purchase Buy 100