Tony Zambito

JANUARY 31, 2016

While the content medium has changed to digital and the stream of information has exploded, the function of gatekeeping is resurrected in a different capacity. The fact that senior decision-makers may choose to employ the use of “content gatekeepers” to administratively handle the volume of content is telling in of itself.

Ideal Customer Profiles 100

Ideal Customer Profiles Leads Lead Marketing Qualified Leads 100

Tony Zambito

DECEMBER 8, 2011

  Product centricity causes selling organizations to not only focus on the merits of their product but also to have prescribed views of existing customer and prospective buyer needs.    Products, in general, are designed and produced to fulfill needs.    To be sure, products must fulfill needs. 

Trends 100

Trends Fulfillment Work Management Marketing Management 100

Tony Zambito

NOVEMBER 16, 2011

The C-Suite today can begin to look at what really is going on in its’ interactions with existing customers and prospective buyers.    CMO’s can begin to look at how to develop fulfillment models based on the demands of their existing customers and prospective buyers.    What Must CEO’s, CMO’s, and CSO’s do?

Fulfillment 100

Fulfillment Demand Generation Demand Trends 100

Tony Zambito

JULY 24, 2011

  What I do know is that the sources of information is abundant but can be overwhelming.  Social Media/Internet: “The game changer has been that with the Internet and Social Media you can really cull information together about products, solutions, companies, and the likes.    Not sure I get it. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Allocation Social Networks 100

Tony Zambito

APRIL 16, 2012

In marketing and sales, various systems and processes have been built around how to market and sell to the customer and prospective buyer. And many a frustrated buyer has abandoned a buying process and decision with a company out of frustration from too many hurdles to jump before they can get the information they want.

Sales Management 100

Sales Management Top of Funnel Planning Demand Generation 100

Tony Zambito

APRIL 7, 2008

Creating that compelling feeling that we needed to espouse every feature in detail to our "prospect" because it meant a sale was going to be made. The Internet has made most of the information a buyer needs to know available at their finger tips. One to be cajoled into "doing business" over the other company.

Buying Cycle 100

Buying Cycle Comparison Buyer Personas Marketing Management 100

Tony Zambito

MAY 8, 2011

  Tools related to processes and having information available at their fingertips when prospecting and calling on buyers.  Informing Content Strategy with Buyer Persona Development (buyerpersonainsights.com).   A recent meeting with a B2B organization illustrated this dynamic for me. 

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 100

Tony Zambito

MARCH 23, 2011

  All bent on creating the slide deck of all slide decks to wow the prospect.    Buyers are seeking advisors who can help them to navigate the digital spectrum of information as well as help with making assessments.    This has some important implications for top selling organizations. 

Peer-to-peer 100

Peer-to-peer Network Marketing Buy Education 100

Tony Zambito

MARCH 18, 2012

Moving around 1,000’s of accounts and prospects in virtual databases to new buckets created for employee size, revenue size, product targets, and verticals. There is what I call a “definition churn” that can happen when knowledge is found wanting – new definitions, classifications, segmentations, and etc.

SMB 100

SMB Enterprise Management SME Work Management 100

Tony Zambito

JANUARY 30, 2011

  Audience development can become an integral part of a business organizations' effort to engage existing and prospective buyers.    So I subscribe to some, attend fundraisers for others, and share information with others based on their interests. 

Social Media 100

Social Media Social Marketing Buyer Personas Planning 100

Tony Zambito

MARCH 30, 2012

Considerable investments were made in establishing inside sales organizations and in outbound marketing activities specifically to reach the SMB base of customers and prospective buyers. It’s as if they are clueless that I may have visited their site and got information to review.

SMB 100

SMB Advertising Channels Enterprise Management Work Management 100