Tony Zambito

OCTOBER 27, 2018

Furthermore, nearly 70% of B2B buyers are conducting transactions and purchases strictly online. Many customer experience efforts by B2B organizations have content marketing as a cornerstone for such initiatives. Consider this, in a recent Accenture survey, only 12% of B2B buyers even wanted to meet with a sales representative.

B2B 165

B2B Amazon Buyer Personas Fulfillment 165

Tony Zambito

MAY 19, 2021

Marketing and Sales Leaders Can Leverage Buyer Insights To Create Rewarding Digital Buying Experiences For Buyers. But from now on I will check first if there is a way I or my team can just get what I need online without having to talk to anyone.”. Not that this type of outcome was ever in question. Don’t get me wrong. To name a few.

Differentiation 244

Differentiation Top of Funnel Buy Buyer Personas 244

Tony Zambito

JUNE 16, 2020

B2B Accelerates Online Commerce. Business-to-Business has done what can be characterized as a slow crawl towards online commerce. Introducing Buyer Outlook Insights Study Marketers and sellers have faced an enormous upheaval in how to reach and engage buyers. Especially for the next two years as the world awaits a vaccine.

Digital Transformation 162

Digital Transformation Buyer Personas Business Work Management 162

Tony Zambito

OCTOBER 23, 2018

It has branched off a few more in the world of marketing and sales: Martech Transformation. Much of these have to do with internal processes within marketing and sales. The emphasis is on becoming more digitally efficient with one’s marketing and sales efforts as a means of connecting with customers. Sales Transformation.

Digital Transformation 184

Digital Transformation Buyer Personas Work Management Marketing Management 184

Tony Zambito

OCTOBER 26, 2020

For many leaders in sales and marketing, the year 2020 will go down in history as one of the most challenging in their careers thus far. Questions related to how to reset sales and marketing to a vastly different world from just one year ago. Interactions : how do we redesign sales and marketing interactions with buyers?

Marketing & Strategy 245

Marketing & Strategy Buyer Personas B2B Sales Interactive Marketing 245

Tony Zambito

MAY 26, 2021

Marketing And Sales Teams Should First Align With An Important Buyer Mindset Before Jumping In Helping Buyers To Buy. In various webinars, online conferences, and Zoom events we have seen this phrase filtered in throughout presentations and interviews. A mindset with end results favorable to marketing and sales. A purchase.

Buy 196

Buy Buyer Personas B2B Sales Gartner 196

Tony Zambito

JANUARY 15, 2022

Some of the earliest usages of buyer insights research and buyer persona development were exploring new market segments and customer opportunities. For instance, one of the first companies to make use of buyer persona development invalidated a new market segment push expected to cost $3 million upfront to enter.

Buyer Personas 147

Buyer Personas Marketing & Strategy Validation Paid Search Agency 147

Tony Zambito

OCTOBER 22, 2020

With B2B companies scrambling to implement full-scale e-commerce, digital capabilities, and reinvent marketing and sales. . Their sales reps are out on an island all by themselves and we can’t get what we need online easily. BxD) is the design of interactions between buyers and an organization’s marketing and sales communications.

Design 226

Design Buyer Personas B2B Sales Interactive Marketing 226

Tony Zambito

MARCH 25, 2011

Market research today finds itself in somewhat of a quandary. Mostly, it is a field that is trying to remain relevant amidst the sea of changes taking place in marketing and sales today in the new digital and buyer experience economy. What are the some of the challenges that face market research? Image via Wikipedia.

Research 100

Research Psychographics Buyer Personas Marketing Management 100

Tony Zambito

NOVEMBER 15, 2010

.  This past election made me think about parallels to the ongoing debate that surrounds sales and marketing alignment.    As if the state of sales and marketing has an imaginary aisle like the House on Capitol Hill.    Marketing’s role has been primarily one of PULL. 

Buyer Personas 100

Buyer Personas Paid Search Agency Buying Cycle Lead Ranking 100

Tony Zambito

FEBRUARY 5, 2017

According to various statistics on the Internet, we are living in a world where every minute over 200 million items of online content is produced. The amount of content exploding online is staggering. A grand illusion bought into and often promoted as an unquestioned element of marketing. Why An Illusion.

Digital Transformation 50

Digital Transformation Buyer Personas Broadcasting Leads 50

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.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Tony Zambito

APRIL 21, 2010

  When it comes to markets and customers, quantitative analysis of many shapes and forms are used to arrive at customer data.    A cognitive dissonance occurs over sampling sizes in quantitative areas such as market research.  A hard lesson learned. 

Buyer Personas 100

Buyer Personas Rules Sample Validation 100

Tony Zambito

NOVEMBER 28, 2010

  It is puzzling to see that companies continue to “arm” their sales and marketing organizations with scripts.    Treating social media basically just as another form of a brochure.   Online Education : we are hearing much these days about content marketing, content curation, content creation, and the likes. 

Social Media 100

Social Media Peer-to-peer Buy Media 100

Tony Zambito

JULY 24, 2011

From a B2B market view, the new social buyer ecosystem continues to undergo a rapid evolution.    While the social customer ecosystem in the B2C market space is still legions ahead of B2B, it behooves B2B executives to not fall prey to the false sense that the comparative differences means they have to pay little attention. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Allocation Social Networks 100

Tony Zambito

AUGUST 8, 2011

  With the advent of the Internet, we began to see the first shifts in online buyer behaviors influencing how plans and decisions were made in a B2B context.  The B2B buyer, for decades, has engaged in primarily offline buying activities.     A New Social Engagement Index. . 

Buyer Personas 100

Buyer Personas Wikipedia Buy B2B 100

Tony Zambito

MAY 11, 2010

Today, in B2B marketplaces, we are seeing the rise of social media expand at a rate unexpected as we climb out of the financial crisis stupor markets found themselves in the past three years.  Third, adjust all your means to that end.”    - Aristotle.

Buyer Personas 100

Buyer Personas Buy Wikipedia Customer Satisfaction 100

Tony Zambito

DECEMBER 19, 2010

  Thanks to Lou Dubois from the Customer Collective for his editorial and moderation guidance and for the gracious subtle hints by Stephanie Tilton of Tenton Marketing.    I like the term digital age because it is a way of including all things such as social media, mobile, digital marketing, and even the iPad! 

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Tony Zambito

APRIL 14, 2011

  Social reputation management will need to become a mindset for B2B marketers in the next decade.   Organizations will need to look at how content strategy integrates into the world of social marketing as a means of making real-time content instantly accessible to buyers. .  Real-Time Content. Social Algorithms.

Buyer Personas 100

Buyer Personas Buyer's Journey Wikipedia Social Networks 100

Tony Zambito

SEPTEMBER 8, 2010

.  Compounding these challenges is the rapid transformation underway in the buyer-seller relationship brought on by the advent of digital marketing and social media technology.  Alignment : The issue of sales and marketing alignment has been written about extensively over the past few years. 

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

Tony Zambito

SEPTEMBER 12, 2011

  If companies have not adapted their businesses to enhanced online and social capabilities, they may very well be placing artificial barriers in front of their buyers who are seeking an entirely different straight re-buy or modified re-buy experience than in the past. 

Buy 100

Buy B2B Barriers Fulfillment 100

Tony Zambito

MARCH 28, 2011

  Nearly 20% of those surveyed indicated they engaged in the buying behaviors of researching online product reviews and other buyer opinions.  .  However, the impact of social media and the digital age is becoming evident in this study.    This will undoubtedly grow over the next decade.

Studies 100

Studies Spending Social Media Amazon 100

Tony Zambito

MARCH 7, 2010

  Tactical operations related to marketing communications and product information focused on what to tell buyers, what not to tell buyers, and who was the deliverer of the information.   What has been ingrained in organizations is to “save the good stuff” for the sales call or the marketing campaign. Interaction.

Transparency 100

Transparency Buyer Personas Correlation Deliverability 100