Tony Zambito

MAY 11, 2010

Image via Wikipedia. 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.  The concept of goals has been around for centuries.  Humans

Buyer Personas 100

Buyer Personas Buy Wikipedia Customer Satisfaction 100

Tony Zambito

JUNE 26, 2011

Image via Wikipedia.   Companies are looking to social media and other means such as content marketing to fit into their existing structure and business operations.    Companies are looking to social media and other means such as content marketing to fit into their existing structure and business operations. 

Business 100

Business B2B Demand Generation Agencies Wikipedia 100

Tony Zambito

OCTOBER 27, 2010

Image via Wikipedia. Recently, I had an engaging conversation with Lauren Carlson, a CRM Analyst with   Software Advice , as well as read her article Tailwinds for Marketing Automation Software posted on The Software Advice Blog. 

Trends 100

Trends Peer-to-peer Buyer Personas Marketing Automation Services 100

Tony Zambito

DECEMBER 12, 2010

Image via Wikipedia. Multi-Media and Multi-Channel : The advent of the digital age has resulted in buyer expectations to engage in multi-media experiences as well as to have multi-channel options.   Adapting to transformative changes in buyer behavior is the most significant challenge facing B2B organizations. 

B2B Sales 100

B2B Sales Buyer Personas Multi-Channel B2B 100

Tony Zambito

OCTOBER 25, 2010

Image via Wikipedia.   Many of today’s modern movements related to experience design, social media, and digital engagement have in their DNA at least a molecule of interactionist theory.    Brian Solis , a thought leader on social media and author of Engage! . 

Design 100

Design Buyer Personas B2B Thought Leadership Multi-Channel 100

Tony Zambito

MAY 23, 2010

Image via Wikipedia. Recently, I watch the HBO documentary on the legendary UCLA Dynasty where UCLA won ten NCAA basketball titles in twelve years between 1964 and 1975.    A few years ago, I had the chance to meet John Wooden and engage in a brief conversation with him. 

Buyer Personas 100

Buyer Personas Wikipedia Ideal Customer Profiles Social Media 100

Tony Zambito

SEPTEMBER 22, 2010

Image via Wikipedia.    Perplexing executives as well is the rapid infusion of digital and social media that buyers are engaging with at an increasing rate yet with no clear discerning picture of what the future holds. 

Top of Funnel 100

Top of Funnel Buyer Personas Marketing Automation Services Buyer's Journey 100

Tony Zambito

SEPTEMBER 8, 2010

Image via Wikipedia.   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. 

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

Tony Zambito

MAY 5, 2011

Image via Wikipedia.   It is very easy in today’s multi-media blast we receive daily on social media to think of the word social in terms of just the social technology platforms.  B2B marketing and sales has lived in a neat framework centered on the purchase transaction.    That is, until now. 

Buy 100

Buy Buyer Personas B2B Lock-In 100

Tony Zambito

SEPTEMBER 15, 2010

Image via Wikipedia. Executives today, to achieve revenue growth strategies, will need to think radically different than at any time since the 80’s and 90’s when technology and the Internet altered the landscape.    In my previous article, I outlined reasons why executives need to make Buyer Experience Innovation a top priority. 

Marketing Management 100

Marketing Management Buyer Personas Marketing Automation Services Loyalty 100

Tony Zambito

JULY 24, 2011

Image via Wikipedia.   We know from such sources as Basesone’s Buyersphere Report what B2B buyers are doing respective to the use of social media and the Internet as they ultimately make purchase decisions.  From a B2B market view, the new social buyer ecosystem continues to undergo a rapid evolution. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Allocation Social Networks 100

Tony Zambito

NOVEMBER 8, 2010

Image via Wikipedia. One of the most fundamental concepts in economics is that of supply and demand.    It has been the prevailing underpinnings for a market-driven economy for well over 250 years. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Demand Generation Agencies Fulfillment 100

Tony Zambito

OCTOBER 5, 2011

Image via Wikipedia. We are living in a world that is fraught with uncertainty.    The degree of uncertainty for businesses today probably is at the highest level in decades.    Resulting in a chaotic world for sellers and buyers looking to make sense of what the future may hold. 

Buyer Personas 100

Buyer Personas Wikipedia Demand Generation Analysis 100

Tony Zambito

MARCH 25, 2011

Image via Wikipedia. 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.

Research 100

Research Psychographics Buyer Personas Marketing Management 100

Tony Zambito

OCTOBER 4, 2010

Image via Wikipedia.   The advent and rise of engagement channels related to digital marketing and social media has made this undoubtedly a perplexing issue for many B2B leaders.  B2B market CEO’s must feel a little like the great explorer’s of our time.    There are no definitive maps to get you there per se’. 

Buyer Personas 100

Buyer Personas Marketing Automation Services Buying Cycle Lead Ranking 100

Tony Zambito

APRIL 17, 2011

Image via Wikipedia. One of the major outcomes of the recent advances in the social age is the resurgence of contextually-based persona development and its’ role in helping to inform as well as shape strategy.    This is especially true when you consider there are several important strategic areas evolving at a rapid pace.

Buyer Personas 100

Buyer Personas Buying Cycle Buyer's Journey Demand Generation Agencies 100

Tony Zambito

JUNE 1, 2011

Image via Wikipedia. This is the third installment of my reflection on Social Buyerology.    The first article, Social Buyerology: Understanding Buyers in the Social Age reflected on the need for a new science of examining buyers in the social age. 

Buyer Personas 100

Buyer Personas Peer-to-peer Wikipedia Interactive Marketing 100

Tony Zambito

MAY 1, 2011

Image via Wikipedia. To say things are changing is an understatement.    Morgan Stanley (2010) recently reported in a study that there are now more social network users than email users. 

Planning 100

Planning Buyer Personas Buying Cycle Marketing Automation Services 100

Tony Zambito

AUGUST 8, 2011

Image via Wikipedia. While we've seen the rise of the social consumer in the past two years reshape the concept of social currency, we are witnessing the ascent of the social buyer embracing social commerce.    We are seeing the birth of a new era in B2B commerce that is more social, more connected, and more humanized.

Buyer Personas 100

Buyer Personas Wikipedia Buy B2B 100

Tony Zambito

NOVEMBER 10, 2011

Image via Wikipedia. This is the first of a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.    This article looks at how buyers are seeking experiences and the new role of the C-Suite as experience creators. Buyer Trend: Overwhelmed By Content.

Trends 100

Trends Content Wikipedia Custom Publishing 100

Tony Zambito

APRIL 14, 2011

Image via Wikipedia. This decade, we are beginning to see the continuing impact of the advent of the digital and social age and the robust evolution of the new buyer experience economy.    Our developing views of the buyer undergoing perhaps the most profound transformation in the last 100 years. 

Buyer Personas 100

Buyer Personas Buyer's Journey Wikipedia Social Networks 100

Tony Zambito

DECEMBER 19, 2010

Image via Wikipedia.   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!    I previously mentioned in my article  How Social Media is Transforming the Buyer Experience that companies need to think like online educators. 

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Tony Zambito

MAY 11, 2011

Image via Wikipedia. If you’ve come up the ranks in B2B Marketing and/or Sales, you know the quarterly and perhaps even monthly drill.    We look at opportunities via company name, whether they are Global 2,000 or Fortune 500, deal size potential, and other few factors that likely make up segmentation. 

Buyer Personas 100

Buyer Personas Segmentation Buy Work Management 100

Tony Zambito

MAY 8, 2011

Image via Wikipedia. The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America.    This is despite recent entrance of social technology enabled systems and processes all professing to be the cure that remedies this debate.  

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 100

Tony Zambito

MAY 12, 2011

Image via Wikipedia. Without question, while B2B Marketing is focused on developing its new prominence in the early stages of the buying cycle via content strategy and content marketing, B2B Sales is caught flat-footed on how to adapt to changing buyer behaviors.    How can B2B Sales begin to reinvent themselves starting today?

Buyer Personas 100

Buyer Personas B2B Sales B2B Buying Cycle 100

Tony Zambito

MARCH 4, 2012

Image via Wikipedia. For example, does the web channel brand and buyer experience stay true to form when buyers interact with either the social media, sales, resellers, partner, or service channels? Connecting with today’s B2B buyers is on the minds of most CEO’s and their teams today.

Top of Funnel 100

Top of Funnel B2B B2B Sales Wikipedia 100

Tony Zambito

FEBRUARY 12, 2012

Image via Wikipedia. This should not be confused with trying to learn all about the intricate details of social media, content marketing, and etc. The good news is that CMO tenure continues to rise. Up from 35 months two years ago and up from 27 months in 2007.

Lead Ranking 100

Lead Ranking CMO Analysis Lead Scoring 100

Tony Zambito

FEBRUARY 22, 2012

Image via Wikipedia. The floodgates have opened on channels, social media, old media, the Internet, and countless other ways to interact, explore, retrieve, and digest information in this new era of the buyer. Growth is getting harder and harder to come by. Why It Is Important to Understand Buyer Choice.

Top of Funnel 100

Top of Funnel B2B Sales Marketing Funnels Wikipedia 100

Tony Zambito

APRIL 20, 2011

Image via Wikipedia.   Good evidence of this is the recent spate of infographics we’ve seen on social media and buyers.    For example, we could survey buyers and find, as in this Mashable infographic , that 86% B2B buyers use social media and that 32% engage with social media on a daily basis. 

Buyer Personas 100

Buyer Personas Marketing & Strategy Wikipedia Social Media 100