Tony Zambito

MAY 4, 2020

Organizations that began to address digitization a few years ago will be in a better position than those that are now forced due to the pandemic. The Way Work and Commerce Gets Done. The way work and commerce get done will need to be reinvented and reimagined. Thousands of workers are working from home.

Marketing AI 173

Marketing AI Buyer Personas Advertising Agencies Conference 173

Tony Zambito

JANUARY 21, 2022

What we now see is a myriad combination of data-centric efforts by organizations. Without realizing it, organizations can create the effect of a hamster on a wheel. To make products and services work for the common good of people. Starting with simplified data software programs to burgeoning artificial intelligence capabilities.

Marketing AI 204

Marketing AI Buyer Personas Marketing & Strategy Act-On 204

Tony Zambito

MARCH 12, 2017

Just as well, the realization also has materialized that what has worked in the past, is not working today when it comes to understanding buyers. What B2B senior executives have come to realize is that it is time to reboot how their organizations go about achieving buyer insights that will help to drive growth today and in the future.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Tony Zambito

APRIL 20, 2021

Working with many leading organizations and hundreds of marketing and sales leaders to succeed. My goal is to create a worldwide community of buyer insights and buyer persona evangelists who help organizations succeed in helping buyers to achieve their goals.

Buyer Personas 130

Buyer Personas Communities Organic Leads Research 130

Tony Zambito

NOVEMBER 21, 2020

Family life, social life, business life, and work-life have all been affected. For many B2B organizations, recovery and rebound are rooted in how well they know how their buyers have changed. For instance, one manufacturer we worked with had a stated goal of expanding two logistic facilities. More Research. Challenges.

Buyer Personas 255

Buyer Personas B2B Sales Research eCommerce 255

Tony Zambito

MAY 10, 2021

B2B Organizations Must Reinvent To Accomplish Buyer-Aligned Strategies Post-Pandemic. In our own examination of this issue, we began to do “deep dives” into the actual buying processes of buyers several years ago, through work with HP and others. Supplying buyers with needed support in their efforts working with stakeholders.

Top of Funnel 215

Top of Funnel B2B Sales Buyer Personas Process 215

Tony Zambito

JUNE 8, 2020

How have buyers adapted to working from home? The Buyer Outlook Insights study will bring timely and essential insights to participating organizations about when and how to stage active marketing and selling strategies. Participating organizations will assist in identifying interview subjects as well as in deploying surveys via email.

Studies 162

Studies Buyer Personas Paid Search Agency Sample 162

Tony Zambito

MAY 29, 2021

What we do know is that buyers are living and working in a new reality. What B2B organizations will still struggle with, even more so post-pandemic is how to better understand shifts in buyer behaviors. When I have been asked to examine previous buyer persona work, there are several issues I typically see.

Top of Funnel 162

Top of Funnel Buyer Personas B2B Buyer's Journey 162

Tony Zambito

DECEMBER 14, 2020

Throughout our upbringing, education, and work experiences we have been ingrained to be confident. The pandemic and its impact on collective confidence create urgency for B2B organizations. What this means is that confidence must now become a shared collective experience. This is natural. What is needed now is a mind shift.

Ad Building 271

Ad Building Urgency Marketing Case Studies B2B Sales 271

Tony Zambito

MAY 24, 2021

Buyers of every stripe are faced with unpredictability, new ways of remote working, and new/redefined goals. As a leader and an organization, it starts with a commitment to learn and develop a deep understanding of buyers. Yet, show a willingness to understand, learn, and explore with a buyer. What Other Considerations Should I Make?

Ad Building 303

Ad Building Buyer Personas Trust Marketing B2B Sales 303

Tony Zambito

OCTOBER 26, 2020

We are witnessing the greatest digital shift of work and commerce since the invention of the Internet. . We are undergoing the deepest transformation of how and where people work. Working from home, in a mere six months, is becoming the accepted norm in B2B. This was quickly followed by other large organizations.

Marketing & Strategy 245

Marketing & Strategy Buyer Personas B2B Sales Interactive Marketing 245

Tony Zambito

APRIL 27, 2020

How we work, travel, communicate, relate, and aspire towards goals will all look and feel different. When I first founded the concept of buyer personas back in 2001-2002, the intent was to help organizations to achieve a deeper understanding of their buyers and customers. There are 3 actions organizations can begin to do now.

Buy 182

Buy Buyer Personas Ideal Customer Profiles Amazon 182

Tony Zambito

OCTOBER 23, 2018

Changes that allow organizations to be more efficient at communicating with customers is inherent in such transformation efforts. Addressing buyer behavioral changes through the aforementioned transformation initiatives is a must for all organizations as we head towards 2020. Many will answer yes. The Buyer Transformation.

Digital Transformation 184

Digital Transformation Buyer Personas Work Management Marketing Management 184

Tony Zambito

MAY 31, 2017

Particularly when working with large enterprises. For example, if an organization adopted Miller Heiman, sales began their efforts with filling out as much of the “blue sheets” as possible. An outgrowth of this approach led to many organizations creating major account, national account, and global account sales teams.

Account Based Marketing 211

Account Based Marketing ABM Digital Transformation Paid Search Agency 211

Tony Zambito

SEPTEMBER 26, 2018

A pivotal year for organizations as the rapid evolution of a customer-centric world calls for new approaches and new forms of interactions. Behavioral changes in how organizations operate and how workers interact will reshape decision-making in the year 2020. Resulting in far-reaching implications for many organizations.

Allocation 181

Allocation Digital Transformation Press Training 181

Tony Zambito

OCTOBER 3, 2018

For the past few decades, solution-based selling was the dominant theme in building sales organizations. B2B organizations reworked their sales organization and invested heavily to be more consultative with buyers. This will prove to be extremely disruptive to many transportation services organizations.

Enterprise Management 169

Enterprise Management B2B Thought Leadership Urgency Marketing Work Management 169

Tony Zambito

SEPTEMBER 29, 2018

How We Work. Plain and simple, how we work today has changed drastically in the last decade. Without gathering human-centric insights and making adaptive changes, an organization lowers its chances of sustaining considerably. And, leaves itself prone to new organizations who can come in and fill gaps.

CMO 176

CMO Analytics Network Marketing Planning 176

Tony Zambito

JANUARY 11, 2021

Organizations today will need to monitor buying behaviors as they ebb and shift in 2021. Practicality will work itself out. And the disturbing insurrection at our capitol causing national anxiety. To ignore these in a business context is to be blind to the effect on our society. . Desire For Seller-Free Experiences Grow.

Trends 209

Trends B2B Sales B2B Marketing Spending 209

Tony Zambito

MARCH 6, 2017

A new era of business will develop in the next 10 years that will fundamentally change how organizations work, conduct business transactions, and establish relationships. Redefining how business transactions are taking place between organizations. Business Models. Digitization and data are drastically redefining business models.

Digital Transformation 253

Digital Transformation Buyer Personas Lead Ranking B2B 253

Tony Zambito

OCTOBER 22, 2020

The future of work will be a strong correlation as B2B companies return less of their workforce to offices due to the pandemic. Big tech and other industries are preparing their workforces to remain working from home remotely throughout 2021. Transformative it is. B2B companies can no longer afford ad-hoc or siloed approaches. .

Design 226

Design Buyer Personas B2B Sales Interactive Marketing 226

Tony Zambito

JANUARY 29, 2017

Per recent surveys by IBM, KPMG, and Gartner, you will find that more than half of CEOs surveyed believe their organizations will be significantly transformed by digital-centric globalization. For organizations to strive in such an environment, developing a robust multi-dimensional understanding of customers is becoming a strategic necessity.

Digital Transformation 100

Digital Transformation Buyer Personas Ideal Customer Profiles B2B Thought Leadership 100

Tony Zambito

OCTOBER 23, 2016

We have also seen organizations struggle with how best to adapt to new market dynamics related to customer behaviors and the role of content in reaching customers. New digital technologies are transforming the very concept of how organizations communicate and create new business and operational models in the digital economy.

Enterprise Management 100

Enterprise Management Marketing & Strategy Marketing Strategy Work Management 100

Tony Zambito

SEPTEMBER 6, 2016

Which means CMOs and CSOs will need to be more discriminating about how they structure and organize their understanding of customers. This is especially crucial as organizations continue to evolve in transforming their business model from product-centric to customer-centric models. Customer Segmentation. Buyer Profiling.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Segmentation Profiling 100

Tony Zambito

JULY 1, 2016

What we can be certain of is that businesses, people, and various types of organizations will undergo a transformation in how they make decisions, exhibit buying behaviors, and recast their goals. Global organizations, where revenue from foreign markets can be over 50% of total revenues, are especially exposed.

Buyer Personas 101

Buyer Personas Planning Business Paid Search Agency 101

Tony Zambito

NOVEMBER 8, 2015

How new buyers and repeat customers are interacting with organizations today is putting many companies on the spot to adapt. Buyer interviews and on-site observations (ethnographic-based) can yield deeper insight into the why context and enable organizations to build empathy with buyers. Understanding Buyer Interactions Matter.

Buy 100

Buy Buyer Personas Acquisitions Correlation 100

Tony Zambito

DECEMBER 8, 2015

I am looking for marketing and sales leaders in business organizations who have thought about or implemented buyer persona development. On a positive note, I have worked with some amazing organizations this year. In the end, what we hope for is the continued evolution in how organizations can achieve deep customer understanding.

Buyer Personas 100

Buyer Personas Customer Surveys Ideal Customer Profiles Organic Leads 100

Tony Zambito

JANUARY 22, 2017

Making the need for organizations to understand customers a centerpiece of their growth strategies. Sixteen years ago, organizations were staunchly hierarchal. Altering and reorganizing how people and businesses work, compete, create value, socialize, interact, and ultimately earn profits. Understanding Customers Has Changed.

Buyer Personas 100

Buyer Personas Digital Transformation Enterprise Management Account Based Marketing 100

Tony Zambito

JULY 17, 2016

People and professionals in organizations can have different intentions while working towards the accomplishment of organizational, as well as, individual goals. For instance, an individual in a B2B organization may perform the activity of online research related to supply chain management. Transformation by Yu Luck.

Intent 100

Intent Buyer Personas CMO Work Management 100

Tony Zambito

NOVEMBER 22, 2015

Many organizations are undergoing digital transformations in order to improve customer interactions, engagement, and understanding. Utilizing the first critical element of research and insights for persona creation, personas can help guide the organization towards a common shared focus on helping customers to achieve their goals.

Buyer Personas 100

Buyer Personas Lead Ranking Buy Research 100

Tony Zambito

DECEMBER 20, 2015

A recent survey conducted by Cintell*, entitled 2016 Benchmark Study On Understanding B2B Buyers , indicates that high performing organizations utilized qualitative research for their buyer personas. The survey indicated a top challenge was getting the organization as a whole to value personas. Analysis by Yamini Ahluwalia.

Buyer Personas 100

Buyer Personas Research Studies Demand Generation Agencies 100

Tony Zambito

JUNE 5, 2016

Recent research by SiriusDecisions found that for 80% of B2B buyers surveyed, customer experience counted as the top significant reason why they chose to work with a specific provider over another. That is if organizations truly adopt the original intent and methods of buyer persona research. Buyer persona research can play a role.

Buyer Personas 100

Buyer Personas Research B2B Correlation 100

Tony Zambito

JUNE 13, 2011

  Organic.   Either they worked or didn’t work.    And, when they didn’t work they are shelved.    Those they did work sometimes run its course and then are neglected to move onto the next “big” thing.  How Ready is Your Organization for the New Social Buyer Persona?

Buyer Personas 100

Buyer Personas Peer-to-peer Planning Viral Marketing 100

Tony Zambito

JUNE 26, 2016

Questions I often receive when working with CMOs specific to B2B. Whereby an audience is a community of people and organizations who share common, as well as, unique goals and yet may exhibit different behaviors when it comes to influencing, decision-making, and purchasing. Invest In Understanding Goals And Behaviors. Let us face it.

Buyer Personas 104

Buyer Personas Research B2B Fulfillment 104

Tony Zambito

FEBRUARY 5, 2017

Leaving the content dilemma facing many organizations – how to stand out? The main contributing factor, as I see from working with organizations over the past two years, is organizations are working under a grand illusion that putting “content in front of people” is the only way to succeed in today’s business climate.

Digital Transformation 50

Digital Transformation Buyer Personas Broadcasting Leads 50

Tony Zambito

JANUARY 24, 2016

Using user and buyer personas to help communicate a common view of customers to the organization. Such a guiding framework based on buyer research and a communications platform consisting of personas can help ensure the organization is working in concert towards helping customers to achieve their goals.

Planning 100

Planning Buyer Personas Paid Search Agency Marketing & Strategy 100

Tony Zambito

MARCH 23, 2011

  Everyone working on their portion of the sales pitch to be sure they are in tune and in the right key – just like an American Idol contest.    This rapid transformation into a buyer experience economy is causing many organizations to look at what really matters to buyers.  The New Buyer Experience Economy.

Peer-to-peer 100

Peer-to-peer Network Marketing Buy Education 100

Tony Zambito

OCTOBER 3, 2011

.  Multiple qualitative methods assist in identifying un-articulated patterns of thinking and behaviors that can be translated into value attributes unique to your industry, markets, and organization.  Based on a work at www.goalcentric.com. Based on a work at www.goalcentric.com. Unported License. Unported License.

High Quality Lead 100

High Quality Lead Differentiation Social Networks Paid Search Agency 100