ViewPoint

APRIL 4, 2013

Social media helps sellers develop a professional persona on a number of ubiquitous communications platforms and disseminate information about their company’s products and services. The Force Multiplier Effect of Social Media for Professional Sellers. Cold Call, revisited: Best practices for getting in the door.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

MARCH 6, 2012

Many organizations understand the value of developing buyer personas to gain this insight. Yet, according to Tony Zambito—who originated the development of buyer personas in 2002—buyer personas are no longer enough.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

AUGUST 20, 2015

Nurturing workflows: Are our workflows based on personas and engagement triggers (email and human) that guide buyers on their journey? These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers?

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

MARCH 19, 2015

The key to successful content marketing is to understand your customer personas and where they are in the buying cycle in order to provide the right content to the right people at the right time. Prospects may move back and forth from marketing to sales multiple times throughout the buying process.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

SEPTEMBER 22, 2015

However, for B2B marketers who already use personas—if they have been created with depth, signed off on by sales, and are actively used to inform content marketing strategy and sales enablement, then the shift to ABM should be easier… Like anything else, ABM is not one-size-fits-all.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

JULY 16, 2013

Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel? Despite their best intentions, many B2B companies are not able to generate the frequent high-quality content necessary to fuel an inbound marketing lead generation program.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

JANUARY 31, 2012

He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. Tony Zambito is Founder and Principal of the buyer research and strategy firm Buyerology ?.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

AUGUST 23, 2012

We sometimes try to cluster people by titles and personas. Click to start video at this point — Asked about a suggestion from SiriusDecisions’ Tony Jaros in an earlier PowerViews interview that prospects should be clustered into like groups and approached with highly targeted messaging, Tim replies, “Absolutely.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

AUGUST 30, 2012

When you’re building a company, the most important thing is to identify who the target persona is and go out and go talk to them—as many of them as you possibly can.”. Frankly, the results will really be powerful, but they will rarely fill your complete funnel.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MAY 5, 2015

Tony Zambito , who is a leading authority on buyer personas , is on target in saying we need to go where buyers want to go: Most effective are programs mapped to a true understanding of the various situations and scenarios buyers encountered.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120