Tony Zambito

article thumbnail

Five Intangible Buyer Behavior Trends To Monitor In 2021

Tony Zambito

The optimism that may have been present in the fall for some has taken a hit. In a recent article, I presented the concept of “collective confidence” that buying teams and management will seek. Where fatigue, distrust, anxiety, and uncertainty can all become elements present in the mind of buyers.

Trends 209
article thumbnail

The Virus Has Changed. So Have Buyers.

Tony Zambito

These combined changes now present a new set of risks to businesses. Not only are buyers changing but also buying processes are changing. These changes combined are causing significant gaps in the ability of businesses to understand and serve their buyers and customers.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

The Problem With Not Knowing Your Buyers

Tony Zambito

And when they do present themselves, you can hear as well as feel the urgency. That something can be related to: Growth plans have fallen short Competitors have made significant inroad Marketing plans miss the mark Sales have fallen way short of the target Customer churn is increasing. You get it. Problems multiply and they are interrelated.

article thumbnail

How To To Enable Your Marketers And Sellers To Truly Understand Target Buyer Personas

Tony Zambito

This type of mindset must already be present within the halls of organizations to truly understand buyers. You often hear about superior athletes, dancers, musicians, and artists having a mindset whereby they “live, breathe, and have a desire to be great” in their chosen passion.

article thumbnail

Will Pre-Pandemic Buyer Assumptions Prevent Recovery And Rebound In 2021?

Tony Zambito

Oftentimes, we can create an over-reliance on past data and experiences to shape our assumptions about the present and the future. . Or we cement assumptions about what people think. Or how we expect people to behave. Due to the COVID-19 pandemic , many organizations will need to ask these critical questions: .

article thumbnail

Building an Early Buyer Insights System Can Save You Trouble?

Tony Zambito

Each month now presents new potential events that can throw people off course. Buyers, consumers, and people, in general, are changing their behaviors continuously and rapidly. The heads of many buyers and consumers spin as each bit of news causes them to hesitate on buying something. .

article thumbnail

?4 Headwinds B2B Buyers Will Face in the Future

Tony Zambito

Gaps that were present previously are now put under a magnifying glass. The level of urgency to adapt to a new reality has suddenly increased. Many who had been thinking long-term prior to the pandemic now find themselves in a scurry to change gears. The gaps are much wider than ever anticipated.

B2B 195