Tony Zambito

FEBRUARY 28, 2016

And, not too surprisingly, continues to be viewed as product-centric. In which, the above deliberation is a contributing factor towards how content beasts are created and overwhelm prospects and customers. To buyers, a marketer’s view of a stage-by-stage journey amounts to “selling” to them.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

APRIL 7, 2008

When I first found myself in sales, like many of you, I was put through "product training" courses by the dozen. We were tested on the ins and outs of a specific product. Contests were held to see who knew about the product intently and expertly. And merit was based on superior product knowledge.

Buying Cycle 100

Buying Cycle Comparison Buyer Personas Marketing Management 100

Tony Zambito

FEBRUARY 9, 2010

  As senior leaders seek to gain a market edge, they focus on developing teams that are adept at understanding how their products and services make an impact.   More the case than not in a B2B setting, the buyer is not the user of the product or service he or she is purchasing. .   Buyer Persona 2.0

Buyer Personas 100

Buyer Personas B2B Sales Forecasting Marketing Management 100

Tony Zambito

JANUARY 30, 2011

  Getting at this deep understanding in the arts shapes the future programming and licensing of theatre productions or exhibits.    Audience development can become an integral part of a business organizations' effort to engage existing and prospective buyers.    Is it a night out or a deep commitment? 

Social Media 100

Social Media Social Marketing Buyer Personas Planning 100

Tony Zambito

JULY 24, 2011

Social Media/Internet: “The game changer has been that with the Internet and Social Media you can really cull information together about products, solutions, companies, and the likes.  Harness the Trigger Events That Turn Prospects Into Customers and his focus on trigger events.    IBM is way out in front on this. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Allocation Social Networks 100

Tony Zambito

MAY 8, 2011

  Tools related to processes and having information available at their fingertips when prospecting and calling on buyers.    In this illustration, marketing labeled their production “content marketing” but from a cultural standpoint produced it much like it had before – without much input from sales. 

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 100

Tony Zambito

MARCH 30, 2012

Considerable investments were made in establishing inside sales organizations and in outbound marketing activities specifically to reach the SMB base of customers and prospective buyers. SMB marketing and sales began to become more than just an afterthought in the early ‘90’s through the early 2000′s.

SMB 100

SMB Advertising Channels Enterprise Management Work Management 100

Tony Zambito

NOVEMBER 21, 2011

.  While there is still may be an ultimate buyer, the buyer is guiding each node of the buyer network in collaborating on meeting financial, technical, strategic, and productivity goals.   Today’s C-Suite will need to adjust their own views of existing customers and prospective buyers.     The Future.

Trends 100

Trends Buyer Personas Fulfillment Demand Generation Agencies 100