Tony Zambito

APRIL 2, 2011

  Also, you hear consistently about the same top, 5, 10, or 20 customers and prospective buyers and how great are the customers the company has and how those prospective buyers are just ready to close.   And when you call a lost customers or prospective buyer on the phone – well – it is just downright “silent”. 

Buyer Personas 100

Buyer Personas Trade Show Buzz Social Networks 100

Tony Zambito

JANUARY 10, 2011

  It matters now more than ever since it is the one area where B2B entities can keep potential prospects engaged long enough to convert into buyers.    If they stick around long enough and longer than with your competitors, the higher the conversion rate from prospect to buyers. 

B2B 100

B2B Buyer's Journey Sales Cycle Demand Generation 100

Tony Zambito

DECEMBER 8, 2011

  Product centricity causes selling organizations to not only focus on the merits of their product but also to have prescribed views of existing customer and prospective buyer needs.    Products, in general, are designed and produced to fulfill needs.    To be sure, products must fulfill needs.  The Future.

Trends 100

Trends Fulfillment Work Management Marketing Management 100

Tony Zambito

NOVEMBER 16, 2011

The C-Suite today can begin to look at what really is going on in its’ interactions with existing customers and prospective buyers.    CMO’s can begin to look at how to develop fulfillment models based on the demands of their existing customers and prospective buyers.    What Must CEO’s, CMO’s, and CSO’s do?

Fulfillment 100

Fulfillment Demand Generation Demand Trends 100

Tony Zambito

JANUARY 31, 2016

In today’s new digital marketplace, the prospect of content – perceived to be in the form of a sales cold call – getting through the eye of the needle will be severely diminished. (I

Ideal Customer Profiles 100

Ideal Customer Profiles Leads Lead Marketing Qualified Leads 100

Tony Zambito

MARCH 6, 2016

Investments are made annually to message to prospects and customers. Thus, tunnel vision on this myth can cause B2B organizations to miss the larger story. Myth 4: Buyers receive and clearly understand existing marketing and sales messaging.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B B2B Sales 100

Tony Zambito

FEBRUARY 28, 2016

In which, the above deliberation is a contributing factor towards how content beasts are created and overwhelm prospects and customers. He elaborates briefly on how a content beast can be created in organizations. The focus, Brent and I agree on, should be content quality, not content quantity.).

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

NOVEMBER 1, 2010

  Both offer illuminating perspectives that will cause us to think differently.

Design 100

Design Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

APRIL 16, 2012

In marketing and sales, various systems and processes have been built around how to market and sell to the customer and prospective buyer. This especially true for larger organizations where layers upon layers of systems and processes have been designed over the past two decades – and they can be as thick as the United States tax code.

Sales Management 100

Sales Management Top of Funnel Planning Demand Generation 100

Tony Zambito

MARCH 23, 2011

  All bent on creating the slide deck of all slide decks to wow the prospect.  The good old days, for some sales and marketing people, were the days huddling up for the big presentation. 

Peer-to-peer 100

Peer-to-peer Network Marketing Buy Education 100

Tony Zambito

MARCH 18, 2012

Moving around 1,000’s of accounts and prospects in virtual databases to new buckets created for employee size, revenue size, product targets, and verticals. There is what I call a “definition churn” that can happen when knowledge is found wanting – new definitions, classifications, segmentations, and etc.

SMB 100

SMB Enterprise Management SME Work Management 100

Tony Zambito

JANUARY 30, 2011

  Audience development can become an integral part of a business organizations' effort to engage existing and prospective buyers.  As the term audience development takes root in the business world, let’s all be cautious of making it just another label for existing types of initiatives. 

Social Media 100

Social Media Social Marketing Buyer Personas Planning 100

Tony Zambito

NOVEMBER 28, 2011

  This also meant shifting resources vertically as well as redesigning their conversations with existing customers and prospective buyers.  .  This led to senior members of the organization to focus marketing and selling efforts more proportionately on buyer decision models as opposed to a strict buying process orientation. 

Buyer's Journey 100

Buyer's Journey Trends Elasticity Fulfillment 100

Tony Zambito

MAY 8, 2011

  Tools related to processes and having information available at their fingertips when prospecting and calling on buyers.  .  Sales enablement , particularly in a sales-driven culture, tends to focus on producing tools that enable sales to be more effective.    What’s going on?

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

APRIL 10, 2011

B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience? .  Without adopting an understanding of readiness in the several areas mentioned, B2B as well as B2C organizations risk falling further behind the pace of change in buying behavioral dynamics.    Related articles.

Buyer Personas 100

Buyer Personas Organization Buying Cycle Buyer's Journey 100

Tony Zambito

APRIL 7, 2008

Creating that compelling feeling that we needed to espouse every feature in detail to our "prospect" because it meant a sale was going to be made. Product managers fed sales forces with detailed descriptions of feature after feature. One to be cajoled into "doing business" over the other company.

Buying Cycle 100

Buying Cycle Comparison Buyer Personas Marketing Management 100

Tony Zambito

FEBRUARY 9, 2010

.   What was fascinating to hear and witness was how these selling teams, armed with knowledge of buyer, user, stakeholder, and influencer personas, became adept at conversing with prospective buyers about the impact of these personas on the buying process and how they can help facilitate the buying process.

Buyer Personas 100

Buyer Personas B2B Sales Forecasting Marketing Management 100

Tony Zambito

JULY 24, 2011

Harness the Trigger Events That Turn Prospects Into Customers and his focus on trigger events.  .  The implication for B2B marketers and sellers is how to get pulled into one of the social buyer’s challenge circles.    IBM is way out in front on this. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Allocation Social Networks 100

Tony Zambito

NOVEMBER 21, 2011

  Today’s C-Suite will need to adjust their own views of existing customers and prospective buyers.    A place to start is to improve the organization’s insight as well as intelligence in two distinct areas: Identifying relevant buyer networks for their existing customers and prospective buyers. . 

Trends 100

Trends Buyer Personas Fulfillment Demand Generation Agencies 100