Tony Zambito

OCTOBER 27, 2018

Furthermore, nearly 70% of B2B buyers are conducting transactions and purchases strictly online. With online research as the most important element of B2B purchase decisions, many B2B organizations are putting emphasis on developing content-driven customer experiences. Digital Commerce Experience Matters As Much As Customer Experience.

B2B 165

B2B Amazon Buyer Personas Fulfillment 165

Tony Zambito

MARCH 4, 2022

continue to invest in Russian financial markets The SWIFT ban was only applied to selected banks and not all financial institutions in Russia Oil and gas continue to be purchased in the hundreds of thousands of barrels per day The Big 4 accounting firms are still providing professional services.

Activities 231

Activities B2B Buyer Personas B2B Marketing 231

Tony Zambito

OCTOBER 1, 2018

Approaches related to conducting buyer insights research on the purchase and the journey to the purchase will need to expand to cover the entire lifecycle. This preparation will need to take into consideration not only the journey to a purchase but also the lifecycle of customer success.

Buyer Personas 174

Buyer Personas Lead Ranking Digital Marketing Funnels Urgency Marketing 174

Tony Zambito

JANUARY 14, 2022

A good portion of accelerated change in how work and purchasing get done will become permanent. . Businesses and buyers will face disruptions in operations, talent development, and their abilities to retain customers. Talent and Work Suffers Endemic Issues. When history books are written, the great resignation will have a chapter.

Buyer Personas 234

Buyer Personas Startups Planning Positioning 234

Tony Zambito

MAY 10, 2021

More importantly, helping them navigate their own internal purchasing processes. As well as a deeper understanding of situational buying scenarios. Supplying buyers with needed support in their efforts working with stakeholders. The efforts led to as much as a 20% increase in professional services engagements for HP within a 2-year period.

Top of Funnel 215

Top of Funnel B2B Sales Buyer Personas Process 215

Tony Zambito

OCTOBER 7, 2018

In the form of data and analytics, organizations are hoping to glean informative insights into the purchase behaviors of their buyers and customers. This environmental issue most definitely began to shape how mining purchasers began to seek other suppliers. Tribal Understanding Required.

Marketing AI 187

Marketing AI Peer-to-peer Buyer Personas Segmentation 187

Tony Zambito

OCTOBER 14, 2018

Whereby the notion of awareness, evaluation or consideration, and purchase decision is built-in to these views. We are finding multiple views on how purchase choices and decisions are being made. In reality, whatever labels have been applied, there are more similarities than differences.

Marketing AI 174

Marketing AI Buyer Personas Top of Funnel Digital Marketing Funnels 174

Tony Zambito

OCTOBER 22, 2020

is to enable the buyer to gain (digital) interactive information that helps them to achieve a purchase decision that solves a problem or attains a goal. (BxD) is the design of interactions between buyers and an organization’s marketing and sales communications. The purpose of Buyer Interaction Design ?

Design 226

Design Buyer Personas B2B Sales Interactive Marketing 226

Tony Zambito

NOVEMBER 8, 2015

Creating distinctive and engaging experiences, as part of how people and businesses go about making purchases, is getting more attention today than ever. The repeat purchase experience, thus, ending up leaving a very sour taste in the mouths of existing customers. Let us not forget the earlier mention of repeat customers.

Buy 100

Buy Buyer Personas Acquisitions Correlation 100

Tony Zambito

MAY 26, 2021

A purchase. Note, it is not about seeking a solution to buy. It is about trying to figure things out. Something many buyers are trying to do at this moment. The phrase “helping buyers to buy” has an end in mind of a sale. A mindset with end results favorable to marketing and sales.

Buy 196

Buy Buyer Personas B2B Sales Gartner 196

Tony Zambito

JUNE 8, 2020

Under what conditions will our buyers begin to engage in making purchasing decisions? In talking and sampling with decision-makers, questions are surfacing such as: When and how should we resume marketing and selling? What kinds of marketing and selling strategies will be appropriate? What level of demand should we expect?

Studies 162

Studies Buyer Personas Paid Search Agency Sample 162

Tony Zambito

APRIL 27, 2020

Initially, there will be a number of phased-in constraints that will make choices and purchase decisions difficult at best. Buyers and customers will not be returning to a world where they can easily flick a switch and operate as they had. We do not know. Plan for the long haul. Make Sure Your Buyer Personas Are Based On Goals.

Buy 182

Buy Buyer Personas Ideal Customer Profiles Amazon 182

Tony Zambito

NOVEMBER 29, 2020

An exploration to chart and explore the Louisiana Purchase Territory at the behest of President Thomas Jefferson. When I was a young boy, I was fascinated by the history of the Lewis and Clark Expedition that began in May of 1804. Lewis and Clark spent the fall and winter of 1803-1804 in preparation.

Internet Marketing 207

Internet Marketing Fulfillment Interactive Marketing Customer Surveys 207

Tony Zambito

SEPTEMBER 27, 2015

Investing in both qualitatively understanding the goal-directed behaviors for each and investing in the right marketing media that helps consumers and buyers do one simple thing – know how they can accomplish their goals throughout the entire journey or path to a purchase. Related articles.

Allocation 100

Allocation Buyer Personas CMO Press 100

Tony Zambito

JANUARY 25, 2012

Behaviorally oriented Market and Business Buyergraphics provide insight into and answers for several crucial questions: How do we understand buyer segments based on purchasing behaviors? What are the new buyer ecosystems and networks that affect purchase behaviors? Understanding buying scenarios that affect purchasing behaviors.

Buyer Personas 100

Buyer Personas B2B Allocation Peer-to-peer 100

Tony Zambito

SEPTEMBER 6, 2016

Customer segmentation lacks in helping you to understand what preferences buyers may have, what they work on, how they engage in buying activities, what their purchasing history may be like, and what initiatives they work on. Purchase history and purchase patterns (including budgets). Buyer Profiling. Priorities and Initiatives.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles Segmentation Profiling 100

Tony Zambito

OCTOBER 25, 2011

.  Oftentimes, strategies are crafted with a singular focus on the purchase decision.    However, increasingly evident today is that buyers make purchase decisions that are a summation of several choices.    One way of understanding changes in buyer behaviors is to understand buyer choices. . 

Demand Generation 100

Demand Generation Internet Marketing Purchase Buy 100

Tony Zambito

OCTOBER 23, 2016

As the digital economy continues to evolve globally, we are seeing an unprecedented convergence of market-oriented behaviors associated with the usages and purchases of products or services. Buying Behaviors : How people make choices and arrive at purchase decisions are undergoing major transformations. Convergence of Behaviors.

Enterprise Management 100

Enterprise Management Marketing Strategy Marketing & Strategy Work Management 100

Tony Zambito

NOVEMBER 28, 2011

.  In essence, new enabling technologies and the flattening of organizational decision-making are allowing members of buyer networks to have more “say” in purchase decisions.     These elements also have a direct impact on buyer behavior with respect to purchase decisions. What Must CEO’s, CMO’s, and CSO’s Do?

Buyer's Journey 100

Buyer's Journey Trends Elasticity Fulfillment 100

Tony Zambito

JANUARY 22, 2017

Approaches rooted in old principles of product marketing and purchasing for buyer personas are outdated. Acting inter-dependently and intra- dependently with other divisions as both suppliers and purchasers to succeed in their own markets. And, conversely, many users are buyers. 2 – Market-based vs. Account-based. and early 2000’s.

Buyer Personas 100

Buyer Personas Digital Transformation Enterprise Management Account Based Marketing 100

Tony Zambito

AUGUST 8, 2011

  In recent ethnographic studies I've conducted, where I am talking with B2B purchasers and decision-makers, I am witnessing conversationally the new threshold of what we may call a company’s Social Engagement Index.  to advance its’ relationship with their buyers.  There is most definitely much more to learn. 

Buyer Personas 100

Buyer Personas Wikipedia Buy B2B 100

Tony Zambito

JANUARY 30, 2012

There are three profound changes occurring in predictive analytics and modeling that is being driven by the impact of the buyer increasingly self-directing purchase decisions: Putting buyers at the center of predictive modeling. Emphasis on modeling buyer behavior. Bringing a qualitative interface to the quantitative analytics.

Lead Ranking 100

Lead Ranking B2B Peer-to-peer B2B Sales 100

Tony Zambito

FEBRUARY 10, 2012

as examples, have completely erased the barrier to information and allow buyer networks to operate as one and to weigh-in on purchase decisions. Meaning more parties participating and more validation is occurring in the purchase decision-making. Develop a renewed focus on descriptive buyer segmentation based on purchase behaviors.

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

Tony Zambito

JANUARY 29, 2017

That is, people are driven by goals and exhibit goal-directed behaviors when engaged in using products or services, as well as, in making purchase decisions. In terms of understanding customer, specifically for persona development, one fundamental principle remains true. 5 – In-Depth Executive Interviews.

Digital Transformation 100

Digital Transformation Buyer Personas Ideal Customer Profiles B2B Thought Leadership 100

Tony Zambito

MAY 5, 2011

B2B marketing and sales has lived in a neat framework centered on the purchase transaction.    In some industries and marketplaces, this purchase transaction has been fairly straight forward.    That is, until now.    These days are certainly the best of times and could be the worst of times. 

Buy 100

Buy Buyer Personas B2B Lock-In 100

Tony Zambito

MAY 13, 2011

.  The Basone Buyersphere Report surveys approximately 1,000 businesses, heavily comprised of UK and European firms and ranging from small to multi-national enterprises, on the steps they take in making purchases.    The annual report is aimed at surveying the changing B2B buyer behavior.

Buyer Personas 100

Buyer Personas WOM B2B Paid Search Agency 100

Tony Zambito

OCTOBER 5, 2011

Is it time for organizations to take a hard look at their efforts in understanding emerging buyer behavior patterns and how they reveal why and how buyers are making purchasing decisions today?    So how does an organization get a hold of itself in such times? .    I know my answer – what is yours? Related articles.

Buyer Personas 100

Buyer Personas Wikipedia Demand Generation Analysis 100

Tony Zambito

FEBRUARY 2, 2012

Buyer network : we are moving fast and furious to a networked business society – referring to this term both technologically and socially where independent purchase decisions are a thing of the past. In addition, at the ready to understand more deeply buyer challenges which are serving as the catalyst to begin searching for a solution.

Demand Generation 100

Demand Generation Lead Ranking Demand Generation 100

Tony Zambito

MARCH 25, 2011

Gathering some good demographic information as well as finding voluminous reports on what is being purchased. With the hope of understanding trends and purchasing patterns. Conventionally, market research has focused on getting to the " who and what " of potential markets and customers.

Research 100

Research Psychographics Buyer Personas Marketing Management 100

Tony Zambito

JANUARY 23, 2012

They are presented in the context of how conventional thinking may need to change to align with new buyer behaviors that are affecting purchase decisions. In this eBook, significant buyer trends derived from qualitative research are highlighted.

Trends 100

Trends Wikipedia Business Press 100

Tony Zambito

SEPTEMBER 27, 2011

.  How well organizations; in relations to products, service, and brand; maps to Buyer Perceived Values will serve as the one of the primary influences that shapes buyer behaviors and purchase decisions. Buyer behavior research, performed through qualitative means, can reveal many aspects of what comprises Buyer Perceived Values (BPV). 

Peer-to-peer 100

Peer-to-peer Loyalty Correlation Pricing 100

Tony Zambito

JULY 24, 2011

  We know from such sources as Basesone’s Buyersphere Report what B2B buyers are doing respective to the use of social media and the Internet as they ultimately make purchase decisions.    There have been some surprising revelations.    I know I don’t go on a so called journey when looking for solutions.”. . 

Peer-to-peer 100

Peer-to-peer Buyer Personas Allocation Social Networks 100

Tony Zambito

OCTOBER 27, 2010

  Lauren further adds that a confluence of trends is changing the way buyers experience buying decisions and purchases.    Buyers desire the same simplification, ease of use, and ease of access that they may experience in consumer type purchases.   

Trends 100

Trends Peer-to-peer Buyer Personas Marketing Automation Services 100

Tony Zambito

JULY 17, 2016

Understanding this relationship allows for a deeper analysis of buying behavior and what truly is driving purchase decisions. The relationship between intent and goals is a very important one. Primarily, it helps with making sense of the tasks and activities buyers perform. Tasks Versus Goals.

Intent 100

Intent Buyer Personas CMO Work Management 100

Tony Zambito

DECEMBER 8, 2011

   Values correlate strongly to buyer goals and thus have a big impact on why buyers are making organizational as well as purchase decisions.    The dominant driver affecting purchase decisions will be transitory values that change over time significantly.    But be sure – they are there. 

Trends 100

Trends Fulfillment Work Management Marketing Management 100

Tony Zambito

NOVEMBER 14, 2011

  By BIG insights I refer to the qualitative nature of research that gets to the most important questions of how and why buyers behave as they do to make purchase decisions.  How Buyer Perceived Risks (BPR) Affects Buyer Behavior and Purchase Decisions (buyerpersonaplaybook.com).

Trends 100

Trends Planning Buy CMO 100

Tony Zambito

SEPTEMBER 22, 2010

.  It is fair to say that many organizations are adopting specific buying strategies whereby decisions are often made well ahead of any sales involvement and the decisions are more about who to purchase from versus what to purchase. 

Top of Funnel 100

Top of Funnel Buyer Personas Marketing Automation Services Buyer's Journey 100