Tony Zambito

NOVEMBER 1, 2020

Here is a brief window into what this sounds like: “There is no question that I’d rather not have to jump on a call with a sales rep if I didn’t have to. Revenue and sales leaders will need to adapt to an accelerated rate of change in buying behaviors. Sales enablement must become the enablers of the buying experience.

Buy 309

Buy Buyer Personas B2B Buyer's Journey 309

Tony Zambito

MAY 8, 2011

The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America.    Marketing becoming the home for content strategy and sales enablement finding its’ home in sales.  Image via Wikipedia.   What’s going on? .    What’s going on?

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 100

Tony Zambito

DECEMBER 12, 2010

.  As B2B businesses seek to achieve post-recession revenue growth, they also must confront the issue of how to rethink long standing conventional practices in sales they know must change to meet this challenge head on.    Sales management has become defined primarily by implementing and enforcing methodology and processes. 

B2B Sales 100

B2B Sales Buyer Personas Multi-Channel B2B 100

Tony Zambito

MAY 24, 2021

Buyer Trust Is Elusive For Most Marketing And Sales Teams Unless They Can Balance Empathy And Humility. Marketing and sales traditionally believe that the path to building buyer trust is by providing answers. In fact, each prime their channels with marketing content or sales guides at the ready with an answer.

Ad Building 303

Ad Building Buyer Personas Trust Marketing B2B Sales 303

Tony Zambito

APRIL 19, 2010

" I thought of this statement as I reviewed strategies with a group of sales and marketing executives recently.    For both sales and marketing it really does amount to culture change.    Here’s what is happening as I see it through the lenses of a corporation undergoing efforts to align sales and marketing.  

Buyer Personas 100

Buyer Personas Marketing & Strategy Thought Leadership Social Media 100

Tony Zambito

DECEMBER 5, 2010

  Sales departments in B2B organizations are facing their most severe test in decades as the post-recession impact continues to reverberate throughout the economy.  Several trends that point to transformation are: Trend 1: A shift from sales relationship to sales experience.

Trends 100

Trends Buyer Personas AIDA Buyer's Journey 100

Tony Zambito

MAY 7, 2021

Marketing and Sales Leaders Can Increase Their Value Through In-House Buyer Insights and Buyer Persona Development Capabilities. Creating a roller coaster ride with twists and turns that can be stomach-churning for marketing and sales organizations. 2 – Foster Marketing and Sales Alignment. Because buyers will have moved on.

Buyer Personas 220

Buyer Personas Allocation Paid Search Agency Advertising Agencies 220

Tony Zambito

NOVEMBER 15, 2010

.  This past election made me think about parallels to the ongoing debate that surrounds sales and marketing alignment.    As if the state of sales and marketing has an imaginary aisle like the House on Capitol Hill.    Sale’s role has been primarily one of PUSH. 

Buyer Personas 100

Buyer Personas Paid Search Agency Buying Cycle Lead Ranking 100

Tony Zambito

DECEMBER 19, 2010

  My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally.    By the time they get to sales folks, whether it is in person or on the phone, they already are armed with enough information to help make a decision.  Image via Wikipedia. What do I mean? 

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Tony Zambito

DECEMBER 23, 2020

Sales Will Face Further Reduction And Be Better For It. As business commerce continues to struggle for growth, sales forces throughout will continue to experience reduction. Causing many organizations to question sales strategies and tactics. Sales will arise in the second half of 2021 and be better for it.

Marketing AI 235

Marketing AI Account Based Marketing Fulfillment Interactive Marketing 235

Tony Zambito

MAY 12, 2021

In the world of business, commerce, B2B marketing, and B2B sales, a “new world order” will emerge. One capability B2B marketing and sales will need to strengthen is that of personalization. ” This will put added pressure on marketing and sales professionals to truly understand their buyers.

Buyer Personas 221

Buyer Personas Marketing AI Personalization B2B Sales 221

Tony Zambito

DECEMBER 9, 2020

After a revision, an ambitious marketing and sales plan was put into place to upgrade existing customers. And to improve sales to new buyers. Ask marketing and sales colleagues to clarify assumption sounding statements. Causing buyers to no longer value one of the core capabilities as they did before.

Marketing Analytics Tools 318

Marketing Analytics Tools Validation Planning Intent 318

Tony Zambito

MARCH 23, 2011

The good old days, for some sales and marketing people, were the days huddling up for the big presentation.    Everyone working on their portion of the sales pitch to be sure they are in tune and in the right key – just like an American Idol contest.  Image by TheeErin via Flickr. The New Buyer Experience Economy.

Peer-to-peer 100

Peer-to-peer Network Marketing Buy Education 100

Tony Zambito

MAY 26, 2021

Marketing And Sales Teams Should First Align With An Important Buyer Mindset Before Jumping In Helping Buyers To Buy. Sales development and training organizations use this phrase as well. 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

OCTOBER 26, 2020

For many leaders in sales and marketing, the year 2020 will go down in history as one of the most challenging in their careers thus far. Questions related to how to reset sales and marketing to a vastly different world from just one year ago. Interactions : how do we redesign sales and marketing interactions with buyers?

Marketing & Strategy 245

Marketing & Strategy Buyer Personas B2B Sales Interactive Marketing 245

Tony Zambito

SEPTEMBER 14, 2009

This September 10th, I attended the Sales 2.0  The conference focused on the changing environment of sales and paid particular attention to issues related to understanding buyers.  One message was clear at the Sales 2.0  One message was clear at the Sales 2.0 Conference in Chicago.

Buyer Personas 100

Buyer Personas Conference Segmentation Planning 100

Tony Zambito

FEBRUARY 21, 2022

Stop at a reception desk of a typical multi-story B2B corporation headquarters, you are likely to be told that the marketing department is on floor 7, sales is on floor 2, operations on floor 3, and executive offices are on floor 5. They get marketing’s version, another from sales, and operation’s version.

Marketing & Strategy 210

Marketing & Strategy B2B Sales Gartner Touchpoints 210

Tony Zambito

OCTOBER 22, 2020

According to a number of recent surveys, we are seeing an enormous shift in sales turning to remote selling. With B2B companies scrambling to implement full-scale e-commerce, digital capabilities, and reinvent marketing and sales. . Their sales reps are out on an island all by themselves and we can’t get what we need online easily.

Design 226

Design Buyer Personas B2B Sales Interactive Marketing 226

Tony Zambito

APRIL 28, 2021

Plans for complete digital sales transformation are accelerated. Since the pandemic began in March of 2020, we have seen the scales tipped heavily towards how to re-orient sales towards virtual selling and to create more interactive content. What Marketing And Sales Leaders Can Do. If only you were “motivated” more.

Buyer Personas 208

Buyer Personas Planning Interactive Marketing Network Marketing 208

Tony Zambito

MAY 19, 2021

Marketing and Sales Leaders Can Leverage Buyer Insights To Create Rewarding Digital Buying Experiences For Buyers. It is assumptions about the buying journey, I believe, that lead to a number of issues causing angst to sales and marketing leaders. Not that this type of outcome was ever in question. To name a few.

Differentiation 244

Differentiation Top of Funnel Buy Buyer Personas 244

Tony Zambito

DECEMBER 16, 2008

  It takes some hard work and they usually cannot be created by conventional means such as culling data from sales forces.      If internal data is only utilized in the theatre of sales and marketing, it will be hard to get a true sense of what is taking place “behind the scenes” when the buying process is in motion.

Buyer Personas 100

Buyer Personas Paid Search Agency Marketing Buy 100

Tony Zambito

MAY 21, 2021

Gaining Buyers’ Attention Remains Number One Challenge For Marketing And Sales Leaders. Becoming evident is that capturing buyers’ attention is the number one challenge facing B2B marketing and sales at this stage of the pandemic. It is issue number one for many marketing and sales leaders. . To concentrate.

Buyer Personas 197

Buyer Personas Intent Signal B2B Sales Interactive Marketing 197

Tony Zambito

APRIL 30, 2021

Marketing and Sales Leaders Must Build Core Competency of Understanding Buyer Persona Goals. When it comes to buyer goals, organizations today will need to get more specific about encoding understanding of buyer persona goals into their marketing and sales capabilities. . Sometimes, culture and DNA are used interchangeably.

Buyer Personas 176

Buyer Personas B2B Sales Profiling Organic Leads 176

Tony Zambito

NOVEMBER 15, 2020

Calling into question for many B2B sales and marketing leaders how well they know their buyers. Chief officers in sales and marketing are left with the tasks of knowing to what degree and how so have they changed. Meaning they are not going to be of much help other than being a fact sheet for sales and marketing intelligence. .

Buyer Personas 220

Buyer Personas Digital Transformation B2B Sales Interactive Marketing 220

Tony Zambito

APRIL 24, 2008

Herein lays one of two trends that are affecting sales and the selling profession. This can be a scary proposition for sales and the selling profession. What it could easily mean is that buyers today can "cut out" sales altogether.

Peer-to-peer 100

Peer-to-peer Trends Buyer Personas Social Media 100

Tony Zambito

JANUARY 10, 2022

Leaders that are responsible for their overall business, marketing, or sales functions. 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. Something simply is not working. .

Buyer Personas 234

Buyer Personas Sample Urgency Marketing Analysis 234

Tony Zambito

MAY 13, 2008

The issue of sales and marketing alignment has been floating in the corporate hallways for several years now. What I am finding most interesting is that the definitions surrounding the "sales & marketing alignment" conundrum are, to use the proverbial expression, all over the map.

Buyer Personas 100

Buyer Personas Conference Marketing & Strategy Webinar Metrics 100

Tony Zambito

JANUARY 11, 2021

This will decrease the tolerance for hyperbole in a firm’s marketing and sales effort. The internalizing will, no doubt, have the counter effect of decreasing any wants or desire to rely on direct sales contact. What we have seen in the past year is the heightened sensitivity to facts has become front and center.

Trends 209

Trends B2B Sales B2B Marketing Spending 209

Tony Zambito

APRIL 26, 2021

A recent McKinsey study suggests that two-thirds of buyers will prefer to keep self-serve interactions or a form of hybrid with a sales representative post-pandemic. Buyers are in a much more ensconced seat to simply ignore SDRs and Sales Representative outreach. We’re spending more time just trying to wave the flag and get noticed.”.

Buyer Personas 153

Buyer Personas Outreach Buy Studies 153

Tony Zambito

MAY 14, 2021

Marketing and Sales Leaders Need To Know The Difference Between Bad Versus Good Buyer Personas To Achieve Growth. 4 – They Provide True Buyer Insights As Opposed To Basic Sales Intelligence. For instance, finding out what holds up a buying process is something a good sales representative should be able to inquire about.

Buyer Personas 232

Buyer Personas Validation Thought Leadership Deliverability 232

Tony Zambito

JANUARY 5, 2022

The sales function of businesses has always been looked at with some degree of healthy skepticism regarding hyperbole. Sales functions are no longer alone. Marketing and sales will need to reduce the exclamation point. Pushing against a line that can be crossed over into the land of overpromising. want is the truth….

Transparency 205

Transparency Research Buyer Personas Service 205

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. Product managers fed sales forces with detailed descriptions of feature after feature. The buyer was always thought of as the "target" and was a "customer" after the sale.

Buying Cycle 100

Buying Cycle Comparison Buyer Personas Marketing Management 100

Tony Zambito

NOVEMBER 29, 2020

Marketing and sales adopting journey mapping that originated out of Deming’s Total Quality Movement (TQM) and Customer Experience. . They no longer needed to call a sales representative to begin information seeking. If sales intervention is needed, it should be by design to enable – not to sell to them.

Internet Marketing 207

Internet Marketing Fulfillment Interactive Marketing Customer Surveys 207

Tony Zambito

NOVEMBER 4, 2020

While internal purchasing or buying processes amongst buying teams may be speeding up, it may not easily translate to shorter sales cycles. With such buyer insights as mentioned above, B2B sales and marketing leaders can better engage with their buyers. ” – George, Senior Director of Operations. And, they will need it sooner.

B2B 202

B2B Buyer Personas B2B Sales Buyer's Journey 202

Tony Zambito

MAY 31, 2017

In the 1980’s and 1990’s, ABS, the acronym for Account-Based Sales, was all the rage then. Yet, we cannot lose sight of the importance of sales in account-based strategies. For example, if an organization adopted Miller Heiman, sales began their efforts with filling out as much of the “blue sheets” as possible. Common Thread.

Account Based Marketing 211

Account Based Marketing ABM Digital Transformation Paid Search Agency 211

Tony Zambito

MARCH 12, 2017

B2B companies are struggling to make gaining buyer insights more than the gathering of analytics, buyer intelligence, sales intelligence, and buyer personas couched in factual data. I have seen entire sales and marketing strategy plans that amount to one thing only – get into the C-Suite. At issue is much of analytics remains tactical.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Tony Zambito

OCTOBER 12, 2020

Before the turn of the new millennium in 2000, it was downright unthinkable in B2B that the model of sales representative and buyer interaction would ever change. The most controversial item on executive meeting agendas before the new millennium was if ”small inside sales team to handle small customers” should be created.

Buyer Personas 310

Buyer Personas B2B Amazon Fulfillment 310