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.

B2B 202

B2B Buyer Personas B2B Sales Buyer's Journey 202

Tony Zambito

OCTOBER 26, 2015

This is still a narrow buying process perspective designed to view the buy/sales cycle to a “win” as opposed to a “loss”. The use of ethnographic research can be especially valuable for companies engaged in complex B2B marketing and long sales cycles. A case in point is the term “buyer’s journey.”

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

Tony Zambito

JANUARY 5, 2011

.  As Sirius Decision and CSO Insights have reported on often, buyers are progressing through 70-80% of the buying and sales cycle before engaging directly with sales.    Understanding what buyers are doing in the lead generation to sales cycle gap is proving to be a competitive difference maker.

Buyer Personas 100

Buyer Personas Lead Ranking Work Management Buying Cycle 100

Tony Zambito

JANUARY 10, 2011

  Adding to the complexity of these issues is the fact that buyers today are increasingly seeking experiences more than just a sale.    Keeping buyers engaged throughout the entire buyer journey and sales cycle is no easy feat to figure out.    In essence, the mix of designing the buyer experience. 

B2B 100

B2B Buyer's Journey Sales Cycle Demand Generation 100

Tony Zambito

SEPTEMBER 8, 2010

  For many B2B CEO’s, they are witnessing the conventional strategies associated with sales and marketing being dismissed and tossed aside by buyers at an alarming rate.  Alignment : The issue of sales and marketing alignment has been written about extensively over the past few years. 

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

Tony Zambito

MARCH 27, 2008

For many sales executives today, the world of selling in the past ten years has changed at a faster pace than anytime in the 20th century when the sales profession grew in prominence. The advent of technology and the Internet has made selling a buyer-driven adventure versus sales-driven. What the heck is going on?

Cold Calling 100

Cold Calling Sales Cycle Buying Cycle Work Management 100

Tony Zambito

OCTOBER 27, 2010

  It has been written about often over the past year that sales are not able to engage until further down the buyer journey and marketing has a tough job of “warming up” the buyer for sales engagement.    However, in this cycle buyers may be seeking to make deeper assessments than in past downturns. 

Trends 100

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