Tony Zambito

DECEMBER 8, 2011

This is the seventh article looking at buyer trends that will influence marketing and sales in the near and foreseeable future. Let’s recap the significant buyer trends noted so far in this series: Buyers are overwhelmed with content and desire experiences. Buyer behavior is changing rapidly and requires BIG insights.

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Trends Fulfillment Work Management Marketing Management 100

Tony Zambito

NOVEMBER 10, 2011

This is the first of a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  Buyer Trend: Overwhelmed By Content.   In essence, a buyer trend is evolving whereby managing and filtering information is becoming overwhelming. . 

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Trends Content Wikipedia Custom Publishing 100

Tony Zambito

NOVEMBER 14, 2011

This is the second in a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  Buyer Trend: Buyer Behavior Changing Rapidly and Buyers Are Saying – Get Me Please! .  Photo by Kenny Madden © All rights reserved). Follow @TonyZambito.

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Tony Zambito

DECEMBER 5, 2010

Several trends that point to transformation are: Trend 1: A shift from sales relationship to sales experience. Trend 2: Organizations will focus on reinventing the buyer experience. Trend 3: Expertise level requirement of sales will increase.   Trend 4: Evolving systems and tools to improve the sales experience.

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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.    So what I would like to do is start a conversation on these seven trends.    First, let me just add how I came up with these trends.  Image via Wikipedia.

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Tony Zambito

NOVEMBER 4, 2020

Pre-pandemic, it was expected buyer behavior trends may evolve over a five to ten-year period. Now, buying behavioral trends have been lit with lighter fluid as the coronavirus pandemic shocks business commerce. Accelerating trends down to months to two-years. “As Insights Into Three Buying Behaviors Impacted By COVID-19.

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B2B Buyer Personas B2B Sales Buyer's Journey 202

Tony Zambito

APRIL 24, 2008

Herein lays one of two trends that are affecting sales and the selling profession. The trend that buyers will conduct research before purchases has been underway for a while. Remember, just a short few years ago, when we were first able to use the Internet for so called "research."

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Tony Zambito

JANUARY 12, 2022

Whereby Thailand was about setting trends and being a part of the latest trends. Japan stood out as completely different than say Thailand. Japan consumers were more rooted in family history involvement towards music. This makes the job of leaders and branding doubly hard.

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Buyer Personas Display Trends Marketing & Strategy 228

Tony Zambito

NOVEMBER 21, 2020

We have already seen acceleration towards digital trends in both consumer and B2B markets. Most certainly other trends will evolve as a result of the COVID-19 pandemic experience. Some short-term while others will be part of the recovery and beyond.

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Buyer Personas B2B Sales Research eCommerce 255

Tony Zambito

OCTOBER 23, 2018

Innovations : Buyers now have dedicated teams whose purpose is to scout the marketplace for innovative outsourcing, market trends, product trends, service trends, and workforce trends. Millennials will increasingly make up a higher percentage of the workforce and have new expectations.

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Digital Transformation Buyer Personas Work Management Marketing Management 184

Tony Zambito

JUNE 16, 2020

This period has allowed for trends to begin to emerge. Trends that will impact decision-making and buying for at least the next five years. Causing senior leaders to scrap plans, accelerate plans, or seek alternative plans to help them chart a new course in troubled waters.

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Digital Transformation Buyer Personas Business Work Management 162

Tony Zambito

APRIL 27, 2020

We are beginning to see trends we anticipated growth in five years begin to accelerate as a result of the pandemic. Some trends, like these mentioned, will be obvious. Perhaps none more important than – how will buying change? However, there are many that will not be so obvious and hard to predict.

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Buy Buyer Personas Ideal Customer Profiles Amazon 182

Tony Zambito

MAY 4, 2020

Changes that can be characterized as casting away of old habits, accelerating recent trends, and creation of new behaviors unforeseen. Trends related to digitization and digital transformation will accelerate. In the past few weeks, we have engaged in an informal polling of business leaders on the impact of COVID-19. Digitization.

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Marketing AI Buyer Personas Advertising Agencies Conference 173

Tony Zambito

OCTOBER 26, 2020

The coronavirus pandemic is now accelerating such trends to enable consumers and B2B buyers to configure their own solutions. Nearly a 40-billion-dollar industry led by Carvana, Vroom, CarMax, and Auto Nation. Buyers are able to configure a car to how they want it delivered. 4 Actions Leaders Can Take.

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Marketing & Strategy Buyer Personas B2B Sales Interactive Marketing 245

Tony Zambito

APRIL 26, 2021

The result of such an accelerated shift is a trend to adapt with virtual selling. 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. CSOs are fretting over how to adapt and make the transition.

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Buyer Personas Outreach Buy Studies 153

Tony Zambito

NOVEMBER 15, 2020

Journey Orchestration : As buyers go about learning how they can accomplish a goal or solve a problem-associated goal, the COVID-19 pandemic is accelerating trends on how buyers interact. You can be sure that the situations and scenarios faced by buyers have undergone big changes in the past seven months.

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Buyer Personas Digital Transformation B2B Sales Interactive Marketing 220

Tony Zambito

NOVEMBER 29, 2020

Some trends will be anticipated. Being customer-centric or buyer-centric is a response to a different era. Shifting to customer-enabling or buyer-enabling is a response to the future. The Future of Buying. The pandemic has accelerated the future of buying. Yet, many unanticipated and unknown new behaviors will arise.

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Tony Zambito

JANUARY 24, 2016

Because these dynamics are unfolding at a rapid pace, it is getting harder for CMOs and their teams to resist the many cliché expressions that will suffice such as “grabbing the shiny object” or “jumping on the bandwagon”. The temptation being great to go “all in” on the latest hot topic or trend and hope for the best.

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Tony Zambito

OCTOBER 7, 2018

With hopes that the new trend of Artificial Intelligence (AI) can serve up exactly what customers want at the right time. In the form of data and analytics, organizations are hoping to glean informative insights into the purchase behaviors of their buyers and customers.

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Marketing AI Peer-to-peer Buyer Personas Segmentation 187

Tony Zambito

MARCH 12, 2017

Whereby marketing finds itself analyzing historical trends related to online visits and which content was accessed. At issue is much of analytics remains tactical. Looking at the past histories of sales by variables such as geographies, territories, and various channels. You Have An Internal View Of The Buyer’s Journey.

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Buyer Personas B2B Digital Transformation B2B Sales 251

Tony Zambito

FEBRUARY 11, 2011

Tony Karrer and Tom Pick of B2B Marketing Zone have released a free white paper entitled B2B   Blogging Trends in 2011.    It is an informative collaboration of ideas and highlights some key trends associated with the issues of blogging.    A nice effort from Tony Karrer and Tom Pick!

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Paper Trends B2B Marketing B2B 100

Tony Zambito

JULY 1, 2016

This trending along these lines may hold true throughout Europe. While there is demographic importance to such trends, implications to global business marketing can manifest itself in different ways. In simple terms, the Remain voters were younger and a higher percentage had participated in education beyond high school.

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Buyer Personas Planning Business Paid Search Agency 101

Tony Zambito

MAY 23, 2017

Developing data intelligence strategies allowing them to respond to buyer behavioral trends. Expanding their understanding of shifting desired digital engagements sought by buyers.

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B2B Marketing Planning Buyer Personas B2B 227

Tony Zambito

DECEMBER 13, 2015

In my qualitative buyer research with several hundred buyers, in the past few years, findings show a counterproductive trend is occurring. And, do not fall victim to the trend of buyers avoiding their information – or them entirely.

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Buyer Personas Lead Ranking B2B Sales Research 100

Tony Zambito

APRIL 17, 2016

Interestingly enough, as well, is after a few years of CMO tenure trending upwards, the average tenure is trending downward. For CMO’s, it is especially disconcerting for, after a few years of justifying increases in content marketing budgets, the returns are not matching up. Could there be a correlation here also?

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Tony Zambito

NOVEMBER 22, 2015

According to recent surveys by PWC, Forrester, IBM , and McKinsey, disruptive trends in customer and buying behaviors are expected to continue over the next five years. At the same time, incorporating the use of analytics wisely to help stay abreast of customer behavioral trends. 2 – Persona-Based Common Views.

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Tony Zambito

JANUARY 22, 2017

In this article, let us walk through 4 specific trends affecting a need for rethinking buyer personas : 1 – The Buyer Is Also The User and The User Is Also The Buyer. These four trends are reshaping the concept of how organizations will need to understand customers to survive in the era of digital transformation.

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Tony Zambito

OCTOBER 27, 2018

Here is an excellent interview featuring Brian Walker of Accenture, from a recent Dreamforce Conference, with great thoughts on B2B Commerce trends.). One no-win option, however, is standing still and doing nothing.

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B2B Amazon Buyer Personas Fulfillment 165

Tony Zambito

APRIL 14, 2011

  I see this trend as having two distinct components.  Based upon recent interviews with buyers, a trending towards an emphasis on reputation as part of the buyer’s mindset in valuing relationships with sellers is becoming more pronounced.  Social Expert Networks. Reputation.     Related articles.

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Tony Zambito

NOVEMBER 21, 2011

This is the fourth article looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  Buyer Trend: Developing More Complex Networks That Collaborate On Decisions. One way for organizations to stay on top of this emerging trend is to earn a very special privilege. 

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Trends Buyer Personas Fulfillment Demand Generation Agencies 100

Tony Zambito

FEBRUARY 28, 2018

Developing data intelligence strategies allowing them to respond to buyer behavioral trends. Expanding their understanding of shifting desired digital engagements sought by buyers.

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B2B Marketing Planning Buyer Personas B2B 113

Tony Zambito

DECEMBER 16, 2020

A year in which a decade’s worth of future buyer trends was compressed into a single year. . As business leaders plan to rebound and navigate their 2021 buyer strategies , here are five trending buyer insights to consider: Buyers Have Changed. This buyer behavior trend, closely related to the above, needs more examination.

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Allocation Buyer Personas Marketing & Strategy Interactive Marketing 285

Tony Zambito

DECEMBER 20, 2015

Like many trends in the business world, I see the potential for the lengthy list of questions with an intent to find confirming tactic data being coined as qualitative research. This is certainly anathema to qualitative research.

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Buyer Personas Research Studies Demand Generation Agencies 100

Tony Zambito

AUGUST 14, 2016

A trend in the last few years has been the rise of an operations mentality and function within marketing. However, what it lacks is the ability to develop a deeper understanding of the buyer story, their goals, and their goal-directed behaviors behind ultimate purchase decisions. Data Overload.

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Buyer Personas Ideal Customer Profiles Profiling CMO 102

Tony Zambito

NOVEMBER 2, 2016

Ranging from data-driven trending analysis to qualitative persona-based insights (both buyer personas and user personas fused into a market persona), market strategists will need newfound capabilities to distil, interpret, and act upon data and insights in order to not be caught unawares on disruptive market forces.

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Organization Enterprise Management Marketing Strategy Marketing & Strategy 100

Tony Zambito

SEPTEMBER 12, 2011

In my previous article, Enhance the Buyer Experience with Intelligent Engagement , I referenced a trend I called Experiential Buying.  Image by davidking via Flickr.   Buyer expectations have increased with regards to the experiences they undergo as well as desire. 

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Buy B2B Barriers Fulfillment 100

Tony Zambito

NOVEMBER 8, 2015

How can companies today map buying experiences and stay on top of shifts in buying trends? Towing a company line of “our customers have always done it this way” mentality. Missing significant shifts in how buying, in general, is being redefined.

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