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The Telltale 8% Drop In Content Marketing Effectiveness

Tony Zambito

When the Dow tumbled in 2008, the largest single-day drop in the history of the Dow occurred on September 29, 2008. These mirror my own findings in conducting qualitative buyer persona research interviews directly with buyers the past two years. by Aha-Soft.

Persona Centric Selling®: The New Science of Selling

Tony Zambito

For instance, buyers today may spend as much as three months researching products or services before ever engaging a sales professional into the buying process. The buyer is now capable of tailoring their own buying process to fit the goals and needs of their organization. What is needed is a new science of sales that focuses on a deep understanding of the buyer, buyer roles, the organizations, and the scenarios in which products or services are used and purchased.

Where is the Future of Selling Headed?

Tony Zambito

Brian talks about how sales professionals can add value to the buying process by not being information providers but information filters who help the buyer to navigate the information overload. Buyer personas will need to be a part of every sales professional's knowledge base in the future. Having deep insight into who your buyers are and how and why they make purchasing decisions will need to be a part of every professional development plan.

Two Buyer Trends Affecting Sales and Selling Profession

Tony Zambito

If you think about one of your most recent household purchases, such as a car, grill, or even a lawn mower, it is a safe bet you found yourself on the Internet. The trend that buyers will conduct research before purchases has been underway for a while. Sales and the selling profession today must ask itself: "If buyers today can research and configure their own solutions as well as find peer reviews and recommendations, what is the future role of sales in the buying process?"

Gluten-Free, Juicing & Veganism: Marketing Strategies Behind 3 Major Diets


It''s found primarily in bread, flour, beer, and many processed and packaged foods. In 2008, General Mills paired gluten-free editions of its well-known Chex cereals with a major marketing effort. In other words, it fits in well with their buyer persona. Vegan. Gluten-free.

Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

We’ve been working with the company and its CMO… Read more… Stan Woods | April 29th, 2009 | one comment Web personas and Mind Maps Like most good digital agencies, we’ve been exploring web personas for a while and we’ve found them to be a critical aid to great site design. … Read more… Doug Kessler | December 23rd, 2008 | 3 comments Papa’s got a brand new bag, maaan.

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Content Auditing and Mapping it to the Industrial Buy Cycle

Industrial Marketing Today

Passive reading of your content will not move the prospect along in his/her decision making process. A content audit is a process of mapping out the content you already have and matching it to the content you will need as determined by your marketing goals and/or new site map.

Agencies Under Pressure to be More Digital


And many of them are realizing that the marketing world in 2016 is a very different place than it was in 2008 when last they really invested in their marketing efforts. is achieved through hiring and developing team competence and processes in modern digital disciplines.

ClickInsights: How can B2B marketers use content effectively for demand generation?

Ambal's Amusings

Eccolo Media 2008 B2B Technology Collateral Survey. When you create your content strategically, you have the ability to more accurately gauge how far along prospects are in their buying process based on which content they view. Eccolo Media 2008 B2B Technology Collateral Survey.

Top 60 B2B Marketing Posts and Hottest Topics November 2010

B2B Marketing Zone Posts

But, just because we can push content out more rapidly than ever, doesn’t mean that your buyer’s pace for making a purchase decision will match your stride. This is up from 16% in 2008. How Social Media is Transforming the B2B Buying Experience - Buyer Persona Insights , November 28, 2010 Image by dusan.writer via Flickr. Really great content around B2B Marketing again this month.

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