Expert insights. Personalized for you.
Illustration by Gregor Cresnar. Many executives, particularly Chief Marketing Officers, are in constant pursuit of understanding changing buyer behaviors and markets. Which, for the most part, remains an elusive and challenging endeavor. In the past ten plus years, we have seen a tumultuous upheaval in both the world of buyers and how marketing is adapting. MORE
As is most common in businesses today, there is enormous pressure to achieve short-term immediate results. Today’s hyper-focused mode of operating on the short leash can make it difficult for business leaders to step back, gather critical customer insights, and take a long-term view. Yet, the necessity to do just that has never been more pronounced as now. Chief Marketing Officers, Customer Success Officers, and Chief Sales Officers, in particular, can benefit from taking a long-term view. MORE
Illustration by Aneeque Ahmed. In the past few years, the data analytics revolution has continued unabated in the worlds of B2B and B2C. The rise of data analytics is resulting in increased budgets and staff to account for the volume of data that can now be computed and accessed. This growth in the volume of data has spawned numerous types of data analytics services provided for marketing and sales management to deal with the ever-increasing volume of data. Insular We Have Become. MORE
Accelerant. A word we are beginning to hear and see more often. It is being used to describe the effects of COVID-19 in shaping B2B buyer behaviors. Pre-pandemic, it was expected buyer behavior trends may evolve over a five to ten-year period. MORE
Social progress has often been a marker defining history. In the last one hundred years, there are many examples. Women earning the right to vote. The civil rights movement of the 1960s. Legalization of same-sex marriage. These are just a few of many. MORE
Back to normal. The new normal. We have seen these expressions quite a lot in the last few weeks. We are in an unexpected era of uncertainty. We are never ever going to go back to normal as we knew it. Nor can we predict a new normal. Not with any certainty at least. What we can expect is that there will be a next normal. We, as a nation, have experienced disruptive crises and overcame them. For instance, after 9/11, our lives changed and new norms emerged. MORE
A hot buzzword during the past couple of years has been digital transformation. It has branched off a few more in the world of marketing and sales: Martech Transformation. Sales Transformation. CX Transformation. Customer Engagement Transformation. I am sure there are more. At the risk of being a buzz killer, there is something amiss about all of this that may not be that great. Much of these have to do with internal processes within marketing and sales. MORE
For the past few decades, solution-based selling was the dominant theme in building sales organizations. Solution-selling methodologies and training proved to be a big business. B2B organizations reworked their sales organization and invested heavily to be more consultative with buyers. B2B entities are finding it hard to let go and prepare for sales transformation in the new digital era of commerce. . In the last few years, we have heard plenty about insights-based selling. MORE
June 8, 2020. A quarterly monitoring study of buyer attitudes about buying decisions during and after the COVID-19 Crisis, the COVID-19 Buyer Outlook Insights study will bring timely and essential buyer persona-based decision-making about when and how to resume marketing and sales. Introducing Buyer Outlook Insights Study Marketers and sellers have faced an enormous upheaval in how to reach and engage buyers. MORE
“We are in this together.”. Since the COVID-19 pandemic began, we have heard this refrain quoted quite often. As we did with other moments of despair and tragedies. MORE
Depending on the type of automobile you have, when you hit the gas pedal hard, there can be a slight hesitation. A hesitation that can be sometimes unsettling. Especially when trying to enter onto a highway. That moment of hesitation before the acceleration can feel like more than a mere second. MORE
Many of us will remember a moment when the world shifted like an earthquake in mid-March of 2020. Maybe it was the NBA canceling its season abruptly that made us go – “what just happened!?” Or, it was the announcement that Tom Hanks and his wife had contracted the coronavirus labeled COVID-19. Schools closed. Offices closed. There will be a memory at some point when for you personally – it became a reality. MORE
Illustration by Gregory Cresnar. B2B companies are faced with the most transformative era in business history. On a greater scale than that of the first Industrial Revolution over a century ago, we are witnessing a technological and digital revolution that will disrupt business-to-business profoundly in the next 10 years. The scale of which is still unpredictable and undoubtedly will continue to have more disruption in store for businesses over the next decade. MORE
Funnels, stages, paths, journeys, and more labels that suggest some form of a linear line of thinking has dominated marketing and sales for decades. Whereby the notion of awareness, evaluation or consideration, and purchase decision is built-in to these views. In reality, whatever labels have been applied, there are more similarities than differences. As forward-thinking marketing and sales leaders prepare for 2020 and continuous digital disruption, it is time to alter this line of thinking. MORE
The year 2020 beckons on the horizon. A pivotal year for organizations as the rapid evolution of a customer-centric world calls for new approaches and new forms of interactions. While one eye will be on succeeding in 2019, forward-thinking leaders will have another eye towards preparing for a new decade in 2020. What are 5 reasons and key forces forward-thinking leaders will need to gain in-depth buyer insights on for the year 2020? Increasing Complexity In Decisions. MORE
Some of our all-time favorite movies involve an actress or actor transforming into a character that made them entirely unrecognizable. Through the use of make-up, prosthetics, and costumes, an actor and actress can perform as a historical or fantastical figure. MORE
One of the most fascinating figures in American business history was that of Lee Iacocca. Iacocca, who died at the age of 94 in 2019, was a visionary leader who was the only executive in modern times to lead two of the Big Three American automakers. Ford and Chrysler. At Ford, he was best known for his efforts in the creation of one of the most famous cars in auto history – the Mustang. Iacocca, in both situations, had to overcome much adversity and uncertainties to lead. MORE
The surge. The wave. The apex. The spike. The spread. These terms and expressions have become part of the vernacular describing the COVID-19 pandemic. A foreboding and ominous context. Our country is entering the third significant reckoning of the pandemic. More widespread than at any time. MORE
Illustration by Gregor Cresnar. Every couple of years, a new acronym or buzzword takes a foothold in the world of marketing. ABM, the acronym for Account-Based Marketing, is the latest rage. It is an example of how an old concept can be recycled and be claimed anew again. In the 1980’s and 1990’s, ABS, the acronym for Account-Based Sales, was all the rage then. The concept derives from the notion that your best customers are your existing customers. MORE
Especially since the beginning of the pandemic, digital commerce is growing at lightning speed. Putting pressure on B2B Executives to transform their businesses. No longer can they wait with a long view. MORE
In a period of ninety days, the world and business of commerce have been shocked by its foundations. Executives from all industries are faced with uncertainties that could not have been anticipated at the start of 2020. Causing senior leaders to scrap plans, accelerate plans, or seek alternative plans to help them chart a new course in troubled waters. 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. MORE
Illustration entitled Insight by Yu Luck. The digitization of the global business economy has been taking place at an unprecedented rate. Consider this. Approximately forty years ago, 83% of the market value of the S&P 500 were tied to tangible assets – physical products. Today, the complete reverse has happened. Intangible assets, such as copyrights, patents, training, procedures, data, digital innovations, and intellectual property, now comprise 84% of the market value of the S&P 500. MORE
We have all encountered an experience where we happenstance upon a picture. Seeing an old picture in a new light. Perhaps it is a picture of your children. Or a photo of a relative in their later years and no longer with us. MORE
Being relevant today in a digital world filled with millions and billions of interactions per day is one of the greatest challenges facing organizations today. Both B2B and B2C (and hybrid) are investing in attempts to capture these interactions. In the form of data and analytics, organizations are hoping to glean informative insights into the purchase behaviors of their buyers and customers. MORE
The coronavirus pandemic will leave an imprint on B2B commerce for decades to come. In what lasting ways remains to be seen. There will be permanent changes as well as evolutionary changes. MORE
We are living in unprecedented times. The COVID-19 pandemic has forever altered the global business economy. There have been crises in the past where disruptive impact rippled through business commerce. In the last 100 years, the Great Depression, War World II, 9/11, and the 2008-2009 Financial Crisis come to mind. We now find ourselves in the midst of a crisis where the global economy, as we know it , or now correctly stated, as we knew it , was forced to flick the switch from on to off. MORE
Digital commerce is growing at lightning speed. Putting pressure on B2B Executives to transform their businesses. Commerce models that have been relied on for the past twenty to thirty years will give way to a new robust era of digital commerce. If B2B companies are not thinking about this, planning for this, and doing something about this – they will bound to be in big trouble. MORE
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. The impact of the coronavirus pandemic will represent the most significant disruption in B2B commerce in many decades. MORE
The speed at which changes in buying behaviors and decision-making are occurring is a challenge faced by B2B organizations. With data and technology as drivers, the time at which insights can serve as relevant is shrinking also. This phenomenon of speed in changing behaviors will cause a shift in thinking on the gathering of human-centric insights by the year 2020. MORE
by Delwar Hossain. The primary course of conversation in the past few years for CMO’s and their marketing teams has centered around customer centricity, customer experience, and content marketing. For good reasons too. Customer behaviors have significantly shifted in the last decade impacting conventional thinking on the role of marketing and sales and their abilities to connect with customers. MORE
Illustration by Nikita Kozin. In numerous surveys of CEOs in the past few years, predictably, you will find growth strategies as one of the top priorities going into any new year. Strikingly, in these same few years, you will also find developing customer understanding also on the list of CEO priorities. What is changing in the past two years, is that CEOs are focused on globalization and digital transformation. MORE
Tony Zambito
NOVEMBER 23, 2020
We have all encountered an experience where we happenstance upon a picture. Seeing an old picture in a new light. Perhaps it is a picture of your children. Or a photo of a relative in their later years and no longer with us.
Tony Zambito
NOVEMBER 21, 2020
The surge. The wave. The apex. The spike. The spread. These terms and expressions have become part of the vernacular describing the COVID-19 pandemic. A foreboding and ominous context. Our country is entering the third significant reckoning of the pandemic. More widespread than at any time.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Tony Zambito
NOVEMBER 18, 2020
“We are in this together.”. Since the COVID-19 pandemic began, we have heard this refrain quoted quite often. As we did with other moments of despair and tragedies.
Tony Zambito
NOVEMBER 15, 2020
Some of our all-time favorite movies involve an actress or actor transforming into a character that made them entirely unrecognizable. Through the use of make-up, prosthetics, and costumes, an actor and actress can perform as a historical or fantastical figure.
Advertisement
In today’s climate, it’s more important than ever for SaaS companies to build rock-solid financial models on which they can operate and make key business decisions. The teams at SaaSOptics and Burkland have teamed up to create a comprehensive guide to the most difficult aspect of financial modeling: revenue forecasting.
Tony Zambito
NOVEMBER 11, 2020
Social progress has often been a marker defining history. In the last one hundred years, there are many examples. Women earning the right to vote. The civil rights movement of the 1960s. Legalization of same-sex marriage. These are just a few of many.
|
Tony Zambito
OCTOBER 12, 2020
Especially since the beginning of the pandemic, digital commerce is growing at lightning speed. Putting pressure on B2B Executives to transform their businesses. No longer can they wait with a long view.
Tony Zambito
OCTOBER 22, 2020
The coronavirus pandemic will leave an imprint on B2B commerce for decades to come. In what lasting ways remains to be seen. There will be permanent changes as well as evolutionary changes.
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. The impact of the coronavirus pandemic will represent the most significant disruption in B2B commerce in many decades.
Tony Zambito
NOVEMBER 4, 2020
Accelerant. A word we are beginning to hear and see more often. It is being used to describe the effects of COVID-19 in shaping B2B buyer behaviors. Pre-pandemic, it was expected buyer behavior trends may evolve over a five to ten-year period.
Speaker: Ruth Stevens, President of eMarketing Strategy
In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.
|
Tony Zambito
NOVEMBER 8, 2020
One of the most fascinating figures in American business history was that of Lee Iacocca. Iacocca, who died at the age of 94 in 2019, was a visionary leader who was the only executive in modern times to lead two of the Big Three American automakers. Ford and Chrysler. At Ford, he was best known for his efforts in the creation of one of the most famous cars in auto history – the Mustang. Iacocca, in both situations, had to overcome much adversity and uncertainties to lead.
Tony Zambito
MARCH 12, 2017
Illustration by Gregory Cresnar. B2B companies are faced with the most transformative era in business history. On a greater scale than that of the first Industrial Revolution over a century ago, we are witnessing a technological and digital revolution that will disrupt business-to-business profoundly in the next 10 years. The scale of which is still unpredictable and undoubtedly will continue to have more disruption in store for businesses over the next decade.
Tony Zambito
MARCH 6, 2017
Illustration entitled Insight by Yu Luck. The digitization of the global business economy has been taking place at an unprecedented rate. Consider this. Approximately forty years ago, 83% of the market value of the S&P 500 were tied to tangible assets – physical products. Today, the complete reverse has happened. Intangible assets, such as copyrights, patents, training, procedures, data, digital innovations, and intellectual property, now comprise 84% of the market value of the S&P 500.
Tony Zambito
OCTOBER 7, 2018
Being relevant today in a digital world filled with millions and billions of interactions per day is one of the greatest challenges facing organizations today. Both B2B and B2C (and hybrid) are investing in attempts to capture these interactions. In the form of data and analytics, organizations are hoping to glean informative insights into the purchase behaviors of their buyers and customers.
Advertiser: ZoomInfo
Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!
Tony Zambito
JUNE 16, 2020
In a period of ninety days, the world and business of commerce have been shocked by its foundations. Executives from all industries are faced with uncertainties that could not have been anticipated at the start of 2020. Causing senior leaders to scrap plans, accelerate plans, or seek alternative plans to help them chart a new course in troubled waters. 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.
Tony Zambito
JUNE 8, 2020
June 8, 2020. A quarterly monitoring study of buyer attitudes about buying decisions during and after the COVID-19 Crisis, the COVID-19 Buyer Outlook Insights study will bring timely and essential buyer persona-based decision-making about when and how to resume marketing and sales. Introducing Buyer Outlook Insights Study Marketers and sellers have faced an enormous upheaval in how to reach and engage buyers.
Tony Zambito
MAY 6, 2020
Back to normal. The new normal. We have seen these expressions quite a lot in the last few weeks. We are in an unexpected era of uncertainty. We are never ever going to go back to normal as we knew it. Nor can we predict a new normal. Not with any certainty at least. What we can expect is that there will be a next normal. We, as a nation, have experienced disruptive crises and overcame them. For instance, after 9/11, our lives changed and new norms emerged.
Tony Zambito
MAY 4, 2020
We are living in unprecedented times. The COVID-19 pandemic has forever altered the global business economy. There have been crises in the past where disruptive impact rippled through business commerce. In the last 100 years, the Great Depression, War World II, 9/11, and the 2008-2009 Financial Crisis come to mind. We now find ourselves in the midst of a crisis where the global economy, as we know it , or now correctly stated, as we knew it , was forced to flick the switch from on to off.
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.
Tony Zambito
APRIL 27, 2020
Many of us will remember a moment when the world shifted like an earthquake in mid-March of 2020. Maybe it was the NBA canceling its season abruptly that made us go – “what just happened!?” Or, it was the announcement that Tom Hanks and his wife had contracted the coronavirus labeled COVID-19. Schools closed. Offices closed. There will be a memory at some point when for you personally – it became a reality.
Tony Zambito
MAY 23, 2017
Illustration by Gregor Cresnar. Many executives, particularly Chief Marketing Officers, are in constant pursuit of understanding changing buyer behaviors and markets. Which, for the most part, remains an elusive and challenging endeavor. In the past ten plus years, we have seen a tumultuous upheaval in both the world of buyers and how marketing is adapting.
Tony Zambito
JUNE 6, 2017
Illustration by Aneeque Ahmed. In the past few years, the data analytics revolution has continued unabated in the worlds of B2B and B2C. The rise of data analytics is resulting in increased budgets and staff to account for the volume of data that can now be computed and accessed. This growth in the volume of data has spawned numerous types of data analytics services provided for marketing and sales management to deal with the ever-increasing volume of data. Insular We Have Become.
Tony Zambito
MAY 31, 2017
Illustration by Gregor Cresnar. Every couple of years, a new acronym or buzzword takes a foothold in the world of marketing. ABM, the acronym for Account-Based Marketing, is the latest rage. It is an example of how an old concept can be recycled and be claimed anew again. In the 1980’s and 1990’s, ABS, the acronym for Account-Based Sales, was all the rage then. The concept derives from the notion that your best customers are your existing customers.
Advertisement
Download this template that includes calculations, formulas, definitions and a customizable dashboard. The template includes subscription momentum metrics (ARR, customer count, avg. ARR), churn and retention metrics, and customer lifetime value metrics.
Tony Zambito
JANUARY 29, 2017
Illustration by Nikita Kozin. In numerous surveys of CEOs in the past few years, predictably, you will find growth strategies as one of the top priorities going into any new year. Strikingly, in these same few years, you will also find developing customer understanding also on the list of CEO priorities. What is changing in the past two years, is that CEOs are focused on globalization and digital transformation.
Tony Zambito
OCTOBER 23, 2018
A hot buzzword during the past couple of years has been digital transformation. It has branched off a few more in the world of marketing and sales: Martech Transformation. Sales Transformation. CX Transformation. Customer Engagement Transformation. I am sure there are more. At the risk of being a buzz killer, there is something amiss about all of this that may not be that great. Much of these have to do with internal processes within marketing and sales.
Tony Zambito
OCTOBER 14, 2018
Funnels, stages, paths, journeys, and more labels that suggest some form of a linear line of thinking has dominated marketing and sales for decades. Whereby the notion of awareness, evaluation or consideration, and purchase decision is built-in to these views. In reality, whatever labels have been applied, there are more similarities than differences. As forward-thinking marketing and sales leaders prepare for 2020 and continuous digital disruption, it is time to alter this line of thinking.
Tony Zambito
SEPTEMBER 26, 2018
The year 2020 beckons on the horizon. A pivotal year for organizations as the rapid evolution of a customer-centric world calls for new approaches and new forms of interactions. While one eye will be on succeeding in 2019, forward-thinking leaders will have another eye towards preparing for a new decade in 2020. What are 5 reasons and key forces forward-thinking leaders will need to gain in-depth buyer insights on for the year 2020? Increasing Complexity In Decisions.
Advertiser: ZoomInfo
Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.
Tony Zambito
SEPTEMBER 29, 2018
As is most common in businesses today, there is enormous pressure to achieve short-term immediate results. Today’s hyper-focused mode of operating on the short leash can make it difficult for business leaders to step back, gather critical customer insights, and take a long-term view. Yet, the necessity to do just that has never been more pronounced as now. Chief Marketing Officers, Customer Success Officers, and Chief Sales Officers, in particular, can benefit from taking a long-term view.
Tony Zambito
OCTOBER 1, 2018
The speed at which changes in buying behaviors and decision-making are occurring is a challenge faced by B2B organizations. With data and technology as drivers, the time at which insights can serve as relevant is shrinking also. This phenomenon of speed in changing behaviors will cause a shift in thinking on the gathering of human-centric insights by the year 2020.
Tony Zambito
OCTOBER 23, 2016
by Delwar Hossain. The primary course of conversation in the past few years for CMO’s and their marketing teams has centered around customer centricity, customer experience, and content marketing. For good reasons too. Customer behaviors have significantly shifted in the last decade impacting conventional thinking on the role of marketing and sales and their abilities to connect with customers.
Tony Zambito
OCTOBER 3, 2018
For the past few decades, solution-based selling was the dominant theme in building sales organizations. Solution-selling methodologies and training proved to be a big business. B2B organizations reworked their sales organization and invested heavily to be more consultative with buyers. B2B entities are finding it hard to let go and prepare for sales transformation in the new digital era of commerce. . In the last few years, we have heard plenty about insights-based selling.
Speaker: Brian Carroll, CEO and Founder of markempa
Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.
Tony Zambito
OCTOBER 27, 2018
Digital commerce is growing at lightning speed. Putting pressure on B2B Executives to transform their businesses. Commerce models that have been relied on for the past twenty to thirty years will give way to a new robust era of digital commerce. If B2B companies are not thinking about this, planning for this, and doing something about this – they will bound to be in big trouble.
217 
Let's personalize your content