Tony Zambito

MARCH 12, 2017

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.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Outreach

FEBRUARY 26, 2019

What is B2B Sales? Business-to-business (B2B) describes a relationship, situation, or marketplace between one business entity and another. A B2B company is one whose target customers are other businesses. market research) + companies that use such services to support their business goals.

Top of Funnel 71

Top of Funnel B2B Sales Process B2B 71

Tony Zambito

MARCH 6, 2016

There is a big problem when it comes to B2B customer research. And, most B2B executives may be unable to see or recognize the problem. In my years since launching Buyer Persona Research , the most successful companies utilizing buyer personas have made it about the latter – not the former.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B B2B Sales 100

Tony Zambito

MARCH 6, 2017

What we can be sure of is the buyer insights of the future will be fundamentally different than the buyer insights of the past. Many B2B firms today are either severely lacking in buyer insights or are led to believe the buyer intelligence they obtain is relevant to buyer insights. Developing Ecosystems.

Digital Transformation 253

Digital Transformation Buyer Personas Lead Ranking B2B 253

Tony Zambito

SEPTEMBER 28, 2016

In business-to-business and consumer industries, the influence of goal-directed behaviors can be significant determinants of how choices and buying decisions are made. Buyer’s Journey Is A Pursuit. The idea of understanding the process by which buyers make choices and decisions has been around for quite some time.

Buyer Personas 100

Buyer Personas Buyer's Journey Case Studies Buy 100

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

MAY 23, 2017

Particularly for B2B Marketing, it is important to not lose sight of what is at the focal point of marketing and sales. That is – buyer decisions. The hyper speed by which change is occurring in buyer behaviors, digital transformation, and in marketing, in general, may feel like a hurricane.

B2B Marketing 227

B2B Marketing Planning Buyer Personas B2B 227

Tony Zambito

OCTOBER 4, 2015

Various studies have shown buyers continue to find as much as 60-to-75% of content to be non-relevant. In one study, SiriusDecisions found 60-to-70% of B2B content produced goes unused. Marketing and sales still rely on market segmentation and buyer profiling as it has for the last twenty-five plus years.

Direct Marketing 100

Direct Marketing Buyer Personas Allocation Ideal Customer Profiles 100

Tony Zambito

JULY 17, 2016

Understanding the difference between intent-driven and goal-driven behaviors allows for deeper levels of understanding buyers (customers). Leading to more effective online engagement, content design, and sales conversations. Primarily, it helps with making sense of the tasks and activities buyers perform. Tasks Versus Goals.

Intent 100

Intent Buyer Personas CMO Work Management 100

Tony Zambito

FEBRUARY 28, 2016

When it comes to the state of B2B content marketing and engagement, this proverb is on the mark. According to a recent study by Track Maven , one among a few on this topic, shows both B2B and B2C marketers have increased their publishing of content in 2015 by as much as 35 to 40%. by Juan Pablo Bravo. Sometimes more is truly less.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

JANUARY 29, 2017

In my article Rethinking Buyer Personas In An Era Of Digital Transformation , I presented four trends impacting the state of buyer persona development. Whereby, rethinking buyer persona development and insight gathering in a digital-centric world becomes a necessity. And, why it necessitates a rethinking.

Digital Transformation 100

Digital Transformation Buyer Personas Ideal Customer Profiles B2B Thought Leadership 100

Tony Zambito

DECEMBER 13, 2015

When marketing and sales leaders often think about how buyers make decisions, they are viewed through a prism of buyers making rational and process-driven decisions. Of late, the term “buyer’s journey” has come into vogue. Steps, Stages, Phases, And Journeys. Helping Buyers Make Better Decisions.

Buyer Personas 100

Buyer Personas Lead Ranking B2B Sales Research 100

Tony Zambito

OCTOBER 18, 2015

Segmentation has been a staple of business marketing and sales for several decades. The concept of breaking down a potential market or industry into smaller target segments is a standard technique taught in business schools and used by many organizations. by Evan Shuster. Then the Internet came along and changed everything.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

NOVEMBER 8, 2015

Including experience mapping, journey mapping, ethnographic research, design thinking, and customer co-design. While in B2B marketplaces, these approaches may represent first-time efforts brought on by rapid changes in digital technologies and buying behaviors. Understanding Buyer Interactions Matter. Related articles.

Buy 100

Buy Buyer Personas Acquisitions Correlation 100

Tony Zambito

JANUARY 25, 2012

B2B Buying Process Today © All rights reserved by Kenny Madden. In the business-to-business world, the quest to connect with decision-makers has been and most likely will continue to be the main challenge confronting B2B leaders. Where is the void in today’s fast and furious changing B2B landscape?

Buyer Personas 100

Buyer Personas B2B Allocation Peer-to-peer 100

Tony Zambito

SEPTEMBER 27, 2015

In fact, the first large scaled buyer persona development initiative ever done was accompanied by detailed customer journey mapping in 2002. The idea of the consumer journey or buyer’s journey, as you can see, is not an entirely new concept. (For Fundamental Flaw.

Allocation 100

Allocation Buyer Personas CMO Press 100

Tony Zambito

FEBRUARY 10, 2012

Building A Tribe Of Buyers ©All Rights Reserved Kenny Madden. Many B2B Marketers today are faced with the daunting tasks of connecting with buyers in new ways and using new mediums that are still in infancy. Sales role was to target the single buyer. The tools of the single buyer model are no longer effective.

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

Tony Zambito

OCTOBER 4, 2010

B2B market CEO’s must feel a little like the great explorer’s of our time.    Embracing buyer experience strategies and experience design in the B2B world is like discovering a new frontier.    The complexities presented by B2B markets and environments make this type of thinking all the more necessary. 

Buyer Personas 100

Buyer Personas Marketing Automation Services Buying Cycle Lead Ranking 100

Tony Zambito

APRIL 6, 2012

This is part 5 and final article of a series on the challenge of targeting SMB markets and how the use of buyer-based modeling and buyer-based marketing help organizations to grow their SMB customer base. Prognosticators today abound on the demise of sales. Not so fast.

SMB 100

SMB Buyer Personas Lead Ranking B2B Sales 100

Launch Marketing

AUGUST 28, 2019

When you think of “B2B” marketing, you naturally think “Business to Business,” not “Business to Customer.” But insufficient focus on the customer experience or customer marketing is a crucial mistake that many B2B companies inadvertently make. The Goal of Customer Marketing. Testimonials and Advocate Marketing.

B2B Marketing 79

B2B Marketing Top of Funnel Paid Search Agency B2B 79

Tony Zambito

MARCH 26, 2012

This is part 3 of a series on the challenge of targeting SMB markets and how the use of buyer-based modeling and buyer-based marketing help organizations to grow their SMB customer base. . Buyer Persona © All Rights Reserved Cristian Cardenas. How To Get To Know The New SMB Buyer (buyerology.com). Related articles.

SMB 100

SMB Enterprise Management Buyer Personas Marketing Management 100

Tony Zambito

APRIL 29, 2012

"Sales Checking For Leads" © All Rights Reserved Kenny Madden. Depending on which reports you may read when it comes to lead nurturing, approximately 60% or more of B2B businesses do not have a formalized lead nurturing program. Buyer Scenario Modeling. Changing B2B with Predictive Buyer Modeling.

Lead Nurturing 100

Lead Nurturing Lead Ranking Leads Lead 100

Tony Zambito

MAY 20, 2012

This June marks ten years since the first buyer persona development methodology was pioneered and launched by the firm Goal Centric now called Buyerology. Over the past ten years it has been quite a journey. The adoption of research-based modeling of buyers that leads to buyer personas has been mixed.

Buyer Personas 100

Buyer Personas Lead Ranking Demand Generation Agencies Ideal Customer Profiles 100

Tony Zambito

MARCH 18, 2012

This is how a VP of Sales in the software industry put it to me recently in my research: “Here is what it looks like…we are actually selling more of our product into our larger accounts than ever before….but…over Predictive Buyer Modeling Is Changing the Future of B2B (buyerology.com). Follow @tonyzambito. Related articles.

SMB 100

SMB Enterprise Management SME Work Management 100

The Marketing Blender

OCTOBER 7, 2021

Creating Success with Your B2B Branding Strategy. A B2B branding strategy begins by figuring out what your company stands for and the single most important value that you represent, as an organization, to the world. Nail this value down and capture it in your B2B Mission and Vision. Why does the sales cycle take so long for B2B?

Webinar Metrics 98

Webinar Metrics Brand Identity Branding Marketing & Strategy 98

Tony Zambito

MARCH 30, 2012

SMB marketing and sales began to become more than just an afterthought in the early ‘90’s through the early 2000′s. Considerable investments were made in establishing inside sales organizations and in outbound marketing activities specifically to reach the SMB base of customers and prospective buyers.

SMB 100

SMB Advertising Channels Enterprise Management Work Management 100

ClearVoice

APRIL 10, 2023

Looking down the barrel of a business-to-business (B2B) content marketing plan can be stressful. But when you get it right, B2B content marketing can have a huge impact on the success of your organization. Millennials make 73% of all B2B buying decisions. Millennials make 73% of all B2B buying decisions.

Statistics 52

Statistics Top of Funnel B2B Thought Leadership B2B Marketing 52

Markempa

AUGUST 12, 2021

The goal of lead nurturing is to help potential customers on their buying journey. ” It’s about helping them progress along the way to get more sales. If you’re wondering what kinds of content helps with progression, do this: Ask your sales team. Step #1: Step in your customers’ shoes to build a buyer journey map.

Lead Nurturing 133

Lead Nurturing Buy Lead Ranking Sales Qualified Leads 133

Tony Zambito

OCTOBER 9, 2015

The annual Content Marketing Institute and MarketingProfs B2B Content Marketing Benchmark Study 2016 is quite startling. Recent surveys, from the likes of Forrester and SiriusDecisions , indicate the sentiment is nearly 70% or more of buyers outright reject content. The 70% number appears once again in this story.

Effectiveness 100

Effectiveness Buyer Personas Content Marketing Forrester 100

Salesforce Marketing Cloud

MARCH 12, 2024

The ultimate goals of SEO are to increase organic traffic to your site so you can increase sales. Create detailed buyer personas to better understand their needs, preferences, and behaviors. These optimizations include various strategies, from content creation to more technical tasks like site architecture and indexing.

eCommerce 52

eCommerce Traffic Organization SEO 52

Tony Zambito

MARCH 9, 2012

This is part 5 and final article of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. . As we covered, many B2B businesses are wrestling with the unknown and the invisible.

Top of Funnel 100

Top of Funnel Lead Ranking Business Buyer Personas 100

Tony Zambito

MARCH 21, 2012

Here’s how one sales executive put this to me recently: “One of the things we realized is that we have got to get to know our SMB customers. We’ve got to find out what is important to them versus just giving them some generic sales pitch.”. How B2B Leaders Are Understanding Buyers Better With Behavioral Buyergraphics (buyerology.com).

SMB 100

SMB Lead Ranking Top of Funnel Buyer Personas 100

Tony Zambito

MARCH 4, 2012

This is part 4 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. Connecting with today’s B2B buyers is on the minds of most CEO’s and their teams today.

Top of Funnel 100

Top of Funnel B2B B2B Sales Wikipedia 100

Tony Zambito

FEBRUARY 22, 2012

This is part 2 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. . With this comes the realization that some of the embedded thinking about how to reach and market to buyers are not working well.

Top of Funnel 100

Top of Funnel B2B Sales Marketing Funnels Wikipedia 100

Tony Zambito

FEBRUARY 28, 2012

This is part 3 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. . In part 2 of this series, I discussed the Buyer Orbit and the elements of the Buyer Choice Model.

Top of Funnel 100

Top of Funnel B2B B2B Sales Demand Generation 100

Tony Zambito

FEBRUARY 16, 2012

This is part 1 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. . While we have seen modifications, the idea of the traditional funnel is still at the core of many B2B organizations today.

Top of Funnel 100

Top of Funnel Lead Ranking B2B Sales Marketing Funnels 100

Single Grain

JULY 8, 2021

Businesses often find themselves wasting their resources trying to determine lead quality with in-house filtering procedures that take forever to deliver results. The problem is, sales funnels are often filled with poor-quality leads that you need to sift out, which can hinder efficiency. 1) Focus on LinkedIn .

High Quality Lead 145

High Quality Lead Demand Generation Agencies Demand Generation Sales Qualified Leads 145