Tony Zambito

AUGUST 14, 2016

As the concept of buyer personas has crept into the conscious of both B2C and B2B Marketing, so has misguided representations of buyer personas become prevalent. With many touted frameworks and processes being representative of buyer personas in name only. This same urge is being applied to buyer personas.

Buyer Personas 102

Buyer Personas Ideal Customer Profiles Profiling CMO 102

Business Brainz

JULY 19, 2021

B2B revenue leaders and marketers are spending a lot of their time focusing on understanding buyer personas. Since B2B buyers have become more cautious, it becomes monolithic to understand them and their changing behavior. A study by Gartner revealed 80% of the average B2B buyer journey took place online in 2020.

Buyer Personas 52

Buyer Personas Ideal Customer Profiles Account Based Marketing ABM 52

KoMarketing Associates

MAY 4, 2017

As marketing technology and information access continues to evolve, B2B buying behavior changes as well. For example, recent research suggests that marketers may want to shift to shorter pieces of content to reel in B2B buyers. The Seven Phases of the Buyer Experience Journey. What Are Buyer Personas?

Buyer Personas 121

Buyer Personas Top of Funnel B2B Thought Leadership B2B 121

Tony Zambito

MAY 29, 2021

Marketing and Sales Leaders Will Need To Activate Critical Buyer Insights To Meet New Buyer Behaviors in a New Era for B2B. Getting your hands on critical buyer insights that show how to gain the attention of buyers remains the most significant challenge facing B2B leaders. Resulting in ineffective buyer personas.

Top of Funnel 162

Top of Funnel Buyer Personas B2B Buyer's Journey 162

Tony Zambito

OCTOBER 26, 2015

The promises of Big Data and analytics are limited in their ability to detect changes and cannot offer deeper assessments related to behaviors. In today’s robust evolution of digital technologies, CEOs and CMOs seek buyer understanding to address these three concerns. Changing the way people collaborate and buy.

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

Tony Zambito

APRIL 17, 2016

Buyer Persona Research. When I first began my involvement with personas in the ‘90’s, they were primarily aimed at attaining a deeper understanding of user behaviors to inform overall design strategies. This premise still remains foundational to buyer personas. And repeat the mistakes of the past.

Buyer Personas 100

Buyer Personas Research Personalization Marketing Budget 100

Tony Zambito

JANUARY 3, 2016

In 2016, we will mark the fifteenth year since buyer personas were first introduced. The journey, however, continues towards professionals and organizations gaining a true understanding of what buyer persona development entails. by Scott Lewis.

Buyer Personas 100

Buyer Personas Correlation Effectiveness Ideal Customer Profiles 100

Tony Zambito

NOVEMBER 1, 2015

In this same survey mentioned above, it was found 50% or more of marketers surveyed have not engaged in researching and creating buyer personas for their marketing efforts. One of the key premises of user personas and buyer personas, since their origins, are they can foster a common view of customers within organizations.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B Marketing Paid Search Agency 100

Tony Zambito

DECEMBER 8, 2015

We are seeing continued growth in the adoption of buyer personas as a means for understanding buyers and customers. At the same time, the growth is fraught with the perils of buyer personas being misunderstood, mislabeled, and serving as a cover for basic buyer profiling. May I get your help?

Buyer Personas 100

Buyer Personas Customer Surveys Ideal Customer Profiles Organic Leads 100

Binary Demand

FEBRUARY 23, 2024

At the heart of it, two substantial forces come into play: The changing B2B buyer behavior An essential element of the contemporary buyer’s journey involves the increasing prevalence of buying groups and committees, encompassing multiple members from various departments within a business.

Demand Generation Agencies 116

Demand Generation Agencies Demand Generation Demand Account Based Marketing 116

Tony Zambito

OCTOBER 18, 2015

It is where we first saw the distinctions given to the economic buyer, the technical buyer, and the user buyer. These combined perspective resulted in an emphasis on profiling the individual buyer. Along with sales, they began to cut and dice segmentation efforts and perform profiling of buyers.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

JANUARY 5, 2011

.  If we break down this model into the stages of lead generation, nurturing, qualification, and sales engagement, then the need to understand buyer behavior, needs, and goals in each stage becomes readily apparent.    There seems to be an interesting relationship developing between advances in digital technologies. 

Buyer Personas 100

Buyer Personas Lead Ranking Work Management Buying Cycle 100

Cintell

APRIL 30, 2019

Data processing centers can be established to identify and segment distinctive buyer personas, provide intelligence on their behaviors, pinpoint relevant content and target optimal channels for optimal customer engagement. Monitoring those behaviors in future cycles can provide an additional dimension to prioritize accounts.

Ideal Customer Profiles 181

Ideal Customer Profiles Buyer Personas Social Networks Curation 181

Binary Demand

FEBRUARY 23, 2024

At the heart of it, two substantial forces come into play: The changing B2B buyer behavior An essential element of the contemporary buyer’s journey involves the increasing prevalence of buying groups and committees, encompassing multiple members from various departments within a business.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Account Based Marketing 52

Tony Zambito

JANUARY 25, 2012

Business information also plays a role in providing B2B with a level of company profiles and firmographics data about organizations within markets. As the rate of increasingly changing B2B buyer behaviors continues to skyrocket, the void for deep behavioral insight continues to widen.

Buyer Personas 100

Buyer Personas B2B Allocation Peer-to-peer 100

Tony Zambito

MARCH 6, 2016

In my years since launching Buyer Persona Research , the most successful companies utilizing buyer personas have made it about the latter – not the former. That is, making their buyer personas about customer research and not confirming existing buyer profiling assumptions.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B B2B Sales 100

Tony Zambito

OCTOBER 4, 2015

The problem faced by marketers is there continues to be a lack of understanding about why buyers truly make choices and decisions. Marketing and sales still rely on market segmentation and buyer profiling as it has for the last twenty-five plus years. What also matters is understanding the right goals.

Direct Marketing 100

Direct Marketing Buyer Personas Allocation Ideal Customer Profiles 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

JULY 17, 2016

Understanding the difference between intent-driven and goal-driven behaviors allows for deeper levels of understanding buyers (customers). Understanding this relationship allows for a deeper analysis of buying behavior and what truly is driving purchase decisions. This issue is prevalent in misguided buyer personas also.

Intent 100

Intent Buyer Personas CMO Work Management 100

Tony Zambito

SEPTEMBER 19, 2016

The transformation to a digital economy has shifted behaviors considerably in the past decade. Meaning marketers today must account for how to adapt to behavioral shifts caused by the omnipresence of digital and online information. This is true even with efforts being performed in buyer profiling and buyer personas.

Buyer Personas 0

Buyer Personas Planning Paid Search Agency Content 0

Hubspot

DECEMBER 17, 2019

I'm talking about customer targeting, which is a way to divide your target audience further into groups and use fresh, new strategies to capture their attention during the buyer's journey. In an age where 70% of a customer's journey is based on how they feel they are being treated, it's important to cater to their interests.

Buyer Personas 94

Buyer Personas Ideal Customer Profiles Segmentation Eye-Tracking 94

Martech

MARCH 10, 2022

It’s about uncovering prospect behavior and weighting sales intent/intel and brand engagement rather than “funnel lead scoring” (engagement is a better metric to forecast revenue). The shift and the case for ABM: Anonymous buyer’s journey. Ideal e-tailer profile. What to aim to achieve with ABM.

Account Based Marketing 108

Account Based Marketing Ideal Customer Profiles Enterprise Management Work Management 108

The ABM Agency

APRIL 21, 2023

We’ll start by discussing the importance of understanding your buyer personas and defining your ideal customer profile. Table of Contents: Understand Your Buyer Personas A. Developing Buyer Personas C. Collaborate with Sales & Customer Success Teams Define Your Ideal Customer Profile A.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profiles Marketing Strategy Marketing & Strategy 52

SmartBug Media

DECEMBER 29, 2022

Personas are used to identify and segment target audiences, which allows for more relevant messaging and a better understanding of customer behavior. When put to use, personas help answer the following questions: What problems do your customers need to solve, and how does your business help them? Step 1: Gather Data Internally.

Top of Funnel 98

Top of Funnel Marketing Analytics Tools Paid Search Agency Trigger Marketing 98

Optinmonster

JANUARY 25, 2023

Do you want to learn how to create a buyer persona? Creating a buyer persona is important for any business that wants to understand its target audience and tailor its marketing strategies accordingly. What is a Buyer Persona? Why Is Buyer Persona Important? What Is a Buyer Persona?

Buyer Personas 114

Buyer Personas Template Demographics Ideal Customer Profiles 114

Tony Zambito

SEPTEMBER 20, 2010

The fact that the buyer-seller relationship is undergoing transformative reshaping is backed by many quantitative oriented surveys and studies.    However, gaining true insight into buyer behaviors, attitudes, perceptions, patterns, and etc. Buyer Personas. Buyer Journey Mapping.

Top of Funnel 100

Top of Funnel Buyer Personas Buyer's Journey Digital Marketing Funnels 100

Tony Zambito

JANUARY 2, 2011

.  Here are four steps B2B organizations can take to initiate a framework for reinventing the buyer experience: Gain external buyer insight through qualitative interviews. Create informing buyer personas that teams can respond to. Map the buyer’s journey and the buying process.

Buyer Personas 100

Buyer Personas B2B Buyer's Journey B2B Sales 100

Tony Zambito

SEPTEMBER 22, 2010

The fact that the buyer-seller relationship is undergoing transformative reshaping is backed by many quantitative oriented survey and studies.    However, gaining true insight into buyer behaviors, attitudes, perceptions, patterns, and etc. Buyer Personas. Buyer Journey Mapping and Design.

Top of Funnel 100

Top of Funnel Buyer Personas Marketing Automation Services Buyer's Journey 100

Circle Studio

FEBRUARY 26, 2020

Accomplishing this requires understanding their needs, motivations, behaviors and expectations. One way to get inside the customer’s mind is by developing buyer personas. While personas are fictional characters, when they are crafted with care and insight, they can seem like real people as they help guide decisions.

Planning 88

Planning Effectiveness Lead Scoring Lead Ranking 88

SalesIntel

APRIL 4, 2022

It is essential to leverage the data available to know when to engage or re-engage with your prospects throughout their buyer journey. . Understanding the Buyer’s Journey. Every prospective customer is on a journey that hopefully ends with purchasing your product or service. Develop Ideal Client Profiles.

Ideal Customer Profiles 52

Ideal Customer Profiles Intent Data Intent Marketing Prospects 52

SalesIntel

APRIL 4, 2022

It is essential to leverage the data available to know when to engage or re-engage with your prospects throughout their buyer journey. . Understanding the Buyer’s Journey. Every prospective customer is on a journey that hopefully ends with purchasing your product or service. Develop Ideal Client Profiles.

Ideal Customer Profiles 52

Ideal Customer Profiles Intent Data Buyer Personas Marketing Proposals 52

Brandpoint

SEPTEMBER 17, 2020

Your audience: While planning your marketing strategy, dedicate time to researching and defining your Ideal Customer Profile (ICP). When you write any content — from blog posts to CTA buttons — keep these profiles in mind. Read More: Interactive Buyer Persona Template ]. Here are a few things to keep in mind.

Lead Generation 118

Lead Generation Lead Ranking Ideal Customer Profiles Marketing Qualified Leads 118

SmartBug Media

OCTOBER 22, 2019

This is where buyer personas come in. Buyer personas help you effectively connect your value propositions to customer pain points in a language they speak. To give you a deep understanding, we’ve broken it down into two parts: what a persona is in digital marketing and how you can go onto create one (or some) yourself.

Buyer Personas 60

Buyer Personas Planning Deliverability Paid Search Agency 60

Tony Zambito

APRIL 19, 2012

Making the issue even more problematic is the changing behaviors of the buyer. Quantitatively, we are seeing through various studies and reports that buyers are engaged in the buying process differently. These two perspectives combined point to one of the key issues – targeting the wrong buyer.

Lead Generation 100

Lead Generation Lead Ranking Tactics Buyer Personas 100

Tiecas

MARCH 21, 2024

Longer sales cycles, complex technical products, and a highly analytical buyer persona are just a few factors that set it apart. Your marketing must enable buyers to self-educate, building confidence in your solutions long before a sales conversation happens. What Can You Do? Generic marketing blasts just won’t cut it anymore.

Tactics 75

Tactics B2B Marketing Webinar Metrics Marketing Strategy 75

Adobe Experience Cloud Blog

JULY 12, 2018

SQLs, on the other hand, are further along in their buyer journey and are sales-ready. They fit perfectly into your buyer persona profiles and are likely to talk with a sales rep. And, to interpret this intent, you need to have an effective behavioral yardstick—you need detailed lead scoring metrics.

Sales Qualified Leads 99

Sales Qualified Leads Lead Ranking Lead Scoring Marketing Qualified Leads 99

Outreach

JANUARY 17, 2019

They understand the behavior of prospects and relentlessly track them across the buyer's journey. Take the time to create your ideal customer profile and develop a clear strategy for how to target them. Successful outbound salespeople possess the skills and attributes of expert hunters. Celebrate!

Ideal Customer Profiles 58

Ideal Customer Profiles Ad Building Buyer Personas Buyer's Journey 58