Tony Zambito

APRIL 2, 2008

I recently read and listened to on Brian Carroll's blog, B2B Lead Generation Blog , an interesting Podcast about the new role of sales as expert content filters. Brian brings up the notion that today's role for sales people has changed due to the advent of the Internet.

Buyer Personas 100

Buyer Personas Buying Cycle Knowledge Base Internet Marketing 100

Tony Zambito

FEBRUARY 5, 2017

Where nearly 1500 blog posts are posted every minute. But, produce massive amounts of it to get in front of customers. According to various statistics on the Internet, we are living in a world where every minute over 200 million items of online content is produced. Whereby over 200 million email message are sent every minute.

Digital Transformation 50

Digital Transformation Buyer Personas Broadcasting Leads 50

Tony Zambito

APRIL 24, 2008

Industry based communities and blogs have sprouted everywhere and even some of the corporate giants who at first resisted the idea of communities and blogging are jumping into the fray. " The almost shocking rise of social media networking in the last two years has changed the concept of referrals and references.

Peer-to-peer 100

Peer-to-peer Trends Buyer Personas Social Media 100

Tony Zambito

JULY 24, 2011

   Storing recall through YouTube, Product Review Sites, Q&A such as Focus and Quora, and blogs they subscribe to.    Through blogging, tweeting, discussion groups, and etc.   Internal Collaboration Rules : the Social Buyer is engaging and collaborating through internal and private social networks. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Allocation Social Networks 100

Tony Zambito

AUGUST 31, 2011

  I have been thinking that there is something wrong with all the titles I see that begin with Reach and Engage for numerous articles and blog posts.  I have been thinking about this question for some time.    To me at least, it seems that in the social age the terms Reach and Engage cancel each other out. 

Social Media 100

Social Media Amazon Social Networks Paid Search Agency 100

Tony Zambito

JANUARY 18, 2011

on the organization’s blog.  Recently, Adam Needles, Left Brain Marketing’s VP of Demand Generation Strategy, posted a thought provoking article entitled Why Do (Well-intentioned) B2B Demand Generation Efforts Fail?   If you haven’t read it, I would highly recommend doing so. 

Buyer Personas 100

Buyer Personas Demand Generation Demand Generation 100

Tony Zambito

MAY 13, 2008

What prompted me to think about this was Dave Stein's post, Marketing's Knowledge of Salespeople , on his Commentary on Sales Leadership blog. One thing I can say is that there have been many undertones in recent webinars, blog posting, and articles about this gap in culture.

Buyer Personas 100

Buyer Personas Conference Marketing & Strategy Webinar Metrics 100

Tony Zambito

APRIL 19, 2010

Image by scottpowerz via Flickr. " I thought of this statement as I reviewed strategies with a group of sales and marketing executives recently.    Dave was right on the mark with this statement.    For both sales and marketing it really does amount to culture change. 

Buyer Personas 100

Buyer Personas Marketing & Strategy Thought Leadership Social Media 100

Tony Zambito

MARCH 25, 2010

  Troy Alstead, Chief Financial Officer for Starbucks, was quoted in the New York Times Dealbook blog as saying: “From what we can see, and also the research we do, I think the consumer sporadically feels a bit better about themselves than a year ago,” Mr. Alstead said.

Buyer Personas 100

Buyer Personas B2B Marketing B2B Advertising Agencies 100

Tony Zambito

JUNE 1, 2011

  Areas such as peer-to-peer social networking, community memberships, subscribing to blogs, and following on Twitter or Facebook are loaded with differentiating perceptions, attitudes, beliefs, aspirations, goals, and one’s own self-determination.    Social Buyer Persona Listening.

Buyer Personas 100

Buyer Personas Peer-to-peer Wikipedia Interactive Marketing 100

Tony Zambito

OCTOBER 25, 2011

Note to readers and followers: I will be making a transition by the end of the year to a new blogging platform and new website to focus on Buyerology© and enhanced buyer understanding through Business Buyergraphics©.  .  If that is the case, then we best find out what exactly is considered business today by buyers.

Demand Generation 100

Demand Generation Internet Marketing Purchase Buy 100

Tony Zambito

MAY 2, 2010

  Although I am missing the opportunity to interact directly with people, social communities and blogging has made it possible to “attend” these conferences virtually.  .  In the B2B world, there are many conferences I would love to attend. 

Buyer Personas 100

Buyer Personas Banners Communities Social Media 100

Tony Zambito

MARCH 24, 2010

  I also make this same point in an interview with Stephanie Tilton on her blog Savvy B2B Marketing. .   Similarly, I have made assertions that the buyer persona development process is about informing strategy.   The Connection.

Buyer Personas 100

Buyer Personas Marketing Strategy Marketing & Strategy B2B Marketing 100

Tony Zambito

MARCH 27, 2008

This blog will focus on how personas are changing the world of not only product design and marketing, but now that of sales. 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.

Cold Calling 100

Cold Calling Sales Cycle Buying Cycle Work Management 100

Tony Zambito

MARCH 23, 2011

.  And what is becoming more evident is that buyers care more about the buying experience than ever before. 

Peer-to-peer 100

Peer-to-peer Network Marketing Buy Education 100

Tony Zambito

OCTOBER 25, 2010

    (In the Social CRM arena, Esteban Kolsky , who has a fantastic blog crm intelligence & strategy , with graphics help from Jacob Morgan of Chess Media Group came up with a wonderful graphic of a “loop” that represents the social customer experience continuum. 

Design 100

Design Buyer Personas B2B Thought Leadership Multi-Channel 100

Tony Zambito

MAY 4, 2021

Marketing and Sales Leaders Must Build Capabilities To Understand New Target Buyer Personas. The roles of marketing and sales professionals have changed quite a bit in the last decade. They are about to undergo even further change and transformation in this decade and beyond.

Buyer Personas 328

Buyer Personas Account Based Marketing ABM Organic Leads 328

Tony Zambito

MAY 24, 2021

Buyer Trust Is Elusive For Most Marketing And Sales Teams Unless They Can Balance Empathy And Humility. Marketing and sales traditionally believe that the path to building buyer trust is by providing answers. Answers to buyer problems and challenges.

Ad Building 303

Ad Building Buyer Personas Trust Marketing B2B Sales 303

Tony Zambito

DECEMBER 9, 2020

Over time, we can build assumptions about how things work. How things are supposed to be. Or we cement assumptions about what people think. Or how we expect people to behave. Oftentimes, we can create an over-reliance on past data and experiences to shape our assumptions about the present and the future. .

Marketing Analytics Tools 318

Marketing Analytics Tools Validation Planning Intent 318

Tony Zambito

JANUARY 4, 2022

One of the big stories of the year 2021 and the Covid-19 pandemic has been the “Great Resignation” of workers in many consumer and business sectors. There are a variety of reasons cited. Including lack of adequate childcare, health, industries severely impacted by the pandemic, acting upon personal interests, and early retirement. To name a few.

Interactive Marketing 242

Interactive Marketing Loyalty Act-On B2B Marketing 242

Tony Zambito

NOVEMBER 1, 2020

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.

Buy 309

Buy B2B Buyer Personas Buyer's Journey 309

Tony Zambito

APRIL 12, 2010

  The most impactful I believe has been the work of David Armano who is currently with Edelman Digital and also author of the popular blog Logic + Emotions.  .  Last year we saw some very profound thinking presented on social business.    This third evolution is the emergence of the Social Business Persona. 

Buyer Personas 100

Buyer Personas Business Social Media Lead Ranking 100

Tony Zambito

MARCH 4, 2022

Buying Decisions Are Affected By Intensified Buyer Activism Sentiments. During the past decade, we have seen a significant rise in consumer activism. And that has translated to a rise in both brand activism as well as shareholder activism. We have seen consumers changing buying behaviors with their pocketbooks.

Activities 231

Activities B2B Buyer Personas B2B Marketing 231

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. Commerce models that have been relied on for the past twenty to thirty years are giving way to a new robust era of digital commerce.

Buyer Personas 310

Buyer Personas B2B Amazon Fulfillment 310

Tony Zambito

FEBRUARY 2, 2022

Early Buyer Insights Can Alert Leaders To Risks And Opportunities. We are living in a time like no other. Where predictability is more elusive than we could have ever imagined. Buyers, consumers, and people, in general, are changing their behaviors continuously and rapidly.

Ad Building 228

Ad Building Blast Campaigns Broadcasting Forecasting 228

Tony Zambito

JANUARY 5, 2010

  The Buyer Persona blog written by Adele Revella of Pragmatic Marketing has also made the term much more visible and Adele has written very thought provoking postings on why buyer personas are important to product managers as well as sales and marketing professionals.   It resides with one man and one man only – Alan Cooper.

Buyer Personas 100

Buyer Personas Work Management Forrester Marketing Management 100

Tony Zambito

FEBRUARY 4, 2022

Business Leaders Must Adapt Buyer Insights Generation To Rapid Pace Of Change. The world continues to evolve. The pace of change like it has never been. Certainty and predictability are illusory in nature. What we have learned, in the past two years especially, is that buyers’ goals and behaviors are undergoing constant change.

Buyer Personas 219

Buyer Personas Correlation Fulfillment Analysis 219

Tony Zambito

FEBRUARY 21, 2022

B2B Leaders Must Develop Unified Approaches to Buyer Strategies and Customer-Centricity. Even though the business world is experiencing tumultuous change, B2B’s structure and governance are still very much fragmented. Hierarchy dominates. Functions and departments are represented by an elevator button.

Marketing & Strategy 210

Marketing & Strategy B2B Sales Gartner Touchpoints 210

Tony Zambito

FEBRUARY 27, 2022

Business Leaders Will Need To Account For Ongoing Uncertainty. The conflict resulting from the Russian invasion of Ukraine has heightened concerns on many fronts throughout the world. We are witnessing political, humanitarian, economic, trade, globalization, and governmental impact.

Thought Leadership 209

Thought Leadership Forecasting Rules Intent 209

Tony Zambito

DECEMBER 14, 2020

In sports, confidence is often mentioned as one of the key ingredients to winning. I saw this firsthand with my daughter and her competitive experience in gymnastics. She attended the same gym as Amy Chow, the U.S. Olympic Gold and Silver Medal winner in the 1996 Olympics. And a team member of the 2000 Olympics.

Ad Building 271

Ad Building Urgency Marketing Case Studies B2B Sales 271

Tony Zambito

JANUARY 3, 2022

In 2014, then-President Barack Obama gave a speech on the importance of building infrastructure for future virus-borne pandemics. His predecessor, President George W. Bush, delivered similar speeches as they related to HIV and SARS viruses.

Education 212

Education Tactics B2B Service 212

Tony Zambito

MAY 19, 2021

Marketing and Sales Leaders Can Leverage Buyer Insights To Create Rewarding Digital Buying Experiences For Buyers. One significant outcome of the COVID-19 pandemic is the increasing desire on the part of buyers for digital buying experiences. Not that this type of outcome was ever in question.

Differentiation 244

Differentiation Top of Funnel Buy Buyer Personas 244

Tony Zambito

JANUARY 21, 2022

Business leaders must aspire for human-centered insights, not just intelligence. Many businesses today, in their marketing and sales operations, have an insatiable thirst for data and intelligence about their buyers and customers. The last two decades have seen a rapid rise in multiple forms of analytics and intelligence applications.

Marketing AI 204

Marketing AI Buyer Personas Marketing & Strategy Act-On 204

Tony Zambito

FEBRUARY 19, 2022

B2B Buyers Will Endure Ongoing Challenges Ahead. From an overarching perspective, some industries have enjoyed a robust recovery coming out of the pandemic while others are still in a slow slog. In engaged B2B buyer research I have been conducting, there appear to be strong headwinds ahead for buyers to contend with.

B2B 195

B2B Digital Transformation Forecasting Research 195

Tony Zambito

MAY 14, 2021

Marketing and Sales Leaders Need To Know The Difference Between Bad Versus Good Buyer Personas To Achieve Growth. Not all buyer personas are created equally. This is a problem. Because if they are not created equally, meaning with proven research rigor and processes, we will wind up with a bunch of really bad buyer personas.

Buyer Personas 232

Buyer Personas Validation Deliverability Thought Leadership 232

Tony Zambito

NOVEMBER 21, 2020

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.

Buyer Personas 255

Buyer Personas B2B Sales Research eCommerce 255

Tony Zambito

DECEMBER 12, 2020

Empty office buildings dot the map of the United States. Once bustling communities adjacent to business parks are quiet. Restaurants and services that once served the lunch crowds from office complexes are limited to takeout or have closed their doors for good. Amidst all of this, many businesses are singing the praises of working from home.

Business 252

Business Thought Leadership Statistics Budget Programs 252