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

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

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. Trying To Connect On An Impersonal “Business-Speak” Level Does Not Work.

Direct Marketing 100

Direct Marketing Buyer Personas Allocation Ideal Customer Profiles 100

Tony Zambito

JULY 17, 2016

Primarily, it helps with making sense of the tasks and activities buyers perform. This is also an important principle behind buyer insights research and buyer persona development. The many articles, books, and promotional material written about buyer personas, in general, are missing this key point.

Intent 100

Intent Buyer Personas CMO Work Management 100

Tony Zambito

SEPTEMBER 19, 2016

This is true even with efforts being performed in buyer profiling and buyer personas. Where misinformation about buyer personas is rampant. And, buyer profiles and buyer personas are being tied to specific “campaigns” with emphasis on factual information.

Buyer Personas 0

Buyer Personas Planning Paid Search Agency Content 0

Tony Zambito

JANUARY 25, 2012

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. platforms are increasing B2B visibility like never before, connecting with buyers and decision-makers is becoming increasingly elusive.

Buyer Personas 100

Buyer Personas B2B Allocation Peer-to-peer 100

Tony Zambito

FEBRUARY 5, 2017

In my previous article entitled Rethinking Buyer Personas In An Era Of Digital Transformation , I noted that digital interaction will matter more than content. For someone like me, who has been involved with personas since their origins, this has been a source of disappointment. Why An Illusion.

Digital Transformation 50

Digital Transformation Buyer Personas Broadcasting Marketing Qualified Leads 50

Tony Zambito

FEBRUARY 10, 2012

Evidence suggests that this singular picture of the buyer is cracking like an old oil painting found in an attic: It made sense for many years. After all we are talking about the buyer and that is the focus of marketing and sales. On the surface, the profiling of a buyer target seems like an easy fix.

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 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

OCTOBER 9, 2015

These mirror my own findings in conducting qualitative buyer persona research interviews directly with buyers the past two years. In one such buyer interview, an executive handed me a folder, rubberbanded. Which is, marketers and sellers are lacking in the right kind of buyer understanding.

Effectiveness 100

Effectiveness Buyer Personas Content Marketing Forrester 100

Tony Zambito

MARCH 9, 2012

There will be a rise in the use of buyer modeling techniques as well as integrating the use of buyer intelligence, predictive analytics, and the illuminating aspects of predictive buyer modeling. Reorient From Business Marketing Teams to Buyer Driven Marketing Teams.

Top of Funnel 100

Top of Funnel Lead Ranking Business Buyer Personas 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. Develop Customer Journey Maps and Buyer Personas. To do that, you need to know your ideal customer profiles and how you can influence them.

High Quality Lead 145

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