The Lead Agency

APRIL 28, 2020

The marketing funnel is a representation of the customer/buyer journey, from a sales/marketing perspective. Its visualisation extends from the initial ‘awareness’ stage, where they first learn about your business/product, all the way through to purchase.

Top of Funnel 90

Top of Funnel Marketing Funnels B2B Marketing B2B 90

Tony Zambito

MARCH 6, 2016

There is a big problem when it comes to B2B customer research. According to various studies over the years (by credible institutions such as Harvard) regarding market and customer research, approximately 80% or better of B2B customer research is conducted to reinforce current assumptions about customers.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B B2B Sales 100

Tony Zambito

OCTOBER 14, 2018

Mapping such a journey is very helpful and can reveal what steps and processes the buyer is going through. Is The Buyer’s Journey The Right Perspective For 2020? Redefining The Buyer’s Journey. Developing a static view of a buyer’s journey is becoming problematic. What is it more like then?

Marketing AI 174

Marketing AI Buyer Personas Top of Funnel Digital Marketing Funnels 174

Marketing Insider Group

AUGUST 11, 2015

In a recent survey conducted by ITSMA , business-to-business (B2B) marketers worldwide expect that understanding buyers will be their # 1 responsibility in two years (85%). Forrester and Gartner support the notion that today’s buyer embarks on an increasingly digital, empowered, and complex buyers journey.

B2B Marketing 100

B2B Marketing Marketing Management B2B Paid Search Agency 100

Tony Zambito

MARCH 6, 2017

The digitization of the global business economy has been taking place at an unprecedented rate. A new era of business will develop in the next 10 years that will fundamentally change how organizations work, conduct business transactions, and establish relationships. Buyer Insights That Matter For The Future.

Digital Transformation 253

Digital Transformation Buyer Personas Lead Ranking B2B 253

Outreach

FEBRUARY 26, 2019

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. What is B2B Sales?

Top of Funnel 71

Top of Funnel B2B Sales Process B2B 71

Tony Zambito

MAY 23, 2017

In the past ten plus years, we have seen a tumultuous upheaval in both the world of buyers and how marketing is adapting. As business leaders and marketing leaders look ahead to the future, the ever-expanding global digital economy will undoubtedly cause further disruption. 3 Forces Business And Marketing Leaders Will Need To Address.

B2B Marketing 227

B2B Marketing Planning Buyer Personas B2B 227

6sense

DECEMBER 8, 2021

Even with the availability of new communication tools, I find that email remains the predominant channel for business-to-business (B2B) sales and marketing. For example, If ABM is a top research keyword, provide commercial insights on ABM versus demand generation. PHOTO GETTY. Behavior: What do they actually care about?

Ideal Customer Profiles 62

Ideal Customer Profiles Marketing AI Account Based Marketing ABM 62

NuSpark Consulting

MARCH 17, 2012

The infographic summarizes key data from a variety of research reports covering B2B and technology lead generation, media strategy, and content marketing trends, from initial solution research to lead nurturing. The research was comprehensive; and all had varying respondent demographics. Here’s the Infographic.

Lead Generation 100

Lead Generation Trends B2B Marketing Generation 100

Tony Zambito

OCTOBER 26, 2015

Better, deeper, insightful, and well-rounded understanding of customers and buyers is on the top of the list for many CEOs and CMOs today. In recent studies by IBM and other research studies on CEO sentiments, customer insight and understanding are identified as a top focus for CEOs. A case in point is the term “buyer’s journey.”

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

Tony Zambito

NOVEMBER 22, 2015

Here are seven elements CEOs and their teams must develop in order to make informed decisions to achieve growth: 1 – Research, Analytics, And Insights. Companies today will need to develop an integrated view of customer research. Organizations should strive to develop buyer personas , user personas, and customer personas.

Buyer Personas 100

Buyer Personas Lead Ranking Buy Research 100

Tony Zambito

JANUARY 3, 2016

Nearly 70% of the respondents indicated they were confused about what buyer personas were, what were the differences between buyer profiling and buyer personas, what were the essential elements of buyer persona development, and the role of qualitative research methods – this is a decrease from 80% the previous year.

Buyer Personas 100

Buyer Personas Correlation Effectiveness Ideal Customer Profiles 100

Tony Zambito

OCTOBER 4, 2015

Goals Matter To Buyers. It has been predominantly found, through decades of organizational and psychological research, that people make decisions relative to their goals and goal-directed behaviors. In essence, buyer goals matter greatly and failing to connect on buyer goals results in the statistics mentioned above.

Direct Marketing 100

Direct Marketing Buyer Personas Allocation Ideal Customer Profiles 100

Tony Zambito

DECEMBER 13, 2015

People, as buyers, do not always make decisions in rational and literal ways. Nobel-prize winning research in the fields of psychology and sociology have proven people, and buyers within organizations, are not fully rational when it comes to decision-making. Content Deluge Is Counter-Productive.

Buyer Personas 100

Buyer Personas B2B Sales Lead Ranking Research 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

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

LeanData

JULY 13, 2020

Engagement is an important addition to LeanData’s revenue operations product family which exists to help companies unlock greater revenue growth, increase performance and improve customer experience across the buyer journey.”.

Marketing Attribution 52

Marketing Attribution Analytics Account Based Marketing ABM 52

Tony Zambito

JANUARY 24, 2016

Most survey results in the past two to three years related to content marketing effectiveness has shown that only approximately a third of business marketers considered their content marketing efforts to be effective to very effective. Using user and buyer personas to help communicate a common view of customers to the organization.

Planning 100

Planning Buyer Personas Paid Search Agency Marketing & Strategy 100

Conversica

JULY 27, 2022

Business text is full of acronyms, abbreviations, and quite honestly, jargon. Business-to-business (B2B) companies sell their products and services to other companies rather than individual customers. Under this economic model, B2B sales are the transactions between two businesses. What Is B2B Sales? What Is B2B Sales?

B2B Sales 52

B2B Sales Top of Funnel Enterprise Management Marketing Attribution 52

Martech Advisor

JANUARY 21, 2020

Over the past decade as consumer expectations rose, it became clear that the idea of scoring actions and steering the consumer along the buyer journey was only a dream. What works in Business to Consumer (B2C) now works in Business to Business (B2B). In reality, there was a lot of guesswork and arbitrary decisions.

Top of Funnel 105

Top of Funnel Digital Marketing Funnels Marketing Automation Services Funnel Advertising 105

Tony Zambito

NOVEMBER 8, 2015

Creating distinctive and engaging experiences, as part of how people and businesses go about making purchases, is getting more attention today than ever. In order to learn how to create distinctive buying experiences, businesses are embracing new means and approaches. Including add-on of newer products and services.

Buy 100

Buy Buyer Personas Acquisitions Correlation 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. Marketing since has turned to buyer profiling to do so. by Evan Shuster.

Ideal Customer Profiles 100

Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Tony Zambito

DECEMBER 8, 2015

I am looking for marketing and sales leaders in business organizations who have thought about or implemented buyer persona development. In 2015, we have seen greater usage and the introduction of cloud-based platforms designed to automate buyer persona management.

Buyer Personas 100

Buyer Personas Customer Surveys Ideal Customer Profiles Organic Leads 100

Tony Zambito

JANUARY 29, 2017

Whereby, rethinking buyer persona development and insight gathering in a digital-centric world becomes a necessity. The introduction of new digital technologies and new business models is having a breathtaking impact on how customers determine what goals are important to them, what they want, and how they decide.

Digital Transformation 100

Digital Transformation Buyer Personas Ideal Customer Profiles B2B Thought Leadership 100

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

SEPTEMBER 27, 2015

The journey concept first popped up during the initial Total Quality Movement in the ‘80’s and made popular by Deming. When the concept of customer experience burst onto the business world in the late ‘90’s, a natural extension became customer journey mapping. This is where consumer personas and buyer personas can be helpful.

Allocation 100

Allocation Buyer Personas CMO Press 100

Hubspot

MARCH 26, 2020

In a recent survey conducted by HubSpot Research, 63% of marketers responded that they are looking to make a website upgrade this year. Providing a great user experience will allow you to more easily deliver your message and meet your business goals. Welcome to 2020. In 2020, build your web strategy around your audience's needs first.

Hubspot 85

Hubspot Marketing Websites Marketing & Strategy Mobile Marketing 85

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.

Account Based Marketing 211

Account Based Marketing ABM Digital Transformation Paid Search Agency 211

Tony Zambito

FEBRUARY 28, 2016

Buyers Frame Their Issue Through Scenarios – Not Journeys. Based on my 15 plus years of interviewing literally thousands of buyers via buyer persona research , I am convinced buyers are not thinking within the frame of a buyer’s journey in the way as marketers believe they may be.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Valasys

OCTOBER 31, 2019

Over the years B2B marketing strategies have changing, in part because of the superfluous volumes of data being generated & employed by the business in their decision-making process & in part because of the evolution in the researching habits of the prospects. Step 1: Marketers must research about the decision makers.

B2B Marketing 49

B2B Marketing Campaigns Ad Building Top of Funnel 49

Tony Zambito

SEPTEMBER 19, 2016

Doing so allows marketers to find ways to shift operationally from fragmented shotgun campaigns to being present with buyers as they are experiencing, over time , efforts to accomplish goals. If we go back to the for instance of refreshing servers, HP conducted exhaustive buyer persona research in a number of areas in health care.

Buyer Personas 0

Buyer Personas Planning Paid Search Agency Content 0

Tony Zambito

NOVEMBER 2, 2016

The digitization of the global economy is resulting in a tidal wave of new business and operating models throughout the world. Digital disruption can affect both consumer and business markets simultaneously. There are two perspectives businesses must address in this area. Community Preparedness by Iconathon.

Organization 100

Organization Enterprise Management Marketing Strategy Marketing & Strategy 100

Tony Zambito

FEBRUARY 10, 2012

These disadvantages are overshadowing the higher-cost and dangers of the single buyer model used in ways where missteps are being made in overall buyer strategy. Sales in particular at the frontline routinely discard sales enablement tools given to them by marketing according to recent IDC research. What Are The Dangers?

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

ClearVoice

NOVEMBER 2, 2018

The conference also includes an awards ceremony: “The Killer Content Awards” (aka, The Finnys) for outstanding business-to-business marketers and campaigns. Five thousand marketers join the conference each year to learn business-building strategies in 120+ social media marketing and creator training sessions.

Conference 107

Conference Advertising Agencies Demand Generation Agencies Enterprise Management 107

Tony Zambito

APRIL 29, 2012

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. In terms of lead nurturing; perhaps one of the most significant efforts an organization can make today is in the area of buyer scenario modeling.

Lead Nurturing 100

Lead Nurturing Lead Ranking Leads Lead 100

Tony Zambito

APRIL 6, 2012

Far too often, who the SMB buyer is and understanding how and why they make purchasing decisions gets lost in the shuffle of statistics on number of dials, connections, and product pitches. In a few of my qualitative research efforts, I’ve sat with frontline inside sales reps for a few hours.

SMB 100

SMB Buyer Personas Lead Ranking B2B Sales 100

Tony Zambito

MARCH 18, 2012

Do Your Research Before You Pick Up The Phone © All Rights Reserved Kenny Madden. This is part 1 of a series on the challenge of targeting SMB markets and how the use of target buyer modeling and buyer-based marketing help organizations to grow their SMB customer base. . A New Challenge And A New Frontier.

SMB 100

SMB Enterprise Management SME Work Management 100