Tony Zambito

SEPTEMBER 15, 2010

Image via Wikipedia.   What we do know today is that each time the business landscape undergoes significant rearrangement; the balance of power continues to shift to buyers versus sellers.    In my previous article, I outlined reasons why executives need to make Buyer Experience Innovation a top priority. 

Marketing Management 100

Marketing Management Buyer Personas Marketing Automation Services Loyalty 100

Tony Zambito

MAY 1, 2011

Image via Wikipedia.   An even more profound and sobering fact is that 80% of business buyers today say that they found their vendors as opposed to vendors finding them.    If you are a Chief Sales Officer, when was the last time you checked how often your sales teams are making contact with potential buyers? . 

Planning 100

Planning Buyer Personas Buying Cycle Marketing Automation Services 100

Tony Zambito

JUNE 1, 2011

Image via Wikipedia.   The first article, Social Buyerology: Understanding Buyers in the Social Age reflected on the need for a new science of examining buyers in the social age.    What we are witnessing is a dramatic shift in buying behaviors.    Social Buyer Persona Listening.

Buyer Personas 100

Buyer Personas Peer-to-peer Wikipedia Interactive Marketing 100

Tony Zambito

SEPTEMBER 8, 2010

Image via Wikipedia.   Compounding these challenges is the rapid transformation underway in the buyer-seller relationship brought on by the advent of digital marketing and social media technology.  Over the past decade, customer experience has become part of the landscape of business thinking. 

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

Tony Zambito

OCTOBER 4, 2010

Image via Wikipedia. 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.    There are no definitive maps to get you there per se’. 

Buyer Personas 100

Buyer Personas Marketing Automation Services Buying Cycle Lead Ranking 100

Tony Zambito

APRIL 14, 2011

Image via Wikipedia. This decade, we are beginning to see the continuing impact of the advent of the digital and social age and the robust evolution of the new buyer experience economy.    Our developing views of the buyer undergoing perhaps the most profound transformation in the last 100 years. 

Buyer Personas 100

Buyer Personas Buyer's Journey Wikipedia Social Networks 100

Tony Zambito

DECEMBER 12, 2010

Image via Wikipedia. Adapting to transformative changes in buyer behavior is the most significant challenge facing B2B organizations.    Buyers are asking for better experiences and better solutions.    The end result being a unique buying experience for their buyers. 

B2B Sales 100

B2B Sales Buyer Personas Multi-Channel B2B 100

Tony Zambito

NOVEMBER 8, 2010

Image via Wikipedia.   It has been the prevailing underpinnings for a market-driven economy for well over 250 years.  These six BE Value Levers serve as a guidepost to determine how buyers map value to their buying experience  with an organization. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Demand Generation Agencies Fulfillment 100

Tony Zambito

MAY 8, 2011

Image via Wikipedia. The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America.    Tools related to processes and having information available at their fingertips when prospecting and calling on buyers.    What’s going on? . 

Buyer Personas 100

Buyer Personas Content Marketing Content Buying Cycle 100

Tony Zambito

DECEMBER 19, 2010

Image via Wikipedia.   My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally.    Thanks to Lou Dubois from the Customer Collective for his editorial and moderation guidance and for the gracious subtle hints by Stephanie Tilton of Tenton Marketing. 

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

Tony Zambito

JANUARY 30, 2011

Image via Wikipedia. One of the interesting outcomes of the rise of Social Media , Demand Generation , and Content Marketing in 2010 was the increasing use of the term audience development.    It also fits well with the purpose of crafting buyer personas for your organization.    Here’s how. 

Social Media 100

Social Media Social Marketing Buyer Personas Planning 100

Biznology

JANUARY 23, 2013

Photo credit: Wikipedia. To reach cold prospects among business audiences, sales and marketing teams often begin by developing a list of prospective targets. Marketers can find just about every target company, title and job function they need from traditional list suppliers. Let’s look at what’s new in B2B lists these days.

Acquisitions 80

Acquisitions B2B Marketing Salesforce.com Work Management 80

Tony Zambito

JUNE 26, 2011

Image via Wikipedia. In the B2B world, the emergence of the Social Buyer is causing organizations to search for better ways to reach its’ base of buyers.    What we do know is that B2B buyers are demanding more social experiences in their buying processes.   Social Buyer Cycle.

Business 100

Business B2B Demand Generation Agencies Wikipedia 100

Heinz Marketing

NOVEMBER 20, 2017

If you’re using, marketing automation, if you’re using CRM, if you’re using account-based marketing technology, how can you leverage that for your channels, not create an entirely separate stack. Not just looking at buyer personas, but looking at actual buying processes for the organization.

Top of Funnel 52

Top of Funnel Work Management B2B Thought Leadership Advertising Agencies 52

Tony Zambito

MARCH 4, 2012

Image via Wikipedia. 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

B2B Marketing Zone Posts

OCTOBER 5, 2010

Hard Data to Justify Your Marketing Automation Investment - Customer Experience Matrix , September 1, 2010 Summary: So you want some hard numbers to prove the value of marketing automation? client asked yesterday if I had some benchmark information to justify the cost of her marketing automation project.

B2B Marketing 40

B2B Marketing Work Management Marketing Management Advertising Agencies 40