Tony Zambito

JULY 10, 2011

In part 1 of this reflection on the future of buyer personas, I focused on how it is important to leave some of the major misconceptions about buyer personas behind in order to peer into the future.    Without a doubt, we are seeing the most dramatic change in buyer behaviors since post World War II. 

Buyer Personas 100

Buyer Personas Top of Funnel Peer-to-peer Marketing Funnels 100

Marketing Insider Group

AUGUST 25, 2020

Use Buyer Personas to Drive Strategy. One of the best ways to do that is with buyer personas. Use both the feedback your sales team hears and the research your marketing team does on the audience segments most likely to convert. Personalize Web Content Through Buyer Personas and Other Data.

Automation 271

Automation Sales Qualified Leads Lead Scoring Lead Ranking 271

Inbox Insight

DECEMBER 1, 2020

In order to do this successfully, data needs to be at the heart of every demand generation campaign. If you want to take your demand gen and lead gen efforts to the next level with intent signal s , it’s vital to use data in the right way. Here are 5 common mistakes to avoid if you want to have campaign success.

Intent Data 124

Intent Data Intent Top of Funnel Demand Generation 124

Biznology

JULY 26, 2017

David Rowe , SVP marketing and business development at Enli Health Intelligence , spoke at the BrandHIT marketing conference in Las Vegas last month, and candidly shared some of his firm’s experiences in migrating from traditional B2B demand generation to an ABM strategy. It’s been a long, but productive, journey.

Top of Funnel 164

Top of Funnel Account Based Marketing ABM Lead Ranking 164

Cintell

JANUARY 27, 2016

You Built Personas, Now What? Creating buyer personas is only half the battle. If your personas are wasting away at the bottom of a desk drawer, gathering dust up on the wall of your office, or sitting ignored on the company intranet, it’s time to reimagine their potential. For Demand Generation Marketers.

Demand Generation Agencies 100

Demand Generation Agencies Lead Ranking Paid Search Agency Ideal Customer Profiles 100

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. Research Existing Customers & Prospects C. Identify Key Characteristics B. Conclusion 1.

Account Based Marketing 52

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

Only B2B

MARCH 15, 2018

15+ Demand Generation Statistics that Every Business Should Know. Demand generation is important for every business. When you start, your target buyer does not know you exist and you need to work on generating awareness for your product/services. See Also: 3 Demand Generation Trends in 2018.

Sales Management 81

Sales Management Lead Ranking Top of Funnel Demand Generation Agencies 81

The ABM Agency

APRIL 10, 2023

This process involves conducting thorough research on potential target companies and recognizing key decision-makers within these organizations. LinkedIn), it is necessary to pinpoint those who are likely in charge of making buying choices about your services/goods inside these companies.

Account Based Marketing 97

Account Based Marketing Top of Funnel Enterprise Management Work Management 97

Tony Zambito

SEPTEMBER 22, 2010

Many executives, in particular those of B2B and service oriented organizations, are faced with the challenge of having to rethink how to succeed in today’s digital age.    Viewing what each function is capable of in isolation and missing the harmonizing around the buyer experience.  Buyer Personas.

Top of Funnel 100

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

Tony Zambito

SEPTEMBER 20, 2010

Many executives, in particular those of B2B and service oriented organizations, are faced with the challenge of having to rethink how to succeed in today’s digital age.    Viewing what each function is capable of in isolation and missing the harmonizing around the buyer experience.  Buyer Personas.

Top of Funnel 100

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

Tony Zambito

NOVEMBER 21, 2010

.  Lack of Integrated Thinking : A tough assignment for a B2B organization is to find the means to integrate buyer interactions, marketing processes, and sales processes with that of the buyer experience journey.    This is of critical importance since various studies sampling B2B buyers (i.e. . 

Top of Funnel 100

Top of Funnel AIDA Buyer Personas Terms and Conditions 100

ANNUITAS

MARCH 19, 2013

If Si Robertson , one of the the “Duck Commanders” on A&E’s hit show “Duck Dynasty” , were to assess today’s B2B Marketer on how well they know their buyer, I can imagine he’s sum it up by saying, “Hey! You don’t know the buyer JACK”! This indicates that marketers have not dug deep enough to understand their buyer.

Buyer Personas 100

Buyer Personas Buying Cycle Forrester Buyer's Journey 100

Tony Zambito

DECEMBER 2, 2011

.  Thirdly, there are in-house attempts as well as B2B marketing consultants who offer misguided knowledge of buyer personas as targeted profiles.    This very notion embeds push messaging into plans that are created on the premise of content mapping to buyer personas. 

Trends 100

Trends Buyer Personas Lead Ranking Content 100

Tony Zambito

JANUARY 2, 2011

One of the clearest mandates being heard from B2B buyers today is the desire for buying experiences that offer more than just a product or service sale.    Here are four steps B2B organizations can take to initiate a framework for reinventing the buyer experience: Gain external buyer insight through qualitative interviews.

Buyer Personas 100

Buyer Personas B2B Buyer's Journey B2B Sales 100

ANNUITAS

JULY 7, 2015

Easier said than done, no doubt, but here are a few tips to create a buyer’s journey that guides your Demand Generation Strategy instead of sitting unused in some presentation you dust off once in a while. on average according to CEB ), and the research says that this number isn’t going to be decreasing anytime soon.

Enterprise Management 100

Enterprise Management Buyer's Journey Demand Generation Agencies B2B Sales 100

Tony Zambito

SEPTEMBER 8, 2010

.  When this alignment is problematic, it directly affects the buyer’s experience and not for the better.   Many sales and marketing approaches have been designed around these static views, whether they be defined as 4, 5, or 6 stages makes little difference, and in today’s digital age creates a severe disconnect with buyers. . 

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

Tony Zambito

MARCH 30, 2011

.  We relied on numbers and facts to tell us exactly who buyers are.    Treating buyers as objects in the larger scheme of producing products and services where, particularly in the B2B context, we delivered the product or services to the buyer.    And this is where experience matters. 

Peer-to-peer 100

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

SnapApp

AUGUST 21, 2018

At a high-level, sales-qualified leads are prospects that have indicated a serious interest in purchasing your products or services. An SQL has been researched and evaluated by both the marketing and sales teams and determined that the individual has serious potential to convert into a paying customer. They are bottom-funnel leads.

Sales Qualified Leads 48

Sales Qualified Leads Top of Funnel High Quality Lead Lead Scoring 48

SnapApp

AUGUST 21, 2018

At a high-level, sales-qualified leads are prospects that have indicated a serious interest in purchasing your products or services. An SQL has been researched and evaluated by both the marketing and sales teams and determined that the individual has serious potential to convert into a paying customer. They are bottom-funnel leads.

Sales Qualified Leads 48

Sales Qualified Leads Top of Funnel High Quality Lead Lead Scoring 48

Brightedge

JANUARY 27, 2020

Make sure the marketing strategies are built around precise personas and journeys. The marketing team now needs to ensure that their lead generation process revolves around precise personas and their buyer journeys. They need to know exactly who they want to reach and then create content targeted to them.

Top of Funnel 59

Top of Funnel Lead Generation Lead Scoring Lead Ranking 59

Content4Demand

MAY 21, 2020

This years’ Campaign Optimization Series , hosted by Demand Gen Report , put a spotlight on the strategies and tools marketers have seen success within this new environment, with targeted webcasts led by industry thought leaders addressing topics such as ABM for sales success, virtual event best practices, data strategies and more.

Marketing Budget 98

Marketing Budget Sales Management Webinar Metrics Top of Funnel 98

Tony Zambito

DECEMBER 8, 2011

.   Values correlate strongly to buyer goals and thus have a big impact on why buyers are making organizational as well as purchase decisions.    Buyers desire more reflection of their values in products or services.  Buyerology Trend: Think Buyer Network vs. Buyer (buyerpersonainsights.com).

Trends 100

Trends Fulfillment Work Management Marketing Management 100

Hinge Marketing

MARCH 21, 2019

For years they were the foundation for professional services growth. Yet, working for the research-based branding and marketing firm for professional services, I can tell you that we and our clients are seeing a decline in referral usage. Our research validates the trend. Professional service search methods.

Demand Generation Agencies 101

Demand Generation Agencies Demand Generation Marketing Automation Services Work Management 101

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

MARCH 26, 2012

This is part 3 of a series on the challenge of targeting SMB markets and how the use of buyer-based modeling and buyer-based marketing help organizations to grow their SMB customer base. . Buyer Persona © All Rights Reserved Cristian Cardenas.

SMB 100

SMB Enterprise Management Buyer Personas Marketing Management 100

Metadata

SEPTEMBER 1, 2022

Successfully creating a demand for your product or service may be the difference between exploding with business or shutting your doors. This guide walks you through the features you should look for in demand generation tools, red flags to avoid, and a description of three top-notch tools.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Budget Programs Paid Content 52

FunnelEnvy

APRIL 1, 2024

The Software-as-a-Service (SaaS) industry is experiencing phenomenal growth as technological advancements are making cloud-based solutions more accessible, scalable, and secure than ever before. This shift towards on-demand software allows businesses of all sizes to access sophisticated tools. What is B2B Demand Gen for SaaS Companies?

Marketing Budget 67

Marketing Budget Top of Funnel Marketing AI Webinar Metrics 67

Heinz Marketing

JANUARY 15, 2018

Jen Spencer is Vice President, Sales & Marketing for SmartBug Media, a leading intelligent inbound marketing agency that assists businesses in generating leads; increasing awareness; and building brand loyalty through inbound marketing, digital strategy, design, marketing automation, and PR.

Top of Funnel 61

Top of Funnel Ideal Customer Profiles Work Management Demand Generation Agencies 61

Tony Zambito

MARCH 30, 2012

What we now have is the challenge of turning on a dime to repurpose inside sales and marketing support to at least gain balance in inbound marketing while succeeding at a level of outbound demand generation as well. What is profound is that this is more than the labels of the elusive, invisible, or buyer 2.0.

SMB 100

SMB Advertising Channels Enterprise Management Work Management 100

SnapApp

AUGUST 1, 2017

So what does the movie Back to the Future have to do with demand generation? . Demand generation strategies and teen dramas both want the same thing; to help you to stand out from the crowd and be noticed for who you are and the value you provide. . Savvy marketers use demand gen to skip the growing pains. .

Demand Generation Agencies 74

Demand Generation Agencies Demand Generation Top of Funnel Lead Ranking 74

NetLine

AUGUST 2, 2023

B2B demand generation marketers face a growing list of challenges, from navigating complex buyer journeys to breaking through the noise of a crowded marketplace. High-quality, validated, opt-in leads are essential to driving sales and revenue growth, but generating them is no easy task.

Lead Generation 52

Lead Generation Lead Ranking Sales Management Lead Scoring 52

Smashmouth Marketing

JANUARY 19, 2023

At Green Leads, we offer targeted content syndication as part of a broader, systematic lead-generation effort based on the buyer journey. It’s important to understand the B2B buyer’s journey - the path the buyer takes from recognizing a need to purchase your product or service.

Top of Funnel 130

Top of Funnel Ideal Customer Profiles Cost per Lead CPL 130

PureB2B

MAY 10, 2017

All marketing efforts are geared towards one goal—to delight consumers and customers throughout all stages of the buyer’s journey. When audiences are delighted, they become effective brand promoters who can help spread the word about how awesome your products and services are. At the heart of all of this is demand marketing.

Paid Content 78

Paid Content Demand Demand Generation Agencies Top of Funnel 78

Madison Logic

FEBRUARY 28, 2024

ABM vs. Demand Gen: What’s the Difference? Conventional demand generation focuses on a wide-reaching approach—as long as marketing generates leads and fills the pipeline, they’re doing their job. A 1:1 ABM strategy may lead to enough attention on an account that they expand their services with you.

Account Based Marketing 52

Account Based Marketing ABM Demand Generation Top of Funnel 52

6sense

MAY 24, 2017

Research has shown that B2B purchasing is a highly personal, emotional process. B2B buyers are making business-critical decisions for their organizations, so there’s a lot at stake for them: their reputation at work, their opportunity for advancement, perhaps even their job security. The bottom line is, we can’t lose the human element.

B2B Marketing 59

B2B Marketing B2B B2B Sales Sales Cycle 59

6sense

AUGUST 27, 2021

From a customer journey perspective, 6sense won the game. – Mitch Katseanes, Director of Global Demand Generation. Read on for the full story: OneSourceVirtual (OSV) is a trusted Workday partner for deployment and maintenance services, and a global leader for payroll, finance, and HR services.

Buyer Personas 48

Buyer Personas Demand Generation Agencies Buyer's Journey Demand Generation 48

PureB2B

MAY 10, 2017

All marketing efforts are geared towards one goal—to delight consumers and customers throughout all stages of the buyer’s journey. When audiences are delighted, they become effective brand promoters who can help spread the word about how awesome your products and services are. At the heart of all of this is demand marketing.

Paid Content 62

Paid Content Demand Buyer Personas Demand Generation Agencies 62