Tony Zambito

AUGUST 14, 2016

As the concept of buyer personas has crept into the conscious of both B2C and B2B Marketing, so has misguided representations of buyer personas become prevalent. With many touted frameworks and processes being representative of buyer personas in name only. This same urge is being applied to buyer personas.

Buyer Personas 102

Buyer Personas Ideal Customer Profiles Profiling CMO 102

Business Brainz

JULY 19, 2021

B2B revenue leaders and marketers are spending a lot of their time focusing on understanding buyer personas. Since B2B buyers have become more cautious, it becomes monolithic to understand them and their changing behavior. One of the best ways to dive deep into your prospective customers is by building a buyer persona insight.

Buyer Personas 52

Buyer Personas Ideal Customer Profiles Account Based Marketing ABM 52

KoMarketing Associates

MAY 4, 2017

DemandGen’s “ 2017 Content Preferences Survey Report ” discovered that 46 percent of B2B buyers have moved towards shorter formats of content in the past year. A couple months ago I outlined 14 visualizations meant to aid B2B marketers in understanding the buying journey. The Seven Phases of the Buyer Experience Journey.

Buyer Personas 121

Buyer Personas Top of Funnel B2B Thought Leadership B2B 121

Tony Zambito

DECEMBER 8, 2015

We are seeing continued growth in the adoption of buyer personas as a means for understanding buyers and customers. At the same time, the growth is fraught with the perils of buyer personas being misunderstood, mislabeled, and serving as a cover for basic buyer profiling. May I get your help?

Buyer Personas 100

Buyer Personas Customer Surveys Ideal Customer Profiles Organic Leads 100

Act-On

NOVEMBER 15, 2023

Sales enablement best practices: Know thy audience … define buyer personas When improving sales enablement, always start with your audience by building personas. Research finds that over half of organizations report higher-quality leads because they use personas. Create persona profiles. Iterate and refine.

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Sales Cycle Practices Marketing Automation Services Buyer Personas 233

Tony Zambito

APRIL 17, 2016

Buyer Persona Research. When I first began my involvement with personas in the ‘90’s, they were primarily aimed at attaining a deeper understanding of user behaviors to inform overall design strategies. This premise still remains foundational to buyer personas. Basically, offering a profiling exercise at best.

Buyer Personas 100

Buyer Personas Research Personalization Marketing Budget 100

Tony Zambito

OCTOBER 26, 2015

From a research point of view, not much has changed or moved beyond buyer profiling in the last couple of decades. Even more so, buyer profiling is still confined within the context of win/loss despite changes in terminology. This is classic win/loss interviewing technique as opposed to qualitative buyer research.

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

PureB2B

JUNE 23, 2022

While online B2B buying habits have changed dramatically in the past decade, today's B2B buyer journey looks a lot different than it did just a couple of years ago. But at the end of the day, the only types of buyers that really matter are the ones relevant to your business. B2B Buyers’ Frustrations with the Customer Journey .

Top of Funnel 62

Top of Funnel Buyer's Journey Ideal Customer Profiles B2B 62

Tony Zambito

JANUARY 3, 2016

In 2016, we will mark the fifteenth year since buyer personas were first introduced. The journey, however, continues towards professionals and organizations gaining a true understanding of what buyer persona development entails. by Scott Lewis.

Buyer Personas 100

Buyer Personas Correlation Effectiveness Ideal Customer Profiles 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

SmartBug Media

APRIL 2, 2020

Alignment is the process of making sure the topics or keywords that you're optimizing for are the same topics that your target audience cares about in their particular stage of the Buyer's Journey. You want to make sure you’re driving the right personas. Persona development keyword research is all done in a bubble.

Top of Funnel 102

Top of Funnel Buyer's Journey SEO Buyer Personas 102

Tony Zambito

MAY 29, 2021

What B2B organizations will still struggle with, even more so post-pandemic is how to better understand shifts in buyer behaviors. Buyer insights and buyer personas can go a long way towards helping leaders and teams to resonate with buyers. In other words, critical buyer insights remain missing in action.

Top of Funnel 162

Top of Funnel Buyer Personas B2B Buyer's Journey 162

Marketing Insider Group

AUGUST 25, 2020

Use Buyer Personas to Drive Strategy. One of the best ways to do that is with buyer personas. From that information, create a profile of each of those segments. Here’s a streamlined version of Tina the Truck Driver’s persona: Age: 28-40. Personalize Web Content Through Buyer Personas and Other Data.

Automation 270

Automation Sales Qualified Leads Lead Scoring Lead Ranking 270

SmartBug Media

DECEMBER 29, 2022

Creating marketing personas is an important part of marketing strategy in any industry. Personas help you craft spot-on messages that resonate with your audience and elicit an action or response. In this blog post, we’ll discuss what marketing personas are, why they’re important, and how you can create them.

Top of Funnel 98

Top of Funnel Marketing Analytics Tools Paid Search Agency Trigger Marketing 98

Tony Zambito

JANUARY 5, 2011

.  This lead-to-revenue management (L2RM as coined by Forrester) model in many ways heightens the importance of buyer personas in developing end-to-end revenue management strategies and processes.    A cornerstone principle for buyer personas is that they are created from qualitative interviewing of buyers. 

Buyer Personas 100

Buyer Personas Lead Ranking Work Management Buying Cycle 100

Binary Demand

FEBRUARY 23, 2024

Below are the few insights gathered from diverse surveys and research on B2B buyer behavior: Gartner, Inc. reveals that B2B buyers value third-party interactions, like customer references and expert consultations, 1.4x As per Deloitte , B2B buyers exhibit diverse digital behaviors. 75% now use more sources for research.

Demand Generation Agencies 116

Demand Generation Agencies Demand Generation Demand Account Based Marketing 116

Tony Zambito

OCTOBER 18, 2015

It is where we first saw the distinctions given to the economic buyer, the technical buyer, and the user buyer. These combined perspective resulted in an emphasis on profiling the individual buyer. Along with sales, they began to cut and dice segmentation efforts and perform profiling of buyers.

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Ideal Customer Profiles Profiling Buyer Personas Marketing Management 100

Cintell

APRIL 30, 2019

Data processing centers can be established to identify and segment distinctive buyer personas, provide intelligence on their behaviors, pinpoint relevant content and target optimal channels for optimal customer engagement. You can also use your personas to find and add new contacts to your customer relationship management (CRM) system.

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Ideal Customer Profiles Buyer Personas Social Networks Curation 181

Zoominfo

FEBRUARY 23, 2021

While every sales process is unique, there are central, universal elements that high-growth organizations use to tactically engage qualified buyers. Understand your Ideal Customer Profile (ICP). Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process.

Sales Management 208

Sales Management Top of Funnel Ideal Customer Profiles Cold Calling 208

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. Surprisingly, only 8.2% For Content Marketers.

Demand Generation Agencies 100

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

The Marketing Blender

DECEMBER 27, 2023

Whether you call it buyer personas, avatars, or target markets, knowing who is most suited to pay for your service or product is crucial. This blog will guide you through the process of identifying your ideal customer profile. Knowing your market goes hand in hand with understanding the buyer’s journey.

Organization 52

Organization Ideal Customer Profiles Brand Identity Branding 52

Binary Demand

FEBRUARY 23, 2024

Below are the few insights gathered from diverse surveys and research on B2B buyer behavior: Gartner, Inc. reveals that B2B buyers value third-party interactions, like customer references and expert consultations, 1.4x As per Deloitte , B2B buyers exhibit diverse digital behaviors. 75% now use more sources for research.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Account Based Marketing 52

SmartBug Media

OCTOBER 22, 2019

This is where buyer personas come in. Buyer personas help you effectively connect your value propositions to customer pain points in a language they speak. Personas can help with many facets of your business, but in this article, we concentrate on their application to digital marketing.

Buyer Personas 60

Buyer Personas Planning Deliverability Paid Search Agency 60

Optinmonster

JANUARY 25, 2023

Do you want to learn how to create a buyer persona? Creating a buyer persona is important for any business that wants to understand its target audience and tailor its marketing strategies accordingly. What is a Buyer Persona? Why Is Buyer Persona Important? What Is a Buyer Persona?

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Buyer Personas Template Demographics Ideal Customer Profiles 114

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. Collaborate with Sales & Customer Success Teams Define Your Ideal Customer Profile A.

Account Based Marketing 52

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

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

Leadspace

MAY 2, 2023

Engagement Model Use Cases: Optimize your ABM investments – create and activate precision segments by level or type of interest with engagement and other account or buyer personalization to optimize conversion rates. Is this individual a persona that matches the type of buyer that is likely to have the budget and need for your product?

Lead Ranking 62

Lead Ranking Lead Scoring Marketing Automation Services Marketing Analytics Tools 62

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

Hubspot

DECEMBER 17, 2019

I'm talking about customer targeting, which is a way to divide your target audience further into groups and use fresh, new strategies to capture their attention during the buyer's journey. Refine your buyer persona(s). When you defined your target audience, did you flesh out a buyer persona ?

Buyer Personas 94

Buyer Personas Ideal Customer Profiles Segmentation Eye-Tracking 94

Martech

MARCH 10, 2022

More and more, the buyer journey is conducted digitally: Two-thirds of B2B buyers say they are now “self-serving” more information before contacting vendors. Progression: Agree on how e-commerce audiences are operationally and philosophically tagged and moved through the buyer journey. Why use them?

Account Based Marketing 108

Account Based Marketing Ideal Customer Profiles Enterprise Management Work Management 108

Zoominfo

SEPTEMBER 14, 2020

Much of the buyer journey happens without help from a sales rep: According to Gartner, B2B buyers are spending nearly 70% of the buying journey finding and analyzing information without the help of a sales rep. From prospecting to closing deals, there are tools that help you along each step of the buyer journey.

Top of Funnel 162

Top of Funnel Ideal Customer Profiles Process Optimization 162

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. What also matters is understanding the right goals.

Direct Marketing 100

Direct Marketing Buyer Personas Allocation Ideal Customer Profiles 100

Strategic-IC

JULY 1, 2020

Here, Episode 1 outlines the key steps to define or redefine your Ideal Customer Profile (ICP). ABM in the House: Redefining your Ideal Customer Profile (ICP). And, so we obviously ask people that, well, let's build your ideal customer profile, who is your ideal customer? And, let's build a profile of who that ideal customer is.

Ideal Customer Profiles 118

Ideal Customer Profiles Account Based Marketing ABM Profiling 118

Strategic-IC

JULY 3, 2020

We've got our Buyer Personas that we want to target in each account. The work that you'll have done on your Ideal Customer Profile (ICP) your Target Accounts, the DMU, all of that's giving you a lot the detailed information you need on key business drivers within those accounts, the industry and sector challenges.

Account Based Marketing 118

Account Based Marketing Ideal Customer Profiles ABM Demand Generation 118

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

Strategic-IC

MARCH 5, 2018

For Marketing Directors today, that means having the confidence to change strategy; earning visibility through helping buyers reach the solutions they need. By aligning marketing and sales, and focussing campaigns around personas, statistics show that Inbound Marketing is the way forward in the modern marketing world.

Inbound Marketing 118

Inbound Marketing Planning Campaigns Buyer Personas 118