Tony Zambito

NOVEMBER 28, 2011

.  Well documented over the past two years is how buyers are typically 70% into their buying processes before encountering direct sales interaction.  External : the global marketplace as well as the global economy is proving to be a disruptive force in buyer decision models.    The Future. . 

Buyer's Journey 100

Buyer's Journey Trends Elasticity Fulfillment 100

VisumCX

FEBRUARY 28, 2017

Demand generation is consistently ranked as one of the top challenges for B2B marketers year after year. This should come as no surprise as B2B buyers continue to become more sophisticated in their approach to buying. This means they must have the brand promise and value engrained in their approach to selling.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand B2B Marketing 40

Engagio

JANUARY 14, 2021

The two of us have been using account-based Sales strategies for years, and we talk through what Sales teams—SDRs and Sales leaders alike—should focus on when it comes to reaching their best accounts. Hint: Replace the inefficient volume-dependent-spray-and-pray game with a strategy that’s grounded in targeted intelligence.

Ideal Customer Profiles 118

Ideal Customer Profiles Lead Ranking DemandBase Sales Qualified Leads 118

ANNUITAS

NOVEMBER 1, 2016

And, speaking of babies, even though no one likes to hear that theirs is ugly, unlike babies, those buyer personas aren’t going to get any cuter with age. It’s hard to argue with the concept of trying to understand your customers and prospects to produce demand generation that drives revenue. It’s going to take some work.

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

ANNUITAS

NOVEMBER 1, 2016

And, speaking of babies, even though no one likes to hear that theirs is ugly, unlike babies, those buyer personas aren’t going to get any cuter with age. It’s hard to argue with the concept of trying to understand your customers and prospects to produce demand generation that drives revenue. It’s going to take some work.

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

ANNUITAS

SEPTEMBER 29, 2015

It’s hard to argue with the concept of trying to understand your customers and prospects to produce demand generation that drives revenue. If you’ve built solid personas, reviewing their goals and motivations when there is dissension can help to move in the right direction for your buyers. It’s going to take some work.

Buyer Personas 100

Buyer Personas Demand Generation Buyer's Journey Buying Cycle 100

ANNUITAS

MARCH 8, 2016

It’s hard to argue with the concept of trying to understand your customers and prospects to produce demand generation that drives revenue. If you’ve built solid personas, reviewing their goals and motivations when there is dissension can help to move in the right direction for your buyers. It’s going to take some work.

Buyer Personas 100

Buyer Personas Demand Generation Buying Cycle Work Management 100

Valasys

MAY 3, 2019

Intent data is a buzzword for B2B marketers & it reflects on the purchase intent of the potential customers at the different stages of their respective buying cycles. 4) Focusing on Targeted Advertising: Intent data can be utilized to offer better-targeted ads to potential customers based on their respective search histories.

Intent Data 49

Intent Data Intent Analysis Top of Funnel 49

DealSignal

MAY 15, 2022

Intent data shows what a buyer is interested in and what they are likely to do or buy next Imagine targeting a buyer before they even start their buyer journey. Typically, buyers narrow down their options before making a final decision. With intent data, you can. What Is Intent Data?

Intent Data 52

Intent Data Intent Marketing Automation Services Ideal Customer Profiles 52

6sense

MAY 10, 2017

So when PGi decided to shift our strategy from traditional demand generation to an Account-Based-Marketing (ABM) approach, we were excited to go shopping for new tech. Obviously the core of every ABM strategy is the account list. This is where our partnership with 6sense comes in. Taking the guesswork out of ABM.

Account Based Marketing 59

Account Based Marketing ABM Demand Generation Top of Funnel 59

ANNUITAS

SEPTEMBER 20, 2016

The pressures to build a solid Demand Generation Strategy that is perpetual with content marketing that converts is high. When a program has really good high level, thought leadership content, but if that’s all, there’s nothing to support the buyer in the middle and later stages of the buyer journey.

Top of Funnel 100

Top of Funnel B2B Thought Leadership Thought Leadership Content 100

ANNUITAS

AUGUST 19, 2014

.’ Buyers are not linear in their progression often times so we really believe that to focus on any one area upstream which is Engage, midstream which would be nurture or Conversion, if you just focus on any one of those areas, you’re missing a good part of the buying process.”. Listen to the full interview here.

Top of Funnel 100

Top of Funnel Lead Nurturing Lead Scoring Lead Ranking 100

Sales Engine

AUGUST 13, 2015

In this episode Paul went over modern marketing, lead generation, and how important storytelling is for the buyer's journey. In the past, marketing was responsible for branding and awareness — not l ead generation , not demand generation. Paul Rafferty: There's a lot to a modern marketing program.

Lead Ranking 120

Lead Ranking Storytelling Marketing Qualified Leads Sales Qualified Leads 120

Crimson Marketing

JULY 23, 2015

More target marketing touches to help Sales get a prospect moving. Both Marketing and Sales need to set up a lead-tracking system—all the way through the buying cycle—to know when a prospect purchases, renews, or cancels. More information for prospects who are ready to close, but for some reason haven’t. But it’s actually not.

Top of Funnel 100

Top of Funnel Lead Ranking Lead Scoring Microsite 100

Tony Zambito

APRIL 17, 2011

These strategy areas include content strategy, social marketing, marketing automation, social selling, demand generation, and buyer experience marketing.    Obtaining contextual understanding of the new social buyer persona will be a key element of formulating strategies that are successful and embraced by buyers.

Buyer Personas 100

Buyer Personas Buying Cycle Buyer's Journey Demand Generation Agencies 100

The ABM Agency

JANUARY 8, 2021

Experienced B2B marketers understand that no two campaigns are identical; each one requires a customized approach in order to reach a target audience and achieve the desired results. Target audiences. A data management platform is exactly what it sounds like: a platform designed to collect and manage data on target audiences.

Paid Content 59

Paid Content Advertising Agencies Ideal Customer Profiles Marketing AI 59

6sense

FEBRUARY 9, 2018

We sat down with SiriusDecisions’ senior research director Kerry Cunningham, who has more than 20 years of experience as a B2B marketing thought leader, to discuss demand and share where predictive fits in. From Kerry’s perspective, there are six tangible ways to truly achieve scalable and repeatable demand: Aligning on Demand Units.

Demand 48

Demand Demand Generation Top of Funnel Account Based Marketing 48

Heinz Marketing

MARCH 16, 2022

Our audience is used to the predictive capability that when they are dealing with technology that is not intelligent, we see friction in the buyer’s journey. By building more intelligent solutions, B2B marketers can minimize that friction in the buying cycle. Hyper-personalize ad targeting. Create ad copy.

Marketing AI 98

Marketing AI Digital Transformation B2B Marketing Top of Funnel 98

KoMarketing Associates

AUGUST 6, 2019

The most significant challenge B2B marketers face is in effectively communicating with target audiences and prospective buyers. While we all have goals and objectives for lead generation, brand development, and customer experience as examples, the overarching challenge is making the right decisions to achieve them.

Buyer Personas 123

Buyer Personas Paid Content Online Marketing B2B Marketing 123

Tony Zambito

APRIL 10, 2011

.  Adopting outside-in expertise in social context-based qualitative research and insight gathering methods are critical to reaching the deeper understanding of the new social buyer persona.   This has profound meaning for keeping pace with understanding the new social buyer persona on two levels. 

Buyer Personas 100

Buyer Personas Organization Buying Cycle Buyer's Journey 100

Tony Zambito

SEPTEMBER 22, 2010

.  Buyer personas, if constructed in the framework of profiles only, fall far short of their potential for executives to utilize as a resource for understanding who their target buyers truly are and for using buyer personas as an executive communications tool to harmonize the organization around buyer experience. 

Top of Funnel 100

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

Tony Zambito

SEPTEMBER 20, 2010

.  I have written extensively about the concept of buyer personas and how they are vastly different than profiling.    Executives can use buyer personas to bring the focus on buyers and the experiences that will endear them to the organizations. .  Buyer Journey Mapping.

Top of Funnel 100

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

Marketing Insider Group

AUGUST 19, 2015

Have CTAs Mirror The Buying Cycle – Different offers appeal to people who are in different stages of their buying cycle. Informational whitepapers will appeal more to buyers in the early stages of their purchase while they are doing research. Think About Context – Match CTAs with relevant website pages. Conclusion.

Lead Generation 100

Lead Generation Generation Lead Scoring Lead Ranking 100

Tony Zambito

SEPTEMBER 8, 2010

Cohesion : In conversations with several B2B CEO’s, a recent issue is that while there have been new approaches related to areas such as demand generation, content marketing, and social media, there is a lack of cohesion in these efforts that contributes to the overall buyer experience.

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

ANNUITAS

MARCH 19, 2013

Yes, a lot has been written lately on the use of buyer personas, or how content marketing “starts with the buyer, or the importance of mapping the buyer journey. Yet, according to Forrester , only 14% of marketers align compelling content with buyers’ journeys. What about the second step?

Buyer Personas 100

Buyer Personas Buying Cycle Forrester Buyer's Journey 100

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. What Are Buyer Personas?

Buyer Personas 121

Buyer Personas Top of Funnel B2B Thought Leadership B2B 121

Tony Zambito

JANUARY 5, 2011

  It goes something like this: as digital technologies increase, it is creating a deeper void of knowledge about buyers in the early stages of the buying cycles.    This makes buyer personas, mapping of the buying process, and qualitative research even more important!   . 

Buyer Personas 100

Buyer Personas Lead Ranking Work Management Buying Cycle 100

ANNUITAS

OCTOBER 18, 2016

Good content that engages buyers and aligns to the buyers purchase process is not easy to create. It takes time to understand your buyer, their pain points and challenges and their buyers journey. According to CEB , in a typical B2B buying cycle there are on average 6.8

B2B Marketing 100

B2B Marketing Content Marketing B2B Content 100

ANNUITAS

OCTOBER 18, 2016

Good content that engages buyers and aligns to the buyers purchase process is not easy to create. It takes time to understand your buyer, their pain points and challenges and their buyers journey. According to CEB , in a typical B2B buying cycle there are on average 6.8

B2B Marketing 100

B2B Marketing Content Marketing B2B Content 100

ANNUITAS

OCTOBER 18, 2016

Good content that engages buyers and aligns to the buyers purchase process is not easy to create. It takes time to understand your buyer, their pain points and challenges and their buyers journey. According to CEB , in a typical B2B buying cycle there are on average 6.8

B2B Marketing 100

B2B Marketing Content Marketing B2B Content 100

Tony Zambito

NOVEMBER 15, 2010

.  Let’s look at each role briefly: Buyer Experience Strategist : in this role, one examines buyer strategy, buyer insights, and developing end-to-end journeys that enable buyers to buy.

Buyer Personas 100

Buyer Personas Paid Search Agency Buying Cycle Lead Ranking 100

Inbox Insight

JUNE 30, 2023

Reading time: 5 minutes Follow these Account-Based Marketing strategies to drive revenue potential and increase pipeline profitability… ABM play #1: Always-on brand awareness Crucial to driving awareness and interest among all decision-making unit (DMU) members is to maintain always-on brand awareness.

Account Based Marketing 92

Account Based Marketing Demand Generation Paid Content ABM 92

Marketing Insider Group

NOVEMBER 4, 2010

and then provide targeted content based on that information. Objective : The objective of the new campaign was to target hospital purchasing decision makers so as to generate qualified leads. The bottom line is the B2B buyer cycle will always require thoughtful consideration because of the sophistication of the offerings.

Landing Pages 100

Landing Pages Top of Funnel Paid Search Agency Work Management 100

Marketing Insider Group

NOVEMBER 4, 2010

and then provide targeted content based on that information. Objective : The objective of the new campaign was to target hospital purchasing decision makers so as to generate qualified leads. The bottom line is the B2B buyer cycle will always require thoughtful consideration because of the sophistication of the offerings.

Landing Pages 100

Landing Pages Top of Funnel Paid Search Agency Work Management 100

Everything Technology Marketing

MAY 24, 2010

What we need in this new environment are ongoing, parallel conversations with target audiences that lead to engagements with qualified prospects which in turn lead to value exchanges between both parties. Have you mapped out buyer personas and built profiles in order to align your messages and content with their needs?

Work Management 100

Work Management Marketing Management Marketing Budget B2B Marketing 100

Tony Zambito

JANUARY 2, 2011

.  Buyer personas created through solid external buyer insight will give teams a clear picture of buyers and create a buyer focus that is strong enough to align marketing and sales. Step 3: Buyer Journey Mapping.   Step 4: Buyer Experience Design. .   

Buyer Personas 100

Buyer Personas B2B Buyer's Journey B2B Sales 100

Akoonu

OCTOBER 13, 2016

B2B buying cycles are more complex than they used to be. Buyers in a collaborative purchase decision, it's no surprise that Demand Gen Report's 2016 Buyer's Survey revealed that over half of those surveyed said purchasing cycles are even longer than last year. With an average of 5.4

Marketing Strategy 40

Marketing Strategy Marketing & Strategy Buying Cycle B2B 40