Tony Zambito

OCTOBER 12, 2020

Before the turn of the new millennium in 2000, it was downright unthinkable in B2B that the model of sales representative and buyer interaction would ever change. Furthermore, nearly 70% of B2B buyers are conducting transactions and purchases strictly online. With the pandemic, this percentage is now even higher.

Buyer Personas 310

Buyer Personas B2B Amazon Fulfillment 310

Tony Zambito

NOVEMBER 4, 2020

The three are: Expansion of online research accelerates Speeding up of buying processes More responsive interactions. What is different, qualitatively, is buyers appear to be expanding their online research further into the purchase decision process. I usually need to work through a large purchase with several people.

B2B 202

B2B Buyer Personas B2B Sales Buyer's Journey 202

Tony Zambito

NOVEMBER 1, 2011

The notion that perceived risks influences purchasing behavior has been around for quite some time.    As we have seen an increase in the complexity of the buying process, we are seeing a correlating increase in Buyer Perceived Risks (BPR)© associated with purchase decisions.  Image by IceSabre via Flickr.

Purchase 100

Purchase Correlation Barriers Sales Qualified Leads 100

Tony Zambito

OCTOBER 27, 2018

Before the turn of the new millennium in 2000, it was downright unthinkable in B2B that the model of sales representative and buyer interaction would ever change. Furthermore, nearly 70% of B2B buyers are conducting transactions and purchases strictly online. Digital Commerce Experience Matters As Much As Customer Experience.

B2B 165

B2B Amazon Buyer Personas Fulfillment 165

Tony Zambito

SEPTEMBER 27, 2015

Never more pressing as digital channels expand and become more immersed in the conduct of commerce. Whether these tasks and activities are specific to being initiated by consumers and buyers or specific to the type of interaction. Thus, we get plenty of journey perspectives related to detailing web, email, or phone interaction.

Allocation 100

Allocation Buyer Personas CMO Press 100

Tony Zambito

FEBRUARY 28, 2016

My interaction with buyers, via hundreds of B2B buyer interviews in multiple industries, leads me to believe this outcome is a correlation as opposed to a paradox. It is neat, suggests easy ways to align or adapt content, and leads people to believe they understand the buyer’s trip to a purchase. I am not sure it is a paradox.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

OCTOBER 27, 2010

  Lauren further adds that a confluence of trends is changing the way buyers experience buying decisions and purchases.    Buyers desire the same simplification, ease of use, and ease of access that they may experience in consumer type purchases.   

Trends 100

Trends Peer-to-peer Buyer Personas Marketing Automation Services 100