Tony Zambito

MARCH 12, 2017

The advent of CRM, Sales Automation, and Marketing Automation has produced voluminous data. It is a mapping of all the internal processes taking place with a view of buyers having internal interactions with an organization. With a high degree of independence to make high-stake buying decisions.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Tony Zambito

OCTOBER 25, 2010

  Paul Greenberg , a prolific speaker and leading thinker on Social CRM and author of CRM at the Speed of Light has written and spoken often on the notion that customers and buyers are not expecting just a product but are expecting experiences. 

Design 100

Design Buyer Personas B2B Thought Leadership Multi-Channel 100

Tony Zambito

APRIL 17, 2016

We have seen this in marketing and sales with CRM, sales automation, marketing automation, and now content automation. The reality is that they did not go through such an initiative and are not moving beyond basic CRM profiling and data points. Nor are they informed on essential design principles related to technology.

Buyer Personas 100

Buyer Personas Research Personalization Marketing Budget 100

Tony Zambito

MAY 11, 2011

.  Usually a component of this effort is the target role and title you’ve got neatly pegged into a sales automation or CRM application.    This may have been just fine – that is – until buyers have become fairly self-directed in the buying process as well as enabled by the Internet and social technologies. 

Buyer Personas 100

Buyer Personas Segmentation Buy Work Management 100

Tony Zambito

OCTOBER 27, 2010

Recently, I had an engaging conversation with Lauren Carlson, a CRM Analyst with   Software Advice , as well as read her article Tailwinds for Marketing Automation Software posted on The Software Advice Blog.  Image via Wikipedia.

Trends 100

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

Tony Zambito

APRIL 15, 2010

  They crept their way into sales methodologies, CRM, marketing, market research, and etc.    Tags: buyer goals buyer insight buyer persona Buyer Personas buying process Personas Sales segmentation social media marketing Television.   This next rule has to do with profiling. 

Buyer Personas 100

Buyer Personas Rules Television marketing Psychographics 100

Tony Zambito

JULY 18, 2011

Another person I’m a big fan of is Paul Greenberg (plus he’s a big Yankees fan like me), a leading expert on Social CRM and author of CRM at the Speed of Light.  Paul’s   Both user and buyer persona development is a design thinking process.    From Marketing/Sales Push to Social Experience Design.

Buyer Personas 100

Buyer Personas Lead Ranking Ideal Customer Profiles Opt-out 100