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Consultants Collective Profile: Ruth Stevens

Biznology

We’re pleased to present our latest featured profile, designed to introduce you to our member consultants, advisors, executive coaches, clients, partners and other extraordinary people. I appreciated that Marc, a classically trained direct marketer like myself, approached the project with a test-and-learn mindset.

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Goal-Directed Marketing: How Marketers Can Help Buyers Achieve Their Goals

Tony Zambito

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. Goal-Directed Marketing™ Connects On A Personal Level.

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4 Elements that drive B2B direct marketing results

Biznology

If you’re an experienced B2B direct marketer, this is probably not for you. Actually, it isn’t as easy as it may appear, as most companies have not profiled their customer and/or prospect base, and can’t identify the industry codes. If not done, the customer list should be sent out to a data vendor for profiling.

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Beyond Buyer Profiling To Buyer Personification

Tony Zambito

These combined perspective resulted in an emphasis on profiling the individual buyer. At the same time, we also saw the prominence of product management and product marketing rise in 1980’s and 1990’s. The jobs of product marketers were to market to customers the product lines of the organization. Or, did it?

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Confusing Customer Segmentation, Buyer Profiling, and Buyer Personas Harms Marketing

Tony Zambito

Compounding the issue today is the prevalent use of the term buyer persona to describe customer segmentation and buyer profiling efforts. The issue I am referring to is the confusion that can surround distinguishing between customer segmentation, buyer profiling, and buyer personas today. This is where buyer profiling can be helpful.

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10 Tough Questions to Evaluate Your Target Account List

The Point

In a far-gone era, when demand generation was “direct marketing,” it was often said that for any campaign to be successful, the list was paramount. Fast-forward 20 years to a world of Account-Based Marketing (ABM) , and little has changed. Do everything else right (message, offer, creative, etc.),

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ClickLaunch: Connect Direct's High-Tech Direct Marketing Handbook

Ambal's Amusings

T he High-Tech Direct Marketing Handbook is packed with 65 tips and techniques on demand generation strategy. Sewell, the author of T he High-Tech Direct Marketing Handbook to get an insider look into the making of this Handbook. Sewell is president and founder of Connect Direct Inc. Sewell: Connect Direct Inc.