Tony Zambito

Four Steps to Reinventing the B2B Buyer Experience

One of the clearest mandates being heard from B2B buyers today is the desire for buying experiences that offer more than just a product or service sale. This puts enormous pressure on B2B organizations to not only understand what buyers wish to buy,...

A Conversation on 7 Buyer and Sales Trends to Watch in 2011

Every once in a while, you have to admit you just didn't get it right. My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally. Not because of what I had...

B2B Imperative: Reinvent the Sales Experience

Adapting to transformative changes in buyer behavior is the most significant challenge facing B2B organizations.  Buyers are asking for better experiences and better solutions.  The digital age bringing new expectations on the part of buyers for learning experiences, subject matter expertise, innovative customization, and...

Seven Buyer and Sales Trends to Watch in 2011

Reflecting on 2010, one cannot miss the incredible pace of change that is underway in B2B organizations as they adapt to the new state of mind of buyers. Thinking ahead to 2011, this pace of change will increase significantly as requirements of buyers...

How Social Media is Transforming the B2B Buying Experience

This past year we've witness a meteoric explosion of social media, social business, and many other peripheral digital communications channels. Without question, social media has dominated the business news in terms of conventional media channels as well as digital media channels. ...

Reinvent the B2B Buyer Experience to Grow Revenues

Optimizing revenue growth is by far the toughest assignment for sales and marketing today. While the concepts of the pipeline and the funnel have been around for a very long time, what is different is that finding the right formula for revenue growth...

Is it Time to Reframe the Sales and Marketing Alignment Debate?

We, as a country, have just witnessed another mid-term election of the House as well as Governor races in various states.  Opposing sentiments are running deeper and the polarization continues to put a paralyzing stranglehold on the Congress and Senate.  The widening gap between...

The Demand for Buyer Experience

<img class="alignleft" src="http://upload.wikimedia.org/wikipedia/commons/d/de/Wealth_of_Nations_title.jpg" width="250" /> One of the most fundamental concepts in economics is that of supply and demand.  It has been the prevailing underpinnings for a market-driven economy for well over 250 years.  One of the early pioneers of modern economics, Adam Smith...

The Design of Buyer Experience

The expression “monumental shift” is a powerful one.  It is filled with connotations that represent and implies transformational changes are occurring.  In the world of books we see the title of Shift as perhaps the new trendy title for business as well as personal...

Macro Trends Transforming the Buyer Experience

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.  Lauren notes that the B2B environment is faced with increasing challenges in marketing to...

Buyer Interaction Shapes Buyer Experience Design

One of the most prominent forces of sociological thinking in the 20th century was that of symbolic interactionism.  An interesting man and pioneer of this thinking was George Herbert Mead, an American sociologist, psychologist, and philosopher who developed his theories while at the University...

The Seven Phases of the Buyer Experience Journey

At one of the last TED Conferences held in the intimate setting of Monterey, California and led by its' founder Richard Saul Wurman, I listened in awe as Jeffrey Katzenberg of DreamWorks described the journey to making the movie Shrek.  Katzenberg unveiled before the...

The 7 Principles of Buyer Experience Journey Mapping

A few years ago at the first mPlanet conference ever held, I had the opportunity to listen to  and speak with Dan Henson who was then GE’s Chief Marketing Officer for all of GE’s divisions.  The topic that day was "How World Class Organizations Innovate...

The Four Elements of Buyer Experience Ecosystem Thinking

B2B market CEO’s must feel a little like the great explorer’s of our time.  Embracing buyer experience strategies and experience design in the B2B world is like discovering a new frontier.  While B2C successes in customer experience offer a guide, the translation to the...

What Can CEO’s Do To Raise Their Buyer Insight IQ?

For anyone who has been in business planning for a while, it is not hard to figure out that executive management has a robust obsession for numbers and quantitative analysis.  Problem solving and decision making in the business world is usually accompanied by a...

The 4 B’s of Buyer Experience Innovation

Many executives, in particular those of B2B and service oriented organizations, are faced with the challenge of having to rethink how to succeed in today’s digital age.  This rethinking raises questions as well as the dialogue today on the effectiveness of the traditional functions...

Buyer Experience Innovation: 5 Management Principles

Executives today, to achieve revenue growth strategies, will need to think radically different than at any time since the 80's and 90's when technology and the Internet altered the landscape.  Once again, the business landscape is being altered by advances in technology and new...

Buyer Experience Innovation: Why B2B CEO’s Must Make It Their Top Priority

The pressure to achieve top line revenue growth and profitable growth strategies remain as the key challenges B2B CEO’s face today.  Compounding these challenges is the rapid transformation underway in the buyer-seller relationship brought on by the advent of digital marketing and social media...

The Defining Moments in Digital Marketing

Cover via Amazon This has been a summer of many defining moments on a personal level. Graduations, rare extended family vacation, a wedding, a 25th wedding anniversary, a family reunion, a move, and minor health related issues. This will surely be a summer filled with...

Buyer Persona Insights

The concept of goals has been around for centuries.  Humans have endeavored to achieve goals for a variety of mundane pursuits to noble purposes.  Here is what Aristotle had to say over 2,000 years ago: “All men seek a goal—success or happiness.  The only way to...

New Posts