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UNDERSTANDING BUYING BEHAVIOR IN THE NEW DIGITAL AGE

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The New Face Of Buyers In The Digital Economy

go In the mid-to-late ‘90’s, as the first roots of the Internet began to take hold, Don Tapscott coined the phrase The Digital Economy.  Tapscott’s landmark book is entitled The Digital Economy: Promise And Peril In The Age Of Networked Intelligence.  At the time, it was filled with tremendous foresight.  Much of the perspectives Tapscott offered have come to fruition. Global Phenomenon The digital economy has become a global phenomenon.  Intertwined now on many fronts be they economics, political, finance, consumerism, technologies, globalization, and societal.  The digitization and the Internet of everything no longer a far fetch idea but a reality…

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Article by Tony Zambito

7 B2B Buying Behavior Trends To Watch In 2014

http://officinerossopuro.it/?itph=Chemet-Pastin-Ricetta Like a runaway train, B2B buyers continue to evolve and reshape their buying behaviors.  Adapting to new channels as well as technologies to solve critical problems, reach goals, and accomplish more.   My conversations with B2B marketing and sales leaders indicating it will be tougher for B2B Marketing and Sales to keep pace in both customer acquisition and retention. After conducting a substantial amount of qualitative research-based buyer interviews in 2013 in several vertical markets, on behalf of B2B organizations, there are trends I see beginning to take root.   Trends which suggest buyers are more inclusive, collaborative, and discerning than…

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Article by Tony Zambito

Are You Marketing To A Buyer Persona Only? Why A New B2B Persona Paradigm Is Needed.

http://fitnessforhealth.org/?clid=Buy-Kamagra-Amsterdam&20d=b9 I came across a word recently, which made me pause and think.  It is a word many of us have heard.  Perhaps we have not heard or seen this word in this form but in one form or another.  The meaning of this word, in many ways, appears to be describing an impact of the digital age for B2B as well as B2C businesses. This word is: Intersectional This is the adjective for the word intersection.  We tend to know this word in terms of streets and roads, which intersect.  The rise in digital technologies is changing buying and usage…

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Article by Tony Zambito

Are You Prepared For B2B User Demand Generation?

follow Frustrated personnel.  Frustrated at not being able to do a better job.  Frustrated at not being able to help customers.  Frustrated at learning there are better ways but no plan in place to improve.  Feeling helpless to do anything about their frustrations.  Which is, until now. The enabling wave of digital technology and the democratization of information is being felt among the end-user communities within organizations today.  Awakening a voice of influence long silent and constrained by traditional hierarchies in place since the 1950’s.  As B2B organizations become more global, flatter, and collaborative – the voice of the user will…

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Article by Tony Zambito
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