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UNDERSTANDING BUYING BEHAVIOR IN THE NEW DIGITAL AGE

Buyer Persona Blog

Digital Commerce Is Disrupting B2B With No End In Sight

Digital commerce is growing at lightning speed.  Putting pressure on B2B Executives to transform their businesses.  Commerce models that have been relied on for the past twenty to thirty years will give way to a new robust era of digital commerce.  If B2B companies are not thinking about this, planning for this, and doing something about this – they will bound to be in big trouble. 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.  The most controversial item on executive meeting…

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Tony
Article by Tony Zambito
illustration by Eucalyp

Why The Buyer Transformation Is The Only One That Will Matter By 2020

A hot buzzword during the past couple of years has been digital transformation.  It has branched off a few more in the world of marketing and sales: Martech Transformation Sales Transformation CX Transformation Customer Engagement Transformation I am sure there are more.  At the risk of being a buzz killer, there is something amiss about all of this that may not be that great.  Much of these have to do with internal processes within marketing and sales.  The emphasis is on becoming more digitally efficient with one’s marketing and sales efforts as a means of connecting with customers. 2020 Looms…

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Tony
Article by Tony Zambito

The Buyer’s Journey Will Transform Into The Buyer’s Quest By 2020

Funnels, stages, paths, journeys, and more labels that suggest some form of a linear line of thinking has dominated marketing and sales for decades.  Whereby the notion of awareness, evaluation or consideration, and purchase decision is built-in to these views.  In reality, whatever labels have been applied, there are more similarities than differences. As forward-thinking marketing and sales leaders prepare for 2020 and continuous digital disruption, it is time to alter this line of thinking. In vogue the last few years is the idea that the buyer’s journey is the best way to view how buyer’s get to a decision. …

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Tony
Article by Tony Zambito

3 Deep Buyer Insights Must-Haves By The Year 2020

Being relevant today in a digital world filled with millions and billions of interactions per day is one of the greatest challenges facing organizations today.  Both B2B and B2C (and hybrid) are investing in attempts to capture these interactions.  In the form of data and analytics, organizations are hoping to glean informative insights into the purchase behaviors of their buyers and customers.  With hopes that the new trend of Artificial Intelligence (AI) can serve up exactly what customers want at the right time. While what is happening today in Big Data and AI can be characterized as “listening”, it is…

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Tony
Article by Tony Zambito

6 Variables Making Buyer Insights Driven Sales Transformation Critical By 2020

For the past few decades, solution-based selling was the dominant theme in building sales organizations.  Solution-selling methodologies and training proved to be a big business.   B2B organizations reworked their sales organization and invested heavily to be more consultative with buyers. B2B entities are finding it hard to let go and prepare for sales transformation in the new digital era of commerce.  In the last few years, we have heard plenty about insights-based selling.  This should not be confused with the imperative to undergo insights-driven sales transformation.  Insight-selling places emphasis on sales reps delivering helpful insights to potential buyers.  Complementing existing…

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Tony
Article by Tony Zambito
Illustration by LAFS

How Insights Into The B2B Lifecycle Can Prevent A Blind Spot In 2020

The speed at which changes in buying behaviors and decision-making are occurring is a challenge faced by B2B organizations.  With data and technology as drivers, the time at which insights can serve as relevant is shrinking also.  This phenomenon of speed in changing behaviors will cause a shift in thinking on the gathering of human-centric insights by the year 2020. When I first pioneered the concept of buyer insights research and developing buyer personas seventeen plus years ago, the “sales funnel” was something you could count on not changing that drastically over a few years.  As we have gone through…

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Tony
Article by Tony Zambito

Human-Centric Insights: A Matter Of Survival In 2020

As is most common in businesses today, there is enormous pressure to achieve short-term immediate results.  Today’s hyper-focused mode of operating on the short leash can make it difficult for business leaders to step back, gather critical customer insights, and take a long-term view.  Yet, the necessity to do just that has never been more pronounced as now. Chief Marketing Officers, Customer Success Officers, and Chief Sales Officers, in particular, can benefit from taking a long-term view.  Investing in human-centric forms of insights gathering with aims of being ready to adapt to new buying behaviors and customer expectations in 2020.…

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Tony
Article by Tony Zambito

5 Reasons To Prepare Now For The Year 2020 With Buyer Insights

The year 2020 beckons on the horizon.  A pivotal year for organizations as the rapid evolution of a customer-centric world calls for new approaches and new forms of interactions.  While one eye will be on succeeding in 2019, forward-thinking leaders will have another eye towards preparing for a new decade in 2020. What are 5 reasons and key forces forward-thinking leaders will need to gain in-depth buyer insights on for the year 2020? Increasing Complexity In Decisions The simplicity of just a few decades ago, at least perceived, in how choices and decisions were made have given way to a…

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Tony
Article by Tony Zambito

Are Companies Ignoring Their Best Source For Buyer Insights?

In the past few years, the data analytics revolution has continued unabated in the worlds of B2B and B2C.  The rise of data analytics is resulting in increased budgets and staff to account for the volume of data that can now be computed and accessed.  This growth in the volume of data has spawned numerous types of data analytics services provided for marketing and sales management to deal with the ever-increasing volume of data. Insular We Have Become While organizations may have decreed that the purpose for all this data crunching is for customer-centricity, something else may be happening unintentionally. …

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Tony
Article by Tony Zambito
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