Insight You Can Use

UNDERSTANDING BUYING BEHAVIOR IN THE NEW DIGITAL AGE

Buying Scenarios Planning

Buyer-Enabled Selling: The Next Progression In B2B Sales

Social progress has often been a marker defining history.  In the last one hundred years, there are many examples.  Women earning the right to vote.  The civil rights movement of the 1960s.  Legalization of same-sex marriage. These are just a few of many.  Each with a narrative arc progressing from resistance to eventual acceptance.    In modern B2B sales, we are witnessing the story arc of selling progressing from seller-directed to buyer-directed.  The bending of the arc towards the buyer accelerating during the past two decades.  And, now, especially so as the impact of the coronavirus pandemic is felt globally.…

READ MORE
Tony
Article by Tony Zambito

3 CMO Signals For Sensing Shifts In Buyer Decision Behaviors

The calendar is usually full.  Exercise coming from jogging from one meeting to the next.  Engrossed in the daily demands for time and being in the moment of now.  The now being a crisis or a looming project deadline. The gnawing feeling of something being missed about customers and buyers never going away. The world of busyness can cause many of us to miss out on important signals about what lies ahead.  It is like driving whereby signals play a very important role in letting drivers know what is about to take place and the actions we need to take.…

READ MORE
Tony
Article by Tony Zambito

The 3 Types Of Buying Scenarios Every B2B CMO Must Know

The complexities of the evolving and robust global digital economy are introducing new sets of goals and problems for B2B organizations.  Long-tenured B2B companies are seeking ways to adapt and to remain sustainable.  While nimble and digital technology savvy firms are either grabbing larger chunks of market share at a faster rate or are creating new business models shaking the very foundation of established markets. It is no wonder, then, that CEOs are making understanding buyers and buying behaviors top priorities for many B2B organizations. The Deeper Understanding Needed In attempts to gain deeper understanding of buyers and their behaviors…

READ MORE
Tony
Article by Tony Zambito
© 2021 Tony Zambito, All Rights Reserved