Lead Generation | Tony Zambito Founder of Buyer Personas and Buyer Insights Research

Lead Generation

May 2013

7 Big Questions for B2B Marketers in 2013

The more change occurring the more questions arise. This year is no exception. B2B Marketers are experiencing on evolving as well as new challenges as we start to hit stride in 2013. What are the big future questions for B2B Marketers? Let’s look at a few: How do we generate more leads and keep them? Survey after survey indicate B2B marketers have this issue top of mind. Creating demand and filling up a pipeline is loaded with pressure-packed environments. In my qualitative buyer research work, I see shifts in behavior on the part of buyers. There are unique sets of…

Article by Tony Zambito

May 2013

One Way to Know the Ideal Buying Scenarios for Lead Nurturing

Depending on which reports you may read (Marketing Sherpa, Forrester, and etc.) approximately 60% or more of B2B businesses do not have a formalized lead nurturing program. Yet, these same reports benchmarking such effort tell us this: companies who perform lead nurturing enjoy a better than 25% higher return on their efforts than those who do not. Which begs the question: why are companies slow to adopt to lead nurturing? Reasons I suspect one reason may be the pressure for instant results. Which makes you think: how much potential revenue is being left on the roadside? If organizations evaluated what…

Article by Tony Zambito

May 2013

Is Your Lead Generation Off-Target?

A problem facing organizations today is generating more leads. Making this issue even more challenging is changes in buying behavior. Depending on which study to reference, buyers are performing different activities for up to 70% of their buying evaluation before sales intervention.

Article by Tony Zambito

May 2013

5 Buying Behaviors of the Persona Buying Cycle

“It is good to have an end to journey toward; but it is the journey that matters, in the end.” ― Ernest Hemmingway The concept of buyer personas, as a means for understanding buyers, has been around now for over a decade. It is an understatement to say many things have changed in the world of buying and selling since their beginning. We have witnessed the changing dynamics of the buyer-seller relationship. The dynamics I refer to are buying behaviors and buyer goals. On the other side of the coin, we see marketing and sales making attempts to adapt. The…

Article by Tony Zambito