Insight You Can Use

UNDERSTANDING BUYING BEHAVIOR IN THE NEW DIGITAL AGE

Tony Zambito

B2B Buyer Content Fatigue Is A Very Real Thing And A Big Problem

The global COVID-19 pandemic has exacerbated the effect of fatigue on people from all walks of life.  We are feeling pandemic fatigue from vigilant following of guidelines.  Business professionals are burning out from Zoom meeting fatigue.  Our courageous frontline health care workers are nearing collapse from the fatigue of long intense hours.  Single mothers and families are faced with virtual school fatigue.  Fatigue, it seems, is everywhere.  A key buyer insight coming out of the pandemic is B2B buyers are experiencing content fatigue. Who as a group, are undergoing the greatest barrage of content since the digitization of content began. …

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Tony
Article by Tony Zambito

5 Buyer Insights To Factor Into 2021 Buyer Strategies

Compress. A word that has often been used in business.  Compressed files.  Compression thinking.  To compress and flatten organizational structures.  A myriad of uses meant to communicate reduction. It is an adequate word to use when thinking about important takeaways from 2020.  A year in which a decade’s worth of future buyer trends was compressed into a single year.  With hope rising that promising vaccines will compress the length of the pandemic in 2021, we can begin to look at what to anticipate.  Especially in the second half of 2021.  Still, it is important to note the light at the…

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Tony
Article by Tony Zambito

Why B2B Organizations Fail To Turn Buyer Insights Into Growth Opportunities

We have all encountered times when we offer wisdom or counsel to a loved one or a friend – and they fall on deaf ears.  The stubborn teenager comes to mind.  As parents, no matter what advice we share does not seem to get through.  The same may occur with a friend during troubling times.  Where they ask for help but seem unwilling to accept it or see it. Sometimes, B2B organizations can act and behave in the same way.  Not even aware that they are. Since 2016, various surveys have shown that approximately 70% to 75% of CEOs in…

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Article by Tony Zambito

The Intrepid Buyer

When I was a young boy, I was fascinated by the history of the Lewis and Clark Expedition that began in May of 1804.  An exploration to chart and explore the Louisiana Purchase Territory at the behest of President Thomas Jefferson.  Lewis and Clark spent the fall and winter of 1803-1804 in preparation. Requisitioning supplies and recruiting 41 brave men for the expedition.   Gathering supplies such as compasses, camping tools, weapons, maps, and more.  Including items to trade with Native Americans such as beads, knives, and mirrors.  The expedition lasted until their return in the fall of 1806 to Washington…

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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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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

3 Forces Shaping The Future Of B2B Marketing

Many executives, particularly Chief Marketing Officers, are in constant pursuit of understanding changing buyer behaviors and markets.  Which, for the most part, remains an elusive and challenging endeavor.  In the past ten plus years, we have seen a tumultuous upheaval in both the world of buyers and how marketing is adapting. As business leaders and marketing leaders look ahead to the future, the ever-expanding global digital economy will undoubtedly cause further disruption.  Charting a course for future growth becoming increasingly difficult.  Despite the advent of an overflowing introduction of new marketing approaches, acronyms, and concepts in the past decade, the…

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Article by Tony Zambito
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