Executive briefs, eBooks, tools, models, and insight you can use to connect with your buyers
In the spirit of sharing, I offer these without registration. Please do connect with me if I can be of any help in how to use the tools and models freely offered here. Schedule a free 30 minute Skype, Go To Meeting, or Phone Conference Call here: So Helpful Tony
(The buyer persona and buyer insight models and tools are offered under Trademark and Creative Common Licenses. Use and reference to them should link back to www.tonyzambito.com. Thank you.)
5 Core Components of Buyer Persona Development™
This guide is designed to help you understand the 5 core components, which comprise Buyer Persona Development™. Helping you to move beyond buyer profiling to attaining deep and profound insights into the buying behaviors of your buyers. Learn about the 5 essential steps towards determining overall buyer strategy. Please see the companion article for more insight: 5 Core Components of Buyer Persona Development.
Buyer Persona Story Mapping™
This framework is designed to help you see the big picture of your buyer’s stories. Helping you to map the end-to-end story of buyers as they make purchase decisions. Enabling team collaboration around the goals of buyers. Improving the effectiveness of your content marketing strategy. Please see the companion article for more insight: Follow the Road to Content Marketing Effectiveness with Buyer Persona Story Mapping.
Buyer Persona Story™ Model
This model is designed to help you create effective stories which map to your buyer’s goals, topics, preferences, and values. Helping you to break down the complex to narrative simplicity. Improving the effectiveness of your content marketing strategy. Please see the companion article for more insight: Accelerate Content Marketing Effectiveness With The Power of Buyer Persona Stories.
The Buyer Persona Content Model™
This model is designed to help you improve content marketing and content strategy effectiveness. It guides you to get the right content to the right buyers at the right time. Implement a buyer persona-based content model, which is aligned to the Persona Buying Cycle. This model helps buyers to see your content as the go to credible source. Please see the companion article for more insight: Improve Effectiveness: A Content Strategy Model Aligned to Buyer Personas and the Persona Buying Cycle.
The Buyer Insight Bridge™
This model is a metaphorical look at how Chief Marketing Officers and Chief Sales Officers can bridge the divide between their two areas. Here, I recommend centralizing a strong foundation to build a bridge of buyer insights. A bridge which is commonly defined and communicated enterprise wide. Resulting in joint buyer insight-driven strategy creation, which aligns marketing and sales around a common understanding of buyers. Please see the companion articles for more insight: 5 Actions Chief Marketing Officers and Chief Sales Officers Can Take to Bridge the Big Insight Gap and Bridge the Divide Between Marketing and Sales with the Buyer Insight Bridge.
The Buyer Insight Maturity Model™
This model is designed to help organizations make the journey from the use of little buyer insight to integrating buyer insights into strategy. Making buyer insights an integral part of strategic decisions as well as an enterprise-wise capability. Learn where you are in the 4 stages of the Buyer Insight Maturity Model and how your organization can transform. Please see the companion article for more insight: Is Your Organization Listening to Your Buyers? How It Can Using 4 Stages of the Buyer Insight Maturity Model.
The Buyer Value Model™
The Buyer Value Model helps you to identify the buyer value ecosystem present during purchase decisions. Use this model to identify three categories of buyer value behaviors and how buyers prioritize values. Translate deep buyer insights into top of mind buyer values. Know which values are important and why they are important. Please see the companion article for more insight: Do You Know What Your Buyers Value When Making a Purchase Decision?
The Buyer Decision Model™
The Buyer Decision Model is designed to identify the critical path your buyers take towards a purchase decision and to repurchase. An effective model for looking at key buyer events, values, and choices influencing the buying decision. Go deeper than surface level buying process frameworks and get the deep buyer insights you need to understand purchase decisions. Please see the two companion articles for more insight: How Buyers Decide When They Don’t Care About Your Competitive Advantage and How to Find the Critical Buying Path of Your B2B Buyer.
The Buyer Insight2Strategy Model™
The Buyer Insight2Strategy Model helps you to synthesize deep and profound buyer insights. Giving you the means to understand the implications of buyer insights uncovered as well focus on making them actionable. The final step of the model leads to an outlook on strategy mapped to buyer insights. The results help you balance short-term objectives while developing long-term buyer foresight, which drive growth. Please see the companion article for more here: 4 Ways to Turn Deep Buyer Insights Into Strategy.
The Buyer Insight Map™
The Buyer Insight Map is designed to help you focus on making buyer insight-driven decisions. Understand the 6 critical Buyer Zones of Insights giving you the ability to target the right buyer. The map helps you to zero in on the why of buying and build sustainable competitive advantages. Please see the companion article for more here: 6 Zones of Buyer Insights to Help You Target the Right B2B Buyer.
The Buyer Persona Canvas™
The Buyer Persona Canvas is a strategic modeling tool. It is focused on ten areas of buyer insights and intelligence. Allowing you to understand and tell your buyer’ story. Giving you the information you need to design the right marketing and sales strategies to win in the new digital age. Please see the companion article for more here : Using the Buyer Persona Canvas™
The State of Buyer Personas 2012
This executive brief, written in June of 012, offers a perspective by Tony Zambito to mark the tenth anniversary since the first buyer persona development methodology was pioneered. This brief refects on the new frontier for buyer modeling and buyer personas. Download the Executive Brief
No Small Hurdle: Buyer-Based Marketing and Selling to the New SMB Buyer
The importance of growing the SMB segment is taking on more urgency as companies look for growth opportunities. This eBook looks at how the use of buyer-based marketing and selling can help formulate strategies for SMB growth. Download the eBook
A Matter of Choice: How B2B Buyers Choose in Today’s Complex Markets
This eBook covers new dynamics in buyer choice modeling, why funnel thinking is limted in the new buyer-driven world, and how business marketing must transform to meet new challenges. Download the eBook
The Single Buyer Model: A Dangerous Road Towards Competitive B2B Marketing and Sales
This eBook explores how the single buyer model that has been used for targeting by marketing and sales in no longer adequate. Evidence suggests that B2B organizations must explore predictive buyer modeling and new forms of target buyer modeling. Download the eBook
How Buyer Trends Are Impacting The Future of Business Thinking
This eBook looks at how future buyer trends are challenging conventional business thinking and offers a guide to modern business thinking in the hyper-competitive Social and Digital Age. Download the eBook