Tag Archives: buyer enabled selling

Future-Enabling Buyers Will Be Key In 2021 And Beyond

The new year is almost one-month-old.  In less than three weeks, the country has experienced a time like no other.  Where the degree of uncertainty about our future has intensified.  The chaos surrounding the vaccination rollouts and the political climate has altered the degree of hoped-for certainty.  Such a turn of events has an impact.  Particularly on B2B buyers today.  Here are three buyer insights on impacts buyers are experiencing B2B organizations should consider today: 1 – Choices and Decisions When uncertainty is introduced or intensified, as it is now, this stymies the ability of buyers to make choices and…

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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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Tony
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

The COVID-19 Pandemic Has Changed Your Buyers. Do You Know How?

The surge.  The wave.  The apex.  The spike.  The spread. These terms and expressions have become part of the vernacular describing the COVID-19 pandemic.  A foreboding and ominous context.  Our country is entering the third significant reckoning of the pandemic.  More widespread than at any time.  Yet, it is a time to hang onto the hope of promising news on the development of high efficacy vaccines. In the midst of these wild swings from despair to hope, people’s lives are dramatically changing.  Family life, social life, business life, and work-life have all been affected. No area of everyday living has…

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Article by Tony Zambito

Redefine Your Buyer Personas For A Winning Recovery In 2021

Some of our all-time favorite movies involve an actress or actor transforming into a character that made them entirely unrecognizable.  Through the use of make-up, prosthetics, and costumes, an actor and actress can perform as a historical or fantastical figure.  A most recent example is the 2019 movie, Judy.  Which was about the life of the late actress and singer Judy Garland.  Renee Zellweger portrayed Judy Garland and earned an Oscar from the Academy Awards for Best Actress.  The movie also was nominated for Best Costume and Best Makeup and Hairstyling.  Zellweger’s transformation to look, act, and sound like Judy…

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Tony
Article by Tony Zambito

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.…

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Tony
Article by Tony Zambito