Tag Archives: Buyer Insights Research

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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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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Article by Tony Zambito

Building Buyer Confidence More Important Due To COVID-19

In sports, confidence is often mentioned as one of the key ingredients to winning.  I saw this firsthand with my daughter and her competitive experience in gymnastics.  She attended the same gym as Amy Chow, the U.S. Olympic Gold and Silver Medal winner in the 1996 Olympics.  And a team member of the 2000 Olympics.  One Saturday, while waiting for my daughter, I watched Amy do a small portion of her routine on the balance beam.  Repetitively turning and jumping on the beam for an hour.  When she was done and walked by, I asked her about what she had…

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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

7 Reasons To Update Your Buyer Insights And Buyer Personas

We have all encountered an experience where we happenstance upon a picture.  Seeing an old picture in a new light.  Perhaps it is a picture of your children.  Or a photo of a relative in their later years and no longer with us.   A momentous occasion, such as a family vacation, captured in a photo evoking fond memories.  When you happenstance upon such a picture, it can bring to mind the story behind the picture.  It is typical to also marvel at how much has changed.  Children grown, a new home, remembering a friend from the past, and appearances much…

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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

Why Enabling Buyers To Buy Is The Future Of B2B

Depending on the type of automobile you have, when you hit the gas pedal hard, there can be a slight hesitation.   A hesitation that can be sometimes unsettling.  Especially when trying to enter onto a highway.  That moment of hesitation before the acceleration can feel like more than a mere second. We are in that moment of hesitation when it comes to the future of how B2B buyers will engage in buying.  An unsettling time.  There is certainly an acceleration about to happen.  The coronavirus pandemic has become the fuel of the forthcoming future of the B2B buyer-seller dynamic. Various…

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Article by Tony Zambito

The Buyer’s Journey Will Transform Into The Buyer’s Quest

Funnels, stages, paths, journeys, and more labels that suggest some form of a linear line of thinking has dominated marketing and sales for decades.  Whereby the notion of awareness, evaluation, consideration, and the purchase decision is built-in to these views.  In reality, whatever labels have been applied, there are more similarities than differences. As forward-thinking marketing and sales leaders prepare for continuous digital disruption, it is time to alter this line of thinking. In vogue the last few years is the idea that the buyer’s journey is the best way to view how buyers get to a decision.  Mapping such…

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Article by Tony Zambito

Tony Zambito And Center For Buyer Insights To Launch Buyer Outlook Insights Study July 1

June 8, 2020 A quarterly monitoring study of buyer attitudes about buying decisions during and after the COVID-19 Crisis, the COVID-19 Buyer Outlook Insights study will bring timely and essential buyer persona-based decision-making about when and how to resume marketing and sales. Introducing Buyer Outlook Insights Study Marketers and sellers have faced an enormous upheaval in how to reach and engage buyers. In talking and sampling with decision-makers, questions are surfacing such as: When and how should we resume marketing and selling? What kinds of marketing and selling strategies will be appropriate? Under what conditions will our buyers begin to…

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Article by Tony Zambito

Coronavirus Will Change Buying Behaviors Forever. Will We Know How?

Many of us will remember a moment when the world shifted like an earthquake in mid-March of 2020.  Maybe it was the NBA canceling its season abruptly that made us go – “what just happened!?”  Or, it was the announcement that Tom Hanks and his wife had contracted the coronavirus labeled COVID-19.  Schools closed.  Offices closed.  There will be a memory at some point when for you personally – it became a reality. Sadly, since, people have been personally affected by the loss of a loved one, a relative, an associate, or a friend.  People who deserve our thoughts and…

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Article by Tony Zambito