Tag Archives: Buyer Scenarios

How B2B Leaders Can Navigate 2021 Uncertainties With Buyer Insight

One of the most fascinating figures in American business history was that of Lee Iacocca.  Iacocca, who died at the age of 94 in 2019, was a visionary leader who was the only executive in modern times to lead two of the Big Three American automakers.  Ford and Chrysler.  At Ford, he was best known for his efforts in the creation of one of the most famous cars in auto history – the Mustang.  Iacocca, in both situations, had to overcome much adversity and uncertainties to lead. Here is a quote from Iacocca on dealing with uncertainty:    “So, what…

READ MORE
Tony
Article by Tony Zambito

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…

READ MORE
Tony
Article by Tony Zambito