Tag Archives: Buying Behavior

Dec 2020

5 Predictions For 2021

The prevalent uncertainty of the COVID-19 pandemic in 2020 will remain and be a part of 2021. There is no getting around it. The inevitable surge of the winter months into spring of 2021 will make sure of that. While vaccines offer a pathway to an increase in business activity beyond the computer screen, it is still a ways off. Here are 5 predictions for 2021: Optimism Returns In Fall 2021 For most of 2021, my prediction is we will see a majority of organizations remain in survival or holding pattern modes. All facets of business commerce will continue to…

Article by Tony Zambito

Dec 2020

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…

Article by Tony Zambito

Oct 2020

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…

Article by Tony Zambito

May 2020

How Buyer Behavior Will Change Amid COVID-19

We are living in unprecedented times. The COVID-19 pandemic has forever altered the global business economy. There have been crises in the past where disruptive impact rippled through business commerce. In the last 100 years, the Great Depression, War World II, 9/11, and the 2008-2009 Financial Crisis come to mind. We now find ourselves in the midst of a crisis where the global economy, as we know it, or now correctly stated, as we knew it, was forced to flick the switch from on to off. An order of magnitude disruption unlike any other in modern history. While governments and…

Article by Tony Zambito

Oct 2018

Why The Buyer Transformation Is The Only One That Will Matter By 2020

A hot buzzword during the past couple of years has been digital transformation. It has branched off a few more in the world of marketing and sales: Martech Transformation Sales Transformation CX Transformation Customer Engagement Transformation I am sure there are more. At the risk of being a buzz killer, there is something amiss about all of this that may not be that great. Much of these have to do with internal processes within marketing and sales. The emphasis is on becoming more digitally efficient with one’s marketing and sales efforts as a means of connecting with customers. 2020 Looms…

Article by Tony Zambito

Feb 2018

3 Forces Shaping The Future Of B2B Marketing

(This was one of the most popular articles written in 2017. It is profoundly applicable to this year – 2018. Buyer insights into how buyers make choices and decisions remain critical.) 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…

Article by Tony Zambito

Jan 2018

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. …

Article by Tony Zambito

May 2017

Power Account-Based Marketing With Buyer Insights

Every couple of years, a new acronym or buzzword takes a foothold in the world of marketing. ABM, the acronym for Account-Based Marketing, is the latest rage. It is an example of how an old concept can be recycled and be claimed anew again. In the 1980’s and 1990’s, ABS, the acronym for Account-Based Sales, was all the rage then. The concept derives from the notion that your best customers are your existing customers. And, that within large enterprises, there were many available sources for revenue growth within large accounts. This led to more sophisticated selling approaches, such as Consultative…

Article by Tony Zambito

May 2017

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…

Article by Tony Zambito

Mar 2017

Reboot Buyer Insights To Drive B2B Growth

B2B companies are faced with the most transformative era in business history. On a greater scale than that of the first Industrial Revolution over a century ago, we are witnessing a technological and digital revolution that will disrupt business-to-business profoundly in the next 10 years. The scale of which is still unpredictable and undoubtedly will continue to have more disruption in store for businesses over the next decade. The scale of disruption will mean the B2B buyer and seller dynamic will continue to be rocked. We are seeing many industries feel the impact of new technologies upending previously accepted norms of…

Article by Tony Zambito

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