Tag Archives: CSO

Five Intangible Buyer Behavior Trends To Monitor In 2021

Despite turning the calendar from 2020 to 2021, we find ourselves starting the new year in more turmoil.  A catastrophic COVID-19 pandemic that continues to increase in scope. The hope of the vaccines tempered as the rollout encounters delays. And the disturbing insurrection at our capitol causing national anxiety.  To ignore these in a business context is to be blind to the effect on our society.  Such tumultuous events will have a direct impact on buying behaviors in 2021. Organizations today will need to monitor buying behaviors as they ebb and shift in 2021.  Here are 5 intangible buying behaviors,…

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Tony
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

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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Tony
Article by Tony Zambito

The Coming Era Of The Self-Qualified B2B Buyer

B2B buyers are about to enter new territory.  Giving B2B CMO’s and CSO’s new challenges as they strive to keep pace with evolving buying behaviors.  The “always on” nature of consumerism has bled over to B2B.  Unleashing a new powerful element in the ongoing buyer revolution. We are about to enter an era of the self-qualified B2B buyer. The 3 Phases Of The Buyer Revolution If we look back at what has been taking place, we find a habitual form of B2B buying power as a result of new digital technologies.  This means B2B buyers also want to fulfill desires…

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Tony
Article by Tony Zambito

5 Steps B2B Chief Sales Officers Must Take To Survive The B2B Buyer Revolution

For tenured B2B Chief Sales Officers, the world of sales – as they know it – is undergoing its most dramatic disruption in the last 50 years.  What worked before no longer works now.  Sales organizations are under constant assault by both internal forces and buyers.  The demands and expectations of buyers and internal leaders rising each quarter. As I have written about for marketing, B2B sales now find themselves in the throes of a buyer revolution.  The traditional sales processes of the last two decades have been upended and overthrown by newly empowered buyers.  The use of conventional sales…

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Tony
Article by Tony Zambito

5 Actions Chief Marketing Officers and Chief Sales Officers Can Take to Bridge the Big Insight Gap

On the minds of most executive leaders for B2B organizations is two pressing objectives.  They involve two additions – increasing customer acquisition and increasing customer retention. From a customer lifecycle and buying cycle perspective, it means getting more in the front end and less leaking out the back end.  At the most basic level, it is fundamental to achieving growth and profitability. For CMO’s and CSO’s – there is a lot riding on both. Answering Big Questions B2B organizations are struggling with big questions.  They are not new.  They have existed since the dawn of business.  The struggle today has…

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Tony
Article by Tony Zambito