Tag Archives: Sales Enablement

Will Pre-Pandemic Buyer Assumptions Prevent Recovery And Rebound In 2021?

Over time, we can build assumptions about how things work.  How things are supposed to be.  Or we cement assumptions about what people think. Or how we expect people to behave.  Oftentimes, we can create an over-reliance on past data and experiences to shape our assumptions about the present and the future.  Due to the COVID-19 pandemic, many organizations will need to ask these critical questions:  Are we relying on pre-pandemic assumptions about buyers to plan ahead?  Are we challenging and validating these assumptions?  Will the assumptions we have about our buyers prevent recovery and rebound in 2021? The year…

READ MORE
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.…

READ MORE
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…

READ MORE
Tony
Article by Tony Zambito

Reset Your Buyer Strategy In COVID-19 Revival

For many leaders in sales and marketing, the year 2020 will go down in history as one of the most challenging in their careers thus far. The impact of the coronavirus pandemic will represent the most significant disruption in B2B commerce in many decades.  We are witnessing the greatest digital shift of work and commerce since the invention of the Internet.  The renewed surges in the spread of the pandemic will raise further obstacles and questions as B2B businesses look ahead to 2021.  Questions related to how to reset sales and marketing to a vastly different world from just one…

READ MORE
Tony
Article by Tony Zambito

Why Buyer Interaction Design Matters During The Coronavirus Pandemic

The coronavirus pandemic will leave an imprint on B2B commerce for decades to come.  In what lasting ways remains to be seen.  There will be permanent changes as well as evolutionary changes.  What we know now is that traditional buyer-seller interaction is undergoing its most significant change yet in the 21st century.  The COVID-19 pandemic has set off a tectonic shift in how B2B companies buy from and sell to each other.  According to a number of recent surveys, we are seeing an enormous shift in sales turning to remote selling.  B2B buyers are also embracing the remote model of…

READ MORE
Tony
Article by Tony Zambito

Does Your Buyer Persona Look Like A Sales Call Plan?

When she blurted it out, it was so on the mark, I just sat there in silence for a few seconds.  We have all had those moments.  Those moments when we think – “why haven’t I thought of that before?” I was engaged in a helpful conversation with an Inc. 500 head of sales in response to my article pointing out the differences between buyer profiling and buyer personas.  For this individual, the article hit a nerve.  Here is what she had to say: “We were approached by marketing to share in a budget for building buyer personas.  So when…

READ MORE
Tony
Article by Tony Zambito