Buyer Enablement

Buyer Aligned

Buyer Aligned Sales Processes Are In Need Of A Redesign To Succeed In A New Era For B2B

Buying Process, B2B Marketing, B2B Sales, Blog, Buyer Enablement, Buyer Insights Research, Buyer Journey, Buyer Persona, Buyer Personas, Goal-Directed Buyer Personas, goal-directed buying behaviors, Tony Zambito / By

B2B Organizations Must Reinvent To Accomplish Buyer-Aligned Strategies Post-Pandemic In the lexicon of business, especially B2B, words and phrases can take on so many different meanings.  That they, in effect, lose their intended purpose after a while.  For instance, you most likely have heard or read something about the buyer-aligned sales process within the past …

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Future-Enabling Buyers Will Be Key In 2021 And Beyond

B2B Marketing, B2B Sales, Buyer Decisions, Buyer Enablement, Buyer Insight, Buyer Insights, Buyer Insights Research, Buyer Persona, Buyer Persona Blog, Buyer Personas, Buying Behavior, COVID-19, strategic narrative / By

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.  …

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Five Intangible Buyer Behavior Trends To Monitor In 2021

B2B CMO, B2B Marketing, B2B Sales, Buyer Decisions, Buyer Enablement, Buyer Insight, Buyer Insight Research, Buyer Insights, Buyer Perception, Buyer Persona, Buyer Personas, COVID-19, Qualitative Research / By

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 …

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5 Buyer Insights To Factor Into 2021 Buyer Strategies

B2B Marketing, B2B Sales, Buyer Enablement, Buyer Goals, Buyer Insight, Buyer Insights, Buyer Insights Research, Buyer Persona, Buyer Persona Blog, Buyer Personas, COVID-19, Customer-Centric, Digital Transformation, Tony Zambito / By

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 …

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Building Buyer Confidence More Important Due To COVID-19

B2B Marketing, B2B Sales, Buyer Decisions, Buyer Enablement, Buyer Insight, Buyer Insight Research, Buyer Insights, Buyer Insights Research, Buyer Perception, Buyer Persona, Buyer Persona Blog, Buyer Personas, customer insights / By

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.  …

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

1 Comment / B2B Sales, Buyer Decisions, Buyer Enablement, Buyer Goals, Buyer Insight, Buyer Insights, Buyer Persona Blog, Buyer Personas / By

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 …

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Why B2B Organizations Fail To Turn Buyer Insights Into Growth Opportunities

B2B Marketing, B2B Sales, Buyer Enablement, Buyer Insight, Buyer Insights, Buyer Insights Research, Buyer Persona, Buyer Personas, CEO, Customer-Centric, Qualitative Research, Tony Zambito / By

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.  …

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The Intrepid Buyer

B2B Marketing, B2B Sales, Buyer Enablement, Buyer Insight, Buyer Insights, Buyer Persona, Buyer Persona Blog, Buyer Personas, Tony Zambito / By

When I was a young boy, I was fascinated by the history of the Lewis and Clark Expedition that began in May of 1804.  An exploration to chart and explore the Louisiana Purchase Territory at the behest of President Thomas Jefferson.  Lewis and Clark spent the fall and winter of 1803-1804 in preparation. Requisitioning supplies …

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The COVID-19 Pandemic Has Changed Your Buyers. Do You Know How?

B2B Marketing, B2B Sales, Buyer Enablement, Buyer Goals, Buyer Insight, Buyer Insights, Buyer Insights Research, Buyer Persona, Buyer Persona Blog, Buyer Persona Research, Buyer Personas, Goal-Directed Buyer Personas, Sales Enablement / By

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 …

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