B2B Content Marketing: Is More Really Less?
Sometimes more is truly less. When it comes to the state of B2B content marketing and engagement, this proverb is on the mark. According to a recent study by Track Maven, one among a few on this topic, shows both B2B and B2C marketers have increased their publishing of content in 2015 by as much…
How To Build Trust With Customer-Focused Content
The explosion of content in the digital world is an unprecedented phenomenon just a few could have predicted twenty-five years ago. Content is ubiquitous in all phases of life and in business. In fact, it is getting harder and harder to find a slice of time where content is not invading precious personal or business…
The State Of Buyer Personas in 2016
In 2016, we will mark the fifteenth year since buyer personas were first introduced. The journey, however, continues towards professionals and organizations gaining a true understanding of what buyer persona development entails. What is clear is buyer personas are now entering the mainstream of dialogue when it comes to overall customer understanding. Incorporating Survey Data…
Mapping Buying Experiences To Align With Buyer Goals
Engaging new buyers and repeat customers are the lifeline to achieving growth. While the context of these fundamental challenges has changed via digital technologies, they nevertheless are constant pressures. Recent surveys of CEOs by IBM, PWC, and KPMG all point to major concerns and priorities in expanding the lifeline to growth. Creating distinctive and engaging…
How B2B Marketers Can Help Buyers Achieve Their Goals
Many CMOs today are faced with a dilemma. As digital interactions and media become more intertwined into everyday life, marketers need to respond. Respond with content and media that fits into the new world of digital commerce. Yet, as CMOs invest and allocate more to content and digital media, the returns are not occurring as…
Look At The World Through The Eyes Of Your Buyers
By Tony Zambito One of my favorite visits as a young person was to the House Of Mirrors at the amusement park. It fascinated me how the mirrors distorted the way we looked and how they reshaped our faces. Having fun with facial and body gestures to make myself look even more different. Companies today,…
The Connection Between Emotions & Goals In B2B Buying
By Tony Zambito For most of the past few decades, leading up to the advent of the Internet and digital technologies in the 21st century, there has been an accepted paradigm regarding B2B buying decisions. This paradigm consisted of an unquestioned notion that B2B buying decisions were disciplined, rigorous, process-based, and rational. In essence, a…
How To Link Business & Marketing With Buyer Personas
By Tony Zambito One significant change in the past few years is the top of mind presence of the customer on the part of CEOs. The mandate of “getting closer to the customer” has never been stronger. Various surveys point to CEOs linking business growth to increasing customer engagement efforts, growing their customer base, and…
How To Gain Deep Insights Into Customer Buying Behavior
By Tony Zambito The digital economy continues to evolve at a fast clip. New technologies are being introduced nearly every month. Startups are ascending while long tenured organizations suddenly find themselves on shaky grounds. New services and product introductions are falling flat. Making the pursuit of understanding why customers are buying or not buying most…
The Danger Of Adopting A Single Story View Of Buyers
By Tony Zambito Many of us have heard of the term tunnel vision. It is usually described or defined as follows: The tendency to focus exclusively on a single or limited goal or point of view. We have seen extreme points of views in every walk of life. From politics to religion and everything in…
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