Tony Zambito

Founder of Buyer Persona, TonyZambito.Com |

Tony is the founder and leading authority in buyer personas for B2B Marketing. In 2002, Tony established the first buyer persona development methodology designed specifically for B2B Marketing and Sales. This human-centered innovation has helped leading companies gain a deeper understanding of their buyers resulting in improved lead generation and revenue performance. Tony has empowered Fortune 100 organizations with operationalizing buyer personas to communicate deep customer insights and tell the human story of their buyer. He holds a B.S. in Business and an M.B.A. in Marketing Management.

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137 articles by Tony Zambito

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Goal-Directed Decision Making Drives B2B Buying And Selling
May 10, 2015
Does Your Buyer Persona Sound Like a Corporate Talking Machine?
March 30, 2015
How CMOs Can Use Persona-Based Customer Strategy To Transform Marketing
March 22, 2015
Radical Openness And Transparency: A Mandate For B2B Organizations
Nov. 24, 2014
Immersion: The Next Big Thing in B2B Marketing
Nov. 12, 2014
B2B Marketing and Sales: Understanding Context Before Jumping to Solutions
Sept. 23, 2014
Make Your Marketing Human-Centered with Listening And Empathy
Sept. 15, 2014
Humanize Your Brand with Buyer Personas
Aug. 13, 2014
5 Ways GE Put Human Experience at the Center of B2B Marketing
June 27, 2014
Facts vs. Insights: How To Know You Have Truly Profound Customer Insights
March 25, 2014
Why the Differences Between Buyer Profiling and Buyer Personas Matters
Feb. 17, 2014
4 Initiatives Chief Marketing Officers Must Get Right In 2014
Jan. 6, 2014
7 B2B Buying Behavior Trends to Watch in 2014
Dec. 9, 2013
What's Most Important to B2B Customers? (Hint: Not Content Marketing)
Nov. 1, 2013
Are Your Buyer Personas More About You Than Your Buyers?
Oct. 17, 2013
Are You Prepared For B2B User Demand Generation?
Sept. 20, 2013
Do Your Buyer Personas Look Like They Are from 1980?
Sept. 13, 2013
7 Big Questions for B2B Marketers
May 13, 2013
4 Buyer Trends That Will Shake Marketing in 2013
March 12, 2013
Is Your Content Marketing Keeping Pace with Your Buyers?
Nov. 3, 2012
Content Marketing: Are You Part of the 38 Percent?
Oct. 16, 2012
Content Marketing: Stuck at 36%
Sept. 28, 2012
4 Reasons Why CMO's Should Care More About Buyer Personas Today
Sept. 1, 2012
When Did You Last Map the Buying Process of Your Customers?
Aug. 6, 2012
Are Your Marketing and Sales Systems Broken?
April 17, 2012
3 Ways To Connect With Today's B2B Buyers
March 5, 2012
5 Ways New Buyer Behaviors Are Impacting B2B Sales
Jan. 10, 2012
7 Burning Questions for B2B Marketers in 2012
Dec. 20, 2011
Buyerology Trend: Think 'Buyer Decision Model' vs. 'Buyer Journey'
Dec. 17, 2011
Buyerology Trend: Humanize the Buyer Experience
Dec. 15, 2011
Buyerology Trend: Humanize the Buyer Experience
Dec. 15, 2011
Buyerology Trend: Think Buyer Decision Model vs. Buyer Journey
Nov. 29, 2011
Buyerology Trend: Think BIG Insights vs. BIG Data
Nov. 15, 2011
Buyerology: Understanding Buyer Choice
Oct. 26, 2011
Are You Still Selling Like It's 1999? (Or Have You Adapted To New Buyer Behavior?)
Oct. 14, 2011
Understanding Buyer Priorities and Goals in an Uncertain and Chaotic World
Oct. 7, 2011
Influence of Buyer Perceived Value (BPV) on Buyer Behavior and Decisions
Sept. 30, 2011
Buyerology: The New Science of Understanding Buyer Behavior
Sept. 22, 2011
Experiential Buying Behavior Takes B2B Center Stage
Sept. 12, 2011
Enhance the Buyer Experience with Intelligent Engagement
Sept. 2, 2011
Enhance the Buyer Experience with Intelligent Engagement
Sept. 2, 2011
Is It Reach and Engage or Listen and Engage?
Sept. 1, 2011
Buyer Personas Require Regular Refreshing
Aug. 23, 2011
Buyer Behavior Dooms HP in Tablet Market
Aug. 22, 2011
Future of Buyer Personas is Social - Part 5 (6 Essentials To Embedding Into Your Organization)
Aug. 18, 2011
The Social Buyer Engagement Index
Aug. 18, 2011
Future of Buyer Personas is Social - Part 4 ( A New Role and Framework)
Aug. 15, 2011
Future of Buyer Personas is Social - Part 3
Aug. 12, 2011
The Ascent of the Social Buyer
Aug. 9, 2011
The Ascent of the Social Buyer
Aug. 9, 2011
The Future of Buyer Personas is Social - Part 2
Aug. 5, 2011
The Future of Buyer Personas is Social - Part 1
Aug. 4, 2011
Future of Buyer Personas is Social - Part 3
July 18, 2011
Future of Buyer Personas is Social - Part 2
July 11, 2011
The Future of Buyer Personas is Social
July 7, 2011
Social Buyerology: Turning Insight Into Influence
June 14, 2011
Social Buyerology: Turning Insight Into Influence
June 14, 2011
Social Buyerology: Listening to the Social Buyer
June 2, 2011
The Research Methods of Social Buyerology
May 22, 2011
Social Buyerology: Understanding Buyers in the Social Age
May 19, 2011
Social Buyerology: Understanding Buyers in the Social Age
May 18, 2011
Use Buyer Personas to Align Sales and Marketing Around Buying Behavior
May 17, 2011
Baseone Buyersphere 2011 Report and the Changing B2B Buyer Behavior
May 14, 2011
Content Marketing and Sales Enablement Must Get Married
May 9, 2011
Turn B2B Buying Into a Social Experience
May 5, 2011
Buyer Personas Require Qualitative Research and Contextual Inquiry
May 4, 2011
Plan for the Social Buyer Before It's Too Late
May 2, 2011
Creating Scenarios About Your Social Buyer Persona
April 27, 2011
Using Context for Social Buyer Persona Strategy
April 20, 2011
Importance of Context to Understanding the New Social Buyer Persona
April 18, 2011
The Future of Buyer Relationships
April 14, 2011
Engage the Social Buyer Persona
April 13, 2011
How Ready is Your Organization for the New Social Buyer Persona?
April 11, 2011
How Ready is Your Organization for the New Social Buyer Persona?
April 10, 2011
The Link Between Lead Nurturing and Buyer Experience Marketing
April 6, 2011
7 Sure Signs That You Are Losing Your Understanding of Buyers
April 3, 2011
The Soul of the Buyer
March 30, 2011
Study Reveals: Shift Spend to Improving the Buyer Experience
March 28, 2011
Four Challenges Market Research Faces Today
March 25, 2011
Value Creation Through Buyer Experience
March 24, 2011
Are Sales Pitches Dead in the New Buyer Experience Economy?
March 23, 2011
Informing Content Strategy with Buyer Persona Development
March 21, 2011
The New Buyer Experience Economy
March 14, 2011
The New Buyer Experience Economy
March 14, 2011
The Design of Content Marketing
Feb. 14, 2011
What does Audience Development Really Mean to Social Media, Digital Marketing, and Content Marketing?
Feb. 2, 2011
How Well Do you Know Your Buyer's Story?
Jan. 26, 2011
Prevent Demand Generation Failure with Buyer Personas
Jan. 18, 2011
Why Buyer Experience Matters to Get B2B Buyers to Stick Around
Jan. 10, 2011
Why Buyer Experience Matters to Get B2B Buyers to Stick Around
Jan. 10, 2011
The Importance of Buyer Personas to Lead-to-Revenue Management
Jan. 5, 2011
The Importance of Buyer Personas to Lead-to-Revenue Management
Jan. 5, 2011
Four Steps to Reinventing the B2B Buyer Experience
Jan. 3, 2011
A Christmas Story
Dec. 26, 2010
A Conversation on 7 Buyer and Sales Trends to Watch in 2011
Dec. 20, 2010
B2B Imperative: Reinvent the Sales Experience
Dec. 13, 2010
Seven Buyer and Sales Trends to Watch in 2011
Dec. 6, 2010
How Social Media is Transforming the B2B Buying Experience
Nov. 29, 2010
Reinvent the B2B Buyer Experience to Grow Revenues
Nov. 22, 2010
Is it Time to Reframe the Sales and Marketing Alignment Debate?
Nov. 15, 2010
The Demand for Buyer Experience
Nov. 9, 2010
The Design of Buyer Experience
Nov. 1, 2010
Macro Trends Transforming the Buyer Experience
Oct. 27, 2010
Buyer Interaction Shapes Buyer Experience Design
Oct. 25, 2010
The Seven Phases of the Buyer Experience Journey
Oct. 18, 2010
The 7 Principles of Buyer Experience Journey Mapping
Oct. 11, 2010
The Four Elements of Buyer Experience Ecosystem Thinking
Oct. 4, 2010
What Can CEO's Do To Raise Their Buyer Insight IQ?
Sept. 28, 2010
The 4 B's of Buyer Experience Innovation (2nd Rendition)
Sept. 23, 2010
Buyer Experience Innovation: 5 Management Principles
Sept. 15, 2010
Buyer Experience Innovation: Why B2B CEO's Must Make It Their Top Priority
Sept. 8, 2010
3 Ways to Enable The New Digital Buyer Journey
May 26, 2010
How to Focus on Buyer Goals to Grow Top Line Revenue
May 24, 2010
3 Not-So-New Social Behaviors of the Digital Buyer Persona
May 2, 2010
The 10 Rules for Creating a Buyer Persona: Rule 10 and Final Recap
April 29, 2010
The 10 Rules for Creating a Buyer Persona: Rule 9
April 28, 2010
The 10 Rules for Creating a Buyer Persona: Rule 8
April 27, 2010
The 10 Rules for Creating a Buyer Persona: Rule 7
April 26, 2010
The 10 Rules for Creating a Buyer Persona: Rule 5
April 20, 2010
The 10 Rules for Creating a Buyer Persona: Rule 4
April 19, 2010
Three Components Of A Buyer Persona Game Plan That Inform Executives
March 22, 2010
Buyer Persona 2.0 - Part 5 - Who Buyer Personas Serve
Feb. 10, 2010
Enable Sales & Marketing with Buyer Persona Scenarios
Jan. 30, 2009
Enable Selling with Buyer Persona Scenarios
Dec. 17, 2008
Why Companies Must Invest In Sales And Marketing During An Economic Downturn
Oct. 31, 2008
Buyer Persona Profiling and the Importance of Insight
Oct. 28, 2008
The Buyer Personas of Obama, McCain, and Now Joe "the Plumber"
Oct. 26, 2008
Bridging the Gap Between Marketing & Sales with Buyer Personas
May 22, 2008
Three Challenges That Market Research Faces Today
May 13, 2008
"Accidental Branding" - a not so accidental book review
May 7, 2008
What Channel Convergence Means To B2B Buyer Personas
May 1, 2008
Two Buyer Trends Affecting Sales and Selling Profession
April 25, 2008
Harvard Gets "Ecosystems" for Building Customer Centric Organizations
April 7, 2008
Reasons Why Sales Forces Must Change and What They Must Do
April 7, 2008
Buying Scenarios are crucial to Buyer Personas
April 5, 2008
Where is the Future of Selling Headed?
April 4, 2008
Real Value of Buyer Personas Realized Through Scenarios
April 4, 2008

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137 articles by Tony Zambito