Moving beyond the single-buyer model

03/12/2012 | iMedia Connection

The single-buyer model might be ready for the ash-bin of history, writes Tony Zambito. Focusing on the single buyer risks being excluded from a complex ecosystem that uses social tools and other technologies to share purchasing info. Deep knowledge of the kinds of people involved in your sales, along with predictive modeling, can help companies take advantage of the growing number of opportunities they face to affect a sale. "We are confronted with a world where buyers no longer act independent of others in decision-making ... The imperative for senior B2B executives is to adapt to change and make the tough decisions that come with change," Zambito writes.

View Full Article in:

iMedia Connection

Published in Brief:

SmartBrief Job Listings for Media

Job Title Company Location
Director, Sales Training & Enablement
Pandora Media, Inc.
Oakland, CA
Marketing Manager/Director
Business Insurance
Chicago, IL
Marketing Manager/Director
Business Insurance
Chicago, IL
Associate Director of Ad Operations
Opera Mediaworks
New York, NY
Full(ish) Stack Engineer (PHP)
Advertising Age
New York, NY