Biznology

DECEMBER 21, 2011

In the old days—just a few years ago—when business buyers had a problem, they’d call in their vendors for advice on how to solve it. Buyers don’t really want to talk to vendors until somewhere akin to 70% of the way down the road, at the stage of writing RFPs and getting quotes. A library of content assets. But there’s more.

B to B 80

B to B Marketing Automation Services Wikipedia Ad Exchange 80

B2B Marketing Directions

NOVEMBER 8, 2015

In my experience, the most effective lead nurturing programs utilize several methods and channels of communication and involve both content-based communications (which are typically handled by marketing) and person-to-person communications (which are typically handled by business development reps or salespeople).

Lead Nurturing 40

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 40

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

SEPTEMBER 17, 2010

The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

DECEMBER 6, 2010

At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. Many vendors will also need to consider adding “buy it now&# options for solutions they would never have thought to have this for in years past.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

SEPTEMBER 3, 2010

Successful demand generation programs are uniquely challenged today, and must address a changing landscape where: Economics are driving more decisions; The Internet is fueling a prospect driven buying cycle, and; Prospects are faced with information overload resulting in shorter attention spans than ever.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Peer-to-peer Demand 40

Adobe Experience Cloud Blog

JUNE 24, 2009

The Kern Organization did an impressive presentation about B-to-B offer strategies that keep your pipeline filled with the best leads.   This allows you to make sure you are sending the right content to the right people without wasting marketing dollars on those who will be unreceptive to your offers.     5.

Demand Generation Agencies 48

Demand Generation Agencies BtoB Demand Generation Demand 48