eTrigue
DECEMBER 2, 2021
Since customers set the cadence of the buying cycle, marketers must be able to respond with the right information at the right time. Not surprisingly, savvy marketers are embracing the concept because they see how it can help them drive consistent demand, whether they represent the corporation, a business unit or region.
B2B Marketing Directions
NOVEMBER 8, 2015
Howard spoke with a salesperson and got pricing information. And research by the IBM Institute for Business Value found that even millennial B2B buyers prefer to have direct contact with vendor representatives during the research phase of their buying process.
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The ROI Guy
SEPTEMBER 17, 2010
As a result, buyers now suffer from Information Overload. 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? These three issues are having a measurable impact on marketing.
The ROI Guy
NOVEMBER 29, 2010
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. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.
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. The influence of vendors as a trusted source of information lags dramatically, at only 8.1% The Death of a Salesman?
Paul Gillin
JANUARY 26, 2016
The authors identified three powerful trends driving B2B marketing right now: –Changing buyer expectations fueled by the availability of rich information and ease of access and purchase; –Pressure to demonstrate ROI as marketers learn to do more with less; and.
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.
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