B2B Marketing Directions

NOVEMBER 8, 2015

Howard spoke with a salesperson and got pricing information. Recent research has confirmed the importance of including person-to-person communications in the lead nurturing process. When you have a personal conversation with a buyer, you have the potential for a richer exchange of information.

Lead Nurturing 40

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 40

The ROI Guy

SEPTEMBER 17, 2010

email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions. As a result, buyers now suffer from Information Overload. Making the information overload issue worse, two economic downturns in the past decade have made these inundated buyers more frugal than ever.

Interactive Marketing 40

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

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.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 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. From our research and best practices work with leading B2B sales and marketing groups, Alinean provides its top 5 predictions for 2011: 1.

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

Webbiquity

JANUARY 3, 2012

Social media, content aggregation and curation , user-generated content and other developments have dramatically changed the B2B buying cycle over the past few years. Prospects often don’t surface until much later in the buying process than they did just a few years ago. Addressing Changes in the B2B Buying Cycle.

Sales Management 100

Sales Management B2B Sales Top of Funnel B2B Marketing 100

Adobe Experience Cloud Blog

OCTOBER 7, 2011

The summit was aptly named B-to-B Sales and Marketing: Forging a New Alliance. SiriusDecisions’ research shows organisations with a closed loop measurement approach achieve over 5 times better revenue growth than those with poor measurement. If you’re not talking sales and marketing alignment – you should be!

Advertising Agencies 48

Advertising Agencies Planning Buying Cycle Lead Nurturing 48