Mereo

MARCH 21, 2024

A multi-national software provider’s sales cycles was running 12-18 months on average. When they engaged Mereo to address this, we conducted a win-loss analysis and discovered that the majority of the sales cycles were really about three to four months. This one example goes to show: Overall B2B buying has gotten more complicated.

Buy 41

Buy B2B Thought Leadership Multi-Channel Sales Cycle 41

PureB2B

AUGUST 28, 2018

Not everyone’s a natural-born salesperson, and for a lot of professionals, the sales call is a daunting task. The painful truth of the matter is that these situations arise merely because you didn’t do enough research about your lead. Why It’s Important to Research Your Sales Leads. They need something.

Research 95

Research Sales Qualified Leads Marketing Automation Services Work Management 95

Marketing Interactions

JULY 31, 2022

I’m hearing a lot of assertions about the B2B buyer journey. I’m thinking about the differences between what your buyers experience with your content and brand (outside), and what it takes to create successful buyer-driven experiences (inside). You need a way to know you’ve got the complete story.

B2B 75

B2B Buyer's Journey Gartner B2B Sales 75

Inbox Insight

NOVEMBER 17, 2023

In the ever-evolving landscape of B2B marketing, one concept has revolutionized the way businesses approach their sales and marketing strategies: intent-based marketing. By analyzing this data, B2B marketers can gain invaluable insights into the preferences and requirements of their potential customers.

Demand Generation 59

Demand Generation Ideal Customer Profiles Intent B2B Marketing 59

Content Marketing Institute

NOVEMBER 1, 2017

Action item: CMI research has consistently shown that a documented content marketing strategy is one of the most important keys to content marketing success. Indeed, CMI research shows this is a challenging area for content marketers across all industries. cmicontent Click To Tweet. Get your content production process in order.

Research 98

Research Planning Marketing Budget Creation Content Marketing 98

Mereo

SEPTEMBER 29, 2022

Buying committees are on the rise in the new B2B buyer journey. Buyers overwhelmingly value selling organizations that gain a deep understanding of their company and its needs and, furthermore, demonstrate that with relevant content and conversations. Can your solution help your buyer realize true gains?

Buy 41

Buy B2B Thought Leadership Buyer's Journey Case Studies 41

Akoonu

OCTOBER 26, 2017

Sales pipeline. Sales funnel. Marketing and sales pipeline. Buyers journey. Pipeline v Funnel v Buyers Journey. These stages, from the naming of them to implementation usually don’t consider the buyer’s point of view. Is a buyer’s journey enough? The Revenue Journey.

Top of Funnel 49

Top of Funnel Ideal Customer Profiles Sales Qualified Leads Lead Ranking 49

Mereo

JUNE 29, 2023

Luckily, there are two main aspects that make content marketing a bit easier: sales and marketing teams working together and customizable content. Understanding how sellers interact with buyers is crucial to creating successful content. The best way to bridge this gap is to align your sales and marketing teams.

Top of Funnel 36

Top of Funnel Content Marketing Case Studies Case Study 36

Seismic

OCTOBER 28, 2021

A buyer journey that previously started at an industry conference now begins on LinkedIn and consists of review site searches and case studies. The sales process has changed significantly for buyers and sellers over the last two years. Buyers don’t want to be sold. The buyer pool is also expanding.

Work Management 52

Work Management Marketing Management Buyer's Journey Sales Cycle 52

KoMarketing Associates

NOVEMBER 19, 2015

The separation between key stakeholders and those of us trying to escort them along the buyer journey presents some challenges. Separation may mean not knowing what matters most to a buyer, ending in our failure to deliver. A revenue loss may have your sales and marketing team scrambling to backfill the client defection.

B2B Marketing 180

B2B Marketing Planning Eye-Tracking RFP 180

Aberdeen

DECEMBER 17, 2019

They want to connect to their customers and prospects because that’s how sales happen. It’s why technology vendors spend more than $300 billion annually on marketing and sales. Too often, B2B marketers approach marketing as a “see what sticks” tactic. The number one goal of most companies is to reach their customers.

Marketing AI 69

Marketing AI Intent Data Intent Purchase Intent 69

Hubspot

APRIL 28, 2021

For B2B sales and marketing teams, few metaphors are as powerful as the sales funnel. Modeling your sales funnel so you can better target and nurture leads at each layer is critical to increasing your conversion rate. But for accurate modeling, you need a lot of reliable data. What is social media data?

Top of Funnel 100

Top of Funnel Lead Ranking Analytics Lead Scoring 100

Aberdeen

DECEMBER 17, 2019

They want to connect to their customers and prospects because that’s how sales happen. It’s why technology vendors spend more than $300 billion annually on marketing and sales. Too often, B2B marketers approach marketing as a “see what sticks” tactic. The number one goal of most companies is to reach their customers.

Marketing AI 52

Marketing AI Intent Data Intent Purchase Intent 52

SalesIntel

MARCH 26, 2022

B2B sales and marketing success depends heavily on data. Every good marketer and sales professional knows the potential value of B2B data and its power to help achieve comprehensive business objectives. And one of the most important types of data for driving sales and marketing insights is Intent Data.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Lead Ranking 52

SalesIntel

AUGUST 6, 2021

B2B sales and marketing success depends heavily on data. Every good marketer and sales professional knows the potential value of B2B data and its power to help achieve comprehensive business objectives. And one of the most important types of data for driving sales and marketing insights is Intent Data.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Lead Ranking 52

Content4Demand

MARCH 24, 2020

Emotions have an important role to play in B2B buying decisions, and successful marketers who look to science can learn powerful tools to reach their buyers. It’s one of the reasons that I never tire of marketing: It’s all about understanding how your buyers’ minds work. I’ve always been fascinated by human psychology.

B2B 55

B2B Psychographics Content Ad Exchange 55

Aberdeen

JULY 12, 2019

There are plenty of reasons to invest in third-party intent data —to improve content marketing strategy, maximize sales enablement, support personalized marketing, or even optimize ABM efforts. One of the biggest advantages of using intent data to improve win-rate percentage is that you get visibility into individual buyer journeys.

Intent Data 40

Intent Data Top of Funnel Intent Intent Signal 40

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Allocation 40

Allocation B2B Sales Peer-to-peer B2B Marketing 40

Seismic

JULY 1, 2019

It’s no secret that the sales cycle has changed a lot over the past few decades. But what about sales reps and leaders who have not recognized the shift in technology and have not yet adapted to today’s sales cycle? How B2B buying has changed. How B2B buying has changed. Buyers have grabbed control.

Sales Cycle 78

Sales Cycle Cross-Selling Gartner B2B Sales 78

Tony Zambito

DECEMBER 8, 2011

This is the seventh article looking at buyer trends that will influence marketing and sales in the near and foreseeable future. Let’s recap the significant buyer trends noted so far in this series: Buyers are overwhelmed with content and desire experiences. Buyers are on a quest to be demand fulfilled.

Trends 100

Trends Fulfillment Work Management Marketing Management 100

B2B Marketing Directions

APRIL 17, 2016

Understanding what types of content will resonate with potential buyers is a core part of every content marketer's job, but a recent study by LinkedIn indicates that B2B marketers and salespeople don't always provide potential buyers the kinds of content they want and need. Or does it?

Enterprise Management 40

Enterprise Management Product B2B Thought Leadership Marketing Management 40

Marketing Insider Group

MAY 31, 2012

The event gathered together more than 1,000 sales and marketing professionals from companies of every shape, size and location. Sales and Marketing Alignment Still # 1 Issue: Sirius Decision mentioned that sales and marketing alignment is still the # 1 issue for us, but the Twitter traffic replied: “just get it done.”

B2B Thought Leadership 100

B2B Thought Leadership Work Management Inbound Marketing Peer-to-peer 100

Hubspot

SEPTEMBER 1, 2020

And creepy as it might be, it would probably be incredibly practical — particularly in sales. If you could know exactly why a prospect was looking to buy, you'd have no problem tailoring an effective sales strategy to suit their interests and inclinations. Need might be the most immediate buyer motive. Financial Gain.

Peer-to-peer 85

Peer-to-peer Classified Ads Purchase Buy 85

The ROI Guy

FEBRUARY 13, 2015

By Dan Sixsmith According to a newly published report, there is a serious disconnect between the content that B2B buyers expect from marketers, and what is actually being produced and delivered. In the new study from The Economist Group , 93% of B2B marketers are incorrectly connecting their content to a product or service.

Content Marketing 40

Content Marketing Content Buyer's Journey Storytelling 40

The ROI Guy

FEBRUARY 23, 2015

The ability for your reps to “handle objections” is a key to achieving 2015 sales success, this according to a recent interview of Jim Ninivaggi, Sales Enablement Practice Director for SiriusDecisions. Overcoming Skepticism : The buyer needs to answer a couple of key questions: Have you done this for other companies like ours?

Buy 40

Buy Buyer's Journey B2B Sales Pricing 40

Valasys

AUGUST 19, 2019

The very purpose of content marketing has been associated with the feedback mechanisms to trigger lead generation processes for B2B businesses. However, to build an effective lead generation strategy, one needs to start from the basics. Within the B2B dominion, content marketing can be used as an ultimate tool to drive quality leads.

Lead Generation 40

Lead Generation Top of Funnel Lead Ranking Sales Qualified Leads 40

Tony Zambito

NOVEMBER 11, 2020

In modern B2B sales, we are witnessing the story arc of selling progressing from seller-directed to buyer-directed. The bending of the arc towards the buyer accelerating during the past two decades. The arc is bending strongly from selling to buyers towards enabling buyers to buy. Buyer-Enabled Selling?

B2B Sales 226

B2B Sales B2B Loyalty Buy 226

ANNUITAS

JANUARY 28, 2016

One of the things I hear most often as we work with clients or when I speak to marketing professionals is, “We cannot change the sales process.” The thinking behind this is that sales has an established process in place and to disrupt that process would be detrimental to the organization and its ability to make it’s number.

Work Management 50

Work Management Ideal Customer Profiles Demand Generation Marketing Management 50

NetLine

NOVEMBER 30, 2023

Intent data is an essential part of sales enablement. But with the volume of content online continuing to increase, how exactly should B2B marketers highlight the right content for sales teams to use at the right time? After that, make sure you ask your sales team. Gong.io) that analyze interactions with buyers.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52

Hubspot

NOVEMBER 8, 2017

Each part -- the top, middle, and bottom -- corresponds with a stage of the buyer’s journey: awareness, consideration, and decision. At the top, the visitor is conducting research and looking for answers to a problem. Which brings us to the importance of viewing the buyer's journey through the eyes of.

Top of Funnel 101

Top of Funnel Sales Management Ad Exchange Advertising Channels 101

Kapost

APRIL 5, 2017

Organizations that use a mapping program to manage buyer and customer journeys average a 79% increase in cross-sell and upsell revenue, marketing research from the Aberdeen Group reveals. In the new B2B marketing landscape, buyers are in control of their journeys. 6 Ways to Create a Buyer Journey Map.

Top of Funnel 81

Top of Funnel Buyer's Journey Digital Marketing Funnels Buyer Personas 81

KoMarketing Associates

MAY 12, 2021

For the last year or more, B2B buyers have been largely cut off from conferences, in-person meetings, or even their offices. This has had profound effects on how people do their jobs, including how B2B buyers make their decisions. Remote sales rep interactions. The Evolution of the B2B Buyer Journey.

Work Management 166

Work Management Marketing Automation Services Marketing Management Demand Generation Agencies 166

Sana Commerce

OCTOBER 31, 2021

Our latest research tells us that when it comes to B2B buyer behavior, e-commerce is buyers’ preferred avenue for completing purchases. But the purchasing process today has its hurdles — and these hiccups are forcing buyers to look offline for help. New data: An overview of B2B buyer behavior.

B2B 98

B2B Buyer's Journey Customer Satisfaction B2B Sales 98

KoMarketing Associates

APRIL 15, 2020

Understanding how a B2B buyer’s journey naturally progresses is key to designing a digital marketing program that works in any economic climate. Fortunately, there’s quite a lot of research available to help us see how B2B buyers are navigating their purchase process.

Buyer's Journey 157

Buyer's Journey Peer-to-peer Enterprise Management Work Management 157

ANNUITAS

AUGUST 4, 2015

We have a lot of great content, and we generate a ton of leads but sales accepts only a few as sales-ready.”. “We We can’t keep up with all the campaign requests we get from sales.”. “We A Content Map plots your buyer personas against your buyer journey for their information needs at each stage.

Content Marketing 100

Content Marketing Buyer Personas Buying Cycle Demand Generation 100

Seismic

FEBRUARY 24, 2022

Digital-first sales journeys have changed the ways buyers and sellers engage. With fewer in-person interactions, buyers are spending more time navigating the buying journey online. . While buyers are spending more time researching solutions, they’re spending less time with sales reps.

Work Management 52

Work Management Gartner Case Studies Sales Cycle 52

PureB2B

APRIL 10, 2016

See our updated list of B2B lead generation strategies for 2017. It doesn’t help either that people seek one killer lead tactic that is all-encompassing while failing to realize that a good B2B lead generation is made up of many activities, which must be measured and tested to find out what’s working best. This is an old post.

Lead Generation 62

Lead Generation Lead Scoring Lead Ranking Webinar Metrics 62