Marketing Interactions

OCTOBER 8, 2020

Most marketers treat content like a tactic, not a product offering. Content truly focused on what your buyers and customers need to know becomes integrated with your products—just represented by media that you create and publish. Information to help buyers understand their problem and why to solve it.

Effectiveness 122

Effectiveness Work Management Content Marketing Management 122

Martech

AUGUST 22, 2023

B2B buying has changed dramatically in the last decade, and marketers need to change with it. Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace.

Case Studies 81

Case Studies Case Study Studies Buy 81

KoMarketing Associates

FEBRUARY 20, 2018

Tailoring B2B online marketing programs to meet and exceed client expectations is at the core of what we do at KoMarketing, but accomplishing this requires internal legwork and alignment with our clients. Lead Generation Tactics and Lead Scoring Model – key benchmarks for leads to move through the sales funnel. Decision Criteria.

Online Marketing 175

Online Marketing B2B Marketing Buyer Personas Ad Building 175

Madison Logic

FEBRUARY 14, 2024

The desire for personalization among B2B buyers is growing louder. At a time when solution options seem endless, standing out is critical—and personalization is the answer to true differentiation. According to Gartner, 86% of B2B customers expect companies to be well-informed about their personal information during interactions.

Personalization 52

Personalization B2B Top of Funnel Multi-Channel 52

Mereo

FEBRUARY 18, 2021

C-Suite executives are becoming more involved in your sales deals. times more likely to join a sales cycle meeting now than pre-pandemic times ( Chorus.ai, 2021 ). While a “researcher” may still serve as a buffer on the buying committee, your sales teams now must prepare to sell directly to the key decision makers. They are 2.2

Differentiation 88

Differentiation Marketing Management Sales Cycle Budget Programs 88

Velocity Partners

NOVEMBER 29, 2023

So let’s say, hypothetically of course, that it’s late 2023, your revenue is down and there’s mounting pressure on you to increase sales. For complex B2B businesses, one common move is to try and make it easier for customers to buy by simplifying your offering. Just, y’know, for instance. Introduce a fresh spin.

Enterprise Management 83

Enterprise Management Work Management Marketing Management Buy 83

Mereo

APRIL 22, 2021

Virtual Selling Has a Role in Sophisticated Sales Cycles. Virtual selling has proven effective for many B2B organizations. Virtual meetings have a generally lower cost of sale and increased accessibility. More of your key subject matter experts can pop into a sales call with relevant content that would otherwise be infeasible.

Terms and Conditions 59

Terms and Conditions Sales Cycle Buyer Personas Differentiation 59

Marketing Insider Group

MARCH 9, 2021

Guess what B2C marketers—content marketing’s for you, too. Most of the time, the industry sticks to talking about B2B and content marketing; however, a buyer is a buyer. If you want to learn how to sell B2C products with content marketing, then you’ll want to keep reading! Lack of a Content Strategy.

Product 52

Product Content Marketing Lead Ranking Planning 52

The ROI Guy

FEBRUARY 20, 2019

The bad news for B2B sales cycles everywhere is that 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most. One reason for the delay is that modern B2B buyers want help accelerating the decision process and assuring decision success.

Gartner 45

Gartner Buying Cycle Differentiation Buyer's Journey 45

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. Your organization is not creating high-quality content.

Buy 41

Buy B2B Thought Leadership Buyer's Journey Case Studies 41

Madison Logic

JUNE 6, 2023

B2B marketers faced with shifting buyer behaviors need to pivot their focus on strategies that generate and capture demand. As the economy continues to ebb and flow, marketers need to maintain a more persistent market presence to grow pipeline and revenue.

Demand 52

Demand Top of Funnel Enterprise Management Work Management 52

KoMarketing Associates

DECEMBER 8, 2015

It is also important for B2B marketers to evaluate new and emerging trends, as well as shifts in the competitive landscape, to help determine where to set budgets and forecasts moving forward. 75 percent of B2B buyers said they research at least 25 percent of their work-related purchases online, even if they made the actual purchase offline.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

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

Ambal's Amusings

AUGUST 27, 2010

B2B Marketing Content falls under 2 broad category - 1. Content addressed to a Technical Decision Maker 2. Content addressed to a Business Decision Maker. "Write Content to Address the Problem and the Perspective" Ardath Albee's Bio. Ardath Albee is a B2B Marketing Strategist. Ardath Albee.

Work Management 100

Work Management Marketing Management B2B Business 100

Strategic-IC

JULY 6, 2018

What do modern B2B buyers expect - and are service providers able to meet shifting expectations? This post from Chanell Alexander at TrustRadius explores their recent findings on the disconnect between B2B tech buyers and vendors - and outlines how vendors can gain a competitive edge. Related: 2.

Vendors 54

Vendors Trends Case Studies B2B 54

Mereo

NOVEMBER 7, 2019

Sellers have a greater opportunity than ever to become a trusted advisor to their buyers. What exactly is sense-making — and what do buyers need made sense of most? Sellers Should Identify and Make Buyers’ Pains Clear. 1 thing buyers need clarity on are their pains. In a recent Gartner Inc.

Gartner 42

Gartner Buying Cycle High Quality Lead Differentiation 42

Webbiquity

FEBRUARY 14, 2010

One of the biggest challenges b2b marketers face is what to do with all of those “names&# that come into your system that aren’t really “leads&# yet; contacts collected from white paper downloads, webinar registrations, trade shows and other activities. Most sales people still don’t.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

Martech

FEBRUARY 19, 2024

Most B2B deals are won or lost before sales teams even know they exist. This leaves marketing with an important question: How can we influence buyers when they’re still in research mode and haven’t engaged with sales? The answer is in providing relevant experiences, not sales pitches in disguise.

B2B 102

B2B Differentiation Lock-In Paid Search Agency 102

Martech

FEBRUARY 16, 2024

Most B2B deals are won or lost before sales teams even know they exist. This leaves marketing with an important question: How can we influence buyers when they’re still in research mode and haven’t engaged with sales? The answer is in providing relevant experiences, not sales pitches in disguise.

B2B 103

B2B Differentiation Lock-In Paid Search Agency 103

Martech

FEBRUARY 12, 2024

Most B2B deals are won or lost before sales teams even know they exist. This leaves marketing with an important question: How can we influence buyers when they’re still in research mode and haven’t engaged with sales? The answer is in providing relevant experiences, not sales pitches in disguise.

Tips 90

Tips B2B Differentiation Lock-In 90

The ROI Guy

FEBRUARY 15, 2013

A recent article by Drew Zarges from Sales Benchmark Index opines, "Are ROI Calculators Dead?". With B2B sales teams generating hundreds of millions in incremental deals each year directly attributable to Alinean ROI Sales Tools, we clearly think not. First, the demand for financial justification has never been higher.

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 40

The ROI Guy

JANUARY 25, 2011

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own. Content that Matters Most?

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

The ROI Guy

JULY 19, 2012

Understanding how the mind uses both, and the inherent biases involved, can help you create better marketing content and sales presentations, drive better engagement and win more favorable decisions, faster. Buyers need to clearly know what’s in it for them specifically. So how do you stimulate the emotional brain?

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 40

Madison Logic

MARCH 13, 2024

The traditional one-size-fits-all approach will increasingly become obsolete as B2B marketing and sales teams must deliver more personalized buying experiences to engage millennial buyers. What distinguishes millennials buyers from older committee members is their digital nativity.

Purchase 52

Purchase Account Based Marketing ABM Multi-Channel 52

KoMarketing Associates

JANUARY 15, 2019

According to previous research, B2B buyers are still looking at a wide range of information sources during the buying process. The “ 2018 B2B Buying Disconnect ” report from TrustRadius discovered that buyers look at an average of 4.9 According to the report, B2B buyers consult an average of 4.9

Consulting 121

Consulting B2B Marketing B2B Case Studies 121

Binary Demand

MAY 17, 2024

So, your teams might make efforts like this: Research team grabbing top-quality contacts Sales team is trying to convert them into customers Inbound channels making efforts to attract interested leads Despite the collective efforts of these teams, many leads still slip through the cracks. What exactly is ruining your B2B game?

Lead Ranking 52

Lead Ranking Lead Nurturing Sales Qualified Leads Lead Scoring 52

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. For most buyers it’s easier to do-nothing, than to change.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Golden Spiral

OCTOBER 1, 2021

In a survey of 600 B2B buyers, Harvard Business Review found that providing more and more information actually drops purchase levels by 18%. If your content doesn’t provide signposts along your buyer’s research journey, you won’t be found. Three Reasons Sales Cycles are So Long. Build a Content Strategy.

Top of Funnel 118

Top of Funnel Work Management Marketing Management Content 118

Golden Spiral

OCTOBER 1, 2021

In a survey of 600 B2B buyers, Harvard Business Review found that providing more and more information actually drops purchase levels by 18%. If your content doesn’t provide signposts along your buyer’s research journey, you won’t be found. Three Reasons Sales Cycles are So Long. Build a Content Strategy.

Top of Funnel 109

Top of Funnel Work Management Marketing Management Content 109

ClearVoice

MAY 26, 2020

It clearly explains what differentiates you, or makes your offering “unique,” and why you are the best choice on the market. This five-letter word has been overused and abused by brands across every messaging statement, across every website page, across every sales email. Sales value proposition. Business value proposition.

Examples 107

Examples Class Differentiation Trust Marketing 107

Televerde

AUGUST 30, 2021

The B2B purchase decision process is complex, and it almost always involves multiple decision makers. To effectively move potential buyers through the decision process and convert them into sales, B2B companies need to tap into the influencing factors behind buyer decisions. Quick Takeaways. Status Quo Bias.

B2B 86

B2B B2B Sales Training B2B Marketing 86

WebMarketCentral

SEPTEMBER 29, 2009

One of the biggest challenges b2b marketers face is what to do with all of those "names" that come into your system that aren't really "leads" yet; contacts collected from white paper downloads, webinar registrations, trade shows and other activities. Most sales people still don't. They apply technology to a difficult process.

Marketing Automation Services 20

Marketing Automation Services Work Management Marketing Management Marketing Automation 20

Mereo

APRIL 16, 2020

At Mereo, we have developed a unique approach to revenue performance that leverages the inherently interdependent operational disciplines of demand progress, solution marketing, solution management, sales operations and sales enablement. Common Sales Enablement Pitfalls. Enable and empower salespeople to serve buyers.

Work Management 81

Work Management Cross-Selling Marketing Management Differentiation 81

SnapApp

JULY 5, 2018

For most marketers and sales representatives, lead disqualification is something that’s met with hesitation. Even if a lead doesn’t seem like it’s ready for a trip to sales, some teams fall into the trap of thinking it’s worth a shot. Today, marketers are charged with putting more quality leads in front of sales than ever before.

Sales Qualified Leads 89

Sales Qualified Leads High Quality Lead Lead Ranking Lead Scoring 89

Content Standard

OCTOBER 2, 2020

” — Milton Hershey “If great content is the hero, then banners are the villain.” ” — Michael Brenner “If you build it, you may still need Google AdWords.” ” — John Sculley “Branded content is created for a company. That’s the best kind of advertising.”

Paid Content 117

Paid Content Top of Funnel Planning Paid Search Agency 117

Zoominfo

NOVEMBER 8, 2018

For more information about setting clear, attainable marketing goals, check out the following articles: 5 B2B Marketing Metrics that Matter. What differentiates you from your competition? Learn more about B2B branding in the following blog posts: Contact Data Hygiene and the Future of Branding. 2. Create Unique Branding.

Marketing & Strategy 100

Marketing & Strategy Marketing Strategy Buyer Personas Zoominfo 100

The ROI Guy

MAY 29, 2016

Chock full of research reveals and best practices sharing, the annual “Woodstock” for sales and marketers, SIriusDecisions’ Summit just wrapped up in Nashville last week. Your prospects are now receiving 32% more vendor communications than just 2 years ago, and as a result, drowning in a sea of look-alike content.

Cross-Selling 40

Cross-Selling Advertising Benchmark Paper ROI 40