Content Standard

NOVEMBER 16, 2023

A Content Disrupted podcast with Ardath Albee, CEO of Marketing Interactions. Buyers are fed-up with irrelevant, unhelpful B2B content. As business buyers have become more self-reliant, their needs and expectations have evolved and, sadly, we’re not doing enough to keep up. What can we do to change that?

Marketing & Strategy 90

Marketing & Strategy Buyer Personas B2B Emarketing 90

KoMarketing Associates

JANUARY 23, 2018

Most content marketers have two core beliefs about content: That “good” content (high-quality content) will outperform “bad” content every time, i.e. that good content gets more results. As a recent study of 1,597 content marketers found, “There is virtually no correlation between time spent creating content and marketing success.”.

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Top of Funnel Marketing Automation Services Marketing Automation Automation 275

ANNUITAS

DECEMBER 23, 2014

In their 2012 study End of Solution Sales , the Corporate Executive Board (CEB) revealed that 57 percent of a typical B2B purchase decision is made before a customer even talks to a supplier. Throw out the excuses that I hear so often of “but sales is wanting.”.

Marketing & Strategy 100

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Madison Logic

JANUARY 5, 2023

2023 will pose challenges to B2B marketers as they navigate global economic uncertainty and a push to maximize their marketing spend and ROI on account-based marketing (ABM) campaigns. Customer marketing will be critical in 2023. “It 2023 will be a year of enhancing the customer experience .

Account Based Marketing 52

Account Based Marketing Top of Funnel Marketing Budget ABM 52

The ROI Guy

OCTOBER 26, 2018

I had the pleasure to present at a VIP Breakfast yesterday within the Forrester B2B Marketing and Sales event, on-stage with Mary Shea, Principal Analyst for Forrester, This included announcing live our merger with Mediafly, a leading sales enablement company. Clearly, expectations are being missed.

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Forrester Marketing Management FAQ B2B Sales 69

Madison Logic

AUGUST 2, 2023

Traditional marketing approaches that rely on mass messaging and generic campaigns are no longer effective in capturing the attention and loyalty of potential customers. B2B buyers need more attention and information to make a purchase decision, ideally, a personalized buying experience. And it works.

Account Based Marketing 52

Account Based Marketing Personalization Multi-Channel Top of Funnel 52

6sense

JANUARY 31, 2022

Matt Heinz of Heinz Marketing co-hosts these dynamic, illuminating conversations with 6sense CMO Latané Conant. . The future of B2B sales and marketing is — yes — skinny jeans! This is particularly important based on new evidence that up to 60% of B2B tech buyers in 2021 were millennials. .

CMO 62

CMO Peer-to-peer Buy Gartner 62

Mereo

JUNE 29, 2023

Content marketing is an important strategy but can be challenging to master. Your buyers desire meaningful content that is shares keen insights and is backed by facts (statistics, client testimonials). On top of this, content marketing is notorious for consuming valuable resources. That is what draws buyers in to the “dialogue”.

Top of Funnel 36

Top of Funnel Content Marketing Case Studies Case Study 36

B2B Marketing Directions

JUNE 11, 2023

Source: Kogan Page Limited Understanding how business people actually make buying decisions on behalf of their company is vital to B2B marketing success. Without such insight, it's almost impossible to design and execute effective marketing programs. Wade devotes a separate chapter to each phase of the buyer journey framework.

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Top of Funnel Buyer's Journey Lead Ranking B2B Thought Leadership 40

Outreach

FEBRUARY 23, 2021

Sales teams are now looking toward the future and connecting with their customers. Today, B2B buyers expect sales teams to engage with them and curate experiences that focus on their interests, passions, and challenges. In the new remote sales world, your reps may be struggling to reignite lost conversations.

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Conversion Curation Forrester B2B Sales 59

Heinz Marketing

MAY 16, 2022

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

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Top of Funnel Lead Scoring Lead Ranking CMO 86

Madison Logic

SEPTEMBER 21, 2023

Display advertising has a bad reputation, due to common misconceptions about its limited value in B2B campaigns. In fact, research suggests that B2B display advertising is projected to surpass traditional search spending for the first time. Here, we’ve rounded up the most popular display ad formats for B2B marketing.

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Display Advertising Channels Account Based Marketing Advertisements 52

Seismic

DECEMBER 9, 2021

Analyst firm Aragon Research recently awarded Seismic the 2021 Innovation Award for Sales Enablement. Seismic’s Heather Cole, VP Market Growth, looks back at the year of innovation and what’s to come in the enablement space in 2022. To say that sales enablement has evolved over the past year would be an understatement.

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Research Work Management Marketing Management Marketing Analytics Tools 52

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

Televerde

DECEMBER 27, 2017

In the previous installment of this series of posts on achieving greater success by modernizing your approach to marketing, we talked about how an integrated technology stack can make it easier to increase profitability. The key is sales and marketing alignment.

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Planning Top of Funnel Buying Cycle Buyer's Journey 58

Madison Logic

JANUARY 18, 2023

Content marketing is the way we speak to our customers about our brand and our solutions. Because buyers, not sellers, have all the power in B2B. While they appreciate our clever wordsmithing and attractive graphics, these mean nothing if we’re not giving them the experience they want in the buyer’s journey.

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

Cintell

MARCH 10, 2016

Benefits of personas across the business: Persona-based marketing messaging : Best practice demand creation strategy that includes more personalized and customized messaging built on personas yields two times the average sales pipeline. Engages buyer earlier and more effectively. Improves sales productivity.

Lead Scoring 100

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 100

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. Viewing Your Sales Pipeline Stages with Buyer Focus. The problem?

Top of Funnel 49

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

Scoop.it

OCTOBER 29, 2019

Content marketing is no longer a new fad. In fact, 65% of brands who report being successful with content marketing have gone through the time and effort of documenting their content marketing strategy. Why Do Salespeople Need Content? Much of the content buyers consume will come from a brand’s content marketing engine.

Top of Funnel 53

Top of Funnel Buyer Personas Content B2B Thought Leadership 53

The ROI Guy

JANUARY 25, 2017

A common mantra for many sales strategies is to "Engage earlier and higher". So does this strategy have real merit, and if so, how do you best enable your sales reps to be successful? First, does it really make a difference if sales reps engage earlier? Execs don’t want a sales rep that shows-up and throws-up.

Comparison 40

Comparison Peer-to-peer Forrester Marketing Management 40

Martech Advisor

DECEMBER 3, 2019

Here are six steps marketers can take to help them understand and connect better with their audience, says, Bruce McMeekin, Founder and CEO, BKM Marketing. Advertising is deeply intricate — both marketers and consumers have more data, channels, and technologies to choose from than ever before. Connecting With Consumers.

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Opt-out Opt-in Work Management Marketing Management 66

B2B Marketing Directions

NOVEMBER 29, 2015

Marketers have long used campaigns as the basis for planning marketing efforts. Today, however, rising buyer expectations and changing buyer communications preferences require new kinds of marketing communications methods that don't fit the traditional campaign construct.

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Campaigns Planning Lead Ranking B to B 45

Ambal's Amusings

MAY 27, 2010

We asked our panel of B2B marketing experts " What do you recommend to marketers that create and market content? What kind of content is most useful in each phase of the B2B marketing cycle? Blog Marketing Interactions Twitter Ardath421. Ardath Albee is a B2B Marketing Strategist.

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B2B Marketing Content Marketing B2B Planning 100

Mereo

MARCH 26, 2020

At Mereo, we have developed a unique approach to revenue performance that leverages the inherently interdependent operational disciplines of demand progression, solution marketing, solution management, sales operations and sales enablement. We have touched on demand generation and solution marketing the past couple weeks.

Work Management 41

Work Management Marketing Management Lead Ranking Demand Generation Agencies 41

Ambal's Amusings

AUGUST 27, 2010

B2B Marketing Content falls under 2 broad category - 1. We asked B2B Marketing Experts the following question - "How should content that is addressed to a Technical Decision Maker be different from content that is addressed to a Business Decision Maker? Blog Marketing Interactions Twitter Ardath421.

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Work Management Marketing Management B2B Business 100

Salesforce Marketing Cloud

JANUARY 11, 2024

About $3 trillion — that’s Forrester’s estimate for B2B sales by 2027, almost double what it was in 2021. And B2B salespeople are a big reason why it’s growing. If you want to be successful in B2B sales, you need to understand the difference between B2B and B2C sales strategies.

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B2B Sales Practices Work Management Marketing Management 59

NetLine

NOVEMBER 30, 2023

Intent data is an essential part of sales enablement. Naturally, marketing has a key role to play, too. 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.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52

Madison Logic

MARCH 13, 2024

According to Forrester research, millennial buyers aged 25-44 are increasingly shifting into purchase decision-making roles and are expected to make up three-fourths of business buying teams in 2024. As a result of this shift, marketers and sellers can no longer rely on what has always worked to reach them.

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Purchase Account Based Marketing ABM Multi-Channel 52

The ROI Guy

MARCH 15, 2011

Today’s buyer is more empowered, skeptical and frugal than ever before, providing a greater than ever challenge to sales professionals, and shaking the very foundations of traditional selling models. At Alinean, we have coined this new B2B challenge as Frugalnomics, indicated by: 1. Fight Frugalnomics with Outcome Selling?

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 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

Sana Commerce

OCTOBER 4, 2021

B2B buying and selling has changed. In the face of B2B sales’ digital transformation, should your sales strategy follow suit? Lessons learned from the digital transformation of B2B sales. In recent years, many B2B organizations have chosen to embrace digital to get ahead of change ?

Digital Transformation 52

Digital Transformation B2B Sales Enterprise Management B2B 52

The ROI Guy

SEPTEMBER 17, 2010

The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. For example, the typical B2B prospect receives an average of 20.3 For example, the typical B2B prospect receives an average of 20.3

Interactive Marketing 40

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

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.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

PathFactory

SEPTEMBER 12, 2018

According to recent Forrester Research, 73% of millennials in the workforce are already involved in purchasing decisions for their firms and that millennials will comprise 44% of the total US workforce by 2025¹. In my view, Forrester’s The Birth Of The B2B Consumer report aims to help marketers close this gap.

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Forrester Lead Ranking B2B Top of Funnel 40

Martech

MARCH 16, 2022

Drift, the B2B conversational marketing platform, has launched a new offering — Conversational Service — and combined all three of its core offerings in the Drift Conversational Cloud. Drift now has a chatbot offering that extends across the revenue engine and is responsive to customers post-sale. Why we care.

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Forrester B2B Sales Vendors Newsletter 99

The ROI Guy

NOVEMBER 4, 2010

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.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Seismic

MAY 24, 2019

When organizations think of sales and marketing alignment, they often focus on demand generation. Because buyers are savvier and more educated, they expect salespeople to present them with content that is relevant to them in their buying journey. Sales and marketing must work together to deliver on the promise of alignment.

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Work Management Marketing Management Tips Content 90