Champion Communications

AUGUST 2, 2023

Case studies are so important when it comes to driving B2B sales. In fact, in a recent survey of SaaS companies, almost 2 in 5 said that case studies were the most effective form of marketing when it came to increasing sales. All case studies should lead with this. What was their pain?

Case Study 62

Case Study Case Studies PR Studies 62

Webbiquity

FEBRUARY 5, 2021

At some point, you will start attracting more of the leads that don’t intend to buy from you right away. Though this is normal, it leads to depreciating conversions and longer sales cycles, if not dealt with effectively. Six Effective Tips To Increase Your B2B Sales Conversions. What is Conversion Optimization?

B2B Sales 260

B2B Sales Top of Funnel Conversion Peer-to-peer 260

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. If so, great – make sure you show them plenty of case studies.

B2B Sales 252

B2B Sales B2B Allocation Work Management 252

Lake One

OCTOBER 13, 2023

Once we explore the benefits of account-based marketing, we’ll present you with four real-world case studies that have had a massive impact on many common sectors and industries. The Benefits of Account-Based Marketing Before diving into real-world case studies, let’s explore the benefits of account-based marketing.

Account Based Marketing 75

Account Based Marketing Case Study Case Studies Studies 75

Webbiquity

APRIL 18, 2024

Image credit: Mikael Blomkvist on Pexels This also applies, of course, to B2B marketing. So, why not let B2B marketing automation take care of the rest? What is B2B Marketing Automation? What are the Benefits of B2B Marketing Automation? What are the Challenges of B2B Marketing Automation?

Marketing Automation Services 163

Marketing Automation Services Ideal Customer Profiles Efficiency Marketing Automation 163

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. One key strategy that can significantly impact B2B success in such times is sales enablement.

B2B Sales 107

B2B Sales B2B Buying Cycle Sales Qualified Leads 107

Only B2B

JUNE 23, 2022

The terms leads, prospects, and opportunities are frequently used synchronously in B2B sales, despite the fact that they truly have distinct meanings. However, it also makes it lot simpler for you to determine where a potential client is in the buying process and how to effectively move them along.

Top of Funnel 118

Top of Funnel B2B Sales Sales Qualified Leads Leads 118

Sword and the Script | B2B

JANUARY 23, 2024

All these years later, a new report by 6sense, penned largely by a former Forrester analyst, has come to the same conclusion: when buyers first contact a seller, they are “69% of the way through a buying cycle.” The study had a range of B2B statistics that ought to resonate with anyone who’s spent time in B2B marketing or sales.

B2B Thought Leadership 69

B2B Thought Leadership B2B Sales Studies Thought Leadership 69

Biznology

DECEMBER 28, 2016

Here are 11 inspiring case studies of digital transformation. AMAZON BUSINESS : Served as an example of ‘digital customer’ expectations transitioning to the B2B world. Amazon Business launched in April 2015, with over 250 million products and a more holistic marketplace for B2B companies. Need some examples?

Digital Transformation 184

Digital Transformation Case Study Case Studies Studies 184

B2B Marketing Directions

NOVEMBER 28, 2021

Earlier this month, Michael Brenner published a great post at the Marketing Insider Group blog describing how to create compelling customer case studies. However, recent research suggests that the value potential buyers ascribe to case studies has declined. That was down from 72% in the 2016 edition of the survey.

Case Studies 98

Case Studies Case Study Studies B2B Sales 98

Webbiquity

DECEMBER 4, 2018

Sales enablement significantly drives higher conversion rates and revenue. Nearly 75 percent of organizations using sales enablement tools say it greatly influenced sales growth over the past 12 months. Since it promotes an integrated approach to selling, sales enablement involves both marketing and sales teams.

Sales Management 221

Sales Management Top of Funnel B2B Sales Tactics 221

Martech

DECEMBER 14, 2023

The B2B sales cycle is lengthy and complex. Sales isn’t easy. But after 15 years in relationship-based sales and management, I can tell there’s a solution to close deals 25% to 30% faster. But after 15 years in relationship-based sales and management, I can tell there’s a solution to close deals 25% to 30% faster.

Sales Cycle 79

Sales Cycle Ideal Customer Profiles B2B Sales Top of Funnel 79

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. For proper context, and crafting the right strategies and tactics, let’s frame the challenge and the opportunity based on why and how business professionals and their organizations buy.

B2B Sales 107

B2B Sales B2B Marketing Marketing Analytics Tools Top of Funnel 107

Webbiquity

JANUARY 19, 2023

Business-to-business (B2B) and business-to-consumer (B2C) marketing are two distinct types of marketing strategies with different focuses. B2B is focused on developing relationships between businesses, while B2C is focused on connecting directly with end consumers. 10 Key Differences Between B2B and B2C Marketing 1.

Work Management 218

Work Management Marketing Management B2B Marketing B2B 218

Content4Demand

JANUARY 27, 2021

It’s easy to take the deceptively simple case study format for granted. Case studies play a valuable role in your content library. Standout case studies are concise, so you can’t waste words on tangents that don’t support your key points. Follow these five steps. Frame Your Story.

Case Studies 100

Case Studies Case Study Studies Stats 100

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Your digital-savvy B2B prospect is researching the product they think they need. Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.)

Top of Funnel 130

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 130

Act-On

OCTOBER 11, 2023

Like the unhappy families of Anna Karenina , no two B2B marketing teams are exactly alike. We’ll cover: The most common approach to B2B marketing organizational structure Areas that are often overlooked, or need to be tweaked Ironing out your b2b marketing department structure is crucial for your overall strategy.

Paid Search Agency 177

Paid Search Agency B2B Marketing Demand Generation Agencies Marketing Analytics Tools 177

Only B2B

FEBRUARY 21, 2024

Gone are the days of B2B marketing campaigns that land with a thud! We’re entering a new era where personalization reigns supreme and the key to unlocking its potential lies in a powerful tool: intent data Think of B2B intent data as the secret sauce that unlocks a deeper understanding of your prospects. Forget them!

Intent Data 71

Intent Data Intent B2B Sales B2B Marketing 71

KoMarketing Associates

DECEMBER 8, 2021

The B2B buyer’s journey is evolving rapidly. In addition to incremental changes, such as the shift toward mobile devices, B2B marketers must also contend with a rapidly changing workplace and online world. Overcoming these challenges requires B2B marketers to pay closer attention to the buyer’s journey.

Top of Funnel 244

Top of Funnel Buyer's Journey Advertising Benchmark B2B 244

ATAK Interactive

JULY 21, 2020

B2B businesses today operate in a new reality. 82% of B2B buyers today spend more time in the research phase, extensively evaluating a product or service before purchasing. Buyer power has increased and as such, B2B businesses have to adapt to this new buyer journey and integrate new techniques to win and retain these customers.

B2B Sales 148

B2B Sales Work Management B2B Thought Leadership Marketing Management 148

Zoominfo

MAY 20, 2018

Continue reading to learn how you can incorporate sales win/loss analysis into your business strategy. If you decide to go this route, be sure to choose interviewers who were not immediately involved with the sales opportunity in question. Did you have specific buying requirements going into the initial sales call or meeting?

Analysis 223

Analysis B2B Sales Work Management Marketing Management 223

Binary Demand

FEBRUARY 23, 2024

[ps2id id=’Introduction’ target=”/]Based on a recent HubSpot report, 35% of surveyed marketers prioritized B2B demand generation activities in 2022, indicating a noticeable shift from tactical demand generation to a more strategic approach in the current and future of B2B demand generation marketing.

Demand Generation Agencies 116

Demand Generation Agencies Demand Generation Demand Account Based Marketing 116

The Point

JULY 1, 2019

For the last decade or more, it’s been an accepted principle – almost a key tenet – of B2B demand generation that business buyers don’t want to talk to a sales rep until the last possible moment. Now that lead has to be nurtured, educated, scored, enriched, appended and qualified before we would dare hand it off to sales.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Scoring 124

Webbiquity

MARCH 31, 2022

B2B marketers are expected to wear many hats. For B2B marketers, staying on top of the latest digital marketing strategies is not just a job requirement, but a matter of corporate survival. Here are eight B2B marketing strategies that can make a big difference today. People won’t buy what they don’t understand.

Marketing Budget 291

Marketing Budget Enterprise Management Sales Management Work Management 291

ClickDimensions

NOVEMBER 16, 2022

For B2B businesses, the pandemic acted as a catalyst speeding up slow-growing trends and forcing all businesses to adapt quickly or risk being left behind. For B2B sales and marketing teams this meant adjusting customer journeys to match the 100% digital-first requirements as in-person meetings, events and more became a thing of the past.

Buy 97

Buy B2B Budget Programs B2B Sales 97

ATAK Interactive

JULY 21, 2020

B2B businesses today operate in a new reality. 82% of B2B buyers today spend more time in the research phase, extensively evaluating a product or service before purchasing. Buyer power has increased and as such, B2B businesses have to adapt to this new buyer journey and integrate new techniques to win and retain these customers.

B2B Sales 128

B2B Sales Work Management B2B Thought Leadership Marketing Management 128

Binary Demand

MAY 2, 2023

[ps2id id=’overview’ target=”/]In B2B sales, generating leads is only half the battle. The real challenge is converting those leads into actual sales. That’s where B2B sales qualified leads (SQLs) strategies come in. As a B2B company, generating leads is crucial to your success.

Sales Qualified Leads 59

Sales Qualified Leads High Quality Lead Ideal Customer Profiles Top of Funnel 59

Sword and the Script | B2B

MAY 17, 2022

Deals in B2B are increasingly complicated and more likely to be scrutinized by top executives and the finance department. More people are involved in today’s buying process as well, with executives playing a greater role than in the past.”. Each survey polled at least 800 people making B2B purchases.

Sales Cycle 75

Sales Cycle B2B Sales Studies Marketing Management 75

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. One key strategy that can significantly impact B2B success in such times is sales enablement.

B2B Sales 52

B2B Sales B2B Buying Cycle Sales Qualified Leads 52

The Lead Agency

MARCH 17, 2024

Every click, like, view and interaction brings us insights and edges buyers at every stage of the sales cycle toward the ultimate goal: the purchase. Website lead generation forms are one of the most critical touchpoints in the B2B landscape. In B2B services specifically, that goes up to 2.2%. But what comes first is the lead.

High Quality Lead 127

High Quality Lead Lead Generation Lead Scoring Lead Ranking 127

Webbiquity

NOVEMBER 8, 2022

With social proof, prospective customers get an in-depth look at a product or service without wading through direct marketing or sales-focused copy. Case Studies : These are the B2B equivalent of product reviews. Business to consumer (B2C) and B2B influencer marketing can both be effective, but work differently.

Paid Content 347

Paid Content Social Marketing Paid Search Agency Advertising Agencies 347

PureB2B

MARCH 30, 2022

The B2B technology solutions market is demanding, highly competitive, and a challenge to sell into. For one thing, B2B tech solutions tend to be very expensive. Potential buyers are going to want to see demos, have an evaluation period, and require a lot of consultation as part of the service they’re buying.

B2B Sales 62

B2B Sales Practices Marketing Management Ideal Customer Profiles 62

Sword and the Script | B2B

MARCH 26, 2024

Thought leadership benefits B2B marketing in so many ways – awareness, consideration and even customer retention – but it can have adverse effects when it’s under-resourced and turns out to be light on substance The social media platform LinkedIn and the PR firm Edelman routinely team up to conduct surveys.

B2B Thought Leadership 85

B2B Thought Leadership Thought Leadership Studies B2B 85

B2B Marketing Directions

NOVEMBER 14, 2021

The predominant view of B2B buying is that it involves expensive and/or complex products or services, large buying groups and long buying cycles. In reality many B2B companies derive substantial revenue from other types of sales.

Buy 94

Buy Planning Marketing Management Buying Cycle 94

Martech

MARCH 20, 2024

Here are seven critical lessons learned from my 15 years of experience guiding global B2B technology companies through rebranding initiatives, as an internal team member and external consultant. Start by examining and then articulating your purpose because it’s the “why” that people actually buy.

Enterprise Management 101

Enterprise Management Work Management Marketing Management Brand Identity 101

Only B2B

APRIL 30, 2024

Crafting a successful B2B GTM strategy is easier said than done, but with the right framework, it becomes achievable. What is GTM in B2B Marketing? GTM in B2B is the marketing plan created by your company to reach the right market for finding the right audience at the right time.

Marketing Analytics Tools 71

Marketing Analytics Tools B2B Marketing Marketing Strategy Marketing & Strategy 71

Velocity Partners

MAY 8, 2024

This is the seventh in a series we’re running about the new B2B GTM playbook. That’s the sound of a successful sale. Udi Ledergor is the Chief Evangelist at Gong, an AI-powered revenue intelligence platform built for sales teams. Udi, we’ve been making the case that the inbound-driven era of Go-to-Market is morphing.

Marketing Analytics Tools 83

Marketing Analytics Tools B2B Marketing B2B Thought Leadership Planning 83