Tony Zambito

MAY 19, 2021

Marketing and Sales Leaders Can Leverage Buyer Insights To Create Rewarding Digital Buying Experiences For Buyers. One significant outcome of the COVID-19 pandemic is the increasing desire on the part of buyers for digital buying experiences. Not that this type of outcome was ever in question. At least have a chance to.

Differentiation 244

Differentiation Top of Funnel Buy Buyer Personas 244

The Point

JULY 27, 2021

Next time you’re looking to create a target account list, here are 10 critical questions to consider: 1. Who are known contacts in the buying groups and are they engaged? 10 Tough Questions to Evaluate Your Target Account List Click To Tweet. Accounts most likely to engage, and convert, are those that meet clear ICP criteria.

Demand Generation 351

Demand Generation Ideal Customer Profiles Account Based Marketing ABM 351

SalesIntel

FEBRUARY 26, 2024

The traditional B2B buyer’s journey has been overtaken by “self-directed buyers.” B2B decision-makers have more content at their fingertips than ever before. This is a fantastic step forward for B2B consumers. Gartner reports upwards of 70% of B2B decision-makers are willing to purchase without speaking to a representative.

Buy 52

Buy Marketing Analytics Tools B2B Barriers 52

SalesIntel

FEBRUARY 26, 2024

The traditional B2B buyer’s journey has been overtaken by “self-directed buyers.” B2B decision-makers have more content at their fingertips than ever before. This is a fantastic step forward for B2B consumers. Gartner reports upwards of 70% of B2B decision-makers are willing to purchase without speaking to a representative.

Buy 52

Buy Marketing Analytics Tools B2B Barriers 52

Heinz Marketing

AUGUST 26, 2020

So you have an understanding of your buying committee and how to market to them , now it’s time to build out your buyer personas. Creating an accurate and actionable B2B buyer persona means asking the right questions about your targets, the outcome of an effective buyer persona isn’t a grouping of stereotypes or uninformed assumptions.

Buyer Personas 140

Buyer Personas Ideal Customer Profiles B2B Work Management 140

Sword and the Script | B2B

APRIL 18, 2023

A study including behavioral data and a poll of 38,000 B2B professionals finds the more B2B content your “audience consumes, the more likely they are to be closing in on a purchase decision.” B2B content and buyer intent are two of the hottest topics in B2B marketing – and a new study offers some details as to how these are linked.

Intent 95

Intent Buy Webinar Metrics Top of Funnel 95

Heinz Marketing

JUNE 11, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. 50 Powerful Sales Questions. Great sales questions help you find out what’s going on in your buyer’s world. Great sales questions help you win sales.

B2B Sales 112

B2B Sales B2B Marketing Trends Content Marketing 112

Navigate the Channel

JUNE 27, 2023

B2B customers, like all customers , are human and bring human quirks and predictabilities into their purchasing decisions. In general, your customers are likely to buy from you for one of three reasons. When you understand the corresponding humanness around those three reasons, you can be a better B2B participant.

Buy 65

Buy B2B B2B Sales Trust Marketing 65

Webbiquity

AUGUST 6, 2019

Here are three key questions to ask your SaaS provider about cybersecurity. And knowing the right questions to ask of the SaaS provider is your secret weapon: Question 1: Does the SaaS vendor have publicly published security policies? Question 2: Does the SaaS provider have any information security accreditations? .

Enterprise Management 170

Enterprise Management Marketing Management Budget Programs Buy 170

Webbiquity

FEBRUARY 28, 2023

The spread of eCommerce has dramatically changed B2B marketing and distribution. While B2B vendors were initially slower to embrace eCommerce than consumer marketers, B2C actually represents a much smaller share of total online sales today. The B2B ecommerce market, however, accounted for $1.8 trillion during the same period.”

eCommerce 272

eCommerce Marketing AI B2B Marketing Trends 272

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? This post will answer those questions and more. What is B2B Marketing Automation? What are the Benefits of B2B Marketing Automation?

Marketing Automation Services 155

Marketing Automation Services Ideal Customer Profiles Efficiency Marketing Automation 155

chiefmartech

MARCH 22, 2022

The team at MarketingProfs just released their 2022 State of B2B Marketing Training Report , which contains a wealth of data on types of training, motivations, norms for organizational support, etc. Anyone can buy martech with a credit card. ” You can’t buy culture. The key word is “create.”

Buy 112

Buy Ad Building Training Marketing Automation Services 112

B2B Marketing Directions

MAY 28, 2023

Most B2B marketers recognize that their toughest competitor isn't usually a company offering an alternative product or service, but rather what their potential buyers are already using or doing. There's no doubt that marketing content can influence business buyers at several stages of their buying journey.

Trigger Marketing 52

Trigger Marketing Buy Process B2B Marketing 52

Customer Experience Matrix

SEPTEMBER 8, 2017

I’m currently drafting a paper on use of Customer Data Platforms by B2B SaaS marketers. The topic is more intriguing than it sounds because it raises the dual questions of why CDPs haven’t previously been used much by B2B SaaS companies and what's changed. To build some suspense, let’s first review who else has been buying CDPs.

Marketing Automation Services 168

Marketing Automation Services Buy Work Management B2B Marketing 168

BOP Design

MAY 9, 2023

As a B2B marketer looking to attract and convert new clients, part of your job is often search engine optimization (SEO) or at least SEO-related. However, you likely have a few pressing questions about SEO for your B2B web design and marketing strategy. The short answer is: relevant terms that indicate an intent to buy.

Press 104

Press SEO Marketing Analytics Tools Keywords 104

Salesforce Marketing Cloud

SEPTEMBER 26, 2023

But do they really want to buy, or are they just window shopping? Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group.

Buy 119

Buy Work Management Buyer Personas Ideal Customer Profiles 119

DiscoverOrg

JANUARY 15, 2019

Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. In B2B sales, isn’t it all the same? Martin , DiscoverOrg surveyed 350+ B2B buyers, and we put this question to the test: Are there differences selling B2B solutions to women and men?

Cold Calling 196

Cold Calling Buy Peer-to-peer B2B 196

Webbiquity

AUGUST 9, 2022

There are several B2B sales and marketing strategies you could adopt to expand your B2B market this year. Implementing innovative pitching tips can set your offering apart from the pack and help you expand your B2B market share. Eight Pitching Tips to Expand Your B2B Market. Confused prospects don’t buy.

B2B Marketing 265

B2B Marketing Tips B2B B2B Sales 265

NuSpark Consulting

SEPTEMBER 24, 2023

Lead Generation for B2B: Let’s Feed Your Sales Teams with Quality Leads Close to Buying Revenue Growth Starts with a Robust Lead Gen Plan I am Paul Mosenson. B2B Growth Channels There’s a number of approaches to lead generation for your B2B or SaaS firm. Founder of NuSpark. It’s all about sales.

Lead Gen 130

Lead Gen Planning Sales Qualified Leads Campaigns 130

Tony Zambito

MARCH 4, 2022

Buying Decisions Are Affected By Intensified Buyer Activism Sentiments. We have seen consumers changing buying behaviors with their pocketbooks. B2B buyers seemed to be on the sidelines. B2B buyer activism will be on the rise. We have not seen this dynamic of activism in B2B. Affecting primarily consumer brands.

Activities 231

Activities B2B Buyer Personas B2B Marketing 231

Webbiquity

JUNE 14, 2022

Effective face-to-face client sales meetings, whether online or in person, are critical to your B2B operation. With that in mind, what’s the best way to plan a successful B2B client sales meeting? Prospects feel much more comfortable buying from a salesperson who knows what they’re doing. Guest post by Dylan Berger.

B2B Sales 312

B2B Sales Planning Tips B2B 312

Biznology

NOVEMBER 30, 2017

Everyone is aware that B2B buying is complex. In a large enterprise, this can take months, if not years, and involve dozens of individuals in the buying circle. But new research from CEB , now Gartner , suggests that things are even worse these days: it’s buying gridlock. Please explain. stakeholders. different functions.

Buy 131

Buy Process Gartner B2B 131

Martech

AUGUST 22, 2023

B2B buying has changed dramatically in the last decade, and marketers need to change with it. Industrial buying behavior has changed dramatically with the rise of countless online platforms in recent decades. This means that sellers must be easy to find online and provide answers to the questions buyers are likely to ask.

Case Studies 88

Case Studies Case Study Studies Buy 88

Marketing Interactions

NOVEMBER 2, 2021

I love questions. Questions are how you learn things. Questions create curiosity. But, for marketers, questions are one key to B2B buyer enablement. Asking questions is the best way to gain deeper insights. Asking questions is the best way to gain deeper insights. A Question Needs an Answer.

B2B 75

B2B B2B Sales Webinar Metrics Buy 75

Webbiquity

APRIL 13, 2022

B2B buyers have relied heavily on search for years, but recent research shows that Gen Z and Millennial buyers are 2X more likely than older generations to discover a product by searching online. That makes SEO one of the top areas of investment for B2B marketing teams. Image credit: Andrea Piacquadio on Pexels. Target decision makers.

SEO 294

SEO Marketing Websites B2B Marketing & Strategy 294

QuanticMind

JULY 28, 2023

Over the past several years, the B2B advertising landscape has evolved dramatically. Perhaps the most notable shift is the rapid increase in digital ad spend, from just 29% of total B2B ad spend in 2019 to 47% in 2023. Many teams might think of it in the more traditional format of buying in mass scale. Take, for instance, TV.

Advertising Agencies 52

Advertising Agencies Advertisements Advertising B2B 52

Convince & Convert

APRIL 25, 2024

For the past eight years, NetLine’s annual analysis of B2B content consumption and demand has stood as a lighthouse for marketers navigating the stormy waters of content strategy and lead generation. In 2023, user demand for gated B2B content rose 14.3%. This year’s analysis draws from an impressive 6.2 Unreasonable statement?

B2B 86

B2B Case Study Case Studies Content 86

Webbiquity

FEBRUARY 16, 2021

The best part is that Instagram isn’t only a perfect place for consumer brands—it can work really well for B2B companies, too. Why Should B2B Companies Use Instagram Marketing? The days when Twitter or LinkedIn were the only social media networks for B2B business promotion are long gone.

Paid Search Agency 299

Paid Search Agency B2B Marketing Examples Enterprise Management 299

Vision Edge Marketing

APRIL 25, 2023

This is crucial for B2B companies in tough economic times. Even so, not all customers are equal: Some customers buy more than others. This is especially true for B2B professional service firms like us. For many B2B companies this may translate into offering value-added services that go beyond your core products and services.

Work Management 177

Work Management Marketing & Strategy Marketing Management B2B 177

Webbiquity

NOVEMBER 28, 2023

Crafting an impeccable B2B sales journey isn’t straightforward. Offering a stellar B2B sales experience comes with its own share of challenges in 2023. As you delve deeper, you’ll uncover the challenges, the strategies, and the nuances that can transform your B2B interactions. What is B2B Sales Experience?

B2B Sales 182

B2B Sales Webinar Metrics B2B Peer-to-peer 182

Heinz Marketing

OCTOBER 3, 2020

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. Do Our Discovery Questions Really Allow Us To Do That? B2B marketers today face more challenges than ever before. Thanks for your thoughts, Dan Feuer.

B2B 92

B2B Privacy B2B Sales Lead Scoring 92

Marketing Insider Group

FEBRUARY 1, 2021

You’re familiar with the B2B buyer’s journey : moving prospects through the awareness, consideration, and decision stages of the buying process. What is B2B Buyer Intent Data? This data will help you determine the intention of a lead during the buying process. How to Capture Buyer Intent in B2B Marketing.

Buyer Intent 359

Buyer Intent Intent Work Management Marketing Management 359

Webbiquity

MAY 18, 2021

LinkedIn is, of course and unquestionably, the Tom Brady of social media platforms for B2B marketing. But in B2B social media as with NFL quarterbacks, the interesting battle is for second place. And so, Twitter makes its way to the top B2B social networking platforms for implementing content marketing strategies.”

Social Media 363

Social Media Twitter Social Marketing B2B Marketing 363

Salesforce Marketing Cloud

NOVEMBER 9, 2021

Eighty percent of B2B buyers prefer digital ordering experiences over in-person sales — even in sectors where field sales models have traditionally dominated. Get the B2B Digital Commerce Playbook. Keep in mind that only 15% of B2B buyers want to speak to a salesperson when repurchasing the same product or service.

eCommerce 97

eCommerce Buy Marketing & Strategy B2B 97

B2B Marketing Directions

MARCH 24, 2024

In most cases, a B2B buying process begins when a trigger event causes a business person (the potential buyer ) to feel a need or desire to solve a problem or seize an opportunity that may require a purchase. The researchers also conducted extensive interviews with ten buyers to explore their habits at each stage of the buying journey.

B2B Marketing 71

B2B Marketing B2B Vendors Trigger Marketing 71

Webbiquity

MAY 25, 2021

As co-founder and CEO of Paladin , he oversees the B2B marketing of a B2C influencer marketing tool. So who better talk to about the similarities and differences between B2C and B2B influencer marketing? The Best Influencer Marketing Platforms for B2B and B2C. So, a few questions related to the business of influencer marketing.

B2B Marketing 336

B2B Marketing Practices B2B SMS 336

Albacross

FEBRUARY 9, 2022

It’s a relatively new and niche tool for B2B companies. In this article, we’ve made a list of questions to help you efficiently shortlist your intent data providers. In this article, we’ve made a list of questions to help you efficiently shortlist your intent data providers. The following questions can guide you: 1.

Intent Data 52

Intent Data Intent Buy Paid Search Agency 52