Madison Logic

AUGUST 2, 2023

B2B buyers need more attention and information to make a purchase decision, ideally, a personalized buying experience. Why Personalization Matters Today’s buyers no longer want a personalized experience; they demand it. That’s where account-based marketing (ABM) comes in. And it works.

Account Based Marketing 52

Account Based Marketing Personalization Multi-Channel Top of Funnel 52

KoMarketing Associates

JANUARY 23, 2018

You’ve got a couple of downloadable reports for lead generation, plus two calculators that give prospects rough estimates of their tax obligations. It’s specifically optimized for the types of phrases people use at the beginning, middle and the end of their buyer’s journeys. All of this content is optimized for the search engines.

Top of Funnel 275

Top of Funnel Marketing Automation Services Marketing Automation Automation 275

Heinz Marketing

MAY 16, 2022

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Tune in to hear more about prioritizing the customer experience and learn: the difference between the infinite loop of prospect experience and lead management. Alan, thanks for joining us.

Top of Funnel 85

Top of Funnel Lead Scoring Lead Ranking CMO 85

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.

Display 52

Display Advertising Channels Account Based Marketing Advertisements 52

Customer Experience Matrix

DECEMBER 27, 2010

Summary: The first of three posts describing my new scoring system for B2B marketing automation vendors. I have never liked those charts because so many buyers consider only the handful of anointed “leaders”, even though one of the less popular vendors might actually be a better fit.

Marketing Automation Services 120

Marketing Automation Services Lead Scoring Lead Ranking Vendors 120

Televerde

DECEMBER 27, 2017

Having the right technology, and knowing how to use it, is the essential first step in getting the kind of results attributed to modern marketers in a Forrester survey of marketing decision makers which shows, among other things, that 94% of modern markers attain significant market share, with 49% holding the market-leading position. [1].

Planning 58

Planning Top of Funnel Buying Cycle Buyer's Journey 58

Cintell

MARCH 10, 2016

You’re about to present to your board/boss/someone about the budget you need for next year, and a big part of that is persona development, maintenance, or persona management technology. Demand Generation: Companies who exceed lead and revenue goals were 2.4X Understanding B2B Buyers Benchmark Study, Cintell ).

Lead Scoring 100

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 100

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

Madison Logic

JANUARY 18, 2023

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. They expect us to understand who they are, what they need, and when they need it.

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

Seismic

DECEMBER 9, 2021

B2B buying and selling have become reliant on digital technologies, and sales enablement software has graduated from a “nice-to-have” part of the tech stack to “must-have” for businesses aiming to keep up with the rapid pace of change. To say that sales enablement has evolved over the past year would be an understatement.

Research 52

Research Work Management Marketing Management Marketing Analytics Tools 52

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? Ardath Albee is a B2B Marketing Strategist. Ardath Albee.

Work Management 100

Work Management Marketing Management B2B Business 100

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? Ardath Albee is a B2B Marketing Strategist. Leading Lights: Marketing and PR Strategist David Meerman Scott – video interview.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

Akoonu

OCTOBER 26, 2017

Pipeline v Funnel v Buyers Journey. Sales pipelines—often explained as the buyer’s steps from lead to customer—are actually the labels your marketing and sales organizations use to categorize the sequence of activities and outcomes expected as they pursue a sale and interact with buyers. Generating Leads and Prospecting.

Top of Funnel 49

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

The ROI Guy

JANUARY 25, 2017

Although buyers leverage digital more than ever in their decision making process, and as a result appear to engage with reps later in the decision making process (up to 57% of the way through), sales reps still have a big impact, ESPECIALLY if they can intersect early in the buyer’s journey, and with value. Come on, get higher?

Comparison 40

Comparison Peer-to-peer Forrester Marketing Management 40

Martech Advisor

DECEMBER 3, 2019

Unfortunately, most marketers don't know how their customers feel about advertising, according to Forrester. Learn More: Bringing Technology to the Forefront of the B2B Customer Experience. Buyers tend to distrust the cluttered advertising environment unless the information can help them make a smarter purchase.

Opt-out 66

Opt-out Opt-in Work Management Marketing Management 66

B2B Marketing Directions

NOVEMBER 29, 2015

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. For example, Forrester Consulting recently wrote: ".

Campaigns 45

Campaigns Planning Lead Ranking B to B 45

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. What distinguishes millennials buyers from older committee members is their digital nativity.

Purchase 52

Purchase Account Based Marketing ABM Multi-Channel 52

Scoop.it

OCTOBER 29, 2019

It is a proven model to increase your brand’s visibility, develop thought leadership, and generate leads. Because many organizations don’t understand why sales reps need content and what types of content to provide them to help them win more deals. Why Do Salespeople Need Content? Content marketing is no longer a new fad.

Top of Funnel 54

Top of Funnel Buyer Personas Content B2B Thought Leadership 54

Mereo

MARCH 26, 2020

This week in the holistic revenue performance series, we will dive into solution management and learn the greatest pitfalls affecting B2B organizations, how to overcome these and how this piece of the revenue performance Blueprint will help you win an unfair share of the market. you have nothing of which to serve your buyer.

Work Management 41

Work Management Marketing Management Lead Ranking Demand Generation Agencies 41

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

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. You bet they are!

Forrester 40

Forrester Lead Ranking B2B Top of Funnel 40

The ROI Guy

NOVEMBER 29, 2010

Marketers are scrambling to address the power shift and overcome lead generation and conversion issues by delivering more content and tools over more channels to actively engage ever more empowered, skeptical and frugal buyers.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

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.

B2B Sales 59

B2B Sales Practices Work Management Marketing Management 59

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

The ROI Guy

SEPTEMBER 17, 2010

For example, the typical B2B prospect receives an average of 20.3 With marketers who seem more focused on gaming the channels themselves than in the value of the dialogue being created, buyers are now inundated with more product related and meaningless offers than ever. These three issues are having a measurable impact on marketing.

Interactive Marketing 40

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

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. Early Engagement.

B2B 86

B2B B2B Sales Training B2B Marketing 86

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 ? especially for B2B sales teams.

Digital Transformation 52

Digital Transformation B2B Sales Enterprise Management B2B 52

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. Is this digital spending allocation aligning with buyer needs?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Delivra

NOVEMBER 14, 2018

As a B2B marketer, reaching your target audiences may seem impossible. Forrester has predicted that spending on marketing automation will hit $25 billion by 2023 , signaling a 14% annual growth rate since 2017. More than half of B2B marketers are using marketing automation. Enhancing the ability to identify sales-ready leads.

Marketing Automation Services 45

Marketing Automation Services Marketing Automation Automation B2B Marketing 45

Marketing Insider Group

JUNE 7, 2012

Recently I had a conversation with a fellow marketer who challenged the notion that inbound leads costs less. They pointed to the high cost per lead of some paid search (PPC) campaigns as evidence. So in this post, I will make my best attempt to show that inbound leads do indeed cost less. Marketers are acting as publishers.

Inbound Marketing 100

Inbound Marketing Cost Paid Search Agency Lead Ranking 100

Sales Engine

AUGUST 23, 2016

For decades, the B2B marketer has been a manager of projects. When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. The buyer has WAY more control than they used to.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

For decades, the B2B marketer has been a manager of projects. When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. The buyer has WAY more control than they used to.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Seismic

MAY 24, 2019

Because buyers are savvier and more educated, they expect salespeople to present them with content that is relevant to them in their buying journey. A recent study of B2B buyers found that 95% of buyers chose a solution provider that “provided them with ample content to help navigate through each stage of the buying process.”.

Work Management 90

Work Management Marketing Management Tips Content 90

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. The Plain Ol’ Chart. Just the Basics.

Top of Funnel 81

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

Webbiquity

OCTOBER 8, 2019

Business-to-business (B2B) marketing is a passion to those of us who’ve devoted our lives and careers to it. Here’s how to combat those myths and explain B2B marketing in a way that’s actually interesting to those outside the profession. Actually, the B2B market is about twice as large, according to Forrester.

Enterprise Management 235

Enterprise Management Work Management Marketing Management B2B Marketing 235

Hubspot

NOVEMBER 10, 2011

The B2B marketing automation industry will reach $325 million in revenue in 2011. Make Room for Complex Buyer Motivations. It’s hard to diagnose buyer needs in a vacuum. A 2010 Forrester Research survey reported that 88% of online shoppers have abandoned their shopping carts at one point or another.

Marketing Automation Services 28

Marketing Automation Services Marketing Automation Automation Marketing Management 28

Martech

APRIL 15, 2022

The B2B buyer journey is evolving rapidly as it becomes more digitized, less predictable, and more complex. The challenge for B2B marketers is to support what is now largely a self-guided journey involving numerous personas on accounts and increasingly expanding buying teams. Key points covered include: What is B2B marketing?

Marketing AI 120

Marketing AI Marketing Automation Services Account Based Marketing B2B Marketing 120