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  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, OCTOBER 26, 2010
    [B2B, Buying Cycle] Inbound Marketing Tactics to Get Bulk of B2B Marketing Budgets in 2011
    As we head into November and the start of the Holiday Season, B2B marketers are getting into their budgeting mode. With the cloud of economic uncertainty still hanging over many industries, it is not surprising that B2B marketers are shifting their 2011 budgets more towards lower-cost inbound eMarketing tactics. B2B Email marketing.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 7, 2012
    [B2B, Buying Cycle] How to Conduct a B2B Marketing Content Audit
    Is our content really working for b2b lead generation ? To move them though the buying cycle to purchase. While many companies do a decent job with goals 1 and 2, they often don’t have content to move buyers though their buying processes. Buying Process – the steps buyers go through to acquire your products and services.
  • TRADESMEN INSIGHTS  |  TUESDAY, MARCH 22, 2011
    [B2B, Buying Cycle] Are You Using Content Marketing to Understand Your B2B Audience?
    But when you’re developing your content, do you ever consider at what stage your reader is at in the buying cycle? By segmenting your content to include all stages of a buying process (awareness, consideration, evaluation and purchase), you’ll be sure to hit all your potentials at their stage in the buying process.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JULY 29, 2010
    [B2B, Buying Cycle] The Disconnect Between B2B Content Marketing and Customer Engagement
    Fifty-six percent of the participants were primarily B2B marketers and the remaining 44% were B2C. The study also revealed that B2B marketers that measured ROI were better able to track leads to marketing touchpoints. There is a breakdown between the customer’s reality of engagement and the B2B marketer’s perception of it.
  • FUNNEL FOCUS  |  SUNDAY, NOVEMBER 21, 2010
    [B2B, Buying Cycle] Interview: Mac McConnell on How Marketing Automation Benefits Financial Service Companies
    What has changed about the b2b buying process in financial services in the last 5 years? Capturing the interest (let alone contact details) during the research phase of any purchase decision will give that firm a lead in the overall buying process. How should those affect marketing strategy? That is no longer the case.
  • MODERN B2B MARKETING  |  MONDAY, JULY 9, 2012
    [B2B, Buying Cycle] 3 Marketing Automation Lessons to Learn from Your Favorite 90s One Hit Wonders
    You have to make sure that you are thinking proactively about producing content and creating email campaigns that can speak to your prospects at all stages of the buying cycle. Marketing Automation Lessons to Learn from Your Favorite 90s One Hit Wonders was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link].
  • MODERN B2B MARKETING  |  TUESDAY, MAY 8, 2012
    [B2B, Buying Cycle] Turning Marketing Into a Revenue Center: Interview with Debbie Qaqish
    We are pleased to welcome her to the Modern B2B Marketing blog where she discusses how to transform marketing from a cost center to a revenue driver. Creating a content blueprint, aligned with the client’s buy cycle and digital personas is required. Qaqish: We learn everyday from our wonderful customers.
  • MARKETING INTERACTIONS  |  TUESDAY, JANUARY 24, 2012
    [B2B, Buying Cycle] Are Shorter Sales Cycles a Wake-up Call for Marketers?
    Please select the time period closest to the length of your organization's entire sales cycle, from first lead inquiry to purchase. In the commentary , Jen Doyle states that these results showing shorter sales cycles correlate to the lower deal prices Marketing Sherpa's annual benchmark survey also discovered.
  • MARKETING INTERACTIONS  |  MONDAY, JUNE 8, 2009
    [B2B, Buying Cycle] Use an "Exclusive" Mindset for B2B Nurturing
    The biggest consideration for B2B Lead Nurturing is often the continuous need for fresh content. If your prospects' buying cycle has lengthened, you need even more content to keep your B2B lead nurturing program rolling forward. Just staying in touch isn't enough to generate movement. on YouTube?
  • TOM PISELLO  |  TUESDAY, AUGUST 24, 2010
    [B2B, Buying Cycle] Alinean Adds Six New B2B Customers
    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. These new customers add to Alinean’s ever-growing list of over 70 leading B2B vendors. Predictions for 2011: The End of B2B Sales & Marke.
  • B2BBLOGGERS  |  TUESDAY, MAY 11, 2010
    [B2B, Buying Cycle] B2B Mobile Marketing. there's an app for that | B2Bbloggers.com.
    So I started thinking about how B2B marketers could benefit from apps beyond inc B2B mobile apps can be an effective marketing tool. more powerful use of B2B apps is to enable greater personal productivity and connectivity.  Calculators and reference tools are popular B2B apps, especially for the technical audience. 
  • FEARLESS COMPETITOR  |  THURSDAY, MARCH 17, 2011
    [B2B, Buying Cycle] What’s the ONE thing I should do in B2B Lead Generation?
    B2B lead generation is a science — and thus cannot be distilled down to a single. ever, there is one glaring problem in B2B Demand Generation that I want to shout from the roof-tops. The biggest mistake I see in B2B Demand Generation is the lack of a: Deep understanding of target customers. What’s the answer? answer.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 31, 2013
    [B2B, Buying Cycle] Why Salespeople Don’t Follow Up on Good Leads
    Each is an inbound lead from someone actively looking to buy – prospects who called the toll-free number or clicked on a web page asking for information. 45% of leads end up buying. Out of those first 100 leads, assume that 45 will eventually buy. buyer could be anywhere in the buying cycle when the rep calls.
  • SAVVY B2B MARKETING  |  TUESDAY, JULY 6, 2010
    [B2B, Buying Cycle] B2B Marketers: When NOT to Pursue a Case Study
    Not all customer situations translate into an interesting story…or one that will nudge prospects along in the buying cycle. You can follow her on Twitter or read more of her posts on Savvy B2B But not every story is ready for prime time or worth pursuing just because a sales rep or executive says so.
  • SAVVY B2B MARKETING  |  THURSDAY, JANUARY 13, 2011
    [B2B, Buying Cycle] B2B Marketers: Have You Localised Your Content Plan?
    If one thing has become clear, it’s that IT professionals search online for information to support their buying decisions. Finding: IT buying teams tend to consist of 2 to 7 people with some countries having a larger concentration of teams with more than 10 members. You can follow her on Twitter or read more of her posts on Savvy B2B.
  • LEAD VIEWS  |  MONDAY, JULY 11, 2011
    [B2B, Buying Cycle] Is Your Content Speaking to your Target Audience?
    The best segmentation, of course is one that is based on buyer personas , which also considers the buyer’s behavior and stage in the buying cycle. The reason why case studies and customer testimonials are so popular in B2B marketing is because they can effectively demonstrate your solutions’ capability in a real world scenario.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 26, 2010
    [B2B, Buying Cycle] Is Lead Nurturing Possible Without Lots of Content?
    Hundreds of marketers have built robust lead nurturing  programs, ranging from simple drip campaigns  to sophisticated lead life-cycle campaigns , using only a few white papers or webinars.  Here are 3 other examples: A marketer wants to create a drip campaign that will last for the duration of a 10 month revenue cycle
  • FUNNEL FOCUS  |  THURSDAY, FEBRUARY 17, 2011
    [B2B, Buying Cycle] In the B2B Funnel, Is There a Clean Sales Handoff?
    It’s about supporting the buying process from contact to close and ultimately working with Sales to drive revenue. Contact with a sales rep occurs much later in the buying process, and according to DemandGen Report, 77% of buyers do not follow a traditional buying path.
  • VIEWPOINT  |  TUESDAY, OCTOBER 2, 2012
    [B2B, Buying Cycle] B2B Lead Generation: The Best of PowerViews
    Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. Buying cycles are changing.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 13, 2013
    [B2B, Buying Cycle] Three Key Job Roles to Make Your Marketing Automation Rock
    They will work with your content manager and make sure their programs have the right content mapped to the buying cycle.  Three Key Job Roles to Make Your Marketing Automation Rock was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Marketing AutomationContent Manager.
  • B2B MARKETING TRACTION  |  MONDAY, OCTOBER 17, 2011
    [B2B, Buying Cycle] What Do I Spend on My Marketing Budget? Part 1
    If you understand your buyer’s buy cycle, you can calculate exactly what you need to spend in order to generate the revenues you need. Don’t know your buyer cycle or have historical data like conversion rates? Marketing Planning analysis b2b consultant marketing results ROI sales
  • B2BBLOGGERS  |  WEDNESDAY, NOVEMBER 24, 2010
    [B2B, Buying Cycle] B2B Brands and Integrated Marcom—Are We Ceding Control to Social.
    About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Content Marketing Lead Gen SEO-SEM Social Media More Strategy Design PR eBooks Educational Facebook Guest Posts Twitter B2B Brands and Integrated Marcom—Are We Ceding Control to Social Media? Is B2B Marcom Staying True to the Brand? Or Does It?
  • SAVVY B2B MARKETING  |  THURSDAY, MARCH 29, 2012
    [B2B, Buying Cycle] B2B Videos: Go Beyond Humdrum
    Whether used to inform or entertain, videos are claiming a place of prominence in the world of B2B content assets. It’s no surprise then that the use of video is on the rise, according to the 2012 B2B Content Marketing Benchmarks, Budgets and Trends report published by the Content Marketing Institute and MarketingProfs.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 28, 2013
    [B2B, Buying Cycle] Improving Content Conversion with Dynamic Content
    Past behavior: Responses to emails or actions taken on your website can help inform a person’s interests and/or place in the buying cycle. Improving Content Conversion with Dynamic Content was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Content Marketing
  • DELICIOUS B2BMARKETING  |  WEDNESDAY, DECEMBER 9, 2009
    [B2B, Buying Cycle] B2B Search Marketing: 5 Must-Read Tips - Online Marketing Blog
    ut B2B search marketing efforts take a slightly different form than the tactics used in consumer focused SEO and PPC programs. Typically, B2B markets are smaller, products and services are more complex, and sales cycles are longer. For B2B companies, getting found is just the beginning. Content is key for B2B websites.
  • EARNEST ABOUT B2B  |  WEDNESDAY, OCTOBER 13, 2010
    [B2B, Buying Cycle] When familiarity breeds intent: 5 tips to building brand awareness
    According to a recent DemandGen report, 9 out of 10 business buyers say that when they’re ready to buy, they’ll find you. The fact is the b2b buy cycle is changing fundamentally – and vendors are on the back foot. This blog post also appears on www.PaulWriter.com  – India’s only b2b marketing hub. Sit down.
  • LEAD VIEWS  |  TUESDAY, JANUARY 17, 2012
    [B2B, Buying Cycle] Top Challenges Content Marketers Face
    According to the B2B Content Marketing Benchmarks, Budgets and Trends report, producing great content is the biggest challenge marketers face, backed up by producing enough content.  Related posts: 4 Things B2B Marketers Should Focus on in 2012 2012 is almost here and as I prepare myself to. Is producing quality content a cakewalk?
  • FEARLESS COMPETITOR  |  WEDNESDAY, APRIL 14, 2010
    [B2B, Buying Cycle] Inside the Mind of the B2B Buyer – New Paths to Purchase
    Great insights presented last week by Genius and DemandGen Report , in the webinar  Inside the Mind of B2B Buyers: New Paths to Purchase. There’s been lots of discussion about how the B2B buying cycle has changed, but this presentation used actual data — they surveyed B2B buyers. I’m Kaput.
  • TRADESMEN INSIGHTS  |  THURSDAY, MARCH 24, 2011
    [B2B, Buying Cycle] B2B Marketers: Are You Taking Advantage of Online Videos?
    His post, How to Optimize Your B2B Marketing and Sales with Online Video outlines how to use videos to engage prospects in different stages of the buying cycle. Integrate video into your e-mail marketing programs - Deliver relevant info pertinent to who they are and where they are in the buying process.
  • KOMARKETING ASSOCIATES  |  THURSDAY, AUGUST 8, 2013
    [B2B, Buying Cycle] 3 Keys to Understanding Your B2B Content Needs
    Frankly, content for the sake of content is a waste of time and resources, and B2B marketers must first understand their content needs before delving into a program. As B2B marketers, it’s important we understand the buying cycle and what information is needed for our audience to make a purchasing decision. Bounce Rate.
  • MARKETING INTERACTIONS  |  TUESDAY, FEBRUARY 8, 2011
    [B2B, Buying Cycle] How to Win the Content Marketing Marathon
    One of the top challenges for B2B marketers is the creation of compelling content in the volume required to fuel lead nurturing programs, website content, blog posts, Twitter, webinars, videos, sales collateral and more. What to do to help your content build buying momentum. Creating all that content can be a daunting task.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 18, 2011
    [B2B, Buying Cycle] The Death of Cold Calling – Ending the Debate
    Ken Rouge wrote in Predictive Sales Intelligence Will Redefine CRM and the Sales Process that “ InsideView proves that the value of social media increases exponentially when it can be applied directly to the sales/buying cycle. Sales Intelligence Social Selling B2B b2b sales cold call cold calling CRM customer 2.0
  • THE FORWARD OBSERVER  |  WEDNESDAY, AUGUST 14, 2013
    [B2B, Buying Cycle] How Landing Pages Are Like Having Your Own NSA For B2B Marketing
    'Artillery B2B Marketing Blog > The Forward Observer. Website landing pages can provide B2B marketers 24/7 information gathering to help increase leads, shorten the sales cycle and close more sales. Also, for the majority of B2B websites, studies have shown that less than 6% of website visitors will convert to a lead.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, AUGUST 3, 2010
    [B2B, Buying Cycle] Industrial and B2B Customer Engagement Simplified
    However, it is not so simple to measure customer engagement in situations with long sales cycles that’s commonplace with manufacturers, sellers of technical products and B2B consultative solution providers. have written about this problem in my previous post, “The Disconnect Between B2B Content Marketing and Customer Engagement.”
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 15, 2012
    [B2B, Buying Cycle] Create a World of Marketing Automation Through Good Content—and Imagination
    Know the buyer stage —As you become more sophisticated with your content distribution you will want to map your content to where the prospect is in the revenue cycle.  Solution-oriented and company-focused materials are appropriate for prospects engaged in an active buying cycle. Use your imagination. Repurpose.  Repurpose. 
  • MODERN B2B MARKETING  |  MONDAY, JUNE 6, 2011
    [B2B, Buying Cycle] Modern B2B Lead Generation – 5 Key Areas to Manage
    by Maria Pergolino Successful B2B marketing is a moving target, so it’s critical for marketers to keep up with new trends and opportunities. . Content creation is essential to the B2B marketing mix. For more about trends in lead generation, subscribe to Modern B2B Marketing or follow Marketo on Twitter.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, AUGUST 1, 2011
    [B2B, Buying Cycle] 3 Lead Management Questions Sales will Ask Marketing
    That means the leads meet the qualifications the sales and marketing team agreed on, and demonstrated a level of activity and engagement that signals buying intent. m in a sales cycle with a prospect that just received an email from corporate marketing. So we depend on keeping the data accurate through every stage of the buying cycle.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JUNE 29, 2010
    [B2B, Buying Cycle] How Relevant Marketing Content Helps B2B Branding
    Yes, GE and Microsoft sell directly to end-users but they are primarily B2B companies. He suggests that B2B marketers take a cue from their B2C counterparts when it comes to increasing brand awareness. What has been your experience with building a B2B or industrial brand? Branding is an expense item like the rest of marketing.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MARCH 1, 2011
    [B2B, Buying Cycle] Lead Nurturing Is Not A Marketing Option, It’s A Sales Necessity
    Plenty has been written about the importance of lead nurturing in B2B and industrial marketing. If you need a quick primer, read my earlier post, “ B2B Lead Generation without Lead Nurturing is Doomed to Fail. ”. What they really want to know is, “are you ready to buy now?”. What does lead nurturing do for sales?
  • ACQUIRING MINDS  |  THURSDAY, SEPTEMBER 2, 2010
    [B2B, Buying Cycle] The Moment of Truth for Sales
    For B2B marketers that key point is the response generated from a marketing effort through direct, online or social media marketing. online data) or rent, rather than buy, a solution that is hosted off-premise (i.e. CSO Insights ,  a B2B sales researcher, recently released their 2010 Telemarketing Inside Sales Optimization survey. .
  • WWW.BRAINSHARK.COM  |  MONDAY, JANUARY 28, 2013
    [B2B, Buying Cycle] Does Video Marketing on Pinterest Make Sense for B2B Companies?
    Home Ideas Blog Brainshark Articles Does Video Marketing on Pinterest Make Sense for B2B Companies? Does Video Marketing on Pinterest Make Sense for B2B Companies? The overall popularity of Pinterest may be undeniable, but B2B organizations still have questions about the value of Pinterest video marketing. Ideas Blog. Search.
  • LEDGER BENNETT  |  WEDNESDAY, JANUARY 2, 2013
    [B2B, Buying Cycle] 10 Reasons why B2B cannot ignore mobile
    'Mobile is rapidly changing the way all audiences interact with brands and communications, across social networks and throughout the buying cycle. However, the formality and partial restraints within many B2B companies have subdued the transition from desktop to mobile for their audiences.  . The Tipping Point.
  • SAZBEAN  |  THURSDAY, MAY 9, 2013
    [B2B, Buying Cycle] The Importance of Content Distribution to B2B Brands
    n) (Photo credit: birdfarm) We all know that the B2B buying cycle is much longer than the typical B2C cycle (hello, <5 mins?). B2B selling is about building relationships with potential customers and being a knowledge resource. 'newspapers (Tehr?n) News & Notes
  • ANNUITAS GROUP  |  TUESDAY, APRIL 8, 2014
    [B2B, Buying Cycle] Marketers May Just Be Their Own Roadblock to Reinvention
    The fundamental issue with this is that B2B buyers haves already reinvented themselves and the longer marketers take to figure things out, the more disconnected they become from the buyer.  As I have stated before, no buyer ever said “I am in the sales-accepted stage of my buying process.”  Quite the disconnect!
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 19, 2009
    [B2B, Buying Cycle] How Do You Compare to the Best Content Marketers?
    Recently Michele Linn posted about the importance of mapping content to the buying cycle. B2B marketers can glean lots of great insights from this $399 report (being offered for free until October 2, 2009). Best-in-class companies are better able to map content buying cycle stages based on prospect behavior.
  • FUNNEL FOCUS  |  MONDAY, JULY 19, 2010
    [B2B, Buying Cycle] The Quintessential Marketing Automation Guidebook Spotlight: Bob Walmsley Reveals How Marketing Automation Helps Companies Adapt to Changing Buyer Behavior
    In this section of The Quintessential Marketing Automation Guidebook , Why Marketing Automation is a Must-Have for Every B2B VP of Sales , Bob Walmsley sheds light on the sales implications of the shift to buyer control. Traditional B2B sales cycles are out of sync with today’s buying process. Robert M.
  • 3D2B  |  THURSDAY, FEBRUARY 27, 2014
    [B2B, Buying Cycle] The Proven Technique for Generating 50% More Qualified B2B Leads
    Despite this, they report that 65% of B2B marketers have not established a lead nurturing program. B2B lead nurturing is not a one-size-fits-all email marketing campaign. The information you gain can help you classify this person according to their interests, and where they are in the buying cycle. Personalize.
  • GREAT B2B MARKETING  |  WEDNESDAY, SEPTEMBER 11, 2013
    [B2B, Buying Cycle] BANT: Is it Still a Useful Tool for B2B lead Qualification?
    In a push marketing environment, BANT is a very useful tool for ensuring that sales reps are working with qualified leads and not wasting their time on those that are not in a position to buy in the near future. These B2B lead qualification principles are valid whether or not you choose to switch from the BANT model.
  • SAVVY B2B MARKETING  |  MONDAY, JUNE 29, 2009
    [B2B, Buying Cycle] Does Your White Paper Have a Call to Action? (My Guess: No)
    They are not B2B white papers, but it's still an interesting exercise. To be more relevant, consider two things: who your white paper is targeting and where it is meant to be used in the buying cycle. " More Savvy B2B posts from Michele One tenant of marketing is that all content should have a call to action.
  • HUBSPOT  |  FRIDAY, FEBRUARY 24, 2012
    [B2B, Buying Cycle] What B2B Marketers Need to Know About Customer Retention
    But when you think about customer loyalty, it seems hard to apply many of the tried and true programs to B2B organizations. But really, customer loyalty is alive and well with B2B marketers; they simply must move away from the mindset that they should design specific customer loyalty programs , to a broader customer retention mindset.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, DECEMBER 18, 2012
    [B2B, Buying Cycle] 13 Events You Should Attend In 2013
    B2B Content2Conversion Conference. While many content events under serve the B2B marketer, this event is focused on leveraging content to drive B2B demand generation and engagement throughout the buying cycle. by Jesse Noyes | Tweet this Today’s guest post was written by  Amanda F. Las Vegas, NV. 18-22.
  • B2BMARKETINGSMARTS  |  THURSDAY, OCTOBER 21, 2010
    [B2B, Buying Cycle] Four ways to keep your B2B marketing Web site from turning away customers.
    But much of its content is solid advice for B2B marketers as well. In fact, the introduction alone lists some powerful questions B2B marketers should ask about their sites, then do something about if any of the answers are “no.&#. love the title. It made me act, just like the strong title of any white paper should. Purchasing.
  • SAVVY B2B MARKETING  |  THURSDAY, AUGUST 19, 2010
    [B2B, Buying Cycle] B2B Microsites: Driving Awareness and Leads - An Interview with Phillip Lin of FireEye
    Did you map these to the buying process? First and foremost, the site is largely educational so it's geared toward the early stage of the buying decision. We don't heavily market to those who download the eBook and white paper because they are likely early in the research and buying process. We created about 2/3rds from scratch.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, DECEMBER 22, 2011
    [B2B, Buying Cycle] Top 10 Industrial Marketing Posts of 2011
    B2B Lead Generation without Lead Nurturing is Doomed to Fail. Deconstructing the Four Stages of the Industrial Buy Cycle. How Relevant Marketing Content Helps B2B Branding. Not all the posts were written in 2011, one was way back from 2008. That’s the power of inbound marketing with content.
  • B2B MARKETING TRACTION  |  THURSDAY, OCTOBER 1, 2009
    [B2B, Buying Cycle] How To Make Sure Your Drip Marketing Campaigns Are Not Water Torture
    Understand the stages of your prospects’ buy cycle. Do you know when your prospect is most likely to buy? Do you ask for their buying timeframe when they take action? Getting a hard-core sales call when you have no budget and no approval that would allow you to buy is irritating. Tweet. your prospects.
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 19, 2009
    [B2B, Buying Cycle] How Do You Compare to the Best Content Marketers?
    Recently Michele Linn posted about the importance of mapping content to the buying cycle. B2B marketers can glean lots of great insights from this $399 report (being offered for free until October 2, 2009). Best-in-class companies are better able to map content buying cycle stages based on prospect behavior.
  • DIGITAL B2B MARKETING  |  THURSDAY, JUNE 2, 2011
    [B2B, Buying Cycle] Five Keys to Creating Content that Drives Awareness
    Current marketing wisdom says content should be mapped to buying cycles. Yet according to a study from MarketingProfs and Junta42 , 78% of B2B marketers say awareness is an objective of content marketing. Question: Where is awareness most valuable in the buying cycle? Answer: “Well, DUH!&#. Current. Original.
  • SAVVY B2B MARKETING  |  MONDAY, MARCH 15, 2010
    [B2B, Buying Cycle] Content Marketing: From Strategy to Execution
    Buying cycles are longer than ever. And prospects often bypass interaction with your company until late in the buying process. As a B2B marketer, how do you help your organization succeed in this new environment? According to recent research by IDG Network, B2B buyers only find relevant content 42% of the time.
  • ANNUITAS GROUP  |  THURSDAY, FEBRUARY 20, 2014
    [B2B, Buying Cycle] Content Creation Fundamentals
    One of my favorite pieces of advice came from last year’s MarketingProfs B2B Forum where I heard Erika Napoletano speak for the first time. When you create content think about how each piece is going to help your buyer with their needs and where it is most appropriate in their buying cycle. How much content do we create?
  • FEARLESS COMPETITOR  |  THURSDAY, APRIL 14, 2011
    [B2B, Buying Cycle] Inside the Mind of the B2B Buyer – New Paths to Purchase
    Great insights presented by Genius and DemandGen Report , in the webinar  Inside the Mind of B2B Buyers: New Paths to Purchase. There’s been lots of discussion about how the B2B buying cycle has changed, but this presentation used actual data — they surveyed B2B buyers. I’m Love hard facts. Kaput.
  • SAVVY B2B MARKETING  |  MONDAY, NOVEMBER 1, 2010
    [B2B, Buying Cycle] How Tech Buyers Consume Content: New Findings from TechTarget
    Instead, they need to develop content that addresses concerns and questions at each stage of the buying cycle and make it available simultaneously. About the author: Stephanie Tilton is a content marketing consultant who helps B2B companies craft content that nurtures leads and advances the buying cycle.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, DECEMBER 12, 2012
    [B2B, Buying Cycle] What Marketers Need to Deliver the Right Product, Right Place & Right Time
    Additionally, it’s important to identify how the length of the sales cycle differ from product to product. The more you understand why your customers buy, the better equipped you are to sell. Digital Marketing b2b marketing Content Marketing Lead Nurturing marketing automation modern marketingRight Product. Right Place.
  • EARNEST ABOUT B2B  |  FRIDAY, SEPTEMBER 21, 2012
    [B2B, Buying Cycle] Why use social media? The business case.
    21% of b2b buyers use social media at some point in the buying process. Many are 50-60% into the buy cycle before they talk to you. 85% of b2b buyers believe companies should present information via social networks and 20% are more likely to engage with existing suppliers on twitter. 1.       The power has shifted.
  • B2B MARKETING ZONE POSTS  |  TUESDAY, OCTOBER 5, 2010
    [B2B, Buying Cycle] Top 56 B2B Marketing Posts for September 2010
    Best of B2B Marketing for September 2010. Great stuff in the B2B Marketing world in September.  Savvy B2B Marketing , September 1, 2010 The other week I had a post on the Content Marketing Institute about how to develop an editorial calendar for content marketing. B2B Voices , September 1, 2010 Image via CrunchBase.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, FEBRUARY 17, 2011
    [B2B, Buying Cycle] Industrial Marketing Playbook – Actionable Digital Marketing Ideas for Manufacturers and Engineering Companies
    Content includes: Understanding the industrial buy cycle. Download Industrial Marketing Playbook now >> B2B Lead Generation Content Marketing Inbound Marketing Industrial Marketing Strategies Industrial Marketing Lead generation Manufacturing marketing Web designWhat inbound marketing with content will do for you.
  • HUBSPOT  |  SUNDAY, JULY 29, 2012
    [B2B, Buying Cycle] The B2B Marketer's Blind Spot and Other Marketing Stories of the Week
    B2B Marketers Have a Blind Spot: The Buyer's Journey From Forrester. He discusses the transformation of the B2B marketer's focus, saying the process is changing faster than marketers can keep up with; more and more marketers are being held to direct revenue growth goals, as opposed to less tangible analytics such as reach or awareness.
  • MODERN B2B MARKETING  |  FRIDAY, JULY 8, 2011
    [B2B, Buying Cycle] Lead Nurturing: 5 Ways to Hatch More Sales
    Based on lead scoring or segmentation criteria, segment your list so you can communicate with those prospects later in the buying cycle. Buying cycles. B2B buying cycles range throughout industry and between companies. Then, target your contact frequency to complement those unique cycles.
  • MARKETRI  |  THURSDAY, MARCH 21, 2013
    [B2B, Buying Cycle] Ads Are for Losers! How B2B Professional Services Firms Can Earn an Audience by Being Interesting
    but when it comes to B2B professional services, there is traditionally a longer sales cycle, and often several touches needed to close a sale. For many small to mid-sized B2B professional services firms, where advertising budgets are not exactly bottomless, there are other cost effective alternatives to consider.
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, OCTOBER 13, 2010
    [B2B, Buying Cycle] If You Want Better Leads, Set Your Content Free
    There are some high-profile B2B marketers who are openly challenging the old ways of generating leads. It is now more important than ever that content messaging be measured, analyzed and repurposed in multiple formats and media to continually target prospects throughout the purchasing cycle.”. Trust me, there is a connection.
  • B2B MARKETING INSIDER  |  THURSDAY, JUNE 9, 2011
    [B2B, Buying Cycle] Will Content Strategy Save Marketing?
    The media habits of today’s B2B buyer have changed dramatically in just the past few years, and yet B2B Marketing departments are struggling to keep up. Pull back the covers of most B2B Marketing plans and you’ll find a significant amount of outbound activity working harder and harder to achieve decreasing results.
  • B2B MARKETING TRACTION  |  TUESDAY, JANUARY 19, 2010
    [B2B, Buying Cycle] Why B2B Marketers Should Drink the Inbound Marketing Kool-Aid
    What is Inbound Marketing and why is it important to B2B marketers? Part 2 : Engage prospects as they follow your conversation and gather buying data, all the while measuring their activity and interest. Why is this important for B2B marketers? Instead of the sales cycle, Inbound Marketing recognizes the buy cycle.
  • SAVVY B2B MARKETING  |  TUESDAY, MARCH 30, 2010
    [B2B, Buying Cycle] The Dos and Don't of B2B Content Reuse
    One trend in B2B marketing is repurposing content. As Christina "CK" Kerley so aptly says in a great post about B2B mobile marketing (read the post for some more speciic suggestions): "It's not that B2B marketers should stop creating text-heavy content, it's that they'll ALSO need to create content that shows more, tells less.
  • THE ROI GUY  |  FRIDAY, SEPTEMBER 17, 2010
    [B2B, Buying Cycle] The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content
    For example, the typical B2B prospect receives an average of 20.3 The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? As a result, buyers now suffer from Information Overload.
  • FUNNEL FOCUS  |  WEDNESDAY, SEPTEMBER 22, 2010
    [B2B, Buying Cycle] Spotlight: Bob Walmsley Addresses How Sales Can Benefit from Marketing Automation
    BW: Sales must add the right value at the right stage in the buying process. By carefully monitoring digital buying behavior sales can appropriately target the correct content and next steps for a buyer. The website needs to help guide someone through a buying cycle and not just be a repository of disconnected information.
  • ANNUITAS GROUP  |  TUESDAY, APRIL 2, 2013
    [B2B, Buying Cycle] Metrics That Matter
    Industry News B2B Marketing Demand Generation marketing automation Metrics Transform Demand Waterfall healthDemand programs strategized? Check. Marketing automation optimized? Check. Lead scoring model established, service level agreements in place, integration fine tuned? Check, check, check. WRONG. This sounds familiar right? .
  • LEADSLOTH  |  MONDAY, AUGUST 17, 2009
    [B2B, Buying Cycle] What is the ROI of Lead Management?
    Both vendors suggest to look at conversion metrics between buying stages: from inquiry, via qualified lead and opportunity to a closed deal. This is the best way to get quick indicator of improvements, because waiting for the closed deal can take a while if you have a long sales cycle. and the stages in the buying cycle (e.g.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 13, 2011
    [B2B, Buying Cycle] What is Lead Scoring?
    You score leads based on the interest they show in your business, their current place in the buying cycle and their fit in regards to your business. was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Lead Scoring b2b marketing definitive guide Marketing Automation
  • MODERN B2B MARKETING  |  MONDAY, MARCH 26, 2012
    [B2B, Buying Cycle] How to Make Your B2B Content Marketing More Successful
    Not only do people gravitate to different types of content depending on their consumption preferences, they tend to seek out certain content types depending on where they are in the buying cycle. You want prospects to find you when they are conducting their searches; that is, when they are in active research and buying mode.
  • MARKETRI  |  THURSDAY, MARCH 8, 2012
    [B2B, Buying Cycle] Time to Retire Old School B2B Web Practices
    The B2B marketing world is changing. Web sites are the “hub” for many B2B marketing programs especially among professional services firms. Unfortunately, many B2B companies are sticking with Web sites that were created 7 plus years ago that contain lots of marketing “don’ts.” as helpful links.
  • SAVVY B2B MARKETING  |  THURSDAY, JANUARY 19, 2012
    [B2B, Buying Cycle] Make the Short List by Connecting with Content
    For the latest research on content marketing, I encourage you to download the 2012 B2B Content Marketing Benchmarks, Budgets and Trends report published by the Content Marketing Institute (CMI) and MarketingProfs (full disclosure: I helped author the report). Of the B2B marketers surveyed, 88% segment their audience. Challenges.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JULY 6, 2011
    [B2B, Buying Cycle] 3 European Marketing Trends
    EMEA marketers see the benefits of tracking sales and marketing efforts impact on revenue outcomes, and attributing revenue throughout the buying cycle. by Sheila Bohan | Tweet this We recently hosted Eloqua Experience Europe , a two-day, London-based event where Europe’s top marketers gather to share ideas, learn, and network. Cheers!
  • FUNNEL FOCUS  |  THURSDAY, APRIL 1, 2010
    [B2B, Buying Cycle] Lead Nurturing Webinar Q&A
    Depends on the length of your sales cycle and the type of nurture.  Example if a lead is pre-MQL, a touch every couple of months may be fine if the sales cycle is long.  We don't have any buying cycle stages defined. Tags: B2B Marketing Lead Nurturing Marketing Automation Uncategorized What is "BANT"?
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 3, 2011
    [B2B, Buying Cycle] People Still Buy from People, but How We Sell Needs to Change
    by Fergus Gloster Companies engaging in B2B marketing and sales are starting to recognize that the way people buy has changed dramatically over the years, with the continued development of Internet search and the emergence of B2B social media. B2B Sales modern B2B sales sales 2.0 So, where do you start?
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, APRIL 8, 2012
    [B2B, Buying Cycle] Are Your Prospects Scared to Talk to Strangers? [CHART]
    Since emails from a salesperson are typically more relevant with prospects who are further along in the buying cycle, we expect better engagement when they see an email from a person at a company they are already talking to.   We also observed a drastic difference in open rates of 35.4% versus 7.2% respectively. 
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JUNE 12, 2013
    [B2B, Buying Cycle] 6 Ways To Maximize Your Webinars With Automation Technology
    majority (61%) of marketers surveyed cite webinars as an effective content marketing tactic, according to the CMI and MarketingProfs report B2B Content Marketing: 2013 Benchmarks, Budgets, and Trends–North America. Segmenting can help reduce list decay and shorten the buy cycle.
  • B2BMARKETINGSMARTS  |  TUESDAY, JUNE 15, 2010
    [B2B, Buying Cycle] The dollars and sense of inbound vs. outbound marketing.
    He wanted to generate leads and business via outbound email marketing; however, after learning that he has a few clients, a relatively short buy cycle and a very limited budget, I recommended that he use inbound marketing and supplement it with personal outbound phone calls to his highly targeted B2B market. OUTBOUND. INBOUND.
  • B2B MARKETING ONLINE  |  FRIDAY, MARCH 26, 2010
    [B2B, Buying Cycle] B2Bs, Your Buyers' Purchasing Patterns Are Changing. (This Means Change For You, Too.)
    Especially data that shines a glaring light on the widening chasm between where they presently are vs. where they need to be in relation to their buying audiences. So you can imagine my delight when I came across a new study, conducted by DemandGen Report and Genius.com , titled Inside The Mind Of The New B2B Buyer.
  • VIDYARD  |  TUESDAY, SEPTEMBER 17, 2013
    [B2B, Buying Cycle] Reach key decision makers and improve your webinar ROI
    Webinars have become a key strategy for B2B marketers in the content marketing mix. According to a recent study from the Content Marketing Institute , webinars were rated as the third most effective tactic by B2B respondents, after in-person events and case studies. The rise of webinars. What Marketers are Missing. So what do you do?
  • B2B LEAD GENERATION BLOG  |  THURSDAY, DECEMBER 29, 2011
    [B2B, Buying Cycle] How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment
    Tweet In the 2012 B2B Marketing Benchmark Report , 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Depending on the nature of the presentation, this indicates a relatively early stage in the buying cycle. They need to do the same with trade shows.
  • ANNUITAS GROUP  |  TUESDAY, AUGUST 28, 2012
    [B2B, Buying Cycle] Why BANT No Longer Applies for B2B Lead Qualification
    Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation.  Today’s buyer has unprecedented access to information enabling them to make informed buying decisions, short lists and determine the best fit for their needs without ever speaking to a seller.  That was then, this is now.  
  • MARKETING TO BUSINESS EXECUTIVES BLOG  |  TUESDAY, DECEMBER 6, 2011
    [B2B, Buying Cycle] Today’s Rant: Why Marketing is Harder — and More Fun
    The salesperson knows the company size, location and industry as well as the prospect’s role and stage in the buying cycle.  Today the salesperson doesn’t get a face-to-face meeting until much later in the buying cycle.  Filed under: B2B marketer's job , Business management , Core marketing skills.
  • TOM PISELLO  |  MONDAY, NOVEMBER 29, 2010
    [B2B, Buying Cycle] Five Reasons You May Not Be Spending Enough on Content Marketing
    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. Content may indeed be King to the Internet fueled buying cycle. Sales teams are being engaged later and later in the sales cycle.
  • MODERN B2B MARKETING  |  WEDNESDAY, OCTOBER 14, 2009
    [B2B, Buying Cycle] Why Thought Leadership Is Your Most Valuable Asset
    As a B2B marketer, thought leadership is one of the most valuable assets your brand — or you — can attain. Try incorporating some of these ideas in your B2B marketing efforts to build your organization's reputation: Provide original research. In down economies, prospects conduct even more research leading up to the purchase.
  • B2B IDEAS @ WORK  |  TUESDAY, FEBRUARY 7, 2012
    [B2B, Buying Cycle] Think Like a Journalist to Create B2B Content that Connects and Converts
    With content playing a vital role in attracting, n urturing and converting prospects to customers, today’s B2B marketer needs a new playbook – a playbook that fortunately already exists. There are several journalism strategies I use to create compelling content for B2B companies. By Rachel Franco, guest blogger.
  • SOCIAL MEDIA B2B  |  TUESDAY, DECEMBER 28, 2010
    [B2B, Buying Cycle] Three B2C Social Media Approaches for B2B Success
    Finding new ways to market your B2B company can sometimes be difficult. The buying process is different and more complex than the B2C buying cycle. Many of the social media marketing tips and tricks these days are focused on B2C businesses and they are not easily applied to the unique aspects of B2B. Of course.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, OCTOBER 7, 2010
    [B2B, Buying Cycle] Rules of B2B Lead Scoring – Who’s Hot, Who’s Not
    Lead scoring has become very important in today’s B2B marketing. Marketing’s role in interacting with prospects has expanded and goes further into the buy cycle than before. Especially now since industrial and technical buyers are relying more and more on online resources for their decision making process. 40.9%.
  • B2B MARKETING INSIDER  |  THURSDAY, NOVEMBER 4, 2010
    [B2B, Buying Cycle] How To Shorten The B2B Buyer Cycle With Landing Pages
    The curious and cautious B2B buyers B2B buyers are curious about how a product can make life easier and business better; however, they are also more cautious when making purchases because a mistake can be costly both for the company and their career. This all means the B2B sales cycle is often very lengthy.
  • SAVVY B2B MARKETING  |  THURSDAY, NOVEMBER 18, 2010
    [B2B, Buying Cycle] How to Engage Hyperactive Tech Buyers: Insights from TechTarget
    Yet you also found that these prospects are varying their search terms based on where they are in the buying cycle. Yes, the hyperactive researchers we talked to are attracted to and storing away content that is aimed at the early to mid-stage of the buying cycle. It all comes down to nurturing and closed-loop marketing.
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 26, 2009
    [B2B, Buying Cycle] Need Content? 20 Formats to Consider
    B2B marketers know they need content, but sometimes it can daunting to decide what to produce. White Papers We write about white papers a lot on Savvy B2B Marketing because they are pieces that have a lot of power if written well - and they are very much requested by the IT audience (and others). Read more Savvy B2B posts from Michel
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 26, 2009
    [B2B, Buying Cycle] Need Content? 20 Formats to Consider
    B2B marketers know they need content, but sometimes it can daunting to decide what to produce. White Papers We write about white papers a lot on Savvy B2B Marketing because they are pieces that have a lot of power if written well - and they are very much requested by the IT audience (and others). Read more Savvy B2B posts from Michel
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