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  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JULY 26, 2012
    [B2B, Buying Cycle] 11 Infographics Marketers Should Keep Near Their Desks
    History of Disruptive Innovations in B2B Marketing. There have been so many disruptions to B2B marketing , it’s hard to keep track. Lead generation is a vital part of any B2B company’s marketing efforts. majority of B2B marketers use content for both awareness and driving leads , for instance. The Blog Tree.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 29, 2014
    [B2B, Buying Cycle] 6 Ideas to Create More Relevant Lead Nurturing Emails
    Idea #2: Understand where your prospect is in the buying cycle. Be sure to provide different kinds of information to your prospect based on what point they are in the buying process. What part to they play in the buying process (influencer, decision maker, information gather)? Segmentation. Customer focus. Connection.
  • 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.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 8, 2014
    [B2B, Buying Cycle] Lead Nurturing in 6 Simple Steps
    The channels you’ll use and the frequency of touches will depend on the product or service being sold and the buying cycle of the prospect. Email Marketing: The importance of lead nurturing in the complex B2B sale [More from the blogs]. Lead Nurturing B2B buyer personas content marketing In fact, they have been. Step #1.
  • 3D2B  |  WEDNESDAY, MAY 28, 2014
    [B2B, Buying Cycle] Creating Personas for an Awesome B2B Content Marketing Strategy
    Are you guessing or do you know how your prospects make buying decisions? Because when you make assumptions about how your target audience makes decisions, you give up the opportunity to develop a B2B marketing strategy that gives your business a competitive advantage. If you don’t know, don’t guess. What is the Buyer’s Journey?
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, JANUARY 25, 2012
    [B2B, Buying Cycle] Industrial Marketing Content that Helps Buyers
    Here are some marketing content ideas for helping your buyers move closer to the procurement stage of the industrial buy cycle. The marketing content ideas I have listed here are best suited for the late stages of the buying cycle to move industrial buyers closer to specifying your products in their BOMs and RFQs.
  • 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.
  • B2BBLOGGERS  |  THURSDAY, OCTOBER 28, 2010
    [B2B, Buying Cycle] Why Marketing Automation Is A Must Have (For Every B2B VP of Sales.
    The purpose of the guide is to help educate B2B marketers and sales leadership professionals on the importance and power of marketing automation in B2B. understand that B2B buyers can enter the buying cycle at any stage in the funnel and 2. We can all agree that B2B buying and selling are evolving (rapidly).
  • 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.
  • MODERN B2B MARKETING  |  TUESDAY, MARCH 27, 2012
    [B2B, Buying Cycle] B2B Marketing in a Downturn Part 1: Lead Generation and Nurture
    B2B buying cycles have been getting longer, as buyers become more cautious and more people are being involved in every purchasing decision, marketers and (ahem) marketing automation vendors have had to get much more innovative. Nurture Leads until They’re Ready to Buy. Lead Generation and Lead Nurturing.
  • 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?
  • 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.
  • 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.
  • GREAT B2B MARKETING  |  MONDAY, DECEMBER 2, 2013
    [B2B, Buying Cycle] Criteria of an Effective B2B Offer – Part 2
    In my last blog post , I talked about the criteria of effective B2B offers and also shared the concept of a soft vs. hard B2B offer.  Contact me – great for those deep in the buying cycle but otherwise not effective. The type of B2B offer you use should be based on the objectives of your program.
  • 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.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 6, 2015
    [B2B, Buying Cycle] Lead Generation That Converts Leads into Sales Opportunities
    However, according to MarketingSherpa’s data , generating “high-quality leads” is the B2B marketer’s No. So, what’s the best way for B2B marketers to efficiently verify the accuracy of their lead data captured online before turning said inquiries over to the sales force? Identify the prospect’s stage in the buying process.
  • 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.
  • ANNUITAS  |  TUESDAY, JANUARY 28, 2014
    [B2B, Buying Cycle] A Lack of Content Marketing Strategy Impedes Demand Generation
    Once again 2014 will be a year that Content Marketing is front and center for a majority of B2B marketing departments.  Demand Generation content offers and buyer dialogue logic must be substantive and support the end-to-end buying process.  Content must be scored according to where in the buying cycle it is consumed.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JANUARY 22, 2013
    [B2B, Buying Cycle] 4 Essential Ingredients of a Tasty Content Marketing Campaign
    These may get fine tuned as you advance from stage to stage of the buying cycle. 3. Content Marketing b2b marketing ebooks infographics social media marketing video marketingEach is indispensable for bringing people in and bringing back, again and again. An Editor. You’ve probably heard the mantra to “act like publishers.”
  • MODERN B2B MARKETING  |  SUNDAY, MAY 23, 2010
    [B2B, Buying Cycle] 9 Must-Read B2B Social Media Thought Leader Interviews
    There’s no limit to the ways B2B social media marketing can help organizations build brands and amplify lead generation efforts. But for B2B marketers who have yet to venture into the social web, getting from point A to point B isn’t as cut and dry. On the Savvy B2B Marketing Blog, C. for B2B marketers.
  • 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.
  • 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. Q. It already has.
  • 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. Can you say trusted advisor
  • 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.
  • 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.
  • 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  |  MONDAY, APRIL 16, 2012
    [B2B, Buying Cycle] 6 Ways Marketing Can Help Generate Early Leads for Sales
    Research indicates that sales cycles are 22% longer over the past 5 years but 49% of companies are saying that their buying cycles are shorter. Institute Human Touches Earlier in the Sales Cycle. Almost all B2B decisions are made by consensus. What does sales want more,” he asked, “qualified leads or early leads?”.
  • 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.
  • INSIGHTIQ BLOG  |  MONDAY, JUNE 6, 2011
    [B2B, Buying Cycle] 4 Key Steps to Smarter B2B Marketing: Think Like a Database Marketer
    for a webinar on June 23, 2011 at 1:00 PM EST. We will discuss the Four Key Steps to Smarter B2B Marketing:   1. Your organization must offer content tailored to different audiences and stages of the buying cycle.   4. Join me along with Jeff Ernst of Forrester Research, Inc. for Develop a lead management process. REGISTER NOW.
  • VIDYARD  |  THURSDAY, OCTOBER 9, 2014
    [B2B, Buying Cycle] Creating Targeted B2B Content with Account Based Marketing
    65-90% of the buying process happens before a prospect even raises their hand. How do you possibly help a prospect through this large portion of the buying process before having any detailed information? Targeted Content in a B2B World. It’s not unusual for a buying committee to include up to 20 people today.
  • DIGITAL BODY LANGUAGE  |  THURSDAY, NOVEMBER 12, 2009
    [B2B, Buying Cycle] Data Management and Marketing Automation - Video
    In order to successfully move beyond the most basic drip marketing, it’s crucial for B2B marketers to effectively manage the data that they are working with. As we engage with our prospective buyers earlier in the buying cycle, and nurture them throughout it, we are using the data for longer than ever before.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 20, 2015
    [B2B, Buying Cycle] 4 Steps to Lead Nurturing: Walking the buying path with your customers
    define lead nurturing as consistent and meaningful communication with viable prospects (those that are “a fit” for your solution), regardless of their timing to buy. It’s not “following up” every few months to find out if a prospect is “ready to buy yet.” Sign up for the B2B Marketing Newsletter to learn more B2B trends and strategies.
  • SOCIAL MEDIA B2B  |  WEDNESDAY, NOVEMBER 20, 2013
    [B2B, Buying Cycle] LinkedIn Launches Company Showcase Pages for B2B Brands
    B2B companies can now create “ dedicated pages for their more prominent brands, businesses and initiatives.” Since it is going to take some work to get people to follow these showcase pages, there is some logic behind sharing content that is much further along in the buying cycle, rather than trying to attract brand new prospects.
  • FUNNEL FOCUS  |  WEDNESDAY, MAY 11, 2011
    [B2B, Buying Cycle] Interview: Brian Hansford Shares 5 Tips on Lead Nurturing for the Complex Sale
    In the B2B market, long, complex sales cycles come with the territory and can last anywhere from 6 months to 3 years. There are three factors to help B2B marketers effectively engage with prospective buyers over an extended period and win the business.  Thirdly, B2B marketers should have their lead management strategy. 
  • 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.”
  • AGILE B2B COPYWRITER  |  SUNDAY, MARCH 20, 2011
    [B2B, Buying Cycle] K’s Top Five for the Week – March 20
    Let’s face it, content creation, curation, and management is a big part of B2B marketing these days. And see what a practicing B2B marketing manager considers to be best practices. B2B Marketing: Calls-to-action and the business buying cycle via @MarketingSherpa. See what a practicing B2B Marketing Manager thinks.
  • SMALL MANUFACTURER BLOG  |  THURSDAY, APRIL 10, 2014
    [B2B, Buying Cycle] 7 Tips for Creating a Home Page that Establishes Trust
    As the buying cycle continues to shrink and change due to technology and other factors, it’s become vitally important that a company’s website help establish trust, reputation and authority in the eyes of the prospect. B2B Web Marketing 2014 B2B Web Usability Report Semantic Search Make it easy to contact you.
  • 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. Relevant marketing content – key to thought leadership Positioning your company as a thought leader is critical in complex technical sales that have long buying cycles with many decision makers involved. Definitely not.” All Rights Reserved.
  • ANNUITAS  |  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.  However, this should come later in the sales cycle, once sales has defined some kind of relationship. Here are a few reasons why BANT is not relevant for lead qualification: Traditional Buying is Dead.
  • MODERN B2B MARKETING  |  THURSDAY, JUNE 21, 2012
    [B2B, Buying Cycle] Content Marketing is Now Visual – Are You Ready?
    Visual content marketing is the utilization of images to engage your prospects through the buying cycle. was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Content Marketing Inbound Marketing b2b marketing B2B social media content marketing Social Media MarketingOr not?
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, AUGUST 18, 2013
    [B2B, Buying Cycle] Marketing Automation Simplified: The Small Guide to Big Ideas [eBook]
    Effective email marketing, demand generation, and lead management processes hinge on a modern strategy closely aligned to buyer needs and expectations across all phases of the buying process. How to address the ‘independent buying cycle’. This isn’t just arts and crafts. This is revenue reality, right?
  • 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. Setting up a B2B blog or a Facebook or Twitter [.]. Check.
  • SAVVY B2B MARKETING  |  WEDNESDAY, OCTOBER 10, 2012
    [B2B, Buying Cycle] Tap into Marketing Smarts from MarketingProfs B2B Forum
    Last week I had the pleasure of attending the MarketingProfs B2B Forum in Boston. “It's the event for B2B marketers who aren't afraid to be distinctive, get inventive, and push their businesses forward.” Want to Engage B2B Buyers? Talkin’ and Doodlin’ About B2B Blogs. And Why Care?).
  • 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.
  • BIZNOLOGY  |  MONDAY, AUGUST 10, 2015
    [B2B, Buying Cycle] Include video content in your buyers’ journey
    Including video content into your buyers’ journey will build business value at every stage of the buying cycle. B2B Marketing Content Marketing Digital Marketing Search and Content Marketing video content video marketingIn June 2014, Aberdeen Research published a study called “Analyzing the ROI of Video Marketing.”
  • 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.
  • B2B MARKETING TRACTION  |  FRIDAY, JULY 12, 2013
    [B2B, Buying Cycle] I’m Dreaming of a New CRM System
    That’s right, a CRM system where you leave the prospect site or phone call, pop open an app on your mobile device, select the photo of the person, drag and drop the next step in the buying cycle or your next event into a calendar. Marketing Soapbox b2b marketing sales social media “We’re the #unCRM. Engagement.
  • 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  |  SUNDAY, OCTOBER 2, 2011
    [B2B, Buying Cycle] How Many Fields Belong On Your Landing Pages? [Chart]
    You should be matching up the forms on your landing pages to the stage in the buying cycle. Demand Generation b2b marketing content strategy conversion rates landing page optimization landing pages lead generation lead managementCommon wisdom is that the fewer questions asked on your form, the better. Sign up here.
  • SAVVY B2B MARKETING  |  MONDAY, FEBRUARY 7, 2011
    [B2B, Buying Cycle] Four Things That Cause Marketing & Sales Misalignment and How to Fix Them
    Marketing and sales alignment continues to be a major challenge for B2B organizations. Let them actively participate by asking questions so they can further understand the buying process. Marketers are playing a more vital role in B2B organizations than ever before. If it’s 120 days, then have a 120-day cycle. No Process.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, FEBRUARY 10, 2015
    [B2B, Buying Cycle] 3 Soft Selling Skills I See In My Best Sales Development Reps
    Being able to empathize with their current situation and cater your prospecting to their place in the buying cycle will make all the difference. Sales Prospecting B2B Sales Success I was having an interesting discussion with my Director of Marketing the other day about her perspective on hard vs. soft sales skills. Empathy.
  • NUSPARK  |  SATURDAY, JUNE 2, 2012
    [B2B, Buying Cycle] New ebook: Increase Conversion Rates- Conversion Rate Optimization; Websites, Landing Pages, Pipeline
    The Ultimate Conversion Rate Optimization How-To Guide to B2B Lead Generation. “A-B-C. Every page on a website must contribute to the persuasive story, no matter where in the buying cycle a prospect may be. I’ll review key concepts and showcase a case study of a website that doesn’t get how to be persuasive for conversion.
  • HINGE MARKETING  |  WEDNESDAY, MAY 6, 2015
    [B2B, Buying Cycle] How to a Create a B2B Case Study that Boosts New Business
    your satisfied clients) to tell prospects why they should trust your firm and buy your services. The research gave Hinge an insight into external and internal brand perception gaps and an understanding of customers’ buying habits. Did you know that 84% of buyers say they won't interact with a brand unless they trust it?
  • AGILE B2B COPYWRITER  |  WEDNESDAY, FEBRUARY 2, 2011
    [B2B, Buying Cycle] Three Tips for Easy Editorial Calendars
    Using editorial calendars in B2B content marketing has lots of benefits. It helps you: Ensure you have content for each part of the buying cycle. Does it touch every part of the buying cycle? B2B Marcom B2B Marketing Content Marketing Tips and How toAnd they all say the same thing. Key dates (i.e.
  • NUSPARK  |  SATURDAY, JUNE 2, 2012
    [B2B, Buying Cycle] New ebook: Increase Conversion Rates- Conversion Rate Optimization; Websites, Landing Pages, Pipeline
    The Ultimate Conversion Rate Optimization How-To Guide to B2B Lead Generation. “A-B-C. Every page on a website must contribute to the persuasive story, no matter where in the buying cycle a prospect may be. I’ll review key concepts and showcase a case study of a website that doesn’t get how to be persuasive for conversion.
  • THE FORWARD OBSERVER  |  THURSDAY, SEPTEMBER 19, 2013
    [B2B, Buying Cycle] How To Give Your Calls To Action a Fighting Chance at Generating Leads
    Artillery B2B Marketing Blog > The Forward Observer By following some simple, yet tested and proven best practices for call to action development and placement, B2B marketers can dramatically increase their lead generation. On your home page, include a CTA for all stages of your prospect’s buying cycle.
  • 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  |  THURSDAY, APRIL 7, 2011
    [B2B, Buying Cycle] Analyzing the Competition Where It Counts
    Buying experience. ” Research conducted by Genius.com and DemandGen Report found that almost 95% of recent purchasers said the solution provider they chose “provided them with ample content to help navigate through each stage of the buying process.” How the Buying Experience is Evolving. Content marketing.
  • THE B2B RESEARCH BLOG  |  FRIDAY, JANUARY 13, 2012
    [B2B, Buying Cycle] The seven R’s of thought leadership
    B2B marketing has always been better suited to engagement over broadcast.  Thought leadership content gives you fuel for social media activity and helps form relationships early in the buying cycle.  It also encourages linking to your website and thus benefits SEO. Thought leadership.  It’s a showcase.  What’s their secret? 
  • HUBSPOT  |  THURSDAY, JANUARY 2, 2014
    [B2B, Buying Cycle] B2B Businesses Are Adopting a B2C Sales Approach
    Remember when sales leaders used to brag about shortening their sales cycle? But now that we finally have CEOs and boards trained to ask about “sales cycles,” things are changing. Because sales cycles are not what they once were in B2B. B2B sales now look a lot like B2C sales. Scenario 2: Laura.
  • 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.
  • 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.
  • B2B CONVERSATIONS NOW  |  MONDAY, APRIL 2, 2012
    [B2B, Buying Cycle] Adopt Zero-Time Selling and Boost Sales Now
    If you’re a seller and your prospects, or buyers, as we’ll call them, are working their way, step-by-step, through their decision-making process (otherwise known as the buying cycle), they won’t move on to the next step until their information requirements for the current step are completely met. It’s simple.
  • SMASHMOUTH MARKETING  |  FRIDAY, JUNE 19, 2009
    [B2B, Buying Cycle] B2B Appointment Setting - Best if Nurtured First
    As you all know, Green Leads is in the b2b appointment setting business. Similar to b2b inside sales teams, we book meetings with C/VP level executives on our clients' behalf and only get paid when the meetings take place. The ROI is easy to calculate as clients only pay when the sales rep completes the meeting. So X meetings for $Y.
  • SMASHMOUTH MARKETING  |  MONDAY, JUNE 15, 2009
    [B2B, Buying Cycle] B2B Appointment Setting - Best if Nurtured First
    37% of prospects that were nurtured move on to further sales activity from an introductory meeting -- 12% hig her than those not nurtured As you all know, Green Leads is in the b2b appointment setting business. The ROI is easy to calculate as clients only pay when the sales rep completes the meeting. So X meetings for $Y.
  • LEAD VIEWS  |  FRIDAY, OCTOBER 14, 2011
    [B2B, Buying Cycle] From Action to Engagement: The Call2Action Button Comes of Age
    Buying guides/comparative guides/RFPs. C2E based on buying cycle status: Today the C2As are more based on what the company wishes to offer its prospects, wishes them to see, read etc. A version of this post was first carried in MarketingProfs. C2A as defined earlier do not work anymore. Ineffective. Buttons like, Click here.
  • VOICE-BASED MARKETING  |  TUESDAY, AUGUST 26, 2014
    [B2B, Buying Cycle] Best Practices and Tools for Retargeting Campaigns in the B2B Space
    But retargeting isn’t only for B2C: B2B marketers whose products and services have a longer, more complex buying cycle use retargeting for lead generation and lead nurturing. Visitors to your website are not always ready to buy. Did you know that 98% of visitors leave your site before converting? Custom Segmentation.
  • 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
  • VIEWPOINT  |  TUESDAY, MAY 7, 2013
    [B2B, Buying Cycle] PowerViews with Tony Zambito: Buyer Predictability
    In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked. My guest today is Tony Zambito. Study Lead Behavior.
  • ANNUITAS  |  THURSDAY, MARCH 27, 2014
    [B2B, Buying Cycle] Demand Generation – It’s Not That Easy
    Is success in today’s ever changing B2B buying environment really just a matter of want to?  Is success on impacting pipeline and generating demand really just a few simple steps away?  Less than 10% of organizations are deploying marketing automation tools to address programs later in the buying cycle. Really?
  • 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.
  • 3D2B  |  TUESDAY, DECEMBER 9, 2014
    [B2B, Buying Cycle] How to Segment Your Market and Increase B2B Conversions by 355%
    That oft-cited quote is an accurate reflection of B2B segmentation. B2B segmentation is more challenging than B2C segmentation because: Products tend to be complicated and, thus, require more tailored approaches. Buying cycles are long. Do you want to increase your conversion rates by 355%? Of course you do. Start Small.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, SEPTEMBER 28, 2011
    [B2B, Buying Cycle] 3 Lead Scoring Problems – And How to Solve Them
    Randy is experienced in developing insight-driven demand generation programs for the b2b technology sector. Gone are the days of inundating sellers with poorly qualified leads or “prospects” with little or no interest in buying. Even behavioral data may fall short as engagement does not always indicate an active buy cycle.
  • 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.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 12, 2012
    [B2B, Buying Cycle] B2B Marketers’ Big Challenges: GlobalSpec’s Industrial Summit Recap
    While it was geared primarily towards marketers in the industrial sector, this virtual event offered valuable advice for any B2B marketer. Jeffrey Kileen, Chairman and CEO of GlobalSpec, opened the Summit with a topic that is on many marketers minds – how to prove that B2B marketing is more of a revenue generator than a cost center.
  • CONNECT THE DOCS  |  WEDNESDAY, MAY 12, 2010
    [B2B, Buying Cycle] Content Takes Center Stage
    Why should B2B organizations commit a growing percentage of their budget to content creation? " Stephanie Tilton is a seasoned white paper and case study writer who helps B2B companies advance the sales cycle by engaging prospects and customers. Blog Savvy B2B Marketing Twitter StephanieTilton. Savvy B2B Marketing.
  • 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.
  • ANNUITAS  |  TUESDAY, NOVEMBER 6, 2012
    [B2B, Buying Cycle] Responding to the Buyers Purchase Path
    A few weeks ago I was leading a workshop on Lead Nurturing, which included the concept of buyer personas and defining the buying path for each individual persona. One attendee asked, “Why would you need separate buying journeys? content architecture or blueprint is built upon buyer personas and their unique buying paths. 
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JUNE 17, 2015
    [B2B, Buying Cycle] Interview with Dave Chaffey of Smart Insights
    For those of you who aren’t familiar with Dave or Smart Insights – Dave Chaffey is CEO of Smart Insights, a publisher of planning templates and articles focusing on Digital Strategy with channels on B2B Marketing and Marketing automation. think content personalization is the biggest opportunity into 2016 for B2B Marketers.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, OCTOBER 21, 2010
    [B2B, Buying Cycle] Marketing Automation vs. Inbound Marketing
    Then there are scores of B2B marketers who swear by inbound marketing as the path to lead generation nirvana. MarketingSherpa had also reported the same problem, “Generating high-quality leads is b2b marketer’s number one challenge.”. B2B sales processes are becoming “consumerized.” Let’s take a closer look at both.
  • B2B IDEAS @ WORK  |  MONDAY, MARCH 14, 2011
    [B2B, Buying Cycle] BMA Atl Recap: Dan McDade on B2B Marketing & Sales Leads
    The author of The Truth About Leads addressed the group of B2B marketers (ironically half sales, half marketing) about his philosophy for achieving marketing and sales alignment. Failure of sales and marketing to accept accountability for influencing each step in the buying cycle. The personal reasons why people buy things.
  • 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.
  • B2B LEAD BLOG   |  TUESDAY, JUNE 28, 2011
    [B2B, Buying Cycle] To Call or Email? That is the Question
    Tweet When Brian Carroll and I present webinars on adding the human touch to lead nurturing, like the ones last month for the B2B Lead Roundtable and Marketo , we inevitably get these questions: “How often should we call? Their buying process. Share and Enjoy: B2B Telemarketing Cold Calling Inside Sales Lead Generation Lead Nurturing
  • ANNUITAS  |  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?
  • 3D2B  |  TUESDAY, DECEMBER 2, 2014
    [B2B, Buying Cycle] The 12 Days of B2B Lead Generation
    Get ready for the holidays with the 12 days of B2B lead generation. Two B2B Segments. Whether it’s a blog post, e-book, video, webinar or infographic, the content needs to answer the questions that suspects ask as they move through the buying cycle. Give yourself the gift of qualified leads and more sales. Nine MQLs.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, OCTOBER 25, 2011
    [B2B, Buying Cycle] Use Content Marketing to Manage Industrial Sales Funnels
    B2B and industrial marketers are usually tasked with two main responsibilities: Fill the top of the sales funnel (ToFU) with high quality leads. That’s why more B2B and industrial marketers are turning to content marketing to lift their lead generation ROI. similar trend is seen in the industrial sector.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 8, 2011
    [B2B, Buying Cycle] 20 Awesome Sales Posts You Should Read
    How to Shorten Your Customers Buying Cycle! Tagged: b2b sales , Sales 2.0 , sales prospecting. b2b sales sales prospectingby Éole. Often times salespeople fall into a rhythm where sales seem to come their way with nearly every call they make or potential client that comes their way. – Robert J. Weese.
  • SAVVY B2B MARKETING  |  MONDAY, JUNE 15, 2009
    [B2B, Buying Cycle] Are You Forging a Connection or Burning a Bridge?
    David Meerman Scott said it well: "No one cares about your product except you.&# Why do some B2B technology marketers feel the need to discuss their solutions in every white paper? think it can be tracked back to two main issues: Losing sight of the audience and the prospect's place in the buying cycle. Probably too many.
  • WEBBIQUITY  |  MONDAY, FEBRUARY 14, 2011
    [B2B, Buying Cycle] 33 (of the) Best Marketing Strategy Guides and Insights of 2010
    Do we really understand why our customers buy from us? Big Ed’s Top 10 B2B Marketing Trends For 2010 by Marketing-Gimbal. C. Edward Brice pretty much nailed the significant b2b marketing developments for 2010 (e.g. The 3 Reasons That Motivate B2B Buyers to Buy by The Marketing Melange. You decide. Digg this!
  • SAVVY B2B MARKETING  |  TUESDAY, AUGUST 25, 2009
    [B2B, Buying Cycle] 5 Ways to Wow Your Prospects
    As I read the article, it struck me that B2B companies need to hit upon some of these same areas (which I've highlighted in red above) to impress their prospects. TechTarget's 2009 Media Consumption Report provides insight into the types of content that technology buyers seek through the buying cycle; you can see the chart in this blog post.
  • SAVVY B2B MARKETING  |  TUESDAY, AUGUST 25, 2009
    [B2B, Buying Cycle] 5 Ways to Wow Your Prospects
    As I read the article, it struck me that B2B companies need to hit upon some of these same areas (which I've highlighted in red above) to impress their prospects. TechTarget's 2009 Media Consumption Report provides insight into the types of content that technology buyers seek through the buying cycle; you can see the chart in this blog post.
  • SMALL MANUFACTURER BLOG  |  MONDAY, MARCH 21, 2011
    [B2B, Buying Cycle] 57 Things You Can Do Right Now to Improve Your Website
    Derek Edmond , KoMarketing Associates — The managing partner, Derek and his team provide B2B companies with SEO, PPC and social media services. Stephanie Tilton , TenTon Marketing — Stephanie helps B2B companies advance prospects through the buying cycle with white papers, case studies, and e-books. Design. 1.
  • 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. .
  • CHRIS KOCH  |  FRIDAY, OCTOBER 1, 2010
    [B2B, Buying Cycle] 13 questions about social media and thought leadership
    It’s a warm-up for the great dialogues we’ll be having at MarketingProfs’ SocialTech conference later this month in San Jose, where I’ll be speaking about social media and the B2B buying process. If you’re in B2B marketing, you gotta go to this thing. Why should B2B companies try to be thought leaders in their industry? A.
  • SAVVY B2B MARKETING  |  MONDAY, SEPTEMBER 13, 2010
    [B2B, Buying Cycle] Can’t Sales and Marketing Just Get Along?
    But this approach is proving less and less effective as the B2B buying process changes. In a methodical manner, they need to hammer out the processes, messages, and strategies for pulling prospects in and getting them to buy. Even worse, fully 80 percent of enterprise technology deals won are not influenced by marketing at all."
  • SAVVY B2B MARKETING  |  TUESDAY, MARCH 2, 2010
    [B2B, Buying Cycle] How Buyer Personas Shape White Papers
    Align with the buying stage. Since the prospect is in the early stages of the buying cycle and not aware that she has a problem, write a paper that educates her on industry trends, and shares best practices for addressing the types of issues she's grappling with. Grab attention. Move the prospect to the next stage.
  • CONNECT THE DOCS  |  MONDAY, MAY 17, 2010
    [B2B, Buying Cycle] Embrace True Nurturing Programs
    Why should you engage prospects consistently across the complete buying cycle? Ardath Albee, B2B Marketing Strategist at Marketing Interactions , says that engaging prospects consistently drives more viable sales opportunities. Stick with the program throughout the length of the buying cycle. Ardath Albee.
  • 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. So we depend on keeping the data accurate through every stage of the buying cycle. If so, the days of “the leads suck” conversation is in the past. know mine has.
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