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  • MARKETING INTERACTIONS  |  TUESDAY, OCTOBER 18, 2011
    [B2B, Buying Cycle] Are B2B Salespeople Thought Leaders?
    Is this a component of your B2B marketing-to-sales strategy? Conference is going on this week in San Francisco (#s20c) and there are a few Tweets that back up the need for salespeople to provide more value to buyers: @barbaragiamanco: Buyers complete 80% of buying cycle b4 interacting with #sales people.#newhandshake
  • MI6 MARKETING AGENCY  |  THURSDAY, NOVEMBER 18, 2010
    [B2B, Buying Cycle] Twitter for B2B Marketing
    Every Thursday night Jeremy Victor and a group of B2B marketers hold a B2B Twitter Chat session. This chat session was about Twitter for B2B Marketing. Q1: What are the best and/or worst reasons to make Twitter part of a B2B marketing plan? Also show how many potential b2b customers are already in the space.
  • BUYEROLOGY  |  THURSDAY, MAY 12, 2011
    [B2B, Buying Cycle] Reinvent B2B Sales With Buyer Personas
    Without question, while B2B Marketing is focused on developing its new prominence in the early stages of the buying cycle via content strategy and content marketing, B2B Sales is caught flat-footed on how to adapt to changing buyer behaviors.    How can B2B Sales begin to reinvent themselves starting today? 
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 25, 2014
    [B2B, Buying Cycle] Ad Retargeting 101
    Use different ads at each phase of the buying cycle. Week 4: Increase the discount, or maybe include a bonus item when they buy. 3 Ad Retargeting Mistakes. Displaying the wrong ad at the wrong time -  Have you ever bought something from a company, and then got followed around by ads asking you to buy the same product?
  • KOMARKETING ASSOCIATES  |  THURSDAY, APRIL 10, 2014
    [B2B, Buying Cycle] 5 Insightful B2B Content Marketing Strategy Videos
    B2B content marketing strategies in 2014 must involve careful planning and execution to cut through the clutter on their way to visibility. While there may not be a clearly defined blueprint for success, there are several resources on today’s web that can assist B2B content marketers in crafting a successful strategy. Enjoy!
  • 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
  • LEAD VIEWS  |  FRIDAY, NOVEMBER 4, 2011
    [B2B, Buying Cycle] Think Like Your Customer: Aligning Selling to Buying Process
    glaring Marketing Operations disconnect for many companies is our tendency to over-focus on What and How we want to sell, when we really need to develop a deeper understanding of What, Why and How our customers buy. Those of us in MO need to assert leadership in aligning our company’s sales process with our customers’ buying process.
  • SOCIAL MEDIA B2B  |  WEDNESDAY, AUGUST 17, 2011
    [B2B, Buying Cycle] 6 Ways To Beat Your B2B Competition Using Social Media
    B2B companies looking to get a leg up on their competition should consider how social media can help. B2B customers expect to have their issues resolved when they happen. B2B companies that excel at providing prompt, courteous service and support should highlight this during the customer buying cycle.
  • VIDYARD  |  WEDNESDAY, JULY 16, 2014
    [B2B, Buying Cycle] Vidyard Launches Integration With Pardot: Feed Your Video Viewing Data Directly Into Contact Records!
    In fact, according to Sirius Decisions , a whopping 85% of B2B marketers using marketing automation platforms feel that they aren’t using them to their full potential. Blog Vidyard News B2B marketing integration marketing automation online video Pardot salesforce video marketing Take a look! Segment and nurture more effectively.
  • SAVVY B2B MARKETING  |  TUESDAY, APRIL 13, 2010
    [B2B, Buying Cycle] New Perspectives into B2B Buyer Behavior
    I always love research that gives me new insight into buyer preferences, so I was excited to see a new report called Buyersphere: Survey of B2B Buyers use of Social Media. The survey was carried out by Toluna, with analysis of the results by Base One, McCallum Layton and B2B Marketing. Ways to Repackage Your Best B2B Content.
  • 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. 
  • EVERYTHING TECHNOLOGY MARKETING  |  MONDAY, APRIL 4, 2011
    [B2B, Buying Cycle] Take the 2011 B2B Content Marketing Survey
    B2B buyer behavior has been changing dramatically over the last few years as buyers increasingly refuse to be interrupted by outbound marketing tactics. The 2011 B2B Content Marketing Survey takes less than 5 minutes to complete - take it now. However, the reality of implementing content marketing initiatives is a bit more complicated.
  • MODERN B2B MARKETING  |  MONDAY, APRIL 22, 2013
    [B2B, Buying Cycle] The Who, What, When, How and Why of Lead Nurturing with Webinars and Videos
    The need to engage meaningfully with prospects and customers has skyrocketed as savvy professionals increasingly self-educate at every stage of the purchasing cycle, and using video thought leadership content can be a great way to capture your buyer’s attention. Event Marketing Lead Nurturing Modern B2B Marketing Where.
  • SAVVY B2B MARKETING  |  THURSDAY, AUGUST 26, 2010
    [B2B, Buying Cycle] B2B Marketing Basics and Beyond
    One of our favorite things about Savvy B2B is all the guest posts we get to feature from some of our favorite marketers. Ways to Handle the Unpredictable Behavior of a B2B Buyer Source: MarketingProfs Daily Fix Blog As is often the case with Michele, she finds inspiration for B2B marketing from her toddler daughter.
  • LEADERSHIP  |  TUESDAY, APRIL 22, 2014
    [B2B, Buying Cycle] Is it Time to Change the Universal Definition of a Lead?
    Here’s What HAS Changed with B2B Lead Generation: Building volume at the top of the funnel is easier. until and unless the component of predictive analytics is built in, allowing your company to understand buyer behaviour and address stages of the buying cycle with this ‘intelligence’. Has this changed? Let’s discuss this….
  • 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%
  • MARKETING ACTION  |  THURSDAY, MARCH 7, 2013
    [B2B, Buying Cycle] Unpack Your Sales Funnel
    On any given day, probably only about 3 percent of your potential market is actively buying. Some are weak; maybe they look good but are a long way off from being ready to buy. Here’s a big shift sales people need to make: From the typical four-stage selling cycle to the three-stage (and up to nine-step) buying cycle.
  • THE ROI GUY  |  FRIDAY, APRIL 12, 2013
    [B2B, Buying Cycle] Top Ten Ways to Immediately Improve Sales Tool Adoption
    Most sales professionals will readily admit that buyers have taken control of the buying cycle, and are demanding a different more value-based sales approach. Overcoming this bias is important to increase sales tool adoption and usage, vital to meet evolving buyer expectations, facilitate buying cycles and fight Frugalnomics.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, OCTOBER 10, 2011
    [B2B, Buying Cycle] Making Your Industrial Website Be All It Can Be
    This is very important for manufacturers and industrial companies since their customers’ sales cycles tend to be long and complex with several people involved in the decision making process. Content Marketing Inbound Marketing Industrial Websites B2B Lead Generation conversion SEO website contentIt was created in 1981 by E. N. J.
  • 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.
  • MARKETING INTERACTIONS  |  FRIDAY, MARCH 18, 2011
    [B2B, Buying Cycle] Considerations for B2B Email Frequency
    Here are some of the factors to assess when formulating the answer to the frequency question: How long is your buy cycle? Your frequency should be slower with content offers matched to progression across buying stages based on the specific interests of that segment. And, yep, wait for it — the answer is — it depends. What else?
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 25, 2013
    [B2B, Buying Cycle] Research: Why Behavior Matters in Lead Scoring
    Timing Is Everything – Buying Intent. For example, at Marketo we’ve found that there are some behaviors that are highly correlated with prospects moving into a buying cycle with us.  Research: Why Behavior Matters in Lead Scoring was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. Get Stated Fast.
  • 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
  • MARKETING INTERACTIONS  |  FRIDAY, NOVEMBER 25, 2011
    [B2B, Buying Cycle] Redefining Gratification for B2B Marketers
    But, during a complex B2B buying process, as marketers, we need to redefine what gratification means in the context of our marketing programs. Measure the changes to each bucket/stage across the buying process. Timing - Is the buying cycle shorter for prospectswho have engaged with your marketing programs?
  • MARKETRI  |  WEDNESDAY, MAY 16, 2012
    [B2B, Buying Cycle] What Does Amelia Bedelia Have to Do with B2B Branding?
    Not exactly on the best-selling list among B2B marketers but for children across the world, Amelia’s literal interpretation of common phrases was unexpectedly and delightfully silly! The buying cycle of B2B products and services tends to be longer and more thoughtful. B2B Marketing Brand Branding Branding
  • SAVVY B2B MARKETING  |  THURSDAY, FEBRUARY 23, 2012
    [B2B, Buying Cycle] Beyond Buyer Personas: Connecting with Today's B2B Buyers
    ” But in the B2B world in particular, we’re seeing lots of buyers with growing dependencies on ecosystems and networks. We know buyers aren’t operating in a cocoon when making a decision, but today, organizations often aren’t interacting with prospective buyers until quite late in the buying cycle.
  • SAVVY B2B MARKETING  |  THURSDAY, JANUARY 13, 2011
    [B2B, Buying Cycle] B2B Marketers: Have You Localized 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.
  • MARKETING ACTION  |  TUESDAY, MARCH 5, 2013
    [B2B, Buying Cycle] A Lead Scoring Checklist for Sales and Marketing
    Know your customer’s buying cycle and buying signals. Certain types of customers buy certain things in cycles. Score each step, activity or buying signal based on its relative value. They have experience taking a prospect through the buying stages, so they can help you identify and score key indicators.
  • 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.
  • LEADERSHIP  |  THURSDAY, JUNE 26, 2014
    [B2B, Buying Cycle] CMO Spotlight: Jonathan Becher, SAP—TEAMS Work for PEOPLE and deliver EXPERIENCES
    ’ You can sum up the change as moving from B2B to P2P—people to people,” Becher says. See this Definitive B2B Lead Generation Checklist: Part 1 | Part 2. Becher cautions that unless we start mapping the customer journey through various stages of the buying cycle, we are shooting in the dark.
  • 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.
  • 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. 3. Buying cycles. B2B buying cycles range throughout industry and between companies. Then, target your contact frequency to complement those unique cycles.
  • MARKETING INTERACTIONS  |  THURSDAY, MARCH 24, 2011
    [B2B, Buying Cycle] 7 Recipes for Lead Nurturing - The B2B Cookbook
    Sales-Driven Lead Nurturing with Buying Cycle Reduction Sauce Expert chef, Tibor Shanto aka @Renbor. I have to tell you that this is one of the freshest projects I've worked on in a while. Of course, you know I'm a huge supporter for companies embracing the technology. You'll definitely find a recipe that suits.
  • 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].
  • SAVVY B2B MARKETING  |  WEDNESDAY, MARCH 31, 2010
    [B2B, Buying Cycle] Buyer Personas: How to Deliver Relevant Content to B2B Buyers
    Of the 250 B2B marketers surveyed between June 2009 and January 2010 for the Executive Benchmark Assessment , less than half (46%) have developed buyer personas. And that's key to nurturing the relationship throughout the buying cycle. You can follow her on Twitter or read more of her posts on Savvy B2B.
  • INDUSTRIAL MARKETING TODAY  |  SATURDAY, OCTOBER 1, 2011
    [B2B, Buying Cycle] Inbound Marketing Must Set the Table for Industrial Sales
    Marketing should create lead nurturing content that matches the prospects’ needs based on their stage and role in the buying cycle. Inbound Marketing Sales Strategies B2B Lead Generation Industrial Marketing Industrial sales lead scoring Sales and marketing alignmentjust like in the movie Jerry Maguire. Bruce A.
  • LEAD VIEWS  |  FRIDAY, DECEMBER 10, 2010
    [B2B, Buying Cycle] Improving Data Quality in CRM
    Mix and match this info with internal data append processes to get insight into purchase behavior or buying cycles. B2B Sales CRM Lead Lifecycle Management CRM Data management lead data management Lead Life-cycle Management Lead management Marketing Automation prospect data managementBad data sucks.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, FEBRUARY 6, 2014
    [B2B, Buying Cycle] No Cookies for You – How to Get Sales to Talk Value, Not Price
    They are about one person at one point in the buying cycle seeing what they can get away with, what will make it look like they tried to negotiate and what they could, if you blow it, dangle in front of your competition.  I’ll bet half the time the Squirrel offers the cookie long before the buyer even thinks they’re hungry. No problem.
  • MARKETING ACTION  |  WEDNESDAY, FEBRUARY 13, 2013
    [B2B, Buying Cycle] 10 Simple Steps to Get Started with Content Marketing
    It is also important to make sure that you have content that addresses your prospects’ needs at every stage of the buying cycle, as well as content geared for your existing customers. 3. Develop B2B Marketing Buyer Personas Content Marketing Marketing Communication content marketing content marketing strategy Tim Asimos
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 30, 2012
    [B2B, Buying Cycle] Time for a Pitstop: Fine-tuning Your Automated Lead Scoring
    by Kelly Waffle Being a successful B2B marketing professional today can be compared to being a successful race car pit crew chief.  No progression in buying cycle. Time for a Pitstop: Fine-tuning Your Automated Lead Scoring was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. Spam complaint.
  • SAVVY B2B MARKETING  |  THURSDAY, SEPTEMBER 2, 2010
    [B2B, Buying Cycle] B2B Search and Content Marketing: Getting Found by Prospects
    If we've said it once, we've said it tons of times here on the Savvy B2B Marketing blog – to connect with today's B2B buyers, you need to produce and make easily accessible a range of content that guides prospects through the buying cycle. What are your suggestions for making sure content is found by B2B prospects
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 22, 2013
    [B2B, Buying Cycle] Email Marketing: 4 steps to relevancy 85% of B2B businesses probably aren’t taking
    Tweet Email marketing is a mature marketing tactic, yet I don’t believe B2B organizations are capitalizing on its potential to generate leads. They surveyed 594 B2B and B2G marketers, of which just about half send out 10,000 to 10 million emails every month. Do they know how they want to consume that information? Email Marketing
  • MARKETING INTERACTIONS  |  THURSDAY, JULY 1, 2010
    [B2B, Buying Cycle] Using Editorial Calendars in B2B Content Marketing
    What an editorial calendar is: An editorial calendar is a content and interaction plan for a specific persona based on a problem-to-solution scenario across the buying process—from end-to-end. Here are a few: Building a consistent and compelling story based on buying stages. Many roads to Oz, as they say. The context can get skewed.
  • 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.”
  • GREAT B2B MARKETING  |  TUESDAY, OCTOBER 4, 2011
    [B2B, Buying Cycle] Why You Need a Strong Web Presence to Meet Your Lead Objectives
    Whatever B2B product or service you provide, a predictable, growing revenue stream is likely a critical business objective. Create better consistency and predictability in B2B lead generation. Shorten the sales cycle. The goal is to elevate your website from an online brochure to a B2B lead generation machine.
  • 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.
  • 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?
  • MARKETING ACTION  |  WEDNESDAY, JULY 23, 2014
    [B2B, Buying Cycle] Customer Lifecycle Marketing: Reporting, Part 2
    This series looks at the five sequential stages in the B2B marketing lifecycle, and discusses the key metrics for each that can be used to gain key insights. The bottom line at this stage is to generate more prospects ready to buy your product. B2B Marketing Content Marketing Demand & Lead Generation Nurture. Convert.
  • SAVVY B2B MARKETING  |  WEDNESDAY, FEBRUARY 17, 2010
    [B2B, Buying Cycle] B2B Content Marketing is More Than Content
    There is one thing I am passionate about when it comes to B2B marketing: looking at your content from the perspective of your audience. These are the six things I focus on -- in addition to the content -- for B2B content marketing. Steps to Simplify B2B Marketing Content. What does this really mean? Where will you promote this?
  • B2B MARKETING TRACTION  |  TUESDAY, FEBRUARY 1, 2011
    [B2B, Buying Cycle] It’s Time To Turn Your Marketing Upside Down
    So, B2B marketers, it’s time to turn marketing upside down. What is their buy cycle (not what is my sales cycle)? We need to understand our customers’ stories – we need marketing personas (see my blog entry, “ Why B2B Marketing Personas Rule “). Tweet. But wait! What did you say?
  • ANNUITAS  |  MONDAY, APRIL 11, 2011
    [B2B, Buying Cycle] The B2B Sales Role in the New Buying Process
    The conference was full of great content and information on the state and the future of B2B Sales.  It also allowed me the opportunity to mingle with many great B2B sales people, which is a departure from my norm of usually interacting with B2B Marketers. So what does this do to sales?  It brings them earlier in the sales cycle.
  • MARKETING INTERACTIONS  |  SUNDAY, JUNE 22, 2014
    [B2B, Buying Cycle] Are Salespeople Screwing Up B2B Marketing Performance?
    First - why there's need for concern: Buyers are self-serving content for a longer portion of the buying process. Buying cycles are lengthening and the size of the buying committee is growing. Marketing is tasked with engaging as many on the buying committee as they can in the most relevant way they can.
  • MARKETING INTERACTIONS  |  TUESDAY, AUGUST 31, 2010
    [B2B, Buying Cycle] Are B2B Marketers Missing the Point?
    Marketing Sherpa released this chart today about the processes B2B marketers are using to manage prospects across their buying cycles. Considering how much farther across the buying process marketers must now reach to get sales people in the game, this could be one of the biggest mistakes being made today. Nada, zilch.
  • EVERYTHING TECHNOLOGY MARKETING  |  MONDAY, MAY 24, 2010
    [B2B, Buying Cycle] The Brave New World of B2B Marketing - Are You Ready?
    Your B2B markets are changing rapidly. It is now harder than ever for B2B vendors to get the attention of our audiences. B2B buyers are more sophisticated than ever. Brave New B2B Marketing World Welcome to the brave new world of marketing. How do they impact the buying process?
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 27, 2012
    [B2B, Buying Cycle] A State-of-the-Art Strategy for Maximizing Your Marketing ROI
    This allows the Marketing department to see which programs are most successful at moving leads through the buying cycle. B2B marketing comes to be seen not as a cost center, but as a revenue generator. B2B Marketing Revenue Performance Management Sales Marketing AlignmentRPM & the Marketing Department.
  • SAVVY B2B MARKETING  |  TUESDAY, MARCH 30, 2010
    [B2B, Buying Cycle] The Dos and Don'ts 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.
  • ANNUITAS  |  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? .
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, DECEMBER 12, 2010
    [B2B, Buying Cycle] Predictions for B2B Marketing in 2011
    Summary: 2011 will see continued adjustment as B2B lead generators experiment with the opportunities provided by new media. 1. Mainstream B2B marketers will purchase marketing automation systems in large numbers, having finally heard about it often enough to believe it's worthwhile. So I figured I'd share it here as well.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, NOVEMBER 10, 2011
    [B2B, Buying Cycle] Content Marketing Delivers Lead Insight to Sales
    It is true that industrial buyers are more in charge of the buying process today than ever before. Even though the process of buying industrial products and services has not changed much over the years, how industrial buyers prefer to go through their buying cycle has changed dramatically.
  • SAVVY B2B MARKETING  |  WEDNESDAY, MAY 26, 2010
    [B2B, Buying Cycle] Better B2B Content: Applying Presentation Best Practices
    About the author: Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that nurtures leads and advances the buying cycle. You can follow her on Twitter or read more of her posts on Savvy B2B. Many of her suggestions can be applied to all types of content assets. Keep it short.
  • 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.
  • TOM PISELLO  |  FRIDAY, SEPTEMBER 3, 2010
    [B2B, Buying Cycle] Tom Pisello: The ROI Guy: Demand Generation In the Face of.
    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. This shift in B2B buying cycles and requirements has significant impacts on marketing and demand-gen success. Do White Papers Still Engage?
  • SAVVY B2B MARKETING  |  MONDAY, NOVEMBER 2, 2009
    [B2B, Buying Cycle] B2B Marketing Case Studies: Is Shorter Better?
    One size does not fit all: As mentioned, while customers who are in the initial stages of the buying process may be satisfied with a long list of customers, this often does not fulfill the needs of prospects who are in the evaluation stage - they need more details. Case Studies-Answers to the Questions B2B Marketing Managers Ask Most.
  • SAVVY B2B MARKETING  |  MONDAY, JUNE 7, 2010
    [B2B, Buying Cycle] Use Stories to Reel in B2B Customers, Partners, and Employees
    One would think more B2B marketers would tap into this to set themselves apart. Here are a few ways that B2B companies can use stories to draw people in and influence their decision to purchase, participate, or partner. And remember, people buy from people. Know of great stories being told by B2B companies?
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JUNE 17, 2012
    [B2B, Buying Cycle] B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’
    Tweet CSO Insights , which interviews thousands of chief sales officers to benchmark B2B sales best practices, has tracked an alarming trend. No deal = broken sales cycle. He says the escalating number of “no decisions” is a sure sign that sales cycles are broken. And your sales cycle must take that into account.”. 2.
  • THE ROI GUY  |  TUESDAY, JANUARY 25, 2011
    [B2B, Buying Cycle] Tom Pisello: The ROI Guy: Diametrically Opposed Forces: Selling.
    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. Predictions for 2011: The End of B2B Sales & Marke.
  • CHRIS KOCH  |  FRIDAY, JANUARY 8, 2010
    [B2B, Buying Cycle] There is only one objective in social media: create learning networks
    There is only one objective in social media and it is common across all companies—even across the infamous divide between B2B and B2C: Create learning networks. And learning is integral to buying—especially in B2B. Every buyer wants to learn at all stages of the buying process. And yes, we are all unique. little.
  • MARKETING INTERACTIONS  |  THURSDAY, JULY 28, 2011
    [B2B, Buying Cycle] Is Your B2B Lead Database Like Your Attic?
    It's bad enough that such high levels of dirty data exist, but what's really concerning is what the DemandGen Report survey found when they asked about how B2B companies planned to declutter their databases: 30% have no strategy. How long have your leads been in your database? 34% "ask" their sales team to update records.
  • EVERYTHING TECHNOLOGY MARKETING  |  SATURDAY, JUNE 19, 2010
    [B2B, Buying Cycle] What B2B Marketing Tactics Are Up, Down, Flat? (Survey Sneak Peek)
    Last week, we talked about the changing B2B marketing mix (" Is Traditional B2B Marketing Dead? We are currently conducting a social media survey among B2B marketing professionals, and one of the questions is aimed at better understanding what activities marketing teams are doing more or less of than 3 years ago.
  • GREAT B2B MARKETING  |  TUESDAY, JULY 27, 2010
    [B2B, Buying Cycle] Sales Lead Management: Are You a Victim of FTFU (Failure to Follow-Up)?
    So what are the lessons of this example and how do they apply to B2B marketers who are selling more expensive products and services?  Here are several: Always follow-up promptly.  In the B2B world 3-8 percent of responders may be in an active buying cycle.  FTFU is a disease that can be deadly to the B2B marketer.
  • 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  |  MONDAY, MARCH 7, 2011
    [B2B, Buying Cycle] Three Truths Behind Sales and Marketing Alignment
    Automation breaks down the time barrier and allows marketers to determine exactly when leads enter the buying cycle, making it possible to follow up quickly. In addition, automated marketing tracks online activity to measure buying interest and sales-readiness.  Automation speeds up and beefs up lead qualification processes.
  • MARKETING INTERACTIONS  |  THURSDAY, JANUARY 28, 2010
    [B2B, Buying Cycle] When Should B2B Lead Nurturing Stop?
    I was on a call this morning when a discussion came up about when B2B lead nurturing should stop. take issue with this approach because it maintains the division between marketing and sales, instead of promoting a fluid, more holistic approach that encompasses the entire buying process—and beyond. Don't think they won't notice.
  • LEADERSHIP  |  TUESDAY, JULY 15, 2014
    [B2B, Buying Cycle] 10 Ways to Empower Channel Partners and Drive Sales Growth
    One of the most common misconceptions among B2B manufacturers is that their channel partners will create demand for their products. As a B2B manufacturing organization, you must realize that the purpose and goal of channel partners is to make money and profits from selling your products. Unlike B2C, B2B is not transactional.
  • SAVVY B2B MARKETING  |  SUNDAY, AUGUST 16, 2009
    [B2B, Buying Cycle] Are You Giving Your B2B Prospects Too Much Information?
    What does this have to do with B2B marketing? A lot, actually. Here's my approach: Map out the buying cycle for each of your audiences To help customers navigate the path to purchase, you need to understand what this road looks like. This is especially important when you have a long sales cycle. What to do?
  • SAVVY B2B MARKETING  |  SUNDAY, AUGUST 16, 2009
    [B2B, Buying Cycle] Are You Giving Your B2B Prospects Too Much Information?
    What does this have to do with B2B marketing? A lot, actually. Here's my approach: Map out the buying cycle for each of your audiences To help customers navigate the path to purchase, you need to understand what this road looks like. This is especially important when you have a long sales cycle. What to do?
  • SAVVY B2B MARKETING  |  MONDAY, DECEMBER 20, 2010
    [B2B, Buying Cycle] B2B Marketers: Are Your Glasses Half Empty or Half Full?
    So embrace your new place in B2B marketing and step outside of your comfort zone. Make it a priority to read The New B2B Marketing Manifesto by Velocity Partners and get yourself fired up. You can follow her on Twitter or read more of her posts on Savvy B2B Mobile marketing has been added to the mix. Tweet.
  • SAVVY B2B MARKETING  |  THURSDAY, MARCH 29, 2012
    [B2B, Buying Cycle] B2B Videos: Go Beyond Humdrum to Engage & Enthrall
    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.
  • 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  |  SUNDAY, APRIL 10, 2011
    [B2B, Buying Cycle] Producing Revenue with Lead Management – Interview with Carlos Hidalgo
    Figuring out (with sales) the definitions of each buying cycle. The statistics from MarketingSherpa include that 50% of buyers aren’t in a buying mode when they first engage, so lead nurturing is a must. B2B Marketing Lead Management b2b marketing carlos hidalgo Lead Nurturing Marketing Automation revenue revenue cycle
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, MAY 14, 2010
    [B2B, Buying Cycle] 7 Strategies for Using Content to Market Industrial Products
    Home Marketing Matters About Contact B2B Marketing Store Company Website 7 Strategies for Using Content to Market Industrial Products by Achinta Mitra on May 14, 2010 in Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Blog I am a big fan of Content Marketing or as some people like to refer to it as Inbound Marketing.
  • B2B MARKETING INSIDER  |  THURSDAY, AUGUST 11, 2011
    [B2B, Buying Cycle] The Role of Marketing in B2B – What Should It Be?
    The classic B2B company is often sales-driven or product-driven. But I think the role of Marketing in B2B should be much more than creating product brochures and buying print ads in the magazines the sales folks read. I B2B marketing needs to evolve to this position within our companies. “Why?&# you ask. Strategy
  • CONNECT THE DOCS  |  WEDNESDAY, APRIL 21, 2010
    [B2B, Buying Cycle] The Rise of Content in B2B Marketing
    How should you adapt to the changing trends in B2B marketing? Galen De Young, managing director of Proteus B2B and Proteus SEO, helps B2B clients integrate content marketing, social media, email, and SEO to generate and nurture leads. Good B2B content writers are scarce. What actions should marketers take in 2010?".
  • NUSPARK  |  MONDAY, OCTOBER 24, 2011
    [B2B, Buying Cycle] How B2B Buyers Have Changed- and the Role of Content & Social Media
    B2B buyers are time deprived and risk averse – and also enormously well informed. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective. Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago.
  • NUSPARK  |  MONDAY, OCTOBER 24, 2011
    [B2B, Buying Cycle] How B2B Buyers Have Changed- and the Role of Content & Social Media
    B2B buyers are time deprived and risk averse – and also enormously well informed. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective. Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago.
  • CHRIS KOCH  |  WEDNESDAY, FEBRUARY 24, 2010
    [B2B, Buying Cycle] There is no social media strategy, only marketing strategy
    Image via Wikipedia. I’ve been working with my colleagues at ITSMA on another survey on social media for B2B marketers that I hope you’ll take by going here. B2B marketing lays the path to a sales discussion and supports relationships with existing customers. Why B2B marketers hate social media (christopherakoch.com).
  • MARKETING ACTION  |  WEDNESDAY, APRIL 10, 2013
    [B2B, Buying Cycle] Secrets To Successful Content Marketing Campaigns – Webinar April 11
    Two numbers to set the stage:   56% of advanced B2B marketers said content-based offers were their most successful campaigns. Map your content to identified buying stages. Tie related offers together in a logical progression to educate and accelerate prospects through the buying cycle. Thursday, April 11, at 10 a.m.
  • 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.
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [B2B, Buying Cycle] Marketing Automation Tips for Manufacturers
    Below are a few tips to follow when introducing a B2B marketing automation solution for a manufacturing company. 1. Ensure you are you offering content for all personas and stages of the buying cycle. Determine how will you engage with these leads and nurture them through the sales cycle. link]. Make a list.
  • SAVVY B2B MARKETING  |  THURSDAY, MAY 20, 2010
    [B2B, Buying Cycle] Nailing Interviews for B2B Content Creation: 7 Tips
    About the author: Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that nurtures leads and advances the buying cycle. You can follow her on Twitter or read more of her posts on Savvy B2B. Here are seven tips to help you do just that. 1. Conduct upfront research. " 6.
  • THE FORWARD OBSERVER  |  MONDAY, AUGUST 6, 2012
    [B2B, Buying Cycle] How B2B Marketers Can Use Lead Scoring to Better Arm Sales
    Artillery B2B Marketing Blog > The Forward Observer B2B marketers who use lead scoring can improve the quality of leads passed to sales, and help increase close rates and revenues. not ideal prospects who were ready to buy). The ascent of lead scoring parallels the evolving way that B2B customers buy.
  • FUNNEL FOCUS  |  MONDAY, MARCH 15, 2010
    [B2B, Buying Cycle] Lead Generation is Not Lead Nurturing
    The other reason that technology is a godsend is because, in a B2B complex sale, the sales cycle can be long. Maintain attention across the buying cycle. Tags: Lead Generation Lead Nurturing Lead Scoring Marketing Automation Marketing Funnel Marketing Performance Uncategorized b2b marketing
  • CONNECT THE DOCS  |  THURSDAY, MAY 27, 2010
    [B2B, Buying Cycle] B2B Content Marketing - Less is the New More?
    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? " Match Content to the Buying Process " Ardath Albee's Bio. Ardath Albee is a B2B Marketing Strategist. Blogs.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 15, 2009
    [B2B, Buying Cycle] Lose Control: Three Reasons Not to Require Registration for B2B Content
    Ah ha moment #3: Only require registration for offers designed for later in the buying process. have often considered how your content and marketing should reflect where someone is in the buying process, but I hadn't thought about how this should impact what is required for registration. What's the harm in that? Makes a lot of sense!
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 15, 2009
    [B2B, Buying Cycle] Lose Control: Three Reasons Not to Require Registration for B2B Content
    Ah ha moment #3: Only require registration for offers designed for later in the buying process. have often considered how your content and marketing should reflect where someone is in the buying process, but I hadn't thought about how this should impact what is required for registration. What's the harm in that? Makes a lot of sense!
  • 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.
  • MODERN B2B MARKETING  |  TUESDAY, MARCH 5, 2013
    [B2B, Buying Cycle] John McTigue On The Intersection of Content and Marketing Automation
    also think lead intelligence will improve as content consumption becomes a more effective indicator of buy cycle stage and lead score. 2)  What are the most important things you have to keep in mind in order to be successful with marketing automation? Marketing Automation Modern B2B Marketing Thought Leader Interviews
  • SAVVY B2B MARKETING  |  WEDNESDAY, NOVEMBER 14, 2012
    [B2B, Buying Cycle] Insights into the Latest Research: B2B Content Marketing and Consumption
    If you’re like me and love getting your hands on the latest research into B2B content marketing, you should check out these three reports: B2B Content Marketing Trends 2012 – produced by Holger Schulze and sponsored by IDG Enterprise. Customer Engagement: The Role of Content in the IT Purchase Process by IDG Enterprise.
  • KOMARKETING ASSOCIATES  |  SUNDAY, NOVEMBER 10, 2013
    [B2B, Buying Cycle] 5 Fascinating Facebook Stats & What They Mean for B2B Marketers
    During our last training, we discussed Facebook and what recent updates and statistics mean for our clients, and B2B marketers in general. Several of the statistics were eye opening; for anyone who thinks that Facebook isn’t for B2B marketers, it’s time to think again. What it means for B2B marketers: You must be listening.
  • FATHOM  |  MONDAY, MARCH 31, 2014
    [B2B, Buying Cycle] How Sales (and Marketing) Is Like Dating
    Below is a step-by-step illustration of how human courtship mirrors the the 6 standard B2B purchasing phases. 1. Buyers give out buying signals, and marketers look attentively for those signals. The man attempts to create ideal conditions for the woman to buy, but can’t force that decision. Courtship and buying cycles.
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