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  • REPUTATION TO REVENUE  |  MONDAY, JUNE 28, 2010
    [B2B, Buying Cycle] The four engines of B2B marketing success
    A friend recently had the good fortune not only to take over marketing for a successful B2B firm, but to do so with a mandate to build a new strategy that ensures a much greater impact on the business. Four Engines for B2B Marketing Success . Get each of the engines humming smoothly and results are sure to follow. What do you think?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 8, 2014
    [B2B, Buying Cycle] 12 Tips for Building and Managing a Bigger Sales Pipeline
    The majority of your leads may be qualified, but they’re not ready to be worked into an active buying cycle. The right message at the right time: With every stage of the buying process, your prospects will want (and accept) different things from you. Why do you need a pipeline in the first place? for you. You simply execute.
  • 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.
  • 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.
  • KOMARKETING ASSOCIATES  |  TUESDAY, JANUARY 12, 2016
    [B2B, Buying Cycle] 2 Lessons Marketers Can Learn From Star Wars
    Did You Give Them a Reason to Believe Before Asking for the Buy? In fact, backstory is critical to developing trust and favor among B2B buyers. According to an IDC study released about a year ago, 65% of B2B buyers usually engage a sales rep only after they’ve already made a purchase decision. Failure Of Epic Proportion.
  • 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
  • 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!
  • DELICIOUS B2BMARKETING  |  WEDNESDAY, DECEMBER 9, 2009
    [B2B, Buying Cycle] B2B Search Marketing: 5 Must-Read Tips - Online Marketing Blog
    Search marketing should be a top priority for organizations in any industry. B 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. Enjoy!] Nice stuff.
  • 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?
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 1, 2012
    [B2B, Buying Cycle] What is the Difference Between Email Marketing and Marketing Automation?
    Email marketing by itself does not have the functionality to deliver win-ready leads to your sales teams.The only thing you are tracking after a blast is click through and open rate, and when your sales teams begin doing call downs after email blasts, they may not be getting good results because those leads are not yet ready to buy.
  • 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!
  • 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? 
  • 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.
  • SAVVY B2B MARKETING  |  FRIDAY, MARCH 25, 2011
    [B2B, Buying Cycle] Weekly Wrap Up - March 25
    Buying customer lists is a tried and true (last ditch) lead gen strategy for the marketing department. B2B bloggers are people too, and sometimes we hit the wall. Find out how to uncover keywords and develop content for different folks on the B2B buying committee. Have others to add to the list? Did you miss SXSW?
  • 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.”
  • 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.
  • MODERN B2B MARKETING  |  THURSDAY, JUNE 26, 2014
    [B2B, Buying Cycle] Be Relevant or Die: The New Nature of Nurture
    Lead intelligence helps to determine where your prospect is in the buying cycle (kicking the tires or intending to buy). But on top of that, lead scoring enables you to filter leads based on their stage in the buying cycle. Modern B2B Marketing But the simple truth? Relevance is the New Game in Town.
  • 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.
  • FEARLESS COMPETITOR  |  SATURDAY, JUNE 1, 2013
    [B2B, Buying Cycle] Why Every Company Needs a VP of Marketing or Chief Marketing Officer
    Said another way, with up to 70% of the buying cycle taking place before the salesperson meets the prospect, it takes marketing to earn trust. Thanks also to Buyerzone for the great recognition of this blog as the Top B2B Blog for 2012. “Marketing Looks for Mr. Right. Sales looks for Mr. Right Now.”
  • 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.
  • B2B MARKETING ZONE POSTS  |  MONDAY, APRIL 5, 2010
    [B2B, Buying Cycle] Top 25 Articles and 8 Topics in B2B Marketing for March 2010
    Best of B2B Marketing. Great stuff in the world of B2B Marketing for March 2010.  How to use social media for B2B - Chris Koch , March 19, 2010 A guide for how to use social media in B2B that does not involve talking about the specific tools. If B2B marketers do nothing else, they should follow these 9 rules.
  • 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.
  • 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?
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 20, 2013
    [B2B, Buying Cycle] Best Practices for Marketing Automation from 11 Experts
    Best Practice #2: Deliver Targeted, Relevant Content When it Counts–Understand your Prospects’ Buying Cycle. “The first step is understanding who’s involved in the buying cycle. What is their typical sales cycle? B2B Marketing Marketing AutomationWhat’s the alternative?
  • SAVVY B2B MARKETING  |  MONDAY, MARCH 8, 2010
    [B2B, Buying Cycle] A Platform for Syndicating B2B Content to Partners
    I've written before about white-paper syndication options for B2B marketers. Here Patrick van Boom – Director of Worldwide Sales and Marketing with TIE KINETIX – and I discuss a syndication option that enables B2B marketers to easily distribute content to their partners. 1. Consider a typical marketing campaign.
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MAY 18, 2010
    [B2B, Buying Cycle] Top 10 Clichés to Avoid in B2B Marketing Content
    Home Marketing Matters About Contact B2B Marketing Store Company Website Top 10 Clichés to Avoid in B2B Marketing Content by Achinta Mitra on May 18, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies You can find plenty of clichés used (overused?) in B2B marketing content. Resources
  • 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, DECEMBER 5, 2013
    [B2B, Buying Cycle] The 2014 Content Marketing Imperative
    It may even hurt us in the buying process. 60-70% of B2B marketing content goes unused ( Sirius Decisions ). Content marketing meets the needs of your buyers across ALL phases of the buying cycle: There is the largest number of potential buyers in the early stages. Because our buyers are too smart. InboundWriter ).
  • 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.
  • 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.
  • TONY ZAMBITO  |  SUNDAY, SEPTEMBER 27, 2015
    [B2B, Buying Cycle] 3 Ways CMOs Can Achieve Deeper Insights Into The Customer Journey
    As CMOs look ahead, gaining greater clarity into how buying behaviors are changing is becoming one of their most important aims. Such pressing concerns have CMOs seeking better ways to understand the entire buying cycle, as opposed to marketing’s traditional concern with building awareness. by Vica Design. Fundamental Flaw.
  • SAVVY B2B MARKETING  |  THURSDAY, SEPTEMBER 29, 2011
    [B2B, Buying Cycle] Prospects DO Judge Your White Paper by its Cover
    IDG Connect showed two white paper cover examples side-by-side to 250 buying team members and asked their preference. The second added profile information, specifically who the white paper targets, what buying stage it covers and the buying team role. You can follow her on Twitter or read more of her posts on Savvy B2B.
  • 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.
  • 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
  • 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?).
  • 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.
  • SALES ENGINE  |  THURSDAY, OCTOBER 8, 2015
    [B2B, Buying Cycle] Feeding Sales Is a Process, Not a Project.
    For decades, the B2B marketer has been a manager of projects. Many B2B companies that are successful and experiencing rapid growth rates today have made a significant pivot in the way that their sales and marketing departments operate. The middle of the sales cycle is where most companies experience difficulty. Congratulations!
  • 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.
  • B2B MARKETING INSIDER  |  THURSDAY, FEBRUARY 23, 2012
    [B2B, Buying Cycle] Lead Generation or Demand Generation? It’s All Just Content Marketing!
    They throw registration forms in front of their content without thinking about earning the right to build an engaged audience that will return to you when they are ready to buy. Too often we think about how to capture people in our nets instead of helping them along their buying journey. But they are still in control. Photo Source.
  • TOM PISELLO  |  WEDNESDAY, SEPTEMBER 29, 2010
    [B2B, Buying Cycle] Tech Media Publishers looking more Like Interactive 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. The age of Internet fueled buying decisions means that traditional print publications just dont meet buyer or seller needs. and creating advertising networks.
  • 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. 
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 10, 2015
    [B2B, Buying Cycle] Why Marketers Are the New Wingmen
    Author: Michael Powers Chances are if you’re in events marketing at a B2B company, your schedule is full of trade shows. Today, it’s marketing’s job to work closely together with sales to engage with customers throughout most of the buying cycle. Event Marketing b2bdifferent perspective. How do you prefer to be reached?
  • CMO ESSENTIALS  |  FRIDAY, NOVEMBER 13, 2015
    [B2B, Buying Cycle] Getting Demand Generation Right: 5 Things You Need to Change
    During the conversation we discussed the ways that B2B marketing has changed due to the new approach buyers take to purchasing. While the way B2B buyers buy has changed significantly, many marketing and sales departments are struggling to keep up. ” This is most apparent in the way marketers buy technology.
  • 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?
  • B2B MARKETING INSIDER  |  THURSDAY, JANUARY 9, 2014
    [B2B, Buying Cycle] Is Context The Future Of Customer Experience?
    B2C is the sweet spot here right now, but I can see this happening in B2B as well, as tech vendors start pitching business scenarios / experiences rather than products / solutions. How important is customer experience for B2B companies? appeared first on B2B Marketing Insider. The e-book summarizes these answers. Strategy
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MAY 1, 2012
    [B2B, Buying Cycle] You’ve Got Traffic. Now What?
    better content marketing strategy is to focus on answering the needs of your visitors and helping them frame the decision at the very early stages of their buying cycle. You’ve done all the hard work of optimizing (SEO) your industrial website and now you have a steady stream of traffic to your site. Congratulations! Really?
  • ANNUITAS  |  WEDNESDAY, APRIL 15, 2015
    [B2B, Buying Cycle] Insights from the Marketo Summit
    I have just returned from the Marketo Marketing Summit in San Francisco this week where I joined 7,000 other registered attendees from what I believe is now one of the premier B2B (and B2C) marketing events of the year. have said it many times before and after this week I am convinced that there is no better time to be a B2B marketer.
  • TOM PISELLO  |  WEDNESDAY, JUNE 2, 2010
    [B2B, Buying Cycle] SiriusDecisions profiles value of Alinean and it's sales.
    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. Predictions for 2011: The End of B2B Sales & Marke. Accelerate Slow Sales Cycles with More Sales Enabl. How Do You Get Started in Content Marketing?
  • WEBBIQUITY  |  WEDNESDAY, APRIL 18, 2012
    [B2B, Buying Cycle] 12 (of the) Best Content Marketing Guides, Tips and Tactics of 2011
    As you’ve no doubt read in many places before, content is one of the core elements of B2B social media marketing success. Content Marketing Strategy for B2B Software Vendors: Starring the ‘New’ White Paper by Highly Competitive – Software Industry Insights. Content is king. But producing content is expensive.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 20, 2015
    [B2B, Buying Cycle] How to Match Great Content to Your Sales Funnel
    In the B2B marketing world, the buying cycle is long. There's a long cycle that has a lot of money and resources at stake, so you need to nurture your prospects all the way through the process. and the same holds true for the sales cycle. Navigating the Sales Funnel. 1. Top of the Funnel. Middle of the Funnel.
  • 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.
  • 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.
  • 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  |  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.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 20, 2014
    [B2B, Buying Cycle] 7 Questions to Ask Before Creating a Video Campaign
    An effective video campaign requires you to segment your audience and target your video content accordingly, by factors like age, industry type, stage in the buying cycle, etc. Digital Marketing b2b Consumer First of all, you’re not alone! However, setting up a video campaign doesn’t have to be difficult.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 7, 2013
    [B2B, Buying Cycle] How to Create Marketing People Love with Marketing Automation
    Marketing automation is aware of the buying cycle. Nurture relationships with prospects that are not yet ready to buy, interact with buyers who are engaged with sales, and deepen relationship with existing customers. Marketing Automation Modern B2B MarketingPerhaps they are confused by the term automation. Here’s why.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 13, 2013
    [B2B, Buying Cycle] Three Key Job Roles to Make Your Marketing Automation Rock
    Three Key Job Roles to Make Your Marketing Automation Rock was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Marketing Automationby Heidi Bullock Marketing automation is a great solution to help drive your business.  Content Manager. Marketing Operations Manager. Nurturing Manager.
  • TONY ZAMBITO  |  WEDNESDAY, MAY 18, 2011
    [B2B, Buying Cycle] Social Buyerology: Understanding Buyers in the Social Age
    We are also witnessing the phenomenon of buyers in B2B marketplaces becoming more social in their interactions.    The degree of interactions amongst buyers, both at a group and individual level, is most likely at the highest levels in the history of B2B selling and buying.  Image by aafromaa via Flickr.
  • B2B MARKETING ZONE POSTS  |  MONDAY, MAY 3, 2010
    [B2B, Buying Cycle] Top 32 B2B Marketing Posts and Hot Topics of Social Media Forecast
    Best of B2B Marketing. Great stuff this month in the world of B2B Marketing.  HP, P&G) to the channel… The Difference Between B2B Leads and Personas - Marketing Interactions , April 17, 2010 B2B marketers have relied on lead definitions to define their marketing programs for years. April 2010. like numbers.
  • ANNUITAS  |  TUESDAY, FEBRUARY 2, 2016
    [B2B, Buying Cycle] Top 5 Mistakes Content Marketers Will Make in 2016
    Years ago when I was working a short stint in B2B sales, I took a course on SPIN Selling, and I still think about the fundamentals of that selling process today. B2B buyers act in groups, and if you don’t have a wide array of content offers in different formats you may miss the boat on the one influencer that you need in your corner.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 16, 2013
    [B2B, Buying Cycle] The 4 As of Sales Enablement Content Success
    Sales enablement is certainly a hot topic right now for B2B organizations. In the end, the goal is to create content that answers the questions prospects are asking at every stage of the buying cycle. 2. For more insights from Brendan, visit the Brainshark Ideas Blog. The question is: How? Share best practices.
  • NUSPARK  |  WEDNESDAY, JANUARY 16, 2013
    [B2B, Buying Cycle] How To Develop Keyword Lists for Adwords and Pay-Per-Click Campaigns
    Coming up with really good long-tail keywords for your SEO or pay-per-click campaigns can sometimes be daunting if you don’t understand how buyers use Google, what buying cycle they are in, and how your content or offers align with those search terms people use to look for what you do. Actual query: Where to buy pay-per-click software.
  • 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.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 28, 2013
    [B2B, Buying Cycle] How to Start Your Company’s Discussion About Marketing Automation
    Guide prospects through the buying process by delivering the right messages at the right time through the right channel. Measure and manage effectiveness across stages of the buying cycle. Marketing is moving in leaps toward the complementary themes of art and science. The art of marketing, however, fuels those very metrics.
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 16, 2015
    [B2B, Buying Cycle] Join the Big League: 7 Reasons to Go Digital with Your Advertising
    The digital marketplace has put a lot of buying power back into the hands of buyers and consumers, forcing many marketers to get more creative, more genuine, and more helpful. SEO and PPC can put your brand name and your content marketing in front of customers at every stage of the buying cycle. Digital Marketing b2b Consumer
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 27, 2012
    [B2B, Buying Cycle] Inbound Marketing: Do You Have A Content Destination?
    B2B Marketers have always been doing content marketing. And the reason is simple: the decision making process in B2B is a bit more complicated than buying a pack of gum. Vendor content in B2B Marketing should go beyond the need to simply explain your product, the strategy behind it and the features and benefits that support it.
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [B2B, Buying Cycle] Demystify & Define Your Marketing Strategy
    When defining your nurture strategy, ask yourself: Is it more valuable to nurture people that are currently unresponsive, or should you nurture people in your database that are far along in your buying cycle? Engagement Marketing b2b Consumer For now, let’s define strategy as: a process of using knowledge to drive action.
  • LEADERSHIP  |  TUESDAY, SEPTEMBER 17, 2013
    [B2B, Buying Cycle] A Winning Business Philosophy: “Everything We Do Is Impossible”
    The Definitive B2B Lead Generation Checklist: Part 1. Here is a quick rundown of what I have seen to work as the definitive B2B lead generation checklist. I’m happy to share it with you across two posts: THE DEFINITIVE B2B LEAD GENERATION CHECKLIST…DOING WHAT IS IMPOSSIBLE. think that’s already happening.
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, MAY 7, 2010
    [B2B, Buying Cycle] The Role of B2B Marketing is Shifting from Lead Generation to.
    However, the role of B2B marketers is changing and evolving more into revenue generation. The recently released B2B Marketing Skills Survey jointly done by Genius and BtoB Magazine reveals some new trends and contradicts certain popular beliefs. Stay tuned as the role of B2B marketer continues to evolve. All Rights Reserved.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 7, 2016
    [B2B, Buying Cycle] Dynamic Duo: Close More Deals with Sales and Marketing Alignment
    According to MarketingSherpa, 61% of B2B marketers send all leads directly to sales; however, only 27% of those leads will be qualified (aka in that “right time” window). Align your content to stages of the buying cycle and score each asset accordingly. This indicates your prospect’s readiness to buy. Lead Scoring.
  • 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.
  • 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.
  • LEADERSHIP  |  THURSDAY, SEPTEMBER 19, 2013
    [B2B, Buying Cycle] “…Squeeze Water Even from A Dry Towel”: Continuous Improvement
    Part 2 – The Definitive B2B Lead Generation Checklist. How do we do that in our lead generation and B2B marketing efforts? OFFER THE RIGHT TOOLS TO MAKE BUYING DECISIONS EASIER. As is typical with larger organizations, the B2B buying cycle involves groups of decision makers. AVOID THE ‘POINT OF CHURN’.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JULY 29, 2015
    [B2B, Buying Cycle] 8 Tips to Jump Start Your Account-based Marketing
    Look at the win rates and the length of sales cycles. Analyze your customer database to identify common traits, and think about accounts with a history of buying from companies like yours. 2. Run the list against a predictive model and tier the accounts by low, middle and high in terms of their likelihood to buy from you.
  • 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  |  FRIDAY, NOVEMBER 4, 2011
    [B2B, Buying Cycle] Savvy Week in Review - November 4
    Ardath Albee says many marketers are overlooking a critical stage in the buying cycle. What is the Major Shift in B2B Buyer Behavior? A few of us are still recovering from Halloween and others us us have been buried in snow and without power. It's been a busy week for the Savvy Sisters. What would you add? The What Ifs?
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 22, 2013
    [B2B, Buying Cycle] 5 Reasons Why Your Inbound Marketing Isn’t Working
    After all, those in the early stages of the buying cycle are looking for educational (i.e., We have found that often leads generated through inbound marketing are not the final decision makers for B2B products. B2B Marketing Inbound MarketingAt first, things are going great! So what went wrong? Your aim is too wide.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, DECEMBER 17, 2015
    [B2B, Buying Cycle] Uncovering 5 Hidden Gems in Your Marketing Data
    Fiscal calendar data – Fiscal years have a huge impact on buying cycles. Aligning your messaging and sales outreach with these cycles is critical to successful timing. One fall, I even spent a week collecting grocery bags full of acorns, just because I thought acorns were cool. Read more about signal data. 4.
  • SAVVY B2B MARKETING  |  FRIDAY, FEBRUARY 3, 2012
    [B2B, Buying Cycle] Savvy Week in Review - February 3
    If you think meta descriptions are nerdy details left to your Web administrators, think again, B2B marketers. Sharing Your Way to B2B Social Media Lead Generation by @ jeffreylcohen via @ MarketingProfs. Why B2B Marketers Must Address Status Quo by @ardath421. February is upon us, and the days are getting longer. Are you sure?
  • ACT-ON  |  MONDAY, DECEMBER 7, 2015
    [B2B, Buying Cycle] What the 2015 Holiday Shopping Season Can Teach Us about the New Buyer’s Journey
    Singles’ Day, which started in the 1990s with the fun intent to celebrate singlehood, has been embraced by Alibaba as a day to buy something nice for yourself. And Yes, B2B has changed too. It’s true for B2B sales, too. Determine which content help the buyer move through the buying funnel. Alibaba Group reported $14.3
  • MODERN B2B MARKETING  |  MONDAY, JUNE 13, 2011
    [B2B, Buying Cycle] Generate More B2B Sales With Lead Nurturing and the Human Touch
    Of that group, some should raise their hands every month (or whatever time period is most appropriate to your buying cycle) and say, “now I’m ready to engage with sales.”. The conversion rates of each respective group will help you persuade those who claim nurturing doesn’t significantly alter the buying process. sign-up forms.
  • WEBBIQUITY  |  TUESDAY, APRIL 12, 2016
    [B2B, Buying Cycle] Content Marketing Strategy? Think Like A Reporter
    Although 93% of B2B companies are doing content marketing, less than half view themselves as successful with it. Another consideration is “when” in the buying cycle is a specific piece of content important to a specific buyer? So—creating a content marketing strategy is vital. The Reporter’s Questions.
  • B2B MARKETING INSIDER  |  MONDAY, AUGUST 24, 2015
    [B2B, Buying Cycle] What Does A Content Marketing Plan Look Like?
    Step # 1 : Get Buy-in For Your Plan. To make this happen, HubSpot recommends doing these 3 things when pitching your plan to get buy-in: Talk about the challenges your plan will solve. Once you have your buyer personas, conduct a content audit and look at where the content gaps are in the buying cycle for each audience.
  • SAZBEAN  |  WEDNESDAY, MARCH 28, 2012
    [B2B, Buying Cycle] B2B Marketing in a Downturn Part 1: Lead Generation and Lead Nurturing
    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. – B2B Marketing in a Downturn Part 1: Lead Generation and Lead Nurturing by Liz Smyth.
  • 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.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 19, 2015
    [B2B, Buying Cycle] 5 Best practices of trade show lead qualification
    Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Individuals with a serious buying interest will seek out all companies who offer the product or service they are interested in, and that means your competition! We all know this!
  • ANNUITAS  |  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!
  • DIGITAL BODY LANGUAGE  |  THURSDAY, JUNE 4, 2009
    [B2B, Buying Cycle] Analyzing B2B Marketing: Balance Sheet and Income Statement
    Consistent in every discussion I have with B2B marketing execs is the topic of analysis. These ROI or ROMI analysis frameworks tend to run into challenges in a B2B marketing environment as the buying cycle is often of significant length, and influenced by many touch-points.
  • SALES ENGINE  |  WEDNESDAY, APRIL 20, 2016
    [B2B, Buying Cycle] Are you using the wrong lead-gen model?
    It’s time to face some hard truths about B2B sales. The B2B sales process has changed. Because people buy on their own timeframes (and not ours), it's important for companies and sales people to stay in front of their prospects in an obstructive or unthreatening way. They need help getting in the door. They need marketing.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 26, 2015
    [B2B, Buying Cycle] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
    Especially with B2B, selling happens at a corporate level and a business unit level in addition to an individual level. Unless you do that, you don’t have a way to segment your lead accurately and send them the right content for where they are in the buying cycle. Where’s the Passion in B2B Marketing?
  • 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
  • TONY ZAMBITO  |  SUNDAY, MAY 8, 2011
    [B2B, Buying Cycle] Content Marketing and Sales Enablement Must Get Married
      Devising content strategy and content marketing tactics is becoming predominantly about publishing content that meet buyer demand for knowledge in the early stages of the buying cycle.    A recent meeting with a B2B organization illustrated this dynamic for me.  Image via Wikipedia.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 30, 2013
    [B2B, Buying Cycle] 5 Steps to Feed the Content Beast
    by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of  Candyce Edelen , CEO of  PropelGrowth , a B2B financial services marketing firm in Princeton, NJ. For most marketers, creating enough content to support each stage of the buying cycle is an overwhelming task. Step 1:  Pick a Strong Topic.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, APRIL 26, 2010
    [B2B, Buying Cycle] Focus on Content in B2B Marketing
    Paul Dunay in his blog post, “4 C’s of B2B Marketing” has defined this very nicely. Now, B2B content marketing’s agenda is to educate and inform customers and prospects. Instead of buying print ads in trade journals, they create their own blog and build an active community around it. Don’t sell. of Tiecas, Inc.
  • SALES INTELLIGENCE VIEW  |  MONDAY, APRIL 18, 2011
    [B2B, Buying Cycle] What’s the Difference Between “Sales 2.0? & “Social Selling”?
    In the case of Sales 2.0, it was more of a wake up call to sales people that the game is changing and the internet and social media hold a lot of value in the buying cycle. Sales Intelligence Social Selling b2b sales crm 2.0 The sales environment continues to evolve. Most if not all companies are familiar with the term Sales 2.0
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