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  • 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
  • VIDYARD  |  FRIDAY, SEPTEMBER 26, 2014
    [B2B, Buying Cycle] Account-Based Marketing: The Key to B2B Success
    Based on the account’s stage of the buying cycle, you can deliver messages that are appropriate for that particularly company and help to move it through the pipe. The post Account-Based Marketing: The Key to B2B Success appeared first on Vidyard. Start From The Top of the Funnel. Lead Nurturing. Putting It into Practice.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 3, 2011
    [B2B, Buying Cycle] B2B Demand Generation expert Mac McIntosh – Interviewed by Find New Customers
    Find New Customers is pleased to present our interview with one of the top experts in B2B demand generation today , Mac McIntosh. What is the single most common mistake you see companies make in B2B demand generation today? What role does social media play in B2B demand generation today? Mac McIntosh. What do you recommend?
  • LEDGER BENNETT  |  WEDNESDAY, JANUARY 2, 2013
    [B2B, Buying Cycle] 10 Reasons why B2B cannot ignore mobile
    Mobile is rapidly changing the way all audiences interact with brands and communications, across social networks and throughout the buying cycle. However, the formality and partial restraints within many B2B companies have subdued the transition from desktop to mobile for their audiences.  . The Tipping Point.
  • 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.
  • 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 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
  • FATHOM  |  TUESDAY, JULY 9, 2013
    [B2B, Buying Cycle] 19 Marketing Statistics Every Manufacturer Should Know
    Overall digital trends: More than ever, industrial professionals are using digital media to gather information throughout the buying cycle. With the number of digital resources available now, many engineers and industrial professionals find that they’re making contact with suppliers far later in the buying cycle these days.…
  • 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.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 7, 2012
    [B2B, Buying Cycle] How to Conduct a B2B Marketing Content Audit
    Is our content really working for b2b lead generation ? To move them though the buying cycle to purchase. While many companies do a decent job with goals 1 and 2, they often don’t have content to move buyers though their buying processes. Buying Process – the steps buyers go through to acquire your products and services.
  • SMASHMOUTH MARKETING  |  THURSDAY, MARCH 19, 2009
    [B2B, Buying Cycle] BANT - It's Not Always The Lead Score
    link] mark3803 : @brianjcarroll BANT is so sales 1.0 - Sales 2.0 is all about the Buy Cycle not the Sales Cycle. (I responded) damphoux : @mark3803 : @brianjcarroll a sales guy waiting for high BANT score is losing opportunity. This CMO is in an emerging technology market marketing to b2b audience. Do you agree? sales
  • 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.
  • SOCIAL MEDIA B2B  |  TUESDAY, APRIL 26, 2011
    [B2B, Buying Cycle] B2B Social Media and Content Marketing in the Sales Funnel
    B2B marketers are turning to social media marketing approaches in greater numbers, but they are still looking for ways to better leverage these platforms for stronger results. Content Marketing is Growing for B2B Companies. B2B marketers allocate approximately 26% of their total marketing budgets to content marketing initiatives.
  • 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.
  • B2B MARKETING TRACTION  |  MONDAY, OCTOBER 17, 2011
    [B2B, Buying Cycle] What Do I Spend on My Marketing Budget? Part 1
    If you understand your buyer’s buy cycle, you can calculate exactly what you need to spend in order to generate the revenues you need. Don’t know your buyer cycle or have historical data like conversion rates? Marketing Planning analysis b2b consultant marketing results ROI sales
  • 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.
  • FUNNEL FOCUS  |  SUNDAY, NOVEMBER 21, 2010
    [B2B, Buying Cycle] Interview: Mac McConnell on How Marketing Automation Benefits Financial Service Companies
    What has changed about the b2b buying process in financial services in the last 5 years? Capturing the interest (let alone contact details) during the research phase of any purchase decision will give that firm a lead in the overall buying process. How should those affect marketing strategy? That is no longer the case.
  • MODERN B2B MARKETING  |  MONDAY, 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.
  • ANNUITAS  |  TUESDAY, MARCH 19, 2013
    [B2B, Buying Cycle] You Don’t Know the Buyer, JACK!
    If Si Robertson , one of the the “Duck Commanders” on A&E’s hit show “Duck Dynasty” , were to assess today’s B2B Marketer on how well they know their buyer, I can imagine he’s sum it up by saying, “Hey! Hypothesize Step one is to map out the hypothetical buying personas and processes as currently understood within your organization.
  • 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.
  • 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.
  • THE FORWARD OBSERVER  |  WEDNESDAY, AUGUST 14, 2013
    [B2B, Buying Cycle] How Landing Pages Are Like Having Your Own NSA For B2B Marketing
    Artillery B2B Marketing Blog > The Forward Observer. Website landing pages can provide B2B marketers 24/7 information gathering to help increase leads, shorten the sales cycle and close more sales. Also, for the majority of B2B websites, studies have shown that less than 6% of website visitors will convert to a lead.
  • INDUSTRIAL MARKETING TODAY  |  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.
  • TRADESMEN INSIGHTS  |  THURSDAY, MARCH 24, 2011
    [B2B, Buying Cycle] B2B Marketers: Are You Taking Advantage of Online Videos?
    His post, How to Optimize Your B2B Marketing and Sales with Online Video outlines how to use videos to engage prospects in different stages of the buying cycle. Integrate video into your e-mail marketing programs - Deliver relevant info pertinent to who they are and where they are in the buying process.
  • 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?
  • SAVVY B2B MARKETING  |  TUESDAY, JULY 6, 2010
    [B2B, Buying Cycle] B2B Marketers: When NOT to Pursue a Case Study
    Not all customer situations translate into an interesting story…or one that will nudge prospects along in the buying cycle. You can follow her on Twitter or read more of her posts on Savvy B2B But not every story is ready for prime time or worth pursuing just because a sales rep or executive says so.
  • INBOUND SALES NETWORK  |  FRIDAY, DECEMBER 7, 2012
    [B2B, Buying Cycle] Why B2B Companies Need Marketing Automation
    If your company is like most Business-to-Business (B2B) companies, you are involved in a complex sale involving many people throughout the various stages of the customer’s buying process. When your customers go through a complex buying process, they will not make a purchase decision immediately after their first interaction with you.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 14, 2014
    [B2B, Buying Cycle] How to Unlock the Lead Generation Power of Your B2B Website
    Artillery B2B Marketing Blog > The Forward Observer Not generating enough leads on your website? Don''t get angry: Include these powerful things and your B2B lead generation can be an unstoppable force. But the truth is there are lots of companies that aren’t quite there yet. You might even need to have some online and even (gasp!)
  • 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.
  • 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?
  • INBOUND SALES NETWORK  |  TUESDAY, MAY 3, 2011
    [B2B, Buying Cycle] How the B2B Buying Process Has Changed
    The reality today is that the B2B buying process begins when prospects accesses a company’s website, blog, white paper, or signs on to a webinar that it is hosting. Instead of targeting the same keywords all your competitors are targeting, today’s progressive marketers need to target the buyers earlier in the buying cycle.
  • 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.
  • 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?
  • 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.
  • 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
  • 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.
  • 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?
  • 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.
  • 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?”.
  • FEARLESS COMPETITOR  |  WEDNESDAY, APRIL 14, 2010
    [B2B, Buying Cycle] Inside the Mind of the B2B Buyer – New Paths to Purchase
    Great insights presented last week by Genius and DemandGen Report , in the webinar  Inside the Mind of B2B Buyers: New Paths to Purchase. There’s been lots of discussion about how the B2B buying cycle has changed, but this presentation used actual data — they surveyed B2B buyers. I’m a bit of a data junkie.
  • 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.
  • 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.
  • 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.
  • EARNEST ABOUT B2B  |  TUESDAY, SEPTEMBER 11, 2012
    [B2B, Buying Cycle] Vital Statistics for B2B Marketers Two. Inbound vs. Outbound
    Not long ago, being a B2B marketer was simple. Here are all the latest facts and stats B2B Marketers need to build the case for a balanced inbound and outbound marketing strategy. The way businesses buy is changing. 9 out of 10 business buyers say when they are ready to buy, they will find you. Source: B2B Digital [link].
  • 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).
  • 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.
  • 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.
  • 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.
  • 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.”
  • 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. .
  • VIEWPOINT  |  TUESDAY, OCTOBER 2, 2012
    [B2B, Buying Cycle] B2B Lead Generation: The Best of PowerViews
    Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. Buying cycles are changing.
  • 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  |  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
  • 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.
  • 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.
  • 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  |  WEDNESDAY, JANUARY 7, 2015
    [B2B, Buying Cycle] Marketing Big Data: Start this Year with a Plan
    Understanding the prospects buy cycle. Bridge the huge gap that exists for a B2B marketer between the need to shorten registration forms (for increased conversions) and the need to capture the rich demographic and firmographic information required to fuel lead routing, nurturing, scoring, targeting, and segmentation. Which 25%?
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  SATURDAY, JUNE 12, 2010
    [B2B, Buying Cycle] B2B Websites: To Publish Prices, Or Not To Publish…That Is The.
    Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Websites: To Publish Prices, Or Not To Publish…That Is The Question by Achinta Mitra on June 12, 2010 in Industrial Marketing Strategies , Sales Strategies , Website Design & Development Do you show prices on your B2B website? of Tiecas, Inc.
  • FEARLESS COMPETITOR  |  THURSDAY, APRIL 14, 2011
    [B2B, Buying Cycle] Inside the Mind of the B2B Buyer – New Paths to Purchase
    Great insights presented by Genius and DemandGen Report , in the webinar  Inside the Mind of B2B Buyers: New Paths to Purchase. There’s been lots of discussion about how the B2B buying cycle has changed, but this presentation used actual data — they surveyed B2B buyers. I’m a bit of a data junkie.
  • 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  |  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.
  • 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.
  • 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, 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.
  • 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?
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, OCTOBER 13, 2010
    [B2B, Buying Cycle] If You Want Better Leads, Set Your Content Free
    There are some high-profile B2B marketers who are openly challenging the old ways of generating leads. It is now more important than ever that content messaging be measured, analyzed and repurposed in multiple formats and media to continually target prospects throughout the purchasing cycle.”. Trust me, there is a connection.
  • 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  |  WEDNESDAY, APRIL 4, 2012
    [B2B, Buying Cycle] Revenue Performance Management: Startling Stats Show that Your Success Depends on It
    The future of B2B revenue revolves around it. We define Revenue Performance Management as a strategy to optimize interactions with buyers across the revenue cycle to accelerate predictable revenue growth. Moreover, more of these customers are a result of B2B marketing efforts. Your success as an organization depends upon it.
  • 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, JUNE 3, 2014
    [B2B, Buying Cycle] How to Plan Your Video Marketing Strategy
    You got the necessary approvals, budget, and executive buy-in to start with video marketing for your brand. In order to justify videos that may be unrelated to your B2B product (often the mark of true content marketing), your business needs to understand why you’re creating video stories. You’re joining the big leagues!
  • 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.
  • 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.
  • 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?
  • 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?).
  • 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.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, DECEMBER 12, 2012
    [B2B, Buying Cycle] What Marketers Need to Deliver the Right Product, Right Place & Right Time
    Additionally, it’s important to identify how the length of the sales cycle differ from product to product. The more you understand why your customers buy, the better equipped you are to sell. Digital Marketing b2b marketing Content Marketing Lead Nurturing marketing automation modern marketingRight Product. Right Place.
  • EARNEST ABOUT B2B  |  WEDNESDAY, OCTOBER 13, 2010
    [B2B, Buying Cycle] When familiarity breeds intent: 5 tips to building brand awareness
    According to a recent DemandGen report, 9 out of 10 business buyers say that when they’re ready to buy, they’ll find you. The fact is the b2b buy cycle is changing fundamentally – and vendors are on the back foot. This blog post also appears on www.PaulWriter.com  – India’s only b2b marketing hub. Sit down.
  • 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?
  • 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.
  • EARNEST ABOUT B2B  |  FRIDAY, SEPTEMBER 21, 2012
    [B2B, Buying Cycle] Why use social media? The business case.
    21% of b2b buyers use social media at some point in the buying process. Many are 50-60% into the buy cycle before they talk to you. When it comes to social media, content strategies and inbound marketing – the benefits to most are clear. It’s no longer a case of you putting materials out and attracting customers.
  • 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.
  • LEADSLOTH  |  MONDAY, AUGUST 17, 2009
    [B2B, Buying Cycle] What is the ROI of Lead Management?
    Both vendors suggest to look at conversion metrics between buying stages: from inquiry, via qualified lead and opportunity to a closed deal. This is the best way to get quick indicator of improvements, because waiting for the closed deal can take a while if you have a long sales cycle. and the stages in the buying cycle (e.g.
  • 3D2B  |  TUESDAY, APRIL 8, 2014
    [B2B, Buying Cycle] How to Win Appointments With B2B Decision Makers
    B2B decision makers will only be willing to open the door if you can help them to solve their problems and meet their objectives. Make sure the prospect has the authority to buy, a need for your product, a budget if the solution meets the need and a timeline for purchasing. Define Your Offering. Give, Don’t Take. Befriend the Admin.
  • 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.
  • 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.
  • MARKETRI  |  THURSDAY, MARCH 8, 2012
    [B2B, Buying Cycle] Time to Retire Old School B2B Web Practices
    The B2B marketing world is changing. Web sites are the “hub” for many B2B marketing programs especially among professional services firms. Unfortunately, many B2B companies are sticking with Web sites that were created 7 plus years ago that contain lots of marketing “don’ts.” as helpful links.
  • 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.
  • 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.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 4, 2011
    [B2B, Buying Cycle] Brand and Demand Convergence Required
    Just kidding, Big Brother is not hiding under the guise of B2B marketer. No B2B marketer cares about or tracks your song downloads, picture views, clothing purchases, or quiz results. Add to this that 36% of IT buyers are experiencing a 2-6 month buying cycle. B2B Marketing Demand Generation online marketing1984?!
  • FUNNEL FOCUS  |  MONDAY, JULY 19, 2010
    [B2B, Buying Cycle] The Quintessential Marketing Automation Guidebook Spotlight: Bob Walmsley Reveals How Marketing Automation Helps Companies Adapt to Changing Buyer Behavior
    In this section of The Quintessential Marketing Automation Guidebook , Why Marketing Automation is a Must-Have for Every B2B VP of Sales , Bob Walmsley sheds light on the sales implications of the shift to buyer control. Traditional B2B sales cycles are out of sync with today’s buying process. “…the discovery process has been reversed.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
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