SalesIntel

APRIL 15, 2024

The B2B buyer experience is more complex and time-consuming than that of B2C. B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. This often results in a more intricate and extended buying process.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Engagio

AUGUST 15, 2023

If you’re using ad tech from a provider other than Demandbase, chances are you’re using a platform that doesn’t speak B2B as its native language. Other “B2B advertising” providers rely on third-party ad tech that was originally built for B2C and they’ve retrofitted it for B2B. B2B is the opposite. Easy decision.

Paid Search Agency 62

Paid Search Agency DemandBase Ads Ideal Customer Profiles 62

Marketing Insider Group

DECEMBER 17, 2019

B2B marketing has a bad reputation. If you think about the first words that pop into your head when you think about B2B marketing, they’re probably “corporate”, “dull”, “old school”, “safe”, and similar. B2B marketers have additional challenges, of course. B2B products tend to be much more complex and at a higher price point.

Tactics 272

Tactics B2B Marketing Work Management Planning 272

NuSpark Consulting

DECEMBER 13, 2017

Until recently, many details surrounding a typical buyer’s journey were unavailable to B2B marketers. Consumer insights from Google show B2B buyers typically perform up to 12 internet searches before choosing a brand’s website to visit. Buying the data you need can be costly, so you need to know how to unlock its full potential.

Intent Data 160

Intent Data Intent Bombora Leads 160

Biznology

DECEMBER 2, 2019

So let me plunge ahead with 7 bets on likely new developments in the world of B2B marketing. My crystal ball is on back order,” as B2B database expert Bernice Grossman is fond of saying. Voice search takes hold in B2B buying, for real. My guess is that some types of B2B social media posts are ripe for automation.

Enterprise Management 143

Enterprise Management Work Management Marketing Management B2B Marketing 143

KoMarketing Associates

FEBRUARY 12, 2019

B2B marketers get a bad rap. If you do a search for “B2B versus B2C marketing,” you’ll immediately see a bunch of articles about how B2B marketers “lag” behind B2C marketers. Then you’ll find more articles about how “B2B marketing is boring.” Or “what B2B marketers can learn from B2C marketers.”.

Work Management 121

Work Management B2B Marketing Marketing Management Peer-to-peer 121

Content4Demand

JULY 7, 2021

As B2B buying trends evolve, it’s important that your content keeps up. According to the recently released 2021 B2B Buyers Survey Report from Demand Gen Report, here are a few of the top trends: Buying committees continue to become more prevalent, and committees are growing larger. What are buyers searching for?

Account Based Marketing 121

Account Based Marketing Peer-to-peer B2B Content 121

Sana Commerce

FEBRUARY 21, 2023

Many B2B companies worry that turning to online sales will hurt their long-standing customer relationships. Personalized marketing in B2B e-commerce is a great way to maintain these business relationships by treating your buyers as individuals online — just as you would offline. So clearly expectations are not being met.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

Industrial Marketing Today

JUNE 8, 2010

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” She has focused on identifying the problem and providing a 5-step solution to shorten the buy cycle. The steps are: 1.

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Webbiquity

APRIL 10, 2018

Every B2B marketer knows we are in a period of rapid change. But how can B2B marketers most effectively achieve those results? How can they optimize that experience, without incurring excessive costs that can’t be passed along to price-sensitive buyers? Marketing technology (martech) is advancing quickly. And measure them?

Marketing AI 245

Marketing AI Enterprise Management Stats Marketing Management 245

Zoominfo

MARCH 6, 2021

For instance, types of customer segmentation in B2B marketing might include industry, business size and location, and technology stack. Something to think about: According to Folloze, 77% of B2B sales and marketing professionals believe personalized marketing experiences make for better customer relationships.

Segmentation 204

Segmentation Account Based Marketing Lead Scoring Lead Ranking 204

Trade Press Services

SEPTEMBER 25, 2023

The B2B sales journey is complex, typically involving multiple small decisions about your brand that lead to a decision to purchase. By understanding the decisions buyers make throughout their journey, marketers can take strategic actions that meet the needs of today’s B2B buyer. Decision #4: About the price and value.

Lead Ranking 52

Lead Ranking Buying Cycle B2B Sales Pricing 52

Outreach

MAY 14, 2019

What is B2B Sales? Business-to-business (B2B) describes a commercial relationship between business entities. Building on that definition, B2B sales is the process by which B2B companies engage decision makers at other companies to sell products or services. How Are B2B and B2C Sales Different? Sales Process.

B2B Sales 91

B2B Sales B2B Sales Cycle Advertising Agencies 91

Industrial Marketing Today

MAY 26, 2010

The problem becomes more acute for the industrial sector because the industrial buy cycle can be a long and complex process that often involves multiple decision makers. The white paper has deconstructed the complex industrial buy cycle into four distinct stages that the buyer systematically goes through.

Buying Cycle 60

Buying Cycle Buy Web 2.0 Allocation 60

ViewPoint

AUGUST 16, 2018

It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. Often hot leads are really buying companies that have already been sold by another vendor. Leads at every stage of the buying cycle are essential for a healthy pipeline.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

Zoominfo

JULY 5, 2023

Speedy customer acquisition without a hefty price tag is the target, but doing it effectively can be a challenge without the right tools and training. Go-to-market efficiency is a hot topic for companies looking to succeed in the current market.

Marketing Analytics Tools 130

Marketing Analytics Tools Zoominfo Ideal Customer Profiles Marketing & Strategy 130

Industrial Marketing Today

SEPTEMBER 3, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.”

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Valasys

DECEMBER 5, 2019

With the proliferation of technology & the Internet of Things (IoT), the B2B marketing world has transformed & evolved. Marching to an ecosystem that is ever-transcendent & dynamic, the B2B marketers need to learn about the amazing B2B marketing trends for 2020. The Key B2B Digital Marketing Trends for 2020.

Marketing AI 110

Marketing AI Trends B2B Marketing Top of Funnel 110

FunnelEnvy

DECEMBER 12, 2022

We believe this strategy is so effective that it will be a centerpiece of B2B marketing for the next five to ten years – if not longer. When it comes to B2B, you can’t get more custom-made than tailoring something for one specific customer. How are they structured, and who makes final buying decisions? A few critical factors.

Account Based Marketing 73

Account Based Marketing B2B Marketing Planning Lead Ranking 73

Heinz Marketing

JUNE 7, 2019

The question is, are B2B sellers making the necessary changes in their approach in order to find success when it comes to engaging a millennial stakeholder or buying committee? When these millennial buyers do reach out to a sales rep, they are usually wanting to “…confirm product limitations and negotiate pricing” ( Barcena ).

Marketing Management 105

Marketing Management B2B Buyer Personas Demographics 105

Industrial Marketing Today

JUNE 12, 2010

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?

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Sword and the Script | B2B

SEPTEMBER 24, 2020

68% of B2B professionals surveyed say it takes longer to complete B2B sales cycles compared to a year ago They say recessions don’t start trends – they accelerate those that are already in motion. The trend has been more of everything in B2B. On the heels of the current slowdown, it seems it’s going to take still more.

Sales Cycle 57

Sales Cycle B2B Sales Studies B2B 57

NuSpark Consulting

JUNE 2, 2016

To create content that boosts lead and demand generation, you need to construct B2B buyer personas that give you a clear picture of your customer, mapping their journey from when they decide to solve a problem to their purchase decision. And sales cycles linger endlessly. The Problem with B2B Buyer Personas. It’s simple.

Buyer Personas 100

Buyer Personas Conversion Buying Cycle B2B 100

Webbiquity

JANUARY 15, 2010

Back in prehistoric times (before the Internet, that is), b2b buyers learned about products and services by reading (print) magazines and (printed) analyst reports. Share this on Mixx. Tweet This! Subscribe to the comments for this post? Seed this on Newsvine. Add this to Mister Wong. Share this on FriendFeed.

Sales Cycle 100

Sales Cycle Buying Cycle Social Media Marketing Management 100

ViewPoint

AUGUST 9, 2016

It may seem counter intuitive, but there are three key reasons why B2B companies need to pay more—not less—attention to opportunities not yet ready to close: 1. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

Zoominfo

JUNE 28, 2023

Support: How can you offer greater support during the buying cycle and beyond? Define your GTM pricing model One of the most challenging aspects of creating a GTM strategy is the pricing model. Tiered pricing : Customers are charged depending on the product package they choose.

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing & Strategy 130

Valasys

JULY 21, 2020

Employing appropriate KPIs for B2B e-commerce marketplace helps marketers to qualitatively and quantitatively evaluate the progress of their marketing models and also assists them in making more informed, data-driven, less risky, and profitable business decisions. Read more on 5 Essentials of B2B Sales and Marketing Alignment.

Lead Ranking 80

Lead Ranking B2B Lead Scoring Churn Rate 80

Customer Experience Matrix

AUGUST 28, 2014

The Web site network is unusual if not unique among B2B data providers; the most similar offerings I can think of are audience profiles from B2C site networks, from owners of large B2B sites, and based on other B2B activity such as email response. Formal release was in May 2014.

Lead Ranking 120

Lead Ranking Activities Lead Scoring Marketing Automation Services 120

markempa

JUNE 17, 2012

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. Instead, create “virtual collaboration rooms” on your website.

Sales Cycle 120

Sales Cycle Sales Management B2B Sales Top of Funnel 120

MarketJoy

NOVEMBER 26, 2019

Because closing a B2B sale requires you to connect and convince not just one buyer, but several of them. And according to one report from Harvard Business Review , the number of people involved in B2B solutions purchases has climbed from an average of 5.4 Now the question is how can you convince people and boost your B2B Sales?

B2B Sales 59

B2B Sales B2B Buying Cycle Sales Cycle 59

Biznology

DECEMBER 28, 2016

AMAZON BUSINESS : Served as an example of ‘digital customer’ expectations transitioning to the B2B world. Amazon Business launched in April 2015, with over 250 million products and a more holistic marketplace for B2B companies. Here are 11 inspiring case studies of digital transformation.

Digital Transformation 184

Digital Transformation Case Study Case Studies Studies 184

B2B Marketing Traction

JANUARY 17, 2013

I think social media has crossed the chasm for B2B marketers as a way to create brand awareness. Not all technologies make it, because they can’t cross the chasm between techies who adopt new technology early and business pragmatists and conservatives who need to see proof, third-party support for the technology, and lower pricing.

Social Media 100

Social Media Social Marketing B2B Marketing Media 100

B2B Marketing Directions

MARCH 11, 2018

It will come as no surprise to B2B marketing and sales professionals that sales cycles are getting longer. In the 2017 B2B Buyer's Survey by Demand Gen Report, 58% of the respondents said the length of their purchase cycle had increased compared to a year earlier, while only 10% said the length had decreased.

Pricing 40

Pricing Price Urgency Marketing Buying Cycle 40

Zoominfo

MARCH 5, 2021

For instance, types of customer segmentation in B2B marketing might include industry, business size and location, and technology stack. Something to think about: According to Folloze, 77% of B2B sales and marketing professionals believe personalized marketing experiences make for better customer relationships.

Segmentation 100

Segmentation Account Based Marketing Lead Scoring Lead Ranking 100

Valasys

JUNE 20, 2019

Neuromarketing is a “Buzzword” in the marketplace these days & it has expanded its reach to encompass B2B dominion as well. Ideally, it is wiser to have either just 3 buying prices or to bundle costs into one. An Amalgamation of Neuromarketing & Inbound Marketing.

Inbound Marketing 61

Inbound Marketing B2B Marketing Optimization Conversion 61

Valasys

JUNE 24, 2019

Social Media Marketing, Targeting Local Audience and Mobile Marketing are the three most important marketing strategies in the B2B world today. Thus, mobile marketing is an important tool for B2B marketers. Optimizing customer experience is an indispensable pre-requisite in order to optimize the revenue of the B2B brand.

Mobile Marketing 65

Mobile Marketing Social Marketing Marketing & Strategy B2B Marketing 65

The ABM Agency

JANUARY 8, 2021

Experienced B2B marketers understand that no two campaigns are identical; each one requires a customized approach in order to reach a target audience and achieve the desired results. What is B2B Programmatic Advertising? B2B Programmatic Advertising Tools. Advantages of B2B Programmatic Advertising. Target audiences.

Paid Content 59

Paid Content Advertising Agencies Ideal Customer Profiles Marketing AI 59