ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

The ROI Guy

FEBRUARY 2, 2011

CFO Control Drives Frugalnomics Further This centralization of power to financial chiefs has important implications for the way the buying cycle is managed, and how B2B sales and marketing groups must navigate these more complex waters. Executives like CFOs do most of their research on-line on their own or via analysts / peers.

Work Management 40

Work Management Marketing Management Peer-to-peer Effectiveness 40

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

OCTOBER 5, 2010

As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. As a result, Internet fueled buying cycles have required B2B marketers to deliver more content and tools over more and more channels to actively engage ever more empowered, skeptical and frugal buyers.

Paid Search Agency 40

Paid Search Agency Companies Buying Cycle Budget Programs 40

Marketing Insider Group

JUNE 30, 2020

Doing so will not only help sell the product but also work toward establishing a better relationship with vendors, partners, and clients. Unlike B2C Marketing, B2B companies have the unique challenge of not always being present in the eye of the customer. Case Studies. Let’s see how. In contrast, only 8.5%

Work Management 362

Work Management B2B Marketing Marketing Management Content Marketing 362

Online Marketing Institute

JANUARY 25, 2010

world has fundamentally changed the dynamics of buyer-vendor interaction. B2B buyers not only have greater access to information than ever before, but increasingly, that information comes from industry peers and third parties, versus coming from their vendors or from traditional media outlets. Consolidation is inevitable.

Marketing Automation Services 40

Marketing Automation Services Marketing Automation Top of Funnel Work Management 40

Hubspot

MAY 28, 2012

In fact, you need to be constantly expanding the top of your funnel because, as our presentation " Death by Marketing Automation " showed, your email list expires at approximately 25% a year. As a best practice, use marketing automation to nurture leads and send them information only when it is most relevant to their buying cycle.

Work Management 28

Work Management Marketing Management Lead Management Lead Scoring 28