Everything Technology Marketing

NOVEMBER 11, 2013

The top three factors that correlated with successful sales also predicted buyers’ satisfaction with the purchasing process and intent to continue buying services from the seller. Say you’re a small accounting firm that works primarily with small businesses. This may feel an awful lot like giving away your knowledge for free.

Work Management 100

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Everything Technology Marketing

JULY 17, 2013

Winning the Business Anything and everything can be found online. More and more decision makers are looking to educate themselves before making a buying decision, and it is through your content that they learn. The firm that does the best job educating them is often the one that wins the business.

Webinar Metrics 100

Webinar Metrics Marketing Strategy Marketing & Strategy Content Marketing 100

Everything Technology Marketing

APRIL 8, 2010

They want to be able to engage with a vendor when they are ready and actively seek out advice, often very late in the buying cycle, and have the vendor guide them through a complex buying and problem solving process - outsourcing part of the buying process to the vendor community if you will. What business problems do they face?

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Buying Cycle Lead Ranking 100

Everything Technology Marketing

AUGUST 22, 2010

Segmentation is critical as vendors evolve from technology-focused business models to customer-needs driven engineering and development, sales, marketing, and operations. Part 2 of this series will explore how to go about segmentation and why the reasons customers buy (motivations) are often more important than who they are (demographics).

Segmentation 100

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Everything Technology Marketing

JULY 10, 2010

Marketing is getting involved in many more areas that touch the customer along the buying process, multiplied by a dizzying variety of new tactics, online communications and engagement platforms. In my mind, this common thread should be the customer’s buying process (instead of the vendor’s planning hierarchy).

B2B Marketing 100

B2B Marketing Work Management Marketing Management Paid Search Agency 100

Everything Technology Marketing

OCTOBER 10, 2010

But it doesn't get to the core of why companies are buying and what problem they are looking to solve (don’t get me wrong, demographics are still an important factor in the segmentation process, but they shouldn't drive the first steps of segmentation). How do I know how price sensitive a company's buying center is?

Segmentation 100

Segmentation Lead Ranking B2B Marketing Lead Scoring 100

Everything Technology Marketing

MARCH 14, 2011

1) Focus on the business buyer One of the biggest changes in marketing SaaS vs on-premise software is the makeup of your target audience. One of the biggest factors in the adoption of cloud solutions is that business users can activate the solution quickly, often without having to rely on slow IT resources.

Marketing Automation Services 100

Marketing Automation Services Budget Programs Software Lead Ranking 100