Only B2B

FEBRUARY 6, 2024

Put simply, B2B intent data reveals the buying intentions of potential customers. By analyzing this data, you gain valuable insights into their needs, challenges, and stages in the buying journey. Ditch the scattershot approach and focus your efforts on companies demonstrating active buying intent.

Intent Data 62

Intent Data Intent B2B Sales ROI 62

Madison Logic

FEBRUARY 14, 2024

The desire for personalization among B2B buyers is growing louder. According to Gartner, 86% of B2B customers expect companies to be well-informed about their personal information during interactions. Moreover, the intricate nature of B2B buying decisions necessitates personalization.

Personalization 52

Personalization B2B Top of Funnel Multi-Channel 52

FunnelEnvy

DECEMBER 26, 2022

Forrester’s 2021 B2B Buying Survey reported that the number of self-directed sales interactions in a typical transaction has now surpassed the number of human interactions. Not only do buyers want to be able to access sales information at any time, but they also have a strong desire for a customized buying process.

Top of Funnel 76

Top of Funnel Marketing Automation Services Optimization Generation 76

Madison Logic

AUGUST 2, 2023

B2B buyers need more attention and information to make a purchase decision, ideally, a personalized buying experience. Why Personalization Matters Today’s buyers no longer want a personalized experience; they demand it. That’s where account-based marketing (ABM) comes in.

Account Based Marketing 52

Account Based Marketing Personalization Multi-Channel Top of Funnel 52

Marketing Interactions

JULY 31, 2022

I’ve seen it and continue to see it morph into ever more confusing loops and detours as new channels come online, uncertainty increases with impending economic challenges, supply chain disruptions—you name it, the challenges continue to shift how buyers approach buying. In addition to environmental challenges, buyers have changed.

B2B 75

B2B Buyer's Journey Gartner B2B Sales 75

Martech

MAY 19, 2022

At a macro level, let’s break down what’s happening: The B2B buying-selling process is now predominantly digital and remote , with buyers conducting up to three-quarters of their research before engaging a B2B sales pro. Capture and embed ICP personas, mindset, priorities and needs: Accounts don’t buy anything, people do.

Marketing Analytics Tools 127

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing Management 127

NetLine

NOVEMBER 9, 2023

According to Gartner , sales enablement is owned by both sales and marketing, with marketing being responsible for creating resources, including content, messaging, and training. They also know that the buyer is in the late stage of their journey and ready to make a purchase decision.

Intent Data 52

Intent Data Intent Top of Funnel Outreach 52

Madison Logic

JANUARY 18, 2023

Research from Gartner shows that meaningful personalization boosts the chances that a customer will make a high-quality purchase by 9%. You may think you know what buying groups are looking for and what they care about, but here are some trends to pay attention to: . Where are they in the buying journey? .

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

The ROI Guy

AUGUST 13, 2013

According to a new research report, IT buyers have dramatically changed. Gartner indicates that” Newly empowered and informed buyers are taking control of the sales cycle, which should be cause for concern for many sales leaders.” Looking at past strategies, products were pushed to a large, loosely defined customer segment.

Gartner 40

Gartner Marketing & Strategy Marketing Strategy Lead Ranking 40

Mereo

AUGUST 4, 2022

You eventually may ask yourself: do I need to make this purchase? Today, salespeople garner just 5% of a buyer’s time on average during the B2B buying journey — while the buyer spends nearly half of their time researching solutions online. These are no small tasks on the buyer’s behalf.

Buyer's Journey 41

Buyer's Journey Differentiation Gartner Paid Search Agency 41

The ROI Guy

FEBRUARY 20, 2019

The bad news for B2B sales cycles everywhere is that 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most. One reason for the delay is that modern B2B buyers want help accelerating the decision process and assuring decision success. and for recurring purchases, “Why Renew?”.

Gartner 45

Gartner Buying Cycle Differentiation Buyer's Journey 45

Seismic

JULY 1, 2019

How B2B buying has changed. Buyers have grabbed control. Gartner says that they get 57% of the information they need on their own before engaging to sales. Sellers today need to beat their numbers. Gone are the days of transactional selling when a customer relationship ends after the purchase is made.

Sales Cycle 66

Sales Cycle Cross-Selling Gartner B2B Sales 66

Zoominfo

MAY 11, 2020

What type of demand needs to be created to drive customer interest? What are your buyer needs? What do buyers care about when making a purchase? The benefits that resonated with your customers two years ago might not be the same requirements they need help with today.

Planning 100

Planning Ideal Customer Profiles SWOT Verticals 100

The ROI Guy

JANUARY 17, 2011

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. For most buyers it’s easier to do-nothing, than to change.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Mereo

MARCH 26, 2020

And over time, your buyers’ needs you first set out to alleviate change. According to LoSasso research, 34% of B2B buyers say their purchase decisions are driven most by features, while 27% say price and only 39% say brand. They go by the command of the leadership rather than the calls for needs and wants from the buyer.

Work Management 41

Work Management Marketing Management Lead Ranking Demand Generation Agencies 41

The ROI Guy

NOVEMBER 18, 2010

Buyers are: More frugal, reeling from two economic downturns in the past decade, and forced to “do more with less”. Content marketing provides a means to break through the noise, providing the consultative diagnostic and financial advice today’s buyer needs. But this is not the only way to get started.

Marketing Management 40

Marketing Management Peer-to-peer Content Marketing Buying Cycle 40

Marketing Interactions

JUNE 13, 2021

In fact, proving you know them can decrease purchase intent by 4%. Research from Gartner found that helping B2B buyers advance increased purchase intent by 16%. So perhaps we need to think more about understanding and helping than knowing about more personal stuff. Turns out, they weren’t the least bit interested.

B2B Marketing 174

B2B Marketing B2B Gartner Purchase Intent 174

The ROI Guy

NOVEMBER 4, 2010

According to IDC, over 90% of IT buyers are economic buyers / economically focused; Technology marketers are focusing more investments on digital channels, and this is good because executives and economic buyers favor on-line research and content.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

6sense

NOVEMBER 4, 2021

According to a recent Gartner study , more than two-thirds of B2B buyers feel a bit overwhelmed by the amount of high-quality research material available to them — especially on the internet. Interestingly, Gartner also found that 77% of B2B buyers rate their purchase experiences as extremely complex or difficult.

Gartner 62

Gartner Account Based Marketing Content B2B Sales 62

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

Sana Commerce

AUGUST 21, 2023

When we compare the buying experience between two B2C customers, they will probably have different tastes and preferences when it comes to product SKUs and payment methods, but in this case the customer journey requires very little differentiation between customers. Specific B2B requirements Most B2B processes have unique needs.

Optimization 52

Optimization Ideal Customer Profiles B2B Allocation 52

Sana Commerce

OCTOBER 4, 2021

B2B buying and selling has changed. Where there once was a battle between the salesman and the e-commerce site, both fighting to be the essential tool enabling a seamless purchase, we’re now seeing a united front. In the face of B2B sales’ digital transformation, should your sales strategy follow suit? especially for B2B sales teams.

Digital Transformation 52

Digital Transformation B2B Sales Enterprise Management B2B 52

Mereo

MAY 26, 2021

Buyers are demanding the shift from B2B organizations as much as consumers are from B2C. According to Gartner , “By 2022, more than 80% of software providers will change their primary business model from traditional license and maintenance to subscription models, regardless of whether the software resides on premises or in the cloud.”.

Marketing Management 94

Marketing Management Budget Programs Bundling Paid Search Agency 94

Seismic

FEBRUARY 24, 2022

Digital-first sales journeys have changed the ways buyers and sellers engage. With fewer in-person interactions, buyers are spending more time navigating the buying journey online. . While buyers are spending more time researching solutions, they’re spending less time with sales reps.

Work Management 52

Work Management Gartner Case Studies Sales Cycle 52

Webbiquity

JANUARY 3, 2012

Social media, content aggregation and curation , user-generated content and other developments have dramatically changed the B2B buying cycle over the past few years. Prospects often don’t surface until much later in the buying process than they did just a few years ago. Addressing Changes in the B2B Buying Cycle.

Sales Management 100

Sales Management B2B Sales Top of Funnel B2B Marketing 100

Choozle

JANUARY 20, 2020

B2B (also known as business-to-business) marketing reaches individuals at a business that is making a logical process-driven purchasing decision. At the same time, B2C (also known as business-to-consumer) marketing reaches individuals with emotion-driven purchasing decisions. stakeholders ) to agree with their buying decision.

Enterprise Management 53

Enterprise Management Work Management Marketing Management Marketing Automation Services 53

KoMarketing Associates

APRIL 15, 2020

Fortunately, there’s quite a lot of research available to help us see how B2B buyers are navigating their purchase process. By the time a buyer contacts a Salesperson, their journey is largely complete. We’ve all heard different statistics about how much of the buyer’s journey happens before the company is ever contacted.

Buyer's Journey 157

Buyer's Journey Peer-to-peer Enterprise Management Work Management 157

Madison Logic

AUGUST 17, 2023

According to Gartner, sales reps only have a mere 5% of a decision-maker’s time during their B2B buying journey. With about 95% of self-guided solution research done by buyers online, how can marketers ensure that these buyers are armed with all the information needed to make an informed decision?

Storytelling 52

Storytelling Top of Funnel Buy Account Based Marketing 52

The ROI Guy

SEPTEMBER 28, 2010

The good news is that todays buyer wants to be engaged, with 9 out of 10 actively relying on vendor provided information on their way to making a purchase decision. Instead of being engaged, buyers are now inundated with more meaningless product information and offers than ever before, creating "marketing fatigue".

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

Metadata

FEBRUARY 16, 2021

Jason Widup: So, I’ve got, it’s pink, you can’t quite tell, but it’s a strawberry habanero scratch margarita that I buy from this bar down the road. Elissa Fink: So, we ended up in a platform that Gartner renamed from business intelligence to business analytics. Udi Ledergor: That’s funny.

Enterprise Management 52

Enterprise Management Paid Content Sales Management Work Management 52