ANNUITAS

JANUARY 20, 2015

You may have the right content marketing strategy to fuel your Demand Generation program, however, you may need to take a step back and evaluate if you truly have a Demand Process that will drive perpetual revenue. What Would the Buyer Do?). The elements required to develop a Demand Process are not revolutionary.

Top of Funnel 100

Top of Funnel Lead Ranking Demand Generation Agencies Demand Generation 100

ANNUITAS

OCTOBER 21, 2014

Marketing has evolved and offers many solutions to help us deliver facts and figures to our buyers, but it still can’t deliver those personal relationships. Of course you need to deliver what the buyer needs (facts and figures to solve their problems) but you also have to help them make a decision based on trust.

Ad Building 100

Ad Building Peer-to-peer Demand Generation Eloqua 100

Hubspot

JULY 28, 2021

When looked at holistically, sales execution includes everything leading up to the close of a sale. Sales execution is inherently customer-centric — based on zeroing in on your customer's needs, determining focused solutions, and putting structures and processes in place to consistently deliver on them. Identify your target markets.

Top of Funnel 84

Top of Funnel Enterprise Management Peer-to-peer Work Management 84

The ROI Guy

JANUARY 25, 2017

Although buyers leverage digital more than ever in their decision making process, and as a result appear to engage with reps later in the decision making process (up to 57% of the way through), sales reps still have a big impact, ESPECIALLY if they can intersect early in the buyer’s journey, and with value.

Comparison 40

Comparison Peer-to-peer Forrester Marketing Management 40

The Mx Group

AUGUST 16, 2017

Buyer Strategy. Demand Gen and Lead Management. During the session, we encouraged our B2B marketing friends to create them, or if they already had done so, to pull them out of the drawer and get motivated to use them more effectively to create engaging content and more qualified leads. Marketing Expertise. Sales Empowerment.

Buyer Personas 84

Buyer Personas Account Based Marketing Demand Generation Agencies Work Management 84

Martech Advisor

DECEMBER 10, 2019

The role of a customer experience (CX) specialist is to ensure that the marketer follows a buyer-centric approach and delivers a smooth, unfragmented and consistent customer experience across all touchpoints and at all stages of the buyer journey.

Ideal Customer Profiles 53

Ideal Customer Profiles Work Management Touchpoints Multi-Channel 53

The Point

DECEMBER 17, 2010

Most B2B companies will readily acknowledge how much the Web has transformed the way they market their product or service, most visibly in the form of vehicles like search, content marketing, social media, and lead management. KS) Before the Internet, the B2B buyer making a complex decision had relatively few sources of information. (KS)

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management B2B 100

KoMarketing Associates

DECEMBER 8, 2015

76 percent of B2B buyers use three or more marketing channels for research. Nearly 45 percent of B2B marketers, surveyed by Annuitas, indicated that they are not using buyer personas in demand generation programs and almost half are failing to align content to their buyer’s pain points. It is that time in the year again.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

ANNUITAS

AUGUST 14, 2012

“ Marketing needs to view sales as their customer! ” How many times have you heard this one? However, the reality is that the most successful marketing and sales organizations have come to understand that they each have the same customer: the B2B buyer. This needs to change. To do so meets sales’ expectations.

B2B Thought Leadership 100

B2B Thought Leadership Marketing Management Peer-to-peer Thought Leadership 100

ANNUITAS

AUGUST 14, 2012

“ Marketing needs to view sales as their customer! ” How many times have you heard this one? However, the reality is that the most successful marketing and sales organizations have come to understand that they each have the same customer: the B2B buyer. This needs to change. To do so meets sales’ expectations.

B2B Thought Leadership 100

B2B Thought Leadership Marketing Management Peer-to-peer Thought Leadership 100

6sense

DECEMBER 9, 2021

Customers learn from industry and peer experts, get insights for leveling-up their revenue teams’ performance, and more. Most revenue teams don’t leverage ABX, which means the most valuable information they need to find the right accounts at the right time remains hidden to them, anonymized in what we call the Dark Funnel.

Sales Management 62

Sales Management Conference Lead Ranking Ideal Customer Profiles 62

A Better Jones

AUGUST 3, 2018

Your buyers - their struggles, their pains, their goals, and their wants - should be at the forefront of nearly every decision you make as a company. But we also need to remember that within every department and every role, you may have more than one customer. And for marketing, that’s your sales team. That’s right.

Top of Funnel 47

Top of Funnel Buyer Personas Peer-to-peer Paid Search Agency 47

Hinge Marketing

APRIL 29, 2016

As part of our study of professional services buyers , we asked private sector and government buyers to offer insights into their purchase decision process. Buyers are looking for answers to a range of questions: Will qualified people be doing the day-to-day work? Have they been referred by respected peers? We think so.

Process 48

Process Peer-to-peer Marketing Proposals Marketing Prospects 48

Marketing Insider Group

MAY 31, 2012

how often are you earning it vs. buying it? | They also explained that content strategy is “hard” but must be followed in order to deliver offers buyers actually want. focus on peers and influencer content needs as primary. adobe interactively displays content on the website for each keyword, media buy based on context.

B2B Thought Leadership 100

B2B Thought Leadership Work Management Inbound Marketing Peer-to-peer 100

Ambal's Amusings

AUGUST 27, 2010

If that’s the problem, then the content will be designed to discuss how global project teams can use workspaces to collaborate in real time, access the information they need with a click and work on product iterations with other members of the team as if they were in the same room with video conferencing. Ardath Albee.

Work Management 100

Work Management Marketing Management B2B Business 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.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

NOVEMBER 29, 2010

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. Having the right content and tools to help fuel buyer’s decision making process is essential.

Peer-to-peer 40

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

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Allocation 40

Allocation B2B Sales Peer-to-peer B2B Marketing 40

The ROI Guy

SEPTEMBER 22, 2014

With all the choices available to buyers, it is important to communicate how your solution is unique. The buyer doesn’t really care about your solution and how different you perceive it to be until they recognize they have a serious enough challenge to address, and that the challenge is a top priority.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

Martech

JUNE 27, 2023

We get everything we need from social media.” Generate a lead. Over the years, we have learned a lot about what business buyers need to make their purchase decisions. Specifically: Content relevant to their immediate need. Let’s begin. What are your objectives for the website? What is the purpose of your site?

Marketing Websites 116

Marketing Websites Marketing Management Peer-to-peer netFactor 116

The ROI Guy

SEPTEMBER 17, 2010

With marketers who seem more focused on gaming the channels themselves than in the value of the dialogue being created, buyers are now inundated with more product related and meaningless offers than ever. Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

MARCH 15, 2011

Today’s buyer is more empowered, skeptical and frugal than ever before, providing a greater than ever challenge to sales professionals, and shaking the very foundations of traditional selling models. the value referring to the specific "know how" your clients need to achieve an outcome.

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

Hubspot

JANUARY 19, 2016

Case studies are important to the medtech buyer persona because before they make a purchase, they have to know that the solution or device being promoted has been safely and successfully used by others. They want to be assured that the purchasing decisions they make will lead to positive patient outcomes. The Power of the Case Study.

Case Studies 28

Case Studies Case Study Buyer Personas Studies 28

Seismic

SEPTEMBER 23, 2021

Sales training ensures that every seller in your sales force has the skills they need to contribute to the team and grow their career. Training educates your sellers on the techniques they need to be most successful when selling your company’s products, services, or solutions. . The same is true for the best sellers. Let’s get started!

Training 111

Training Peer-to-peer Cold Calling Lead Ranking 111

The ROI Guy

NOVEMBER 4, 2010

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. In this blog post, I present a few of the key research metrics and advice.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Inbox Insight

JULY 31, 2020

In the midst of transformation, vendors have an opportunity to capture the attention of HR tech buyers with great content, and turn cold prospects into hot leads. Being able to attract the right talent and retain valuable workers is a top priority and this means ensuring HR teams have all the tools they need to do their job.

Work Management 89

Work Management Marketing Management Research Top of Funnel 89

Adobe Experience Cloud Blog

OCTOBER 6, 2016

This leads to waste: wasted time, wasted budget, and wasted opportunities for more closed deals. Author: Jeff Day In today’s frenetic, go-go-go B2B sales environment, it can be hard to ensure that your sales team is having the right—or optimal —conversations with their prospects to deliver value and drive deals forward.

Practices 134

Practices Best Practices Work Management Marketing Automation Services 134

The ROI Guy

NOVEMBER 29, 2017

Clearly there is a Value Gap , between buyers need for financial justification and making a compelling case for change to the ever larger decision making team, and solution providers inability to consistently and credibly articulate and quantify unique business value and provide this in a solid business case proposal.

Peer-to-peer 53

Peer-to-peer Research Lead Scoring Lead Ranking 53

KoMarketing Associates

APRIL 29, 2020

And it’s influencing them now more than ever: “67% of respondents said they rely even more on content than they did last year to research and inform purchase decisions” according to a recent survey of B2B buyers from DemandGen. Of course, content has been influencing B2B buyers for a while. Add more data and research.

Top of Funnel 217

Top of Funnel Work Management B2B Marketing Management 217

KoMarketing Associates

APRIL 15, 2020

Understanding how a B2B buyer’s journey naturally progresses is key to designing a digital marketing program that works in any economic climate. So if you find yourself with a little extra downtime right now, it’s a good time to ask: How well are we meeting prospects’ informational needs? How do they discover us?

Buyer's Journey 157

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

SnapApp

OCTOBER 25, 2016

How can I make sure that each stage of the funnel is informative and exactly what our buyers need to see? Why don’t we take a walk through the funnel and learn three ways to optimize each stage of the buyer’s journey? Why don’t we take a walk through the funnel and learn three ways to optimize each stage of the buyer’s journey?

Peer-to-peer 48

Peer-to-peer Top of Funnel Advertising Benchmark Marketing Funnels 48

Heinz Marketing

SEPTEMBER 29, 2020

As we continue delving into the foundations of a modern B2B demand generation engine, the next thing we need to think about is the B2B buyer’s journey. And if you missed the other blogs in this series, be sure to read those too: one on the ideal customer profile and another on addressing the buying committee.).

Sales Management 140

Sales Management Top of Funnel Ideal Customer Profiles B2B 140

Marketing Insider Group

JANUARY 31, 2012

I was honored to be included in the handbook and will provide an overview of the top 7 trends covered by me and my peers. It starts with a well-defined process, an understanding of the buyer process, a well-defined content strategy to ensure your content meets buyer needs and a clear nurturing and automation process.

Trends 100

Trends Planning Peer-to-peer B2B Thought Leadership 100

The ROI Guy

AUGUST 20, 2010

Although a lot of attention is being paid by B2B marketers to Social Media and Blogs as a way to connect with and engage prospective buyers, research by IDG and MarketingSherpa indicate that more traditional promotional and research oriented content marketing is more effective. States Eric Tsai,Web Strategist / Marketing Coach.

Social Media 40

Social Media Peer-to-peer Social Marketing Content Marketing 40