Webbiquity

JANUARY 19, 2023

B2B marketing targets buying groups within businesses. Decision Making The decision-making process for B2B and B2C marketing differs greatly, primarily due to the type of customer each is targeting. Buying Cycle In B2C marketing, the purchase decision is often made quickly by an individual looking to satisfy a specific need or desire.

Work Management 218

Work Management Marketing Management B2B Marketing B2B 218

Marketing Insider Group

JULY 1, 2020

Because accounts were not having the right customer conversations that were supported by case studies, content and messaging that proved “unique value” gained and where future opportunities lied, the team was not able to drive top-to-bottom engagement. For example… 1. But, they could not define it.

Ideal Customer Profiles 304

Ideal Customer Profiles Work Management Planning Paid Search Agency 304

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. Lengthened sales cycles: Decision-making processes become prolonged as businesses scrutinize purchases and seek consensus among stakeholders.

B2B Sales 100

B2B Sales B2B Buying Cycle Sales Qualified Leads 100

Tiecas

APRIL 5, 2024

Each one has different content needs at different stages of their buying journey. Your content can’t be overly ‘salesy;’ instead, focus on educational and thought leadership content that will differentiate you from the competition. See How Manufacturers Can Use Content for Differentiation and Create a Competitive Edge.

Marketing Budget 92

Marketing Budget Advertising Agencies Marketing Strategy Marketing & Strategy 92

Hubspot

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. The buying process is transformed. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Develop a sales process that supports the buyer's journey. What is inbound sales?

Sales Management 97

Sales Management Top of Funnel Buy Advertising Agencies 97

Hinge Marketing

MAY 6, 2015

You create case studies. Case studies use the voice of "others" (i.e. your satisfied clients) to tell prospects why they should trust your firm and buy your services. In a recent research study, Hinge Research Institute asked buyers of professional services to identify the best ways to market to them.

Case Studies 48

Case Studies Case Study Studies Work Management 48

Martech

OCTOBER 30, 2023

Programmatic ad buying took personalization to the individual level and marketing emails became increasingly tailored to each recipient. To better grasp the real-world impact of these principles, let’s look at a brief case study that exemplifies successful personalization. The advent of social media was a game-changer.

Personalization 115

Personalization Practices Allocation Enterprise Management 115

Velocity Partners

MAY 8, 2024

I developed my thinking around this based on the famous 95-5 rule — only 5% of any given market is actively looking to buy at any one time (the other 95% aren’t looking to buy right now). Why do we only talk about our product, case studies, benefits and differentiators if only 5% of our market is looking to buy right now?

Marketing Analytics Tools 83

Marketing Analytics Tools B2B Marketing B2B Thought Leadership Planning 83

Lead Forensics

APRIL 2, 2024

Use case studies to show how similar companies saved money by implementing your solution. Provide them with resources they can share with the decision-maker to build a strong case for your product. Offer support materials like case studies or white papers that address potential internal concerns.

Effectiveness 52

Effectiveness Work Management RFP Case Studies 52

Tiecas

MARCH 21, 2024

Probably the most common complaint that I hear from Sales is that “Marketing just doesn’t understand engineering problems, and they generate ‘crappy’ leads that are not ready to buy.” Build Trust with Proof: Testimonials, case studies, and even unfiltered, engineering-focused FAQs demonstrate your expertise and track record.

Tactics 75

Tactics B2B Marketing Webinar Metrics Marketing Strategy 75

B2B Marketing Directions

AUGUST 13, 2022

The authors contend that the conventional approach to marketing - which is primarily focused on differentiating a product or service in the minds of potential buyers - isn't a reliable way to drive revenue growth for most companies. One of the case studies in the book illustrates how important high-yield buying behaviors can be.

Organization 52

Organization Marketing Management RFP Barriers 52

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. Lengthened sales cycles: Decision-making processes become prolonged as businesses scrutinize purchases and seek consensus among stakeholders.

B2B Sales 52

B2B Sales B2B Buying Cycle Sales Qualified Leads 52

Content Standard

DECEMBER 6, 2023

I learned from a survey of their target executives that their challenge wasn’t differentiators or an understanding of their value prop. Informing Differentiators as a Healthcare Vendor The study is straightforward in its conclusion that healthcare vendors need to differentiate themselves from both EMR solutions and other vendors.

Enterprise Management 68

Enterprise Management Work Management Marketing Management Tactics 68

Tiecas

APRIL 23, 2024

Long sales cycles involving multiple stakeholders: The decision-making process typically involves engineers, executives, and procurement, making for longer sales cycles. Builds trust and authority: By providing informative content (blogs, whitepapers, case studies), manufacturers establish themselves as thought leaders and trusted advisors.

Lead Ranking 64

Lead Ranking Lead Generation Lead Scoring Sales Qualified Leads 64

Outgrow

MARCH 18, 2024

That’s why we’ve curated a list of the top 9 data analytics tools, detailing their key features and real-world case studies. Data analytics is the process of analyzing raw data to uncover insights, trends, and patterns that can help in decision-making and drive better outcomes. What Is Data Analytics?

Marketing Attribution 52

Marketing Attribution Paid Content Budget Programs Analytics 52

Outgrow

MARCH 18, 2024

That’s why we’ve curated a list of the top 9 data analytics tools, detailing their key features and real-world case studies. Data analytics is the process of analyzing raw data to uncover insights, trends, and patterns that can help in decision-making and drive better outcomes. What Is Data Analytics?

Marketing Attribution 52

Marketing Attribution Paid Content Budget Programs Analytics 52

Content Standard

DECEMBER 14, 2023

08:57] Proving Content’s Business Impact – Dusty explains how his team engages in both qualitative and quantitative internal storytelling to draw a direct line from content to business outcomes—from data attribution, to internal case studies proving how content opened the door to higher-level sales discussions within accounts.

Top of Funnel 88

Top of Funnel Enterprise Management Account Based Marketing Marketing & Strategy 88

Rev

NOVEMBER 1, 2023

Predict what factors influence them to buy before they even speak to one of your sales reps? So, you need a way to uncover the underlying motivations, preferences and behaviors that drive your customers’ decision-making processes. Want to understand your customers better than—and before—anyone else? Think about it.

Ideal Customer Profiles 78

Ideal Customer Profiles Account Based Marketing Thought Leadership Demand Generation Agencies 78

Zoominfo

FEBRUARY 13, 2019

List segmentation is exactly what it sounds like – the process of breaking up an email list into several smaller, more targeted lists. For smaller companies, it makes more sense to choose just one or two significant differentiators. The goal is to identify important trends and differentiators among your buyers.

Segmentation 219

Segmentation Email Marketing Enterprise Management Marketing Automation Services 219

KoMarketing Associates

OCTOBER 16, 2017

percent) and sharpen competitive differentiation (68.2 Previous research suggests that B2B buyers also have preferences when it comes to the type of content they want to see during the buying process. The majority of buyers (78 percent) have turned to case studies while making B2B purchasing decisions over the past 12 months.

B2B 120

B2B Generation Advertising Agencies Vendors 120

Oktopost

MARCH 4, 2024

This can be achieved through activities such as monthly newsletters, use case-specific tutorials, or exclusive content. Sales process Different stakeholders within an organization will have different challenges and goals. Consider your target demographic, organization, industry vertical, goals, challenges, and buying criteria.

Ideal Customer Profiles 62

Ideal Customer Profiles Top of Funnel B2B Marketing Marketing & Strategy 62

Lead Forensics

APRIL 2, 2024

Use case studies to show how similar companies saved money by implementing your solution. Provide them with resources they can share with the decision-maker to build a strong case for your product. Offer support materials like case studies or white papers that address potential internal concerns.

Effectiveness 40

Effectiveness Work Management RFP Case Studies 40

BOP Design

JUNE 22, 2023

What differentiates B2B website design from B2C website design are the special considerations and preferences of business decision-makers. A major differentiator for the B2B buying process is that it’s focused on building a relationship, rather than a quick transaction.

Marketing Websites 62

Marketing Websites Design B2B Work Management 62

DiscoverOrg

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. SDRs can’t often differentiate between list providers and sales intelligence provider without seeing a list of data points. Do you have any case studies? What is the refresh process like? Us either.).

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

Marketing Insider Group

JULY 28, 2020

The issue is that there’s no differentiation because the competitors are responding to similar needs with similar content and messaging and no one is creating a buying vision. I, Kristina Jaramillo, Think There’s Too Much Pulling & Pushing People on LinkedIn into a Buying Journey.

Top of Funnel 249

Top of Funnel Linkedin Ideal Customer Profiles Paid Search Agency 249

ViewPoint

JUNE 24, 2016

How is Beyond the Sales Process different from traditional sales books? Traditional sales books tend to focus on that very limited period of time when a customer is in the process of buying. The book includes in-depth case studies that delve into the experiences that industry-leading companies have with their own customers.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

PathFactory

MARCH 4, 2021

This “free consulting” content allows prospects to take free education, invite sales to the bidding process (along with your competition) and use the content to tell your competitors what they are looking for. Teach for differentiation — Sharing articles, whitepapers, and case studies isn’t sufficient.

Top of Funnel 111

Top of Funnel Account Based Marketing Paid Search Agency ABM 111

Webbiquity

APRIL 10, 2018

Here are half a dozen insights from 27 B2B marketing stats facts compiled from recent studies, plus one key conclusion no B2B marketer will want to miss. B2B marketing teams will be held accountable for more of the lead-to-revenue process. Simplifying and personalizing the buying process is now the key differentiator.

Marketing AI 248

Marketing AI Enterprise Management Stats Marketing Management 248

Only B2B

FEBRUARY 21, 2024

Relying solely on demographics or past purchases misses the key ingredient: active buying intent. Boost Lead Quality: Identify prospects with genuine buying intent, maximizing your ROI and saving you valuable time and resources. Leverage case studies, expert guidance, and start small – scaling as you gain confidence.

Intent Data 71

Intent Data Intent B2B Sales B2B Marketing 71

Only B2B

JUNE 23, 2022

However, it also makes it lot simpler for you to determine where a potential client is in the buying process and how to effectively move them along. What Differentiates Leads to Opportunities? Because they are further along in the buying process than leads, prospects are significantly more valuable than leads.

Top of Funnel 118

Top of Funnel B2B Sales Sales Qualified Leads Leads 118

Hubspot

NOVEMBER 14, 2023

With AI for the sales process, our team is no longer burdened with the tedious process of manually searching for leads on various websites and manually transferring them into our CRM," he told me. Publish case studies on a blog. More buyers will want to try before they buy. AI will level out the playing field.

Hubspot 70

Hubspot Lead Ranking Outreach Lead Scoring 70

SalesIntel

APRIL 15, 2024

Instead, B2B transactions often involve entire teams or groups, each member potentially influencing the purchase decision-making process. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. 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

SalesIntel

APRIL 15, 2024

Instead, B2B transactions often involve entire teams or groups, each member potentially influencing the purchase decision-making process. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. 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

Salesforce Marketing Cloud

JUNE 14, 2023

Today’s buyers come to the sales process more informed than ever, looking for in-depth information specific to their needs. They often lead to budget cuts, layoffs, and strategy pivots, which can make CFOs cautious and decision-makers hesitant to buy. Add case studies to help drive your point home. But not always.

Work Management 95

Work Management Cross-Selling Marketing Management Marketing & Strategy 95

Zoominfo

FEBRUARY 13, 2019

List segmentation is exactly what it sounds like – the process of breaking up an email list into several smaller, more targeted lists. For smaller companies, it makes more sense to choose just one or two significant differentiators, such as industry and company size. What is Email List Segmentation?

Segmentation 130

Segmentation Marketing Automation Services Enterprise Management Work Management 130

Hubspot

JULY 22, 2018

Accurately depict the purchasing process. Differentiate based on value. How can I differentiate myself from the competition?”. Below are the 10 essential selling skills you need to succeed in sales today -- all extracted from the study's findings. In it, salespeople: Prioritize buyers that are active in a buying journey.

Work Management 101

Work Management Marketing Management Lead Ranking Case Studies 101

Marketing Interactions

MARCH 7, 2022

Better yet, how might you resurrect buying intent? Instead, consider the opportunities that were unable to make a buying decision or those who lost budget or priority. Close to half of buying opportunities result in no decision. Why did you lose that opportunity? But what about lost opportunities? Neither is the optimal choice.

Ideal Customer Profiles 88

Ideal Customer Profiles B2B B2B Thought Leadership Peer-to-peer 88