ANNUITAS

JANUARY 19, 2022

Research shows that 99% of B2B buyers would both make a new purchase and complete a renewal in an end-to-end digital service model. As early as 2017 two-thirds of buyers preferred finding information on their own instead of getting help from sales reps. What does the change in the buying journey look like?

Sales Management 130

Sales Management Lead Ranking Work Management Marketing Management 130

ANNUITAS

FEBRUARY 3, 2022

Yes, Millennials are well established as decision makers in B2B companies, and even if not the decision maker, research shows that others are highly likely to seek a Millennial’s input. When it comes to accommodating generational divides in the buying process, most companies fall into one of three categories. This presents a challenge.

Generation 182

Generation Cross-Selling B2B Lead Ranking 182

ANNUITAS

OCTOBER 31, 2023

For many, the obvious contenders are content ideation and development for various marketing and sales use cases, as well as chat and sales enablement for prospect and customer conversations. For example, after implementing a Perpetual Growth Engine, ANNUITAS’ clients typically see a 4–10x improvement in end-to-end lead-to-revenue conversion.

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Marketing AI Sales Management 130

ANNUITAS

APRIL 19, 2022

On average, customers engage with nine different channels in their buying process before making a purchasing decision. Buyers are choosing to engage in new ways as they continue to increasingly prefer to do their own research prior to ever getting on the phone with a salesperson. Begin by conducting first party research.

Top of Funnel 130

Top of Funnel Advertising Channels Peer-to-peer Elasticity 130

ANNUITAS

JULY 20, 2021

There’s no consideration of where a prospect might be in the buying process (is she ready to buy or just starting her research?) The truth is that you can never create enough content to address the infinite iterations of personas and their buying stages. In essence, success depends on guessing correctly.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

ANNUITAS

NOVEMBER 2, 2021

In fact, recent ANNUITAS research found that inside sales teams are expanding by as much as 166%. If none of these questions have been answered, then your teams are very misaligned and you’re probably experiencing poor conversion rates. It will destroy conversion rates, skew reporting, and breed resentment. It makes sense.

Top of Funnel 130

Top of Funnel Lead Ranking Marketing Qualified Leads Sales Qualified Leads 130

ANNUITAS

FEBRUARY 3, 2020

We have to find a more eloquent way of driving a conversation without shoving a deal down their throat. These acronyms have traditionally been used to guide sales conversations and qualify buyers, but regardless of the term, the common denominator is that they’re all sales first, buyer second. What does your research process look like?

Peer-to-peer 173

Peer-to-peer Work Management Marketing Management Sales Qualified Leads 173

ANNUITAS

AUGUST 27, 2020

There’s a better way to collect the information you need to qualify your buyers, and it doesn’t necessarily need to involve forms – or rather, forms as you know it. A Progressive Profiling Model should guide data intake sequencing in your lead management by asking for small bits of information from a buyer in digestible increments.

Ideal Customer Profiles 147

Ideal Customer Profiles Lead Ranking Sales Qualified Leads Budget Programs 147

ANNUITAS

AUGUST 4, 2020

While all of this documentation describes how the customer interacts with the product or service, it fails to document how the customer buys, what content they consume as they conduct research, and what frictions your marketing and sales interactions need to overcome to better align with the customer’s pre-sale needs.

Planning 147

Planning Marketing Plans Demand Peer-to-peer 147

ANNUITAS

OCTOBER 15, 2020

These metrics disregard whether or not you’re reaching the right people at the right time in their buying process and they give you no actionable data to inform strategy adjustments. . The biggest problem with brand awareness is that it assumes just because someone is talking about your brand that they’re likely to buy from it.

Blast Campaigns 147

Blast Campaigns Elasticity Eye-Tracking B2B Thought Leadership 147

ANNUITAS

AUGUST 12, 2020

Through the previously discussed Insights Phase, we gathered information on people, process, content, and technology through a myriad of sources to better understand your buyer. The basis is the customer’s buying process, specifically the sequence of information requests that drive this journey. Lead Management Framework.

Top of Funnel 147

Top of Funnel Planning Demand Marketing Plans 147

ANNUITAS

MARCH 8, 2022

You aren’t leveraging data to personalize the conversation. The best chat tools are capable of orchestrating personalized conversations based on information your prospects provide along the way. Unsure if you’re personalizing the conversation? Buyers’ expectations for quick, personalized experiences continue to rise.

Marketing Automation Services 130

Marketing Automation Services Lead Ranking Tools Top of Funnel 130

ANNUITAS

SEPTEMBER 24, 2020

Responsive: Evolving customer engagement in healthcare via strategic demand marketing puts the buyer in control of their buying journey by creating an experience that responds to their engagement with both content type and cadence. Likewise, patients are primarily doing the research to find their telehealth provider online.

Demand 113

Demand Top of Funnel Planning Digital Marketing Funnels 113

ANNUITAS

APRIL 9, 2020

During acute marketing shifts like we’re facing now, it’s more important than ever to talk to customers and prospects to discover if their needs or buying process has changed. This type of research and analysis (even if done quickly) is key to validating your/your organization’s hypothesis and enabling you to be a valued and trusted partner.

Peer-to-peer 264

Peer-to-peer Demand Validation Demand Generation 264

ANNUITAS

FEBRUARY 9, 2021

According to Salesforce research, fewer than half (49%) of marketing leaders believe they provide an experience completely aligned with customer expectations, and customers agree. Today’s average buying group consists of six to 10 decision makers. That’s why the average lead-to-revenue conversion rate ranges from a mere 0.375% to 0.6%

Blast Campaigns 130

Blast Campaigns B2B Lead Ranking High Quality Lead 130

ANNUITAS

FEBRUARY 25, 2020

In fact, not only do they expect it, but some require it to move forward in the buying process. Applying personalization strategies to B2B marketing efforts is crucial to prove relevance to your customer, reduce conversation friction, encourage engagement, and create a sense of urgency for the buyer. Measure and analyze data.

Personalization 147

Personalization Buyer Personas B2B Marketing Management 147

ANNUITAS

AUGUST 19, 2020

Investment : Sharing some personal information on a form. The most crucial step in creating a full customer experience is creating conversation tracks and a subsequent content model that maps the buyer journey for every stakeholder involved. Action : Sarah searches “how to generate sales leads” and finds an eBook to download.

Touchpoints 147

Touchpoints Multi-Channel Buyer's Journey Trigger Marketing 147

ANNUITAS

JULY 28, 2015

Demographic information is critical for most marketers using buyer personas according to the ANNUITAS research. Marketers should be wary of inside out thinking as the view of the buyer seen through internal filters can miss insights that impact the buying process. This also indicates buying intent so it should not be overlooked.

Buyer Personas 100

Buyer Personas Demand Generation Case Studies Barriers 100

ANNUITAS

OCTOBER 25, 2016

ANNUITAS: With the change in the way B2B Buyers buy today, what impact has this had on sales teams? TM: It’s now common knowledge that buyers are more educated and buying processes are more complex. This buying behavior is devastating for salespeople who are stuck selling products and simply presenting information.

Consulting 153

Consulting B2B Sales Demand Generation Work Management 153

ANNUITAS

NOVEMBER 3, 2016

You wouldn’t expect someone to even commit to a date based on only one conversation, text or even one really long email, would you? Because they tend to be singular and of-the-moment, they rarely align with the buyer’s purchasing process or need for specific information. Although this may seem obvious, 16.8%

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

ANNUITAS

NOVEMBER 3, 2016

You wouldn’t expect someone to even commit to a date based on only one conversation, text or even one really long email, would you? Because they tend to be singular and of-the-moment, they rarely align with the buyer’s purchasing process or need for specific information. Although this may seem obvious, 16.8%

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

ANNUITAS

NOVEMBER 3, 2016

You wouldn’t expect someone to even commit to a date based on only one conversation, text or even one really long email, would you? Because they tend to be singular and of-the-moment, they rarely align with the buyer’s purchasing process or need for specific information. Although this may seem obvious, 16.8%

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

ANNUITAS

JANUARY 27, 2015

Demographic information is critical for most marketers using buyer personas according to the ANNUITAS research. Marketers should be wary of inside out thinking as the view of the buyer seen through internal filters can miss insights that impact the buying process. This also indicates buying intent so it should not be overlooked.

Buyer Personas 100

Buyer Personas Demand Generation B2B Sales Case Studies 100

ANNUITAS

OCTOBER 25, 2016

ANNUITAS: With the change in the way B2B Buyers buy today, what impact has this had on sales teams? TM: It’s now common knowledge that buyers are more educated and buying processes are more complex. This buying behavior is devastating for salespeople who are stuck selling products and simply presenting information.

Consulting 100

Consulting B2B Sales Demand Generation Work Management 100

ANNUITAS

OCTOBER 25, 2016

ANNUITAS: With the change in the way B2B Buyers buy today, what impact has this had on sales teams? TM: It’s now common knowledge that buyers are more educated and buying processes are more complex. This buying behavior is devastating for salespeople who are stuck selling products and simply presenting information.

Consulting 100

Consulting B2B Sales Demand Generation Work Management 100

ANNUITAS

OCTOBER 23, 2014

Not to mention how difficult it can be to trace any of those conversions to actual sales, and how the “brand” value is tenuous at best. B2B conversions often take a very long time to prove their value, unlike a T-shirt sale or television purchase, which can be proven in minutes or less. Focus on lead management-.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency PPC Marketing Automation Services 100

ANNUITAS

DECEMBER 16, 2014

This is one of the predictions I do hope I get completely wrong, but given the last few years and some of the research from this year, I don’t think I will be. While this is only the current years research, this is actually a decline from the previous year, which is obviously does not bode well.

Forrester 100

Forrester Demand Generation Top of Funnel Marketing & Strategy 100

ANNUITAS

JULY 10, 2014

I was recently reminded of this post in a conversation and upon reviewing it, am more convinced than ever that this holds true. BANT is not Aligned to a Buying Process. “I I am in the sales accepted stage of my buying process” said no B2B buyer ever! So where does an organizations BANT qualification fit into that buying process?

Lead Qualification 100

Lead Qualification Sales Management Sales Qualified Leads Leads 100

ANNUITAS

JANUARY 25, 2022

Research shows that the buying process involves many more people than it did just 10 years ago. Buying committees are anywhere from two to four times larger than they were in 2011. In this article, we explain how to serve everyone on the buying committee throughout the entire buying journey.

Enterprise Management 130

Enterprise Management Buy Work Management Marketing Management 130

ANNUITAS

MAY 5, 2016

A research-based, customer-centric strategy must always drive the development and approach of any Demand Generation program. However, you cannot rush client interviews, as you will not collect enough customer insights to have an informed buying process and resultant content strategy. It also may require a few leaps of faith.

Demand Generation 100

Demand Generation Demand Generation Forrester 100

ANNUITAS

AUGUST 28, 2012

The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. Here are a few reasons why BANT is not relevant for lead qualification: Traditional Buying is Dead. Now think about these 83.3%

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

ANNUITAS

AUGUST 28, 2012

The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. Here are a few reasons why BANT is not relevant for lead qualification: Traditional Buying is Dead. Now think about these 83.3%

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

ANNUITAS

JUNE 16, 2015

article , research conducted by CSC reports that there will be a 4,300 percent increase in annual data generation by 2020. Imagine the power of seeing vital engagement or conversion metrics in detail over specific periods of time or by content piece in a bar graph? According to a recent Inc. That’s a lot of data.

Trigger Marketing 100

Trigger Marketing Marketing Report Organic Leads Relevance 100

ANNUITAS

MARCH 10, 2015

For all the change that’s taken place in how buyers buy, it’s no wonder that marketers feel uncertain. Research by the Fornaisse Marketing Group says that 73 percent of CEOs think that marketing lacks credibility. Marcus Sheridan talks about The Honest Economy — how transparency separates the teachers from the information hoarders.

Forrester 100

Forrester Advertising Agencies Paid Search Agency CMO 100

ANNUITAS

JANUARY 28, 2016

The whole of purchasing has shifted to a buying process and buyers do not care about the sales process. He continued to give a much different picture of their buyers and when asked where he received his information he replied, “I’ve been selling for a long time, I think I know what our buyers need.”.

Work Management 50

Work Management Ideal Customer Profiles Demand Generation Marketing Management 50

ANNUITAS

FEBRUARY 23, 2012

I am not his target customer and will not be buying their auto-dialer solution any time in the next 15 years. When I told him that we still hadn’t decided, he informed me “We have to be at that show. Plenty of research has shown that buyers are increasingly savvy and are self guiding their buying process.

Work Management 100

Work Management Marketing Management Guerilla Marketing Demand Generation 100

ANNUITAS

MARCH 28, 2023

Research overwhelmingly supports this approach. “B2B Engage ( customers ) right place, right time The CGO must oversee the construction of a cohesive and orchestrated engagement model – centered around what we refer to at ANNUITAS as a Conversation Track Architecture – that spans multiple departments, stakeholders and channels.

Lead Ranking 130

Lead Ranking Marketing Analytics Tools Demand Act-On 130