Is Social Media Just Winning Price Sensitive Customers?
Digital B2B Marketing
AUGUST 23, 2011
In social media, marketers buy attention with promotions or discounts. The problem is, buying attention is an old school mindset, plopped into a new communication paradigm. Content Social Media alienware Jay Baer preference segment pricing social media twitterAnd research shows consumers expect this from marketers. 44% connect with brands on Twitter for discounts (source). For social media to become an important part of the marketing mix [.].
Can’t Buy Me (Social Media) Love!
Digital B2B Marketing
AUGUST 23, 2011
In social media, marketers buy attention with promotions or discounts. The problem is, buying attention is an old school mindset, plopped into a new communication paradigm. For social media to become an important part of the marketing mix and create loyal customers, it cannot continue to rely on tactics that reinforce consumer price sensitivity. This is your preference segment.
Finalizing your holiday digital marketing plan
NOVEMBER 10, 2016
Evaluate online shipping pricing and options: Let’s face it, Amazon has changed online shoppers’ delivery expectations. Smaller-sized companies can have a hard time competing with the delivery times and prices. Evaluate your segmentation: Show your customers that you know them better than your competition does. Here are 10 tips to include in your holiday digital marketing plan.
Are your marketing personas your sales market segments?
AUGUST 25, 2016
The problem comes in when you haven’t thought through how those personas relate to market segments. Market segments are often used in marketing plans to decide which groups of prospects to target, but they are also frequently used in sales plans. Often, sales teams take different approaches with different market segments. Market segments are not equivalent to personas.
B2B Market Segmentation – Part 2: How to Approach Segmentation
Everything Technology Marketing
OCTOBER 10, 2010
In part one of our segmentation series , we discussed the importance of and rationale behind market segmentation. Let's take a closer look at actual implementation of market segmentation. Focusing on WHO a buyer is makes for more easily observable and actionable data that can be used to define segments and their boundaries. HOW DO I MARKET TO SEGMENTS?
Buzzwords in Marketing Automation: Database Segmentation
JULY 6, 2016
Database Segmentation : its meaning and how to apply it. Many small businesses use tracking services to find information about their prospects or leads, be it contact information, age and gender, or even things like their buying behavior. Lead qualification is a great way to segment. Ask your sales people, and then utilize your database segmentation tools.
6 Smart Strategies for Segmenting Your Dynamic CTAs
JULY 17, 2014
When it comes to CTAs, the persona level isn''t the only way to segment your audience. Someone who is visiting your website for the very first time is probably much less qualified to buy from you than a visitor who has already downloaded some of your content and attended a product webinar. This kind of page-based segmentation can also be great for retargeting. Wrong.
Rethinking Market Strategy In A Digital Economy
OCTOBER 23, 2016
Buying Behaviors : How people make choices and arrive at purchase decisions are undergoing major transformations. With information readily available, buying behaviors have become more self-directed, as well as, more goal-directed. Such understanding leads to identifying new market segments, new pricing strategies, new product innovation roadmaps, and improved customer engagements.
Big Data Meets Programmatic Buying
Manhattan Marketing Maven
OCTOBER 26, 2013
The pace of automation, interconnections and change in digital media buying is staggering. And while there’s still considerable blabbing, handwringing, stalling and excuse making about programmatic buying, reality is way ahead of the rhetoric even if media firms and their clients aren’t leading the charge. The days of armies of young media planners and buyers wielding spreadsheets are being replaced by a business rules that instruct computers to buy and optimize in real time. If you are buying banners and hoping for the best, you’re not really in the game.”
VisualIQ Connects Attribution to Media Buys
Customer Experience Matrix
FEBRUARY 21, 2013
The hottest topic within this segment is probably algorithmic attribution, which uses advanced statistics to calculate the incremental impact of each marketing contact on final results. This reflects both greater market interest and, perhaps even more important, expansion of the product to connect directly with ad buying platforms. The company has grown rapidly in recent years.
Radius Provides High Quality Data on Small Businesses
Customer Experience Matrix
DECEMBER 1, 2014
Users can review the attribute list, create segments based on attributes, and analyze the attributes of each segment as a group. They can also flag existing segment members within the client’s current CRM database and import segment members who are not already in the client’s CRM (a.k.a. Pricing starts at $15,000 per year for small enterprises.
How To Get To Know The New SMB Buyer
MARCH 21, 2012
With revenue growth potential shrinking in larger strategic accounts due to budget and pricing pressures, many are dedicating attention and resources with more determination than in the past. Simply put, SMB buyers are more social, more sophisticated, more connected, and are transforming their buying behaviors at an accelerated pace. © All Rights Reserved Peter Schofield.
Intuit Buys Small Business Local Marketing Vendor Demandforce: There's a New Gorilla in Town
Customer Experience Matrix
MAY 2, 2012
The price point of $200 to $300 per month is also similar to those systems. Because the micro-business segment is pretty distinct from the rest of marketing automation, the impact of the Demandforce acquisition will initially be limited to its direct competitors. Again, that’s down the road but it does put a ceiling on the pricing and growth prospects of companies currently serving those segments. On the one hand, the $400+ million price – more than 10x revenue – has to be heartening for other marketing automation vendors contemplating an exit. million.
Infusionsoft: Impressive Marketing Power for a Very Low Price
Customer Experience Matrix
FEBRUARY 12, 2009
But most of us still assume there is a reasonable relationship between price and value. This is why it’s hard to imagine that low-priced software can deliver similar performance to mainstream products. Of the other two, lead scoring is primitive at best (I only saw an ability to apply segment tags, which I suppose is all you really need; the company says lead scoring is available “but we don’t advertise it because we haven’t made it easy enough within the software yet”). 499 per month buys the same features but higher volumes and one more seat. User rights (i.e.,
3 Ways to know your prospects as well as they know you!
grow - Practical Marketing Solutions
MARCH 16, 2016
Requested pricing. Ways To Get To Know Your Prospects With Segmenting. This is key because this tells me they’re sitting on one of your lists. I don’t care which tool you use, or how you got them there, the fact is you have their email and can send content to that email until they unsubscribe. 1) Segment your (already existing) list. That is, getting to know them.
Is customer satisfaction really important in B2B?
The B2B Research Blog
AUGUST 1, 2016
First we asked them how likely they are to buy from their current supplier the next time that they have a need. Then we isolated those who claimed to be loyal and asked them why that was. An analysis of their reasons reveals that in most B2B markets there are four distinct customer segments, each of them loyal for very different reasons. Offering a price advantage.
A 6-Point Email Marketing Checklist for B2B Lead Generation
AUGUST 13, 2013
Click here to view an Infographic from Unbounce on how to write the perfect subject line. 2. Segment by industry and company type. Each of them will have certain individual traits that will influence the buying process. We know that the B2B buying cycle is complex and runs across different stages. Correction—all human beings are like that, not just teenagers.
Inbound Marketing 101: Lessons from the Cat Food Aisle
AUGUST 18, 2015
Reaching the store many minutes later, I was a man on a mission. I was also a living, breathing marketing experiment. I had a specific problem—I needed cat food—and because I had already forgotten which brand my wife told me to buy, I was a clean slate; let the best brand win. Convenience, Simplicity, Price. Then I recalled my original intent: convenience, simplicity, and price.
How to select the perfect B2B data vendor
AUGUST 24, 2016
Next, prepare a detailed analysis of each segment you are trying to understand or communicate with. This will allow you to assess your data needs with precision—and avoid buying what you don’t really need. Most companies are targeting a variety of audience segments, based on such variables as customer product needs and customer profitability. Here are some examples. Criterion.
Personalized content for more effective content marketing
JULY 18, 2016
In today’s B2B world, your prospects don’t want to hear from you until much later in the buying process, so attracting, engaging and nurturing them until they’re ready to talk to a sales person is no longer a nice way to supplement the top of your funnel. You have developed personas for your key audience segments, haven’t you? Don’t call them, they’ll call you. Behavior-Based Content.
3 Good Questions to Align Strategy, B2B Marketing, and Sales
B2B Lead Generation Blog
JULY 25, 2016
Are we clear about the market segments where we do and don’t play and what are the buying processes? You have to be clear about that if you’re going to do effective selling because where you play drives the buying processes that your sales people will encounter, and again this is central. Have you intentionally linked your sales, b2b marketing, and strategy? .
How to Conquer 5 Common B2B Marketing Problems with Content
SEPTEMBER 1, 2015
Add in a recipe that ensures addiction and competitive pricing, and the cookies are on their way to success. Mary, the Manager of Risk Management, wants to buy software that will help reduce the risk of fraud in accepting online credit card transactions. The high price tag means she needs to get the chief financial officer (CFO) and chief executive officer (CEO) involved.
Machine Learning: Why the Most Effective Marketing Strategy is Invisible
It's All About Revenue
SEPTEMBER 1, 2016
Machine learning technology continues to further integrate with consumers’ daily lives, with new offerings such as Apple’s personalized App Store or Amazon price optimization tools. Instead, they want marketers to adapt to their buying processes and routines. Innovative technology in the retail world doesn’t always mean flashy gadgets. Cross Channel Marketing
Ashley Stirrup, Talend CMO: Data Integration is the New Technology Marketing Game Changer [Podcast]
JANUARY 9, 2015
Highlights include: Knowledge is Power: Ashley demonstrates how marketing analytics for data integrated from multichannel sources empowers companies to create more finely targeted segments of buyers, recognize individuals, optimize customer experience and sell more. Better Together: What does filling out forms at the doctor’s office have to do with buying hardware online?
Direct Marketing: 6 steps to drive more through sales pipeline
B2B Lead Generation Blog
APRIL 8, 2013
One organization in particular received 50 leads for a service package priced well over $100,000. Pinpoint your audience and painstakingly segment it. This could be a whitepaper, a discount, a video – something that they will value regardless of whether they buy from you.”. After all, who pays attention to print anymore? It turns out your prospects are. Measure and track.
B2B Marketers Should Take Another Look at E-Commerce
APRIL 29, 2013
worthy example is Dow Corning, which found itself under huge price pressure, as the silicone category grew commoditized. To meet the market demand for lower prices, Dow Corning launched in 2002 an entirely new brand, called Xiameter , where customers could buy trailer-loads of certain products at a 10-15% discount through a newly built e-commerce engine.
How Did That Banner Ad Get To Your Website?
AUGUST 24, 2014
For this blog, I wanted to explain as best as I can in layman’s terms how the online display landscape is currently structured from a national buy perspective. Programmatic advertising buying is one of the newest buzzwords in the online display space. In its simplest form, it is the concept of using technology to automate online media buying with unprecedented efficiency.
Why Taking A Full-Funnel Marketing Approach Is Critical
JULY 7, 2016
Prospects are going through a lot more of the buying process online and on their own, which is expanding the potential impact of marketing to the entire funnel. That means paid media targeted at prospects for their specific funnel stage, content that addresses the questions at every stage, email tracks for multiple segments depending on their funnel stage, and more. marketing funnel
5 Things Spotify Can Teach You about Content Curation
FEBRUARY 8, 2016
It has similar pricing and a nearly identical music catalog to the other streaming music services, so how does Spotify set itself apart? Takeaway: Customizing content for individual users (or at least narrowly tailored user segments) helps keep them engaged with your content. And what the heck does it have to do with your content strategy? Lesson #3: Create a Community.
Your Top Priority Is Growing The SMB Revenue Base – Now What?
MARCH 18, 2012
However, the purse strings are still drawn tight and new patterns of buying has created an atmosphere of even more exacting pricing pressures from enterprise-wide level buyers and accounts. but…over the last three years we’ve faced stiffer competition that has driven our pricing down. So the net-net has been that we are just holding on as best we can to these larger accounts.
Seven Ways to Humanize B2B Marketing
OCTOBER 27, 2015
It’s nice that a piece of software “streamlines processes,” but 1) everyone says that (an exact phrase search on Google for that brings up more than 40,000 results); 2) no one would buy something that complicates processes(!); and 3) how exactly does that help the individual business buyer in his or her job? Certainly, practicality plays a large role in B2B procurement.
New Marketing Automation Options for Small Business in the VEST Report
Customer Experience Matrix
JANUARY 24, 2015
The company serves a mix of clients, with the largest segments including technology and manufacturing companies, travel, and professional services. Pricing starts at $99 per month for one user and 2,500 contacts and reaches $199 per month for three users and 10,000 contacts. With a $500 per month starting price, it is targeted at small to mid-size businesses but not at the most tiny.
Five B2B marketing beliefs and trends debunked
JUNE 26, 2015
The reality is that B2B is composed of hundreds, if not several thousand, vertical and horizontal markets having quite different profiles and buying characteristics. That’s why market segmentation is the first process needed, and is so critical to achieve marketing and sales success. 60% of the buying process is completed before contact with vendors. B2B is a market.
15 Questions to Ask When Hiring an SEO Professional (Seriously)
SEPTEMBER 20, 2016
And worst of all, buying links. 6) How do you approach technical SEO? Ask your SEO professional or agency how they use segments and filters to exclude bot traffic, create accurate views of search and social media traffic, and identify top-visiting organizations to your site. 11) What are your costs and pricing structure? These are often your best leads. Sources of conversions.
Integrated Digital Marketing: Lessons From the Cat Food Aisle
DECEMBER 11, 2012
Reaching the store minutes later, I was a man on a mission. I was also a living, breathing marketing experiment. I had a specific problem - I needed cat food - and because I had already forgotten which brand my wife told me to buy, I was a clean slate; let the best brand win. Then I recalled my original intent: convenience, simplicity, and price. Finally, I was interested in price.
The Prickly Side of Marketing Automation
MI6 Marketing Agency
OCTOBER 7, 2011
In August I downloaded a trial version of Mindjet’s MindManager software. I had purchased MindManager before and was coming back to buy the software for another machine. In my case the sales rep sent me five emails between Sep 13 and Oct 5th: 1) Sep 13: A trial expiry notice. 2) Sep 20: A “sorry we’ve not connected” with a price increase threat. But, don’t lose sight of fundamental marketing disciplines such as segmentation, account and list management, customer service, value based selling and simply saying “I’m sorry”! Give this some deep thought before you dismiss.
A Tour of Online Display Advertising; DSP, DMP, RTB, Ad Exchanges
OCTOBER 13, 2012
Real-time bidding (RTB) is a digital ad buying process that allows advertisers to evaluate and bid on individual impressions. Advertisers can take factors such as site, placement, price, and user data into account when bidding on each impression. The DSPs now can buy ads on the new Facebook Exchange , a retargeting tactic. Ever wonder how a banner ad finds you? SUMMARY. .
New Developments in B2B Loyalty Marketing
NOVEMBER 21, 2012
But how do you keep your customers active and buying from you, versus the competition? But as buying has become more complex, businesses have developed additional strategies to deepen customer relationships and engender loyalty. For example: Data-driven segmentation and differentiated treatment. Photo credit: Wikipedia. How do you prevent defection? Incentive programs.
4 Ways Lead Scoring Can Reinforce Your Marketing Strategy and Grow Your Revenue [Ebook]
Modern B2B Marketing
DECEMBER 29, 2016
Most people do their research before purchasing a product, scouring the web for similar products from different brands, comparing pricing and quality, and checking out customer testimonials and demos. These are buying intent behaviors. Account Scoring Reveals the Group’s Readiness to Buy. Here are four ways that lead scoring can make you a smarter marketer: 1. Job level.
Call To Action: Close Your Buyer Journey Gaps
JULY 2, 2015
We have organized our companies around domain expertise that aligns to specific segments of the buyer journey. Prospects interact with our brand as a single entity; from the home page of our website to our hold music to pricing negotiations with sales – it’s all one brand. How our customers buy is fundamentally different than how we organize. Stage 1: The Purchase Trigger.