InsightSquared
APRIL 23, 2019
Now, we have “Buying Groups.” The philosophy of buying groups is to identify and engage a set of personas involved in making a purchasing decision. What the Heck Are Buying Groups? This new way of thinking about people involved in making a purchasing decision is called buying groups. How Do You Measure Success?
B2B Marketing Zone Submitted Articles
SEPTEMBER 19, 2021
How to be selected in the B2B buying process
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Vision Edge Marketing
OCTOBER 10, 2023
Processes form the backbone of every customer-centric organization. Process excellence serves as the foundation for operational excellence, and facilitates growth and success in a highly competitive market. The impact of process mapping on operational excellence and business performance is supported by robust data and research.
Customer Experience Matrix
MAY 2, 2021
The build vs buy debate has existed as long as packaged software itself. That discussion, in turn, usually leads to a recommendation that companies build software which will create unique competitive advantage and otherwise buy when a satisfactory option exists. This work is the same whether you’re building or buying.
Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY
Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service. Lead generation has become much more important because the buying process has changed, and marketers need to find new ways to reach buyers and get heard through the noise.
B2B Marketing Directions
MAY 28, 2023
There's no doubt that marketing content can influence business buyers at several stages of their buying journey. But can marketing content alone cause a business decision-maker to begin a buying process? These survey results illustrate that a wide variety of events can trigger a B2B buying process.
PureB2B
MARCH 29, 2022
Compared to B2C buying, B2B buying is a more complex process, first and foremost because it involves more than one person. B2B purchases typically involve a team of people making a buying decision for their company, usually of a high-value (and high-dollar) product, service, or solution. Stage 1: Need Recognition.
Speaker: Jonathan Meyer, Kyle Mitzner & Jacobi Zakrzewski
Based on their combined years of experience in the electrical distribution industry, they will work to showcase the specific obstacles for B2B buyers and sellers and the methods to build a better experience, such as: The Ins and Outs of a project manager’s buying process. The missing links in the buying/selling relationship.
Advertiser: ZoomInfo
Larger buying committees. Every go-to-market team knows the frustrations that come from a drawn-out sales process. Longer sales cycles. Slow-moving compliance reviews. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
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Intent data can also be utilized to help hone the scope of the companies that you target with your marketing efforts, helping to eliminate hours spent calling prospects who are uninterested in buying your product or services. Download this special eBook to dive deeper into: Why intent data is crucial in B2B selling & marketing.
Speaker: Donald Kelly, Founder & Chief Sales Evangelist at The Sales Evangelist LLC
Join Donald Kelly, The Sales Evangelist, Founder and CEO of The Sales Evangelist Sales Training Firm, as he shares how B2B sellers can shorten their sales cycle, generate more revenue, and get more ROI from their current sales process. How to use before-and-after stories to increase the perceived value of your offer.
Speaker: Ruth Stevens, President of eMarketing Strategy
The next step in the process is to provide leverage to sales as they engage with the prospect, close the deal, and then nurture and deepen the customer relationship. During this webinar, you’ll learn: The nature of the buying group and how to reach the individual members.
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A unique case-study, complete with hard metrics and step-by-step process breakdown. The lines between business buying and consumer buying habits are being blurred. A roadmap for those who want to transition from multichannel to omnichannel marketing. Today’s consumers have evolved.
Speaker: Jeff Marcoux, VP Product Strategy & Marketing at TTEC
The process of buying new tools along with the massive organizational shift required for ABM can be overwhelming for even the most seasoned marketers. If you are considering implementing account-based marketing, chances are you have also explored technology options. This session will help you start off on the right foot.
Speaker: Chris Newton, VP Marketing & Business Development, Intellimize, Mark Kilens, VP Content & Community, Drift, Nick Edouard, Co-Founder & Chief Product Officer, PathFactory, Randi Barshack, CMO, RollWorks, & Lucas Welch, VP Corporate Marketing, Highspot
How to build conversational experiences that accelerate the buying process. Attend to discover: How to attract, engage, and qualify demand leveraging AI. The impact AI has on marketing pipeline and budget. Wednesday, June 23, 2021 at 10AM PDT
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