Content4Demand

JULY 7, 2021

According to the recently released 2021 B2B Buyers Survey Report from Demand Gen Report, here are a few of the top trends: Buying committees continue to become more prevalent, and committees are growing larger. The buyers journey continues to be led more and more by the buyers themselves. Some Behaviors Changed in 2021.

Account Based Marketing 121

Account Based Marketing Peer-to-peer B2B Content 121

Vision Edge Marketing

NOVEMBER 8, 2018

Our research and that of others find that CMOs and Marketing organizations that achieve alignment are better able to crack the code on accountability. It is Marketing’s job to understand the: buyers (and buyers’ needs). buyers’ journey to purchase (and renewal). products (are they bought or sold).

Marketing Budget 185

Marketing Budget Case Studies Budget Programs Case Study 185

Mereo

MARCH 21, 2024

They were researching the challenges and seeking insights and thought leadership that would help them conceptualize the problem. Yet, sellers add friction to the modern buying journey, too — and this is where your selling team has influence and where I want to focus your efforts ahead. Buyers do not need salespeople.

Buy 41

Buy B2B Thought Leadership Multi-Channel Sales Cycle 41

Tony Zambito

NOVEMBER 18, 2020

When gathering buyer insights through the use of qualitative research methods, B2B companies can be in a position to anticipate buyer needs. More significantly, they can be in a position to enable buyers to plan their next steps. Anticipation. Creating immense value and a loyalty bond hard to break.

Loyalty 195

Loyalty Lead Scoring Lead Ranking B2B Sales 195

KoMarketing Associates

JANUARY 23, 2018

Now, if you had instead taken those 20 hours of content creation and put them into creating a piece of content that filled a content gap in your buyers’ journey… that content probably would get you results. That content would support both your business goals and the needs of your audience. What we want is the right content.

Top of Funnel 275

Top of Funnel Marketing Automation Services Marketing Automation Automation 275

KoMarketing Associates

NOVEMBER 19, 2015

The separation between key stakeholders and those of us trying to escort them along the buyer journey presents some challenges. Separation may mean not knowing what matters most to a buyer, ending in our failure to deliver. Don’t we wish we better understood what moved decision-makers ? More Substance, Less Fluff. Keep Hunting.

B2B Marketing 180

B2B Marketing Planning Eye-Tracking RFP 180

Marketing Interactions

JULY 31, 2022

I’m hearing a lot of assertions about the B2B buyer journey. I’m thinking about the differences between what your buyers experience with your content and brand (outside), and what it takes to create successful buyer-driven experiences (inside). Content should be helpful for both customers and buyers…everyone consuming it.

B2B 75

B2B Buyer's Journey Gartner B2B Sales 75

Biznology

OCTOBER 12, 2017

What B2B buyers need is authentic voices from within the company, primarily from product managers and development leads. These are the people who know the most about the products and can give the “inside” information B2B buyers are hungry for. ” Also, only five of the pieces had any downloads at all.

Paid Search Agency 187

Paid Search Agency Work Management Marketing Management Advertising Agencies 187

Akoonu

OCTOBER 26, 2017

Buyers journey. Pipeline v Funnel v Buyers Journey. Sales pipelines—often explained as the buyer’s steps from lead to customer—are actually the labels your marketing and sales organizations use to categorize the sequence of activities and outcomes expected as they pursue a sale and interact with buyers.

Top of Funnel 49

Top of Funnel Ideal Customer Profiles Sales Qualified Leads Lead Ranking 49

ANNUITAS

SEPTEMBER 29, 2015

If you’ve built solid personas, reviewing their goals and motivations when there is dissension can help to move in the right direction for your buyers. It’s not a question of what you or your boss likes, but what your buyer needs to move along the buyer journey. To know what motivates a buyer, ask one.

Buyer Personas 100

Buyer Personas Demand Generation Buyer's Journey Buying Cycle 100

Mereo

JUNE 29, 2023

Just like your value messaging, your content should resonate and be tailored for buyer needs. This is where your teams will need to work together. What pains are your buyers facing? What resources does your organization offer to aid these pains? In turn, you will realize increased revenue performance.

Top of Funnel 36

Top of Funnel Content Marketing Case Studies Case Study 36

Mereo

SEPTEMBER 29, 2022

Buying committees are on the rise in the new B2B buyer journey. Your website and the thought leadership and resources you provide to buyers on it — as they spend nearly half their buying journey researching solutions online — matter. You are now selling to an average of six scrutinizing professionals !

Buy 41

Buy B2B Thought Leadership Buyer's Journey Case Studies 41

Seismic

OCTOBER 28, 2021

In this new normal, buyer engagement consists of social selling, Zoom calls, and remote presentations. A buyer in 2021 starts their day at a desk, most likely in their home office. A buyer journey that previously started at an industry conference now begins on LinkedIn and consists of review site searches and case studies.

Work Management 52

Work Management Marketing Management Buyer's Journey Sales Cycle 52

Inbox Insight

NOVEMBER 17, 2023

Prospects in this stage are still researching, signifying that they do not have an immediate need for a solution. This provides the opportunity to gather information from outside of you own channels, helping to provide a more in depth understanding of your target audience and where they are in their buyer journey.

Demand Generation 59

Demand Generation Ideal Customer Profiles Intent B2B Marketing 59

KoMarketing Associates

APRIL 7, 2021

Along the way we’ll explain the research that prompted these recommendations. But recent research from DemandGen will show you exactly how B2B buyers would like to have content organized: Use personas. Uses data and research to support claims (52%). Is research-based (40%). E-books: 57% (compared to 48% in 2020).

Demand Generation Agencies 236

Demand Generation Agencies Demand Generation Demand Marketing Budget 236

ANNUITAS

NOVEMBER 1, 2016

If you’ve built solid personas, reviewing their goals and motivations when there is dissension can help to move in the right direction for your buyers. It’s not a question of what you or your boss likes, but what your buyer needs to move along the buyer journey. To know what motivates a buyer, ask one.

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

ANNUITAS

NOVEMBER 1, 2016

If you’ve built solid personas, reviewing their goals and motivations when there is dissension can help to move in the right direction for your buyers. It’s not a question of what you or your boss likes, but what your buyer needs to move along the buyer journey. To know what motivates a buyer, ask one.

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

ANNUITAS

MARCH 8, 2016

If you’ve built solid personas, reviewing their goals and motivations when there is dissension can help to move in the right direction for your buyers. It’s not a question of what you or your boss likes, but what your buyer needs to move along the buyer journey. To know what motivates a buyer, ask one.

Buyer Personas 100

Buyer Personas Demand Generation Buying Cycle Work Management 100

ClickZ

AUGUST 27, 2020

According to Forrester Research , marketers are increasingly turning to intelligent chat to support their sales efforts and respond to questions during such an unpredictable era. COVID-19 loan programs are also responsible for an increase in lending activity, and lenders are being inundated with buyer requests as a result.

Marketing AI 111

Marketing AI Work Management Resource Management Marketing Management 111

Outgrow

MAY 3, 2021

It's a tool that accelerates the buyer’s journey, leading to an increase in your eCommerce sales. Along with being powerful, it plays a strong supporting role - helping frame buyer needs in a way that portrays brands as value-driven and solution-oriented instead of sales-y. Know Your Buyer States.

eCommerce 52

eCommerce Work Management Content Marketing Management 52

Aberdeen

DECEMBER 17, 2019

They are both used to uncover buyer purchase intent and to analyze the right signals when it comes to buyer needs, but how they do so is very different. By tracking over a billion daily web interactions and using machine learning, Aberdeen can more accurately predict purchase intent based on real buyer journeys.

Marketing AI 69

Marketing AI Intent Data Intent Purchase Intent 69

The ROI Guy

JULY 11, 2017

So how can you best address these changing buyer trends and add more value to each and every prospect engagement? All of these tools are designed to help advise buyers about their challenges, how they compare to other customers, what solutions would help them most, and how they can derive the most value from proposed solutions.

Forrester 66

Forrester B2B Sales Disintermediation B2B 66

Aberdeen

JULY 12, 2019

One of the biggest advantages of using intent data to improve win-rate percentage is that you get visibility into individual buyer journeys. Understanding the activity of target accounts and contacts at each step of the buyer’s journey will help you send the right marketing/sales messages at the right time.

Intent Data 40

Intent Data Top of Funnel Intent Intent Signal 40

Hubspot

APRIL 28, 2021

With so many marketing activities and steps in the buyer's journey taking place on social media, analytics without social data won't yield many useful insights. The goal is to create a funnel that effectively addresses your buyer's needs and brings them closer to closing a sale. Lead Enrichment.

Top of Funnel 100

Top of Funnel Lead Ranking Analytics Lead Scoring 100

Aberdeen

DECEMBER 17, 2019

They are both used to uncover buyer purchase intent and to analyze the right signals when it comes to buyer needs, but how they do so is very different. By tracking over a billion daily web interactions and using machine learning, Aberdeen can more accurately predict purchase intent based on real buyer journeys.

Marketing AI 52

Marketing AI Intent Data Intent Purchase Intent 52

SalesIntel

MARCH 26, 2022

Intent Data can be used for future prospecting as they reveal certain patterns, helping you to boost the purchase decisions of your prospects on their buyer journey. Research shows that in 70% of cases , companies prefer a salesperson for offering the business who communicates with them first. Lead Scoring.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Lead Ranking 52

Content4Demand

MARCH 24, 2020

It’s one of the reasons that I never tire of marketing: It’s all about understanding how your buyers’ minds work. With new technology and more research into human psychology and B2B buyer behavior, we have more insights than ever to help us understand how to speak to our buyers and persuade them to act.

B2B 55

B2B Psychographics Content Ad Exchange 55

Marketing Insider Group

DECEMBER 5, 2013

We’ve heard it time and time again: according to the Corporate Executive Board (CEB) almost 60% of the buyer journey is complete before prospects reach out to vendors. It is aligned with buyer needs. Content marketing is a mindset that starts with the question “what do our buyers want or need?”

Content Marketing 100

Content Marketing Marketing Budget Marketing Budget Creation Content 100

SalesIntel

AUGUST 6, 2021

Intent Data can be used for future prospecting as they reveal certain patterns, helping you to boost the purchase decisions of your prospects on their buyer journey. Research shows that in 70% of cases , companies prefer a salesperson for offering the business who communicates with them first. Lead Scoring.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Lead Ranking 52

Tony Zambito

DECEMBER 8, 2011

.  Product centricity causes selling organizations to not only focus on the merits of their product but also to have prescribed views of existing customer and prospective buyer needs.    Products, in general, are designed and produced to fulfill needs.    To be sure, products must fulfill needs. 

Trends 100

Trends Fulfillment Work Management Marketing Management 100

Hinge Marketing

NOVEMBER 4, 2022

One of the best places to get answers to those questions is the just-released edition of our pioneering study of professional services buyers and sellers called Inside the Buyer’s Brain, Fourth Edition: Accounting & Financial Services. About the Research. First, the importance of an “existing relationship” is up 111%.

Service 28

Service Thought Leadership Ad Frequency Case Studies 28

Hubspot

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Define your buyer's journey.

Sales Management 97

Sales Management Top of Funnel Buy Advertising Agencies 97

Aberdeen

OCTOBER 19, 2022

He shared several statistics that align with Aberdeen’s research on adoption of AI and automation capabilities for unattended service, but it was also important that he acknowledged that this new era doesn’t mean the end of agents. He also noted that CX fluency doesn’t mean blindly prioritizing customer needs.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Contacts 52

Hubspot

OCTOBER 11, 2019

Caroline Forsey, a staff writer for the HubSpot Marketing Blog, says "Your marketing and sales teams need to be in tight alignment because your buyer needs to be communicated with, and sold to, wherever and whenever she wants. While prospecting most likely isn't a sales rep's favorite task, it is one of the most important.

Work Management 92

Work Management Burn Rate Business Sales Cycle 92

The ROI Guy

DECEMBER 16, 2014

With today’s new breed of buyer, it is vital to not just pitch products, but facilitate the buyer’s journey: sequentially delivering the provocative messaging, insights, financial justification and differentiation to advance from “Do Nothing” to “Yes”. The key question the buyer needs answered: “ Why Now? ”.

Conversion 40

Conversion Buyer's Journey Advertising Benchmark Differentiation 40

B2B Marketing Directions

APRIL 17, 2016

Understanding what types of content will resonate with potential buyers is a core part of every content marketer's job, but a recent study by LinkedIn indicates that B2B marketers and salespeople don't always provide potential buyers the kinds of content they want and need. Or does it?

Enterprise Management 40

Enterprise Management Product B2B Thought Leadership Marketing Management 40

Content4Demand

JULY 21, 2020

Don’t set yourself up for disappointment because you aren’t in tune with what your buyers need and want. Once you understand the importance of incorporating your buyer’s perspective throughout your marketing strategy, it’s time to find the information to help you build it out. Do your research. Build the Perspective.

Content 65

Content Buyer Personas Webinar Metrics Customer Surveys 65