Webbiquity

DECEMBER 4, 2018

More than 75 percent of prospects feel the sales professionals who contact them lack knowledge of their specific business, role and responsibilities at work, or even the issues they’re trying to resolve, according to research from Forrester. You also get to understand their abilities and properly map them to your buyers’ needs.

Sales Management 221

Sales Management Top of Funnel B2B Sales Tactics 221

Top Rank Marketing

SEPTEMBER 4, 2023

The products we sell are highly complex, the clients we sell to are highly exacting, our buying cycle is (much) longer, there are fewer customers to go around, and our competition is fierce. The opportunity: Clearly, B2B buyers are primed to appreciate your marketing innovations.

Enterprise Management 85

Enterprise Management Work Management Marketing Management B2B Marketing 85

6sense

JANUARY 31, 2022

And many historical buying committee models have focused on individual roles, needs, preferences — mostly from a business and function context. . New research from TrustRadius, Gartner, Forrester, and others adds a new, critical layer of understanding to the buying committee mix: generational differences. .

CMO 62

CMO Peer-to-peer Buy Gartner 62

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Having the right content and tools to help fuel buyer’s decision making process is essential.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

SEPTEMBER 17, 2010

The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? These three issues are having a measurable impact on marketing.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

Ambal's Amusings

MAY 27, 2010

When planning for content creation, B2B marketers need to take into account the information buyers need at different stages of the buying process. An additional consideration is the different needs among members of the buying committee—influencers. Brian Carroll's blog B2B Lead Generation Blog.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. Is this digital spending allocation aligning with buyer needs? We call this the “Internet fueled buying cycle.&# Content is King? The End of Sales as we Know It?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40