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

MARCH 15, 2011

Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Fight Frugalnomics with Outcome Selling?

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. 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.

Peer-to-peer 40

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

The ROI Guy

JANUARY 17, 2011

These buyers need a reason to engage – and delivering personalized, proprietary and consultative benchmarks, insight and advice is essential. But up-front purchase price isn’t everything. ► October (8) Tech Marketers May Need to Rethink Budgets for 201. Accelerate Slow Sales Cycles with More Sales Enabl.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Delivra

NOVEMBER 14, 2018

Forrester has predicted that spending on marketing automation will hit $25 billion by 2023 , signaling a 14% annual growth rate since 2017. Buyer personas are a critical component of a successful B2B marketing automation campaign. Throughout every phase, you need to keep your focus on buyer personas.

Marketing Automation Services 45

Marketing Automation Services Marketing Automation Automation B2B Marketing 45

Webbiquity

OCTOBER 8, 2019

It’s often (wrongly) assumed that B2C marketing is much bigger than B2B because 1) it’s much more visible to most people, and 2) there are a lot more consumers than businesses in the market buying stuff. Actually, the B2B market is about twice as large, according to Forrester. Do you like the green or the blue better?

Enterprise Management 235

Enterprise Management Work Management Marketing Management B2B Marketing 235