The ROI Guy

FEBRUARY 20, 2019

The bad news for B2B sales cycles everywhere is that 84% of B2B buyers report that purchase decisions take longer than expected – twice as long for most. One reason for the delay is that modern B2B buyers want help accelerating the decision process and assuring decision success.

Gartner 45

Gartner Buying Cycle Differentiation Buyer's Journey 45

Webbiquity

FEBRUARY 14, 2010

For b2b companies who are able to use such software effectively, the competitive advantage is akin to Indiana Jones taking on his would-be assassin in Raiders of the Lost Ark : The challenge for b2b marketers in adopting marketing automation / demand gen systems isn’t with the technology, which is stable and reasonably easy to use.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

The ROI Guy

SEPTEMBER 22, 2014

Many times, when organizations try to articulate the differentiating value of their solutions, they start with a “solutions first approach”, communicating each feature they perceive as a differentiator and the value these features might deliver. Engage too late and price may be the only differentiator there is.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

Ambal's Amusings

AUGUST 27, 2010

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. Now let’s assume that both of these decision makers work for the same company. Blog Marketing Interactions Twitter Ardath421.

Work Management 100

Work Management Marketing Management B2B Business 100

The ROI Guy

JANUARY 25, 2011

This results in information overload, with low response rates, a slower buying process and lack of competitive differentiation. Research from MarketingSherpa and KnowledgeStorm, shows that targeted content is more effective, when customized for: Industry (82% more effective) Role/job function (67%) Company size (49%) Geography (29%).

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

The ROI Guy

DECEMBER 2, 2014

The research clearly indicates that the issues are not around sales having enough leads, more sales training, improved social selling ability or increased product knowledge. When I was with Xerox learning systems in the early 90s we used to discuss how sales reps were too much about products and not enough about business value.

Lead Scoring 40

Lead Scoring Lead Ranking Product Work Management 40

The ROI Guy

JULY 19, 2012

Now, these same techniques are being leveraged by B2B firms to great effect, combining emotional and logical content to achieve more favorable decisions and accelerated sales cycles. In order to break the bias, you need to show how the costs of change are decisively outweighed by 2 times greater potential gains.

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 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. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales. " So where does this leave traditional sales training companies.?

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Madison Logic

MARCH 13, 2024

Utilize Data-Driven Insights to Understand Buyer Needs and Preferences to Deliver More Personalized Experiences Personalized experiences make buyers feel seen, appreciated, and understood. data that another provider has provided) to determine buyer intent is equally unreliable. Here’s how to shift your ABM approach.

Purchase 52

Purchase Account Based Marketing ABM Multi-Channel 52

WebMarketCentral

SEPTEMBER 29, 2009

For b2b companies who are able to use such software effectively, the competitive advantage is akin to Indiana Jones taking on his would-be assassin in Raiders of the Lost Ark : The challenge for b2b marketers in adopting marketing automation / demand gen systems isn't with the technology, which is stable and reasonably easy to use.

Marketing Automation Services 20

Marketing Automation Services Work Management Marketing Management Marketing Automation 20

Hubspot

JUNE 27, 2011

The unusual is the story or example that helps to differentiate your offer. A P.S. is usually part of a personalized email – one that signs off with the name of someone real in your company. Not every product or offer needs a testimonial. According to Copyblogger , ask yourself, "What's first, last, and unusual in my copy?"

Email Marketing 28

Email Marketing Urgency Marketing Landing Pages Copywriting 28

Binary Demand

MAY 17, 2024

So, your teams might make efforts like this: Research team grabbing top-quality contacts Sales team is trying to convert them into customers Inbound channels making efforts to attract interested leads Despite the collective efforts of these teams, many leads still slip through the cracks. You might wonder?

Lead Ranking 52

Lead Ranking Lead Nurturing Sales Qualified Leads Lead Scoring 52

Mereo

APRIL 16, 2020

And it is hard to explain: Every organization has and needs a unique sales enablement strategy that makes sense for its culture, its goals and its buying audiences. Enable and empower salespeople to serve buyers. And this misalignment is costing B2B companies 10% or more of lost revenue annually. The answer is likely yes.

Work Management 81

Work Management Cross-Selling Marketing Management Differentiation 81

Golden Spiral

OCTOBER 1, 2021

74% of the most successful marketers map content to specific stages of the buyer’s journey. Only 42% of content marketers actually talk with customers to understand their needs. Three Reasons Sales Cycles are So Long. Marketing influences buyers deeper and deeper into the funnel before the sales team becomes a factor.

Top of Funnel 118

Top of Funnel Work Management Marketing Management Content 118

Golden Spiral

OCTOBER 1, 2021

74% of the most successful marketers map content to specific stages of the buyer’s journey. Only 42% of content marketers actually talk with customers to understand their needs. Three Reasons Sales Cycles are So Long. Marketing influences buyers deeper and deeper into the funnel before the sales team becomes a factor.

Top of Funnel 109

Top of Funnel Work Management Marketing Management Content 109

Zoominfo

NOVEMBER 8, 2018

What differentiates you from your competition? This includes everything from your voice as a company, to your graphics, to your online presence, and virtually to any other public facing outlet or representation of your business. Make sure your branding is appropriate for your industry but also distinct to your company.

Marketing & Strategy 100

Marketing & Strategy Marketing Strategy Buyer Personas Zoominfo 100

Martech

APRIL 15, 2022

As companies speed up the adoption of digital processes and technologies , it is likely you will soon be interacting with increasingly tech-savvy customers. As a result, you can no longer appeal to buyers using traditional tools. In B2C marketing, companies sell directly to the end customers. Estimated reading time: 9 minutes.

Marketing AI 118

Marketing AI Marketing Automation Services Account Based Marketing B2B Marketing 118

Single Grain

AUGUST 6, 2019

" class="sg-content-upgrade-banner"> We’ve helped Fortune 500 companies, venture backed startups and companies like yours grow revenues faster. Norman Newbie owns a software company with ten salespeople and one product. Molly’s company closes more sales than Norman’s, with fewer salespeople and no time spent on cold calling.

Top of Funnel 112

Top of Funnel Marketing Funnels Marketing Qualified Leads Paid Content 112