Madison Logic

FEBRUARY 14, 2024

The desire for personalization among B2B buyers is growing louder. At a time when solution options seem endless, standing out is critical—and personalization is the answer to true differentiation. Lean on Data Data is key to unlocking personalization and building in-depth experiences by tailoring content to funnel stages.

Personalization 52

Personalization B2B Top of Funnel Multi-Channel 52

Only B2B

FEBRUARY 6, 2024

First-Party Intent Data Collection: Website Analytics: Utilize tools like Google Analytics to track website visitor behavior, identify high-engagement content, and understand buying signals. Lead Forms and Downloads: Analyze form submissions and content downloads to gather insights into prospect interests and pain points.

Intent Data 62

Intent Data Intent B2B Sales ROI 62

Only B2B

FEBRUARY 1, 2024

Hyper personalization: Using intent data, B2B companies can personalize content and messaging to specific buyer needs, leading to a 5x increase in engagement- according to Forrester. Personalization will play a pivotal role in standing out amid vast content. Prioritize Leads Do you know? CMI, 2022).

Intent Data 71

Intent Data Intent Marketing Strategy Marketing & Strategy 71

Kaon

JULY 23, 2018

Today’s sales teams need a strategy, strong communications and up-to-date technology. With the right strategy, a salesperson can act with a plan: communicating product value and differentiation clearly and concisely. Understanding multi-buyers’ needs.

B2B Sales 113

B2B Sales Work Management Marketing Management B2B Marketing 113

Marketing Insider Group

MARCH 9, 2021

Guess what B2C marketers—content marketing’s for you, too. Most of the time, the industry sticks to talking about B2B and content marketing; however, a buyer is a buyer. If you want to learn how to sell B2C products with content marketing, then you’ll want to keep reading! Lack of a Content Strategy.

Product 52

Product Content Marketing Lead Ranking Planning 52

Martech

AUGUST 22, 2023

Finish Thompson realized it needed to refresh its go-to-market strategy and especially to update its online presence. Buyers needed to know that Finish Thompson could help them at all stages of making an industrial pump purchase decision, from product design and manufacturing to installation, service and maintenance.

Case Studies 85

Case Studies Case Study Studies Buy 85

Mereo

APRIL 22, 2021

More of your key subject matter experts can pop into a sales call with relevant content that would otherwise be infeasible. Buyers and sellers alike have greater comfort with virtual selling than in pre-2020 days. More members can help speak to the different needs of the greater mix of buyer personas.

Terms and Conditions 59

Terms and Conditions Sales Cycle Buyer Personas Differentiation 59

Velocity Partners

NOVEMBER 29, 2023

Create a distinct angle or perspective that not only differentiates your solutions but invites a crystal-clear choice between your platform and products. Both kinds of buyer need different things – and the sooner you can send them on a journey built to serve their specific needs, the better. Introduce a fresh spin.

Enterprise Management 83

Enterprise Management Work Management Marketing Management Buy 83

Outreach

JUNE 22, 2021

Based on those cues, it surfaces content cards, which are short summaries of relevant information. It’s the right content surfaced on cue — right at the very moment when your reps need it. Coaching at Scale with Content Cards. We came up with three sets of content cards: competition, product, and partnerships.

Work Management 89

Work Management Marketing Management Outreach Sales Cycle 89

Madison Logic

JUNE 6, 2023

Talking to buyers through problem-awareness content creates brand affinity and positions a brand as a voice of knowledge and a source they can trust when they’re ready to seek a solution. Focus messaging around product differentiation, features, and the value proposition.

Demand 52

Demand Top of Funnel Enterprise Management Work Management 52

Mereo

SEPTEMBER 29, 2022

Buyers overwhelmingly value selling organizations that gain a deep understanding of their company and its needs and, furthermore, demonstrate that with relevant content and conversations. Your organization is not creating high-quality content. Content remains on its kingly throne today. Do not just output noise.

Buy 41

Buy B2B Thought Leadership Buyer's Journey Case Studies 41

The ROI Guy

FEBRUARY 20, 2019

One reason for the delay is that modern B2B buyers want help accelerating the decision process and assuring decision success. Every time a B2B buyer considers a purchase, they face internal struggles. Modern B2B buyers want help accelerating the decision process and assuring decision success.

Gartner 45

Gartner Buying Cycle Differentiation Buyer's Journey 45

Sana Commerce

SEPTEMBER 28, 2023

This need for consent arises from the legal obligation for websites to securely store user data via cookies during browsing sessions. However, it’s important to differentiate between consent and broader data privacy. Are you aligned with your buyer needs? Learn more in the B2B Buyer Report 2024.

Marketing Management 52

Marketing Management B2B Privacy Trust Marketing 52

Seismic

OCTOBER 28, 2021

Honest – Buyers are navigating the sales process with several vendors, products, and pricing models, yet only 30% of buyers felt that sellers were transparent about pricing. Buyers need sellers who empathize, build relationships, and use their conversations to add value through intelligent recommendations.

Work Management 52

Work Management Marketing Management Buyer's Journey Sales Cycle 52

Martech Advisor

NOVEMBER 26, 2019

When you search for red pens on their website, you see all three options and you don’t know how to differentiate between them, leaving you with a significant amount of frustrating guesswork. Learn More: Improving E-Commerce Conversion Rates: How to Automatically Merchandise Your Content. Bring content into the catalog.

Digital Transformation 72

Digital Transformation B2B Merchandising Conversion Rate 72

Ambal's Amusings

AUGUST 27, 2010

B2B Marketing Content falls under 2 broad category - 1. Content addressed to a Technical Decision Maker 2. Content addressed to a Business Decision Maker. "Write Content to Address the Problem and the Perspective" Ardath Albee's Bio. Ardath Albee. Blog Marketing Interactions Twitter Ardath421.

Work Management 100

Work Management Marketing Management B2B Business 100

KoMarketing Associates

DECEMBER 8, 2015

Nearly 45 percent of B2B marketers, surveyed by Annuitas, indicated that they are not using buyer personas in demand generation programs and almost half are failing to align content to their buyer’s pain points. Content Marketing. B2B buyers are exploring a number of different channels when conducting vendor.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

Hinge Marketing

JANUARY 4, 2017

Your buyers’ needs and priorities can shift dramatically without your knowledge. Now consider the poor buyer. The answer is differentiation. In this post on differentiation , we describe a process to uncover attributes that your firm can promote and use to separate yourself from your industry’s rank and file.

Marketing Strategy 56

Marketing Strategy Marketing & Strategy Planning Lead Ranking 56

The ROI Guy

JULY 11, 2017

According to the research, here's two important investments you can make today: 1) Interactive and Prescriptive Content Marketing – As buyers prefer to do on-line research on their own, investing more in digital content marketing is tops on Forrester’s advice list.

Forrester 66

Forrester B2B Sales Disintermediation B2B 66

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. Who needs to be involved in the decision?

Sales Management 97

Sales Management Top of Funnel Buy Advertising Agencies 97

Mereo

NOVEMBER 7, 2019

What exactly is sense-making — and what do buyers need made sense of most? Sellers Should Identify and Make Buyers’ Pains Clear. 1 thing buyers need clarity on are their pains. But this honesty and insight will help buyers make the sense they need to move forward in their decision-making process.

Gartner 42

Gartner Buying Cycle High Quality Lead Differentiation 42

The ROI Guy

MARCH 15, 2016

According to a study from Gartner, most solution providers are not providing what buyers need when it comes to content and sales engagements. > Customer stories and case studies are the best way that providers can communicate differentiation that buyers trust , this according to 70% of the decision makers surveyed.

Gartner 40

Gartner Demand Product Case Studies 40

Strategic-IC

JULY 6, 2018

In the 2018 B2B Buying Disconnect - designed to track the changing dynamics of tech vendor and buyer relationships - TrustRadius investigate, and below, we share some key findings from the study. 4 How is the Relationship Between B2B Tech Buyers and Vendors Changing? B2B buyers need vendor support to build the business case.

Vendors 54

Vendors Trends Case Studies B2B 54

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

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

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Early in the sales cycle, during the discovery phase, buyers need help in identifying issues and understanding what solutions might exist to help solve their priority opportunities.

Paper 40

Paper Interactive Marketing Process Comparison 40

Marketing Insider Group

JUNE 14, 2020

Brands face multiple obstacles when organizing the content function. They must grapple with content proliferation; inconsistent and uncoordinated content creation; the lack of strategic direction in the content insights process; and the difficulty for consumers, customers and prospects to find content that is relevant and timely.

Paid Search Agency 310

Paid Search Agency Advertising Agencies Content Marketing CMS Development 310

Martech

FEBRUARY 19, 2024

As buyers self-educate, marketing must meet their needs with meaningful content while highlighting true differentiators. By maximizing existing content assets, securing customer validation and participating strategically in events buyers already attend, marketing can raise awareness and shape decisions early.

B2B 107

B2B Differentiation Lock-In Paid Search Agency 107

Martech

FEBRUARY 16, 2024

As buyers self-educate, marketing must meet their needs with meaningful content while highlighting true differentiators. By maximizing existing content assets, securing customer validation and participating strategically in events buyers already attend, marketing can raise awareness and shape decisions early.

B2B 107

B2B Differentiation Lock-In Paid Search Agency 107

Martech

FEBRUARY 12, 2024

As buyers self-educate, marketing must meet their needs with meaningful content while highlighting true differentiators. By maximizing existing content assets, securing customer validation, and participating strategically in events buyers already attend, marketing can raise awareness and shape decisions early.

Tips 94

Tips B2B Differentiation Lock-In 94

The ROI Guy

FEBRUARY 15, 2013

According to IDC’s annual 2012 Buyer Experience Study published in November it was not Product Information, Peer/Customer References, Industry Trends, Competitive Comparisons and Case Studies, but by a large margin, Financial Justification / ROI. Why has Financial Justification / ROI now become the most valued content?

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 40

Webbiquity

FEBRUARY 14, 2010

“Software-that-helps-turn-raw-names-into-qualified-leads-by-delivering-the-right-content-at-the-right-time-and-monitoring-response&# would be most accurate, but kind of a mouthful. There is a crying need for this. It aligns vendor messages with buyer needs, saving money and corporate reputations.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

The ROI Guy

JANUARY 25, 2011

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own. Content that Matters Most?

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

Adobe Experience Cloud Blog

JANUARY 6, 2014

Author: David Cheng As part of our open beta launch this December, ShareBloc ran a contest to find the Top Content Marketing Posts of 2013. He told us: “We all know content in and of itself isn’t enough anymore, and at LeadMD, we work hard to create compelling content with which people truly want to interact. Here they are: 1.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Automation Enterprise Management 48

Adobe Experience Cloud Blog

JANUARY 6, 2014

Author: David Cheng As part of our open beta launch this December, ShareBloc ran a contest to find the Top Content Marketing Posts of 2013. He told us: “We all know content in and of itself isn’t enough anymore, and at LeadMD, we work hard to create compelling content with which people truly want to interact. Here they are: 1.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Automation Enterprise Management 48

The ROI Guy

JULY 19, 2012

Understanding how the mind uses both, and the inherent biases involved, can help you create better marketing content and sales presentations, drive better engagement and win more favorable decisions, faster. 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

Content4Demand

APRIL 10, 2019

That experience is the differentiator.”. It is the music, the content over and over again, and they are constantly raising the bar. Even with the idea of customer centricity and flexibility in mind, Nadella reiterated that it is difficult to continuously predict buyer behavior and completely understand customer expectations.

Positioning 40

Positioning B2B Marketing Digital Transformation Work Management 40