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

Webbiquity

FEBRUARY 14, 2010

Those are the types of questions marketing automation / demand generation software vendors seek to address with their offerings. “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.

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

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 102

B2B Differentiation Lock-In Paid Search Agency 102

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 103

B2B Differentiation Lock-In Paid Search Agency 103

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 90

Tips B2B Differentiation Lock-In 90

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

KoMarketing Associates

JANUARY 15, 2019

The “ 2018 B2B Buying Disconnect ” report from TrustRadius discovered that buyers look at an average of 4.9 To learn more, we spoke to Julie Neumann , former head of content and brand marketing at TrustRadius for additional insight. According to the report, B2B buyers consult an average of 4.9 I don’t want hyperbole.

Consulting 121

Consulting B2B Marketing B2B Case Studies 121

Madison Logic

MARCH 13, 2024

These younger buyers use a wider variety of sources and find third-party resources more impactful than vendor resources, and prefer self-driven transactions from vendor websites, marketplaces, app stores, or directly from an existing product. Buying committee members progress through the buyer’s journey at different rates.

Purchase 52

Purchase Account Based Marketing ABM Multi-Channel 52

The ROI Guy

DECEMBER 2, 2014

Buyers have less patience than ever for empty product pitches. Sales enablement and marketing can do better, providing sales with unique content to fuel a more effective, value-focused engagement. However, there is still too much focus on product differentiation at a time when products are not too different from one another.

Lead Scoring 40

Lead Scoring Lead Ranking Product Work Management 40

Golden Spiral

OCTOBER 1, 2021

In a survey of 600 B2B buyers, Harvard Business Review found that providing more and more information actually drops purchase levels by 18%. If your content doesn’t provide signposts along your buyer’s research journey, you won’t be found. 69% of top-performing content marketers have a documented content marketing strategy.

Top of Funnel 118

Top of Funnel Work Management Marketing Management Content 118

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. For most buyers it’s easier to do-nothing, than to change. content to back it up and help provide decision support materials through the buying lifecycle / relationship steps.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Golden Spiral

OCTOBER 1, 2021

In a survey of 600 B2B buyers, Harvard Business Review found that providing more and more information actually drops purchase levels by 18%. If your content doesn’t provide signposts along your buyer’s research journey, you won’t be found. 69% of top-performing content marketers have a documented content marketing strategy.

Top of Funnel 109

Top of Funnel Work Management Marketing Management Content 109

WebMarketCentral

SEPTEMBER 29, 2009

Those are the types of questions marketing automation / demand generation software vendors seek to address with their offerings. 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.

Marketing Automation Services 20

Marketing Automation Services Work Management Marketing Management Marketing Automation 20

The ROI Guy

NOVEMBER 29, 2017

Executives require financial justification in order to gain consensus and win approval for a purchase, however most vendors struggle to help these executives make a compelling case for change. Through each step in the recommended most effective business case content, mapping to our CLOSE methodology, this should include: 1.

Peer-to-peer 53

Peer-to-peer Research Lead Scoring Lead Ranking 53

The ROI Guy

MAY 29, 2016

Here are our three big takeaways: 1) One size Doesn’t Fit All The need for sales and marketing personalization has never been higher, according to SiriusDecisions analysts, and this personalization is not isolated to just early marketing or sales engagements, but critical through all stages of the buyer’s journey.

Cross-Selling 40

Cross-Selling Advertising Benchmark Paper ROI 40

Webbiquity

OCTOBER 8, 2019

The next largest expense is usually content production: website copy, blog posts, marketing collateral, white papers, ebooks, video, infographics, social media posts, etc. That means the business buyer needs to justify the need (why is this better than the way we do things now?) Multiple Users / Stakeholders.

Enterprise Management 235

Enterprise Management Work Management Marketing Management Marketing Automation Services 235

The ROI Guy

APRIL 21, 2010

Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. Case studies were commissioned, but did not provide all the proof needed. This resulted in 23% higher channel partner retention rates.

ROI 40

ROI Lead Scoring Lead Ranking Enterprise Management 40

Martech

APRIL 15, 2022

B2B marketing often relies on educational content to communicate with business clients. This is because buyers seek expertise when dealing with other businesses, while consumers typically seek the best deals and most exciting products. Content marketing. In B2C marketing, companies sell directly to the end customers.

Marketing AI 121

Marketing AI Marketing Automation Services Account Based Marketing B2B Marketing 121

6sense

AUGUST 24, 2017

6sense struck me instantly because of how clearly differentiated the product is. There’s really nothing worse than having a great fit account and then losing them to another vendor who got to them first. As it turns out, they had just begun a high-priority initiative for predictive and we were the first vendor to make it to the table.

Top of Funnel 48

Top of Funnel Marketing AI Lead Ranking Marketing Automation Services 48

Metadata

FEBRUARY 16, 2021

Udi Ledergor: And then about 18 months ago, we had increasingly come to the conclusion that we had outgrown the conversation intelligence category and we needed something new. We need categories, so that we know how to compete. Udi Ledergor: Now, that part of conversation intelligence was a novelty four years ago.

Enterprise Management 52

Enterprise Management Paid Content Sales Management Work Management 52