Madison Logic

JANUARY 18, 2023

Content marketing is the way we speak to our customers about our brand and our solutions. Because buyers, not sellers, have all the power in B2B. While they appreciate our clever wordsmithing and attractive graphics, these mean nothing if we’re not giving them the experience they want in the buyer’s journey. Who are they? .

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

Sana Commerce

MARCH 12, 2024

Protect your B2B online store while delivering the speed and performance that your buyers need. Their content delivery network (CDN) is designed to create a fast and optimized web store. Offer your buyers accurate information with real-time updates, while protecting their privacy.

Privacy 52

Privacy Optimization Enterprise Management Peer-to-peer 52

The ROI Guy

AUGUST 13, 2013

According to a new research report, IT buyers have dramatically changed. Gartner indicates that” Newly empowered and informed buyers are taking control of the sales cycle, which should be cause for concern for many sales leaders.” Looking at past strategies, products were pushed to a large, loosely defined customer segment.

Gartner 40

Gartner Marketing & Strategy Marketing Strategy Lead Ranking 40

Madison Logic

FEBRUARY 14, 2024

According to Gartner, 86% of B2B customers expect companies to be well-informed about their personal information during interactions. Most buying decisions involve an average of six stakeholders , each with distinct needs, concerns, and priorities. Moreover, the intricate nature of B2B buying decisions necessitates personalization.

Personalization 52

Personalization B2B Top of Funnel Multi-Channel 52

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. . Relatable brand essence .

CMO 62

CMO Peer-to-peer Buy Gartner 62

The ROI Guy

NOVEMBER 1, 2012

At the annual Gartner Symposium, the world's most important gathering of CIOs and senior IT executives in our hometown of Orlando, new and important IT spending research and trends are always presented. IT Spending Growth Remains Challenge Worldwide IT spending is estimated to surpass $3.7 trillion in 2013, a 3.8

Gartner 40

Gartner Allocation Storytelling Spending 40

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

Madison Logic

AUGUST 2, 2023

B2B buyers need more attention and information to make a purchase decision, ideally, a personalized buying experience. Why Personalization Matters Today’s buyers no longer want a personalized experience; they demand it. That’s where account-based marketing (ABM) comes in. And it works.

Account Based Marketing 52

Account Based Marketing Personalization Multi-Channel Top of Funnel 52

NetLine

NOVEMBER 9, 2023

Let’s start off with a quick definition, as Oracle defines it : Sales enablement is the set of tools and content provided to your sales teams to help them sell smarter and sell more. If you are unsure what intent data is, have a look at our post on buyer-level intent for a detailed exploration of this crucial form of data.

Intent Data 52

Intent Data Intent Top of Funnel Outreach 52

Marketing Interactions

JULY 31, 2022

I’m hearing a lot of assertions about the B2B buyer journey. I’m thinking about the differences between what your buyers experience with your content and brand (outside), and what it takes to create successful buyer-driven experiences (inside). Without strategy, all you have are random acts of content.

B2B 75

B2B Buyer's Journey Gartner B2B Sales 75

Business Brainz

FEBRUARY 15, 2022

Content creation is hugely important in B2B. A common challenge for marketers in the B2B world is to have the ability to create dynamic content. Content that resonates with the audience. Content that shows you understand them. Content that acknowledges audience’s priorities and pains. Would you agree?

Marketing Report 52

Marketing Report B2B Marketing Campaigns B2B 52

The ROI Guy

JANUARY 3, 2017

As we enter the New Year, a look back at what we can learn from the most popular Frugalnomics Survival Guide articles of 2016: Gartner: buyers Demand Less Pitch, More Value-Story According to a study from Gartner, most solution providers are not providing what buyers need when it comes to content and sales engagements.

Gartner 45

Gartner Best Practices Demand Buyer Need 45

FunnelEnvy

DECEMBER 26, 2022

Other data shows meetings with potential suppliers now represent a relatively small portion of the B2B purchasing process: Gartner research says B2B buyers spend only 17% of the purchasing process on meetings with potential vendors. . Certain studies show that over 4 in 10 B2B buyers use mobile devices during the purchase process.

Top of Funnel 76

Top of Funnel Marketing Automation Services Optimization Generation 76

Mereo

NOVEMBER 7, 2019

Sellers have a greater opportunity than ever to become a trusted advisor to their buyers. In a recent Gartner Inc. In a recent Gartner Inc. Gartner is referring to its new selling insight as a “Sense Making” revolution, something I discussed in this previous article. Sellers Should Identify and Make Buyers’ Pains Clear.

Gartner 42

Gartner Buying Cycle High Quality Lead Differentiation 42

Martech

MAY 19, 2022

Gartner, respected market research and advisory firm, defines GTM this way: A GTM strategy is a plan that details how an organization can engage with customers to convince them to buy their product or service and to gain a competitive advantage. To gain perspective on GTM strategy development, here are a few different definitions.

Marketing Analytics Tools 116

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing Management 116

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

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

LeanData

AUGUST 10, 2020

Conventional content syndication simply doesn’t have the juice to break through the noise in a market plagued with budget cuts, layoffs, and a pervasive “do more with less” mentality. Traditional marketing and selling are getting hit from all sides. In-person events are mostly dead, taking the pipeline they create with them.

Budget Programs 80

Budget Programs Intent Signal Multi-Channel Advertising Agencies 80

Seismic

JULY 1, 2019

Buyers have grabbed control. Gartner says that they get 57% of the information they need on their own before engaging to sales. Sellers today need to beat their numbers. That’s because buyers want more: more value, more insight, more. How B2B buying has changed. Here’s what changed.

Sales Cycle 66

Sales Cycle Cross-Selling Gartner B2B Sales 66

The ROI Guy

SEPTEMBER 21, 2016

You are putting together your content marketing roadmap, figuring out what content you need to best engage and motivate prospect’s through the buyer’s journey. Across the buyer’s journey you need less of the right personalized value-focused content, to motivate buyers from “do nothing” to “yes”.

Buyer's Journey 40

Buyer's Journey Peer-to-peer Features Advertising Benchmark 40

The ROI Guy

NOVEMBER 18, 2010

Today’s buyers face several unique challenges that make content marketing ever more important to the successful vendor. Buyers are: More frugal, reeling from two economic downturns in the past decade, and forced to “do more with less”. But how can you get started on the journey to a successful content marketing program?

Marketing Management 40

Marketing Management Peer-to-peer Content Marketing Buying Cycle 40

The ROI Guy

JULY 5, 2011

The latest IT spending metrics have been released by Gartner, and the news is good for the second half of this year and 2011 overall. Gartner’s forecasts are up significantly from estimates earlier in the year, when 5.6 % growth for 2011 was the prediction, despite the disaster and perceived pause in the global recovery.

Enterprise Management 40

Enterprise Management Marketing Management Spending Allocation 40

Marketing Interactions

JUNE 13, 2021

Research from Gartner found that helping B2B buyers advance increased purchase intent by 16%. So perhaps we need to think more about understanding and helping than knowing about more personal stuff. The content isn’t for you. In fact, proving you know them can decrease purchase intent by 4%. It’s for your audience.

B2B Marketing 174

B2B Marketing B2B Gartner Purchase Intent 174

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. Gartner predicted in 2012 that by 2017 , the CMO would spend more with IT than the CIO. Key Quote: “Know your buyer and their preferences before you ever pick up the phone.

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. Gartner predicted in 2012 that by 2017 , the CMO would spend more with IT than the CIO. Key Quote: “Know your buyer and their preferences before you ever pick up the phone.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Automation Enterprise Management 48

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. content to back it up and help provide decision support materials through the buying lifecycle / relationship steps. Tom then served Gartner as a Managing VP.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

6sense

NOVEMBER 4, 2021

According to a recent Gartner study , more than two-thirds of B2B buyers feel a bit overwhelmed by the amount of high-quality research material available to them — especially on the internet. Interestingly, Gartner also found that 77% of B2B buyers rate their purchase experiences as extremely complex or difficult.

Gartner 62

Gartner Account Based Marketing Content B2B Sales 62

The ROI Guy

NOVEMBER 29, 2010

Marketers are scrambling to address the power shift and overcome lead generation and conversion issues by delivering more content and tools over more channels to actively engage ever more empowered, skeptical and frugal buyers. 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

NetLine

NOVEMBER 30, 2023

But with the volume of content online continuing to increase, how exactly should B2B marketers highlight the right content for sales teams to use at the right time? A B2B sales astronaut celebrates as they’ve closed a deal, all thanks to the intent-led content provided by marketing. Created using DALLE via ChatGPT.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52

Martech

MAY 16, 2023

Will the ability to send better emails/content written more quickly by AI change the lives of B2B marketers for the better? Faster doesn’t always mean better The ability to create more content faster will only result in lower performance. Simply put, more content will not result in increased consumption or understanding.

Marketing AI 95

Marketing AI Top of Funnel B2B Intent Signal 95

Martech

MAY 16, 2023

Will the ability to send better emails/content written more quickly by AI change the lives of B2B marketers for the better? Faster doesn’t always mean better The ability to create more content faster will only result in lower performance. Simply put, more content will not result in increased consumption or understanding.

Marketing AI 97

Marketing AI Top of Funnel B2B Intent Signal 97

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. Value Selling is a Requirement The IDC buyer survey indicates that the way IT solutions are currently marketed and sold needs to change.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Seismic

FEBRUARY 24, 2022

And once they begin to consider solutions, buyers only spend 17% of their time meeting with potential suppliers. . In order to connect with buyers and help them navigate the buying journey, sales reps have to make the most of every interaction and follow through with personalized content that helps buyers as they consider solutions.

Work Management 52

Work Management Gartner Case Studies Sales Cycle 52

Webbiquity

JANUARY 3, 2012

Social media, content aggregation and curation , user-generated content and other developments have dramatically changed the B2B buying cycle over the past few years. social media ROI, lead quality, content marketing) will remain priorities in 2012. The Future of Buyer Relationships by Business2Community.

Sales Management 100

Sales Management B2B Sales Top of Funnel B2B Marketing 100

KoMarketing Associates

APRIL 15, 2020

We’ve all heard different statistics about how much of the buyer’s journey happens before the company is ever contacted. Per 2019 research from Gartner, “When buyers are comparing multiple suppliers‚ the amount of time spent with any one sales rep may be only 5% or 6%.”. Content consumption, as well, is also increasingly mobile.

Buyer's Journey 157

Buyer's Journey Peer-to-peer Enterprise Management Work Management 157

Choozle

JANUARY 20, 2020

Plus, the B2B buying experiences have changed, a new study from Gartner found that despite the proliferation of digital access, 77 percent of B2B buyers still feel that making a purchase is time-consuming—and even painful. B2B buyers need to get multiple stakeholders (the average B2B purchase decision now means 6.8

Enterprise Management 53

Enterprise Management Work Management Marketing Management Marketing Automation Services 53

B2B Digital Marketer

OCTOBER 5, 2020

What’s great today that we didn’t necessarily have so much in the past is how we can get the awareness that we need for all of our content marketing.”. And so, so when I start thinking about that, you know, in the discussion we started having was around, you know, let’s just say orphaned content, right.

Sales Management 52

Sales Management B2B Marketing Top of Funnel Planning 52