ViewPoint

AUGUST 15, 2013

Popular opinion would have you believe that, however, recent research shows that buyer’s want sales involvement in early stage conversations—in fact they prefer it. Keeping pace with today’s buyer has demanded change in the sales process. The Death of Salesmen is Overstated. Via Sales & Marketing Management.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ANNUITAS

SEPTEMBER 11, 2014

However, when it comes to Demand Generation Strategy there are a few rules that if not followed, will lead to poor results, wasted money and effort, and a frustrated marketer. Do the research. If you want to build a successful marketing strategy, build it so that it speaks to your buyers’ needs. Do Your Homework.

Demand Generation 100

Demand Generation Rules Demand Generation 100

Mereo

MARCH 4, 2021

There remain few areas of my life that are free from a recurring payment and dependable, on-demand services at my fingertips. Past industry powerhouses are being outpaced by “cloud native” companies that were built from the ground-up on these changing customer demands. And as a consumer, I wouldn’t want it any other way.

Demand 74

Demand Marketing Management Lead Ranking Terms and Conditions 74

Launch Marketing

JUNE 7, 2023

and assess the demand or need for the offering. Market research provides you with important data and can begin with primary and secondary tactics. Primary research can be going directly to your prospects, others who operate in a different niche within the same market and current customers.

Product 117

Product B2B Paid Search Agency Buyer Personas 117

ANNUITAS

APRIL 9, 2020

During acute marketing shifts like we’re facing now, it’s more important than ever to talk to customers and prospects to discover if their needs or buying process has changed. This type of research and analysis (even if done quickly) is key to validating your/your organization’s hypothesis and enabling you to be a valued and trusted partner.

Peer-to-peer 264

Peer-to-peer Demand Validation Demand Generation 264

PureB2B

AUGUST 28, 2018

The painful truth of the matter is that these situations arise merely because you didn’t do enough research about your lead. Why It’s Important to Research Your Sales Leads. In this fast-paced industry, buyer needs and demands are ever-evolving. They need something. But, what do they really need?

Research 96

Research Sales Qualified Leads Marketing Automation Services Work Management 96

Content4Demand

JULY 7, 2021

What are buyers searching for? How can you best deliver what they need? According to the recently released 2021 B2B Buyers Survey Report from Demand Gen Report, here are a few of the top trends: Buying committees continue to become more prevalent, and committees are growing larger. Image courtesy of Demand Gen Report.

Account Based Marketing 121

Account Based Marketing Peer-to-peer B2B Content 121

PureB2B

AUGUST 28, 2018

The painful truth of the matter is that these situations arise merely because you didn’t do enough research about your lead. Why It’s Important to Research Your Sales Leads. In this fast-paced industry, buyer needs and demands are ever-evolving. They need something. But, what do they really need?

Research 62

Research Sales Qualified Leads Marketing Automation Services Work Management 62

Sana Commerce

AUGUST 24, 2023

Meeting your buyers’ needs and helping them overcome their challenges will improve your customer satisfaction. So, understanding and meeting your buyers’ needs is crucial to your organization’s success. Looking for (more) advice on how to meet your B2B customers’ demands? Buyers want to buy more online.

Optimization 98

Optimization Customer Satisfaction B2B Terms and Conditions 98

ClearVoice

NOVEMBER 25, 2022

That’s why B2B marketers should shift their focus to content pieces that accelerate the self-guided buyer’s journey, especially for products and services requiring much research. These online-only live events provide B2B buyers w a convenient way to research and compare solutions. Consistency is crucial.

Top of Funnel 115

Top of Funnel Marketing AI Trends Enterprise Management 115

Marketing Insider Group

OCTOBER 27, 2020

The B2B buyer has been evolving for some time, choosing to investigate and research on their own before ever initiating contact with sales. Here’s your current B2B buyer. From there, you develop topic ideas, influenced by industry trends, buyer needs, keywords, and product roadmaps. Do Your Research.

Top of Funnel 359

Top of Funnel Paid Search Agency Lead Ranking Work Management 359

Zoominfo

OCTOBER 28, 2020

“With COVID-19, B2B companies have a unique opportunity to innovate because customer needs are evolving so rapidly and moving in such unexpected directions,” management consulting firm McKinsey & Company wrote in July 2020. Conclusion: Offer expansion needs speed and flexibility. Innovation proves important during COVID-19.

Cross-Selling 178

Cross-Selling Zoominfo Product Enterprise Management 178

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. Additionally, research shows that more than five touchpoints are required to secure an initial meeting.

Top of Funnel 179

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 179

VisumCX

AUGUST 14, 2017

Demand generation is a key part of the customer experience. Ensuring that buyers have a good buying experience is a necessary stage in the content experience continuum. However, many myths abound with demand generation, which are making it harder for B2B marketers to have success. Their approach is largely static.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation 40

Top Rank Marketing

SEPTEMBER 4, 2023

Almost six out of ten (57%) of the buyers Wunderman Thompson surveyed for their report admitted that they felt “less loyal” to B2B sellers than they did pre-pandemic. B2B buyers need innovative solutions to keep up and get ahead, too, and, according to the research, they’re more willing to look to new sources for these solutions than ever.

Enterprise Management 82

Enterprise Management Work Management Marketing Management B2B Marketing 82

Martech

AUGUST 22, 2023

Buyers do most of their initial research online instead of directly talking to a supplier. Finish Thompson realized it needed to refresh its go-to-market strategy and especially to update its online presence. They used tools like Semrush and Google Ads and researched among distributors, customers and competitors.

Case Studies 82

Case Studies Case Study Studies Buy 82

The ROI Guy

JULY 18, 2016

The importance of sales content remains strong, with 79 % of b-to-b buyers reporting that the content provided by a rep is very to extremely influential in their selection of one vendor over another. pieces delivered to buyers in the Education phase, 6.1 in Solution, and 4.9 Clearly more-is-more doesn’t work.

Research 40

Research B to B Webcast Content 40

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. Marketers will rely on intent data to provide personalized experiences and prioritize lead generation, demand, and account-based marketing.

Intent Data 71

Intent Data Intent Marketing & Strategy Marketing Strategy 71

Madison Logic

FEBRUARY 14, 2024

Personalization allows brands to tailor their content and messaging to align with individual buyer needs, establishing a strong connection that fuels loyalty and accelerates conversion. Most buying decisions involve an average of six stakeholders , each with distinct needs, concerns, and priorities.

Personalization 52

Personalization B2B Top of Funnel Multi-Channel 52

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. Additionally, research shows that more than five touchpoints are required to secure an initial meeting.

Top of Funnel 130

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 130

Salesforce Marketing Cloud

APRIL 11, 2022

Your business customers are feeling the need for speed. Buyers need to find what they’re looking for, and fast — whether that’s finding a specific product, past invoices, or safety information. How do you meet this demand? It’s not easy for B2B sellers to achieve the speediness that buyers crave.

Marketing AI 94

Marketing AI Merchandising B2B Marketing Management 94

ANNUITAS

NOVEMBER 1, 2016

And, speaking of babies, even though no one likes to hear that theirs is ugly, unlike babies, those buyer personas aren’t going to get any cuter with age. It’s hard to argue with the concept of trying to understand your customers and prospects to produce demand generation that drives revenue. To know what motivates a buyer, ask one.

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

ANNUITAS

NOVEMBER 1, 2016

And, speaking of babies, even though no one likes to hear that theirs is ugly, unlike babies, those buyer personas aren’t going to get any cuter with age. It’s hard to argue with the concept of trying to understand your customers and prospects to produce demand generation that drives revenue. To know what motivates a buyer, ask one.

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

Sana Commerce

AUGUST 3, 2022

The food and beverage industry deals with perishable goods that have to be sold quickly to preserve the high quality that buyers expect and that regulations demand. Despite complex logistic processes and increasingly demanding consumers, food and beverage e-commerce (driven by ERP integration) can help companies do so easily.

Trends 69

Trends Amazon Privacy Policies Marketing Management 69

Inbox Insight

NOVEMBER 17, 2023

Prospects in this stage are still researching, signifying that they do not have an immediate need for a solution. By precision targeting the most receptive audiences – at scale, across multiple channels with personalized ads, you can accelerate demand for your products/services and drive greater long term efficiencies.

Demand Generation 59

Demand Generation Ideal Customer Profiles Intent B2B Marketing 59

Porch Group Media

JULY 7, 2021

In 2020 , the share of home buyers who used the internet to search for a home increased to an all-time high of 97%. ( NAR ) 89% of people interested in the process of purchasing a home research the process online first. Fortunly ) 92% of new mortgage borrowers do online research prior to speaking to a lender. (

Buy 95

Buy Process First-Mover Advantage Internet Marketing 95

Marketing Interactions

JANUARY 15, 2023

At the least, using the tool to understand what our buyers may be learning from it about the solutions we provide, the questions they should ask vendors, and more, should be intel we all want to have. This said, as I think back to all the buyer research I’ve seen over the years, buyers have been telling us what they want for a long time.

Marketing Management 80

Marketing Management B2B Vendors Buy 80

PureB2B

JUNE 14, 2022

Competitive Research. Competitive research, a model of information gathering that loops both business intelligence and intent data together, suggests that you pull this information on a regular basis. Understanding the prospect’s tech stack should be top priority within your client discovery.

Lead Ranking 62

Lead Ranking Top of Funnel Intent Data Demand Generation 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.

Account Based Marketing 52

Account Based Marketing Personalization Multi-Channel Top of Funnel 52

Madison Logic

JANUARY 5, 2023

Listen to the on-demand recording and read on to learn about three key takeaways from the discussion. . It can be tempting to think short-term, but our ultimate recommendation for demand and account-based marketers is to take a long-term view,” says Nora Conklin. . What are their motivations for researching a solution? .

Account Based Marketing 52

Account Based Marketing Top of Funnel Marketing Budget ABM 52

ANNUITAS

JUNE 23, 2016

We write, we design, we create videos, and post content all day long, but what content really matters to our buyers? Before you jump in and write another eBook, learn what content your buyers need and want. 5% report their content aligns to buyer pain points. Does your content fill a void?

Buyer Personas 124

Buyer Personas Demand Generation Content Advertising Benchmark 124

ANNUITAS

MARCH 8, 2016

It’s hard to argue with the concept of trying to understand your customers and prospects to produce demand generation that drives revenue. If you’ve built solid personas, reviewing their goals and motivations when there is dissension can help to move in the right direction for your buyers. To know what motivates a buyer, ask one.

Buyer Personas 100

Buyer Personas Demand Generation Buying Cycle Work Management 100

ANNUITAS

SEPTEMBER 29, 2015

It’s hard to argue with the concept of trying to understand your customers and prospects to produce demand generation that drives revenue. If you’ve built solid personas, reviewing their goals and motivations when there is dissension can help to move in the right direction for your buyers. To know what motivates a buyer, ask one.

Buyer Personas 100

Buyer Personas Demand Generation Buyer's Journey Buying Cycle 100

Launch Marketing

AUGUST 21, 2020

Still take the time to research and invest in a product that is not just of the “here and now” circumstances but makes sense being integrated into your entire product catalog. I agree that volatile times require thinking outside the box and being innovative with your goals.

Service 133

Service Product B2B Conference 133

6sense

DECEMBER 6, 2021

Having been privy to the lead management processes of hundreds of B2B organizations of every stripe, I would estimate that at least half have internal demand funnel (AKA waterfall) stages that combine stages of their sales process with what are really stages of the buyer journey.

Top of Funnel 62

Top of Funnel Webinar Metrics Buyer's Journey Digital Marketing Funnels 62

KoMarketing Associates

DECEMBER 8, 2015

Demand Generation. 75 percent of B2B buyers said they research at least 25 percent of their work-related purchases online, even if they made the actual purchase offline. 76 percent of B2B buyers use three or more marketing channels for research. The research shows search results with rich snippets (i.e.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

Launch Marketing

MAY 27, 2020

Before beginning to really strategize or rethink your launch, assess the currency of market research to objectively weigh the demand or need for the offering. As discussed in Determining Market Demand for New Products or Services , market research can begin with primary and secondary sources.

Product 62

Product Banners Buyer Personas Trade Show 62