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. Whatever the challenges, there are solutions to solve them.

B2B Sales 113

B2B Sales Work Management Marketing Management B2B Marketing 113

Seismic

OCTOBER 28, 2021

In order to win business with well-informed buyers, sellers need to be available, informative, and honest: Available – In the LinkedIn State of Sales 2021 report , only 28% of buyers indicated that sellers remain engaged after the sale to ensure value delivery. Buyers are engaging everywhere online.

Work Management 52

Work Management Marketing Management Buyer's Journey Sales Cycle 52

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. It's a NO PITCH zone.

Gartner 45

Gartner Buying Cycle Differentiation Buyer's Journey 45

Webbiquity

FEBRUARY 14, 2010

They expect sales and marketing pros to be using the web as well to understand their problems before the sales conversation even starts. There is a crying need for this. It aligns vendor messages with buyer needs, saving money and corporate reputations. Prospective buyers are overloaded with information.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

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 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

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

"Effective content for either technical or business buyers needs to address issues that keep them awake at night" Tom Pick's Bio. Those that manage innovation most effectively not only grow faster than their peers but are also more profitable and have stronger competitive differentiation.

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. Based on responses to profile questions the white paper is personalized to analyze the buyer needs and present relevant and personalized results.

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. 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

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. IDC: Economic Buyers, Digital Overload and Sales E.

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

They expect sales and marketing pros to be using the web as well to understand their problems before the sales conversation even starts. There is a crying need for this. It aligns vendor messages with buyer needs, saving money and corporate reputations. Prospective buyers are overloaded with information.

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. Not every product or offer needs a testimonial. But in the case of products with longer sales cycles (like many B2B products) where buyers need reassurance before they commit to a large ticket item, testimonials are often most effective.

Email Marketing 28

Email Marketing Urgency Marketing Landing Pages Copywriting 28

Mereo

APRIL 16, 2020

Perhaps departments have a different understanding of the target buyer. Maybe everyone is working from a different business plan or differentiated value messaging platform. Are the sales resources your marketing department creates simply going unused by sales? Effectively Leveling-up Sales Skills.

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? Buyer Personas: The Missing Piece of Your SEO Strategy. Buyer Personas: The Missing Piece of Your Lead Gen Puzzle [Infographic]. How to Use Buyer Personas to Shorten the B2B Sales Cycle. 4. Cater To Your Target Market.

Marketing & Strategy 100

Marketing & Strategy Marketing Strategy Buyer Personas Zoominfo 100

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. Did the Alinean Business Value Tools drive incremental sales, reduce sales cycles, increase deal size, generate more demand, and improve sales / consulting productivity as anticipated?

ROI 40

ROI Lead Scoring Lead Ranking Enterprise Management 40

Martech

APRIL 15, 2022

This is because buyers seek expertise when dealing with other businesses, while consumers typically seek the best deals and most exciting products. So your marketing needs to be more personalized than it might otherwise be when targeting B2C customers. Types of B2B marketing. There are many different B2B marketing strategies.

Marketing AI 119

Marketing AI Marketing Automation Services Account Based Marketing B2B Marketing 119

Single Grain

AUGUST 6, 2019

For different types of businesses, buyer needs at the problem/need recognition stage – top of the funnel (TOFU) – are different. What differentiates Molly’s product from her competitors’ products? Molly might conclude that anybody who fills out her online demonstration request form is an MQL.

Top of Funnel 112

Top of Funnel Marketing Funnels Marketing Qualified Leads Paid Content 112