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

Marketing Interactions

JULY 31, 2022

But the older buyers are also still in the game, and many are taking cues from their younger counterparts. The number of touchpoints has increased (up to 27 per person, per Gartner) and only 3% want to speak to your sales reps for education. You need a way to know you’ve got the complete story.

B2B 75

B2B Buyer's Journey Gartner B2B Sales 75

Mereo

AUGUST 4, 2022

Confirming the decision: After choosing to purchase, buyer does more digging to further validate they have chosen the right option. Seeking partner approval: Buyer justifies to others the purchase and the supplier choice. These are no small tasks on the buyer’s behalf. SERVE BUYERS WITH A STRONG VALUE PROPOSITION.

Buyer's Journey 41

Buyer's Journey Differentiation Gartner Paid Search Agency 41

Mereo

MARCH 26, 2020

you have nothing of which to serve your buyer. And over time, your buyers’ needs you first set out to alleviate change. With these prospects at the table, they can tell you firsthand their goals, their greatest pains, and their feedback on your solutions in development and how you are presenting them.

Work Management 41

Work Management Marketing Management Lead Ranking Demand Generation Agencies 41

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. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998). Tom then served Gartner as a Managing VP.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

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. In this blog post, I present a few of the key research metrics and advice. Tom then served Gartner as a Managing VP.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 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

NetLine

NOVEMBER 30, 2023

Identify the key themes and information needs of in-market buyers at each sales stage A good place to start is by pinpointing the key themes and information in-market buyers need at each stage of their journey by analyzing intent data to uncover common trends, pain points, and interests. Created using DALLE via ChatGPT.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52

The ROI Guy

NOVEMBER 29, 2010

For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

Sana Commerce

OCTOBER 4, 2021

These buyers won’t stand for poor customer service in that crucial moment; this is one moment where sales reps are especially key. According to Gartner, by 2025, as many as 80% of B2B sales interactions between suppliers and buyers will occur on digital channels. Source: McKinsey. And businesses in B2B are taking notice.

Digital Transformation 52

Digital Transformation B2B Sales Enterprise Management B2B 52

Sana Commerce

AUGUST 21, 2023

55% of B2B buyers need their agreed prices to be visible on the web store when making a purchase. Specific B2B requirements Most B2B processes have unique needs. For examples of these statistics that could help you build a business case, visit Gartner’s The B2B Buying Journey and our B2B Buyer Report.

Optimization 52

Optimization Ideal Customer Profiles B2B Allocation 52

Seismic

FEBRUARY 24, 2022

In this post, we’ll detail how your sales organization can leverage digital sales rooms to enable buyers to make a well-informed purchase decision. According to Gartner , there are five “B2B buying jobs” that purchasing teams must address as they navigate the buying process: Problem identification: We need to do something.

Work Management 52

Work Management Gartner Case Studies Sales Cycle 52

Webbiquity

JANUARY 3, 2012

Because “getting to the top of the search results requires work and the understanding of not only what tactical methods you need to use to get there, but also what foundation you need to build and have in place to be most effective,” Rania Kort outlines three high-level strategies for optimizing a company’s presence in search.

Sales Management 100

Sales Management B2B Sales Top of Funnel B2B Marketing 100

B2B Digital Marketer

OCTOBER 5, 2020

Now that we know who we’re going after and the messaging that’s going to resonate with them and what winning looks like for us, let’s go hang out where they hang out and let’s go build awareness and start presenting that message so that we can start getting that memorization. What did they need?

Sales Management 52

Sales Management B2B Marketing Top of Funnel Planning 52

The ROI Guy

SEPTEMBER 28, 2010

Based on responses to profile questions on industry, location, size, stage in buying cycle, role / job function, goals and opportunities, the white paper is personalized to analyze the buyer needs and present relevant and personalized results. Tom then served Gartner as a Managing VP.

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

Metadata

FEBRUARY 16, 2021

Elissa Fink: So, we ended up in a platform that Gartner renamed from business intelligence to business analytics. ” Revenue intelligence is the present and the future. We need categories, so that we know how to compete. It’s a service model to everybody else. Frustrating, it’s a different thing.

Enterprise Management 52

Enterprise Management Paid Content Sales Management Work Management 52