Only B2B

FEBRUARY 6, 2024

By analyzing this data, you gain valuable insights into their needs, challenges, and stages in the buying journey. Imagine knowing exactly which companies are actively researching your solutions, comparing competitors, or preparing for purchase – that’s the power of intent data. How to collect B2B Intent Data?

Intent Data 62

Intent Data Intent B2B Sales ROI 62

Madison Logic

FEBRUARY 14, 2024

The desire for personalization among B2B buyers is growing louder. 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.

Personalization 52

Personalization B2B Top of Funnel Multi-Channel 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

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. Already the purchase process is more complicated, with 40% more stakeholders involved in a typical IT purchase decision, according to IDC.

Gartner 40

Gartner Allocation Storytelling Spending 40

Marketing Interactions

JULY 31, 2022

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. Because buying is a 2 nd job, they also jump in and out of buying activities making it tougher to pin down just where they are in their buying process—or even if they are actively in-market buyers.

B2B 75

B2B Buyer's Journey Gartner B2B Sales 75

Madison Logic

JANUARY 18, 2023

Research from Gartner shows that meaningful personalization boosts the chances that a customer will make a high-quality purchase by 9%. These younger, digital-first buyers demand experiences that mirror their B2C journeys. They need brands to know who they are, what they care about, and what their expectations are. .

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

Martech

MAY 19, 2022

At a macro level, let’s break down what’s happening: The B2B buying-selling process is now predominantly digital and remote , with buyers conducting up to three-quarters of their research before engaging a B2B sales pro. Shifts in markets and needs are the number one reason companies invest in new vendors and solutions.

Marketing Analytics Tools 111

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing Management 111

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. and for recurring purchases, “Why Renew?”.

Gartner 45

Gartner Buying Cycle Differentiation Buyer's Journey 45

Zoominfo

MAY 11, 2020

A product development team, on the other hand, may need to use big data analytics and the Internet of Things to differentiate their customer experience and engagements. As a cloud storage provider, the pain points associated with processing speed and data storage present another market opportunity with product development buyers.

Planning 100

Planning Ideal Customer Profiles SWOT Verticals 100

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 cycles go beyond the sale.

Sales Cycle 66

Sales Cycle Cross-Selling Gartner B2B Sales 66

Customer Experience Matrix

DECEMBER 27, 2010

Recognizing that buyers will use the chart to select products no matter what I tell them, I settled on dimensions that are directly related to the purchase process: - product fit , which assesses how well a product matches buyer needs. This is a combination of features, usability, technology, and price.

Marketing Automation Services 120

Marketing Automation Services Lead Scoring Lead Ranking Vendors 120

Mereo

MARCH 26, 2020

And over time, your buyers’ needs you first set out to alleviate change. According to LoSasso research, 34% of B2B buyers say their purchase decisions are driven most by features, while 27% say price and only 39% say brand. Many organizations lack the formal due diligence at the start of a solution management process.

Work Management 41

Work Management Marketing Management Lead Ranking Demand Generation Agencies 41

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

In fact, proving you know them can decrease purchase intent by 4%. 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. This one is a never-ending source of frustration.

B2B Marketing 174

B2B Marketing B2B Gartner Purchase Intent 174

The ROI Guy

NOVEMBER 4, 2010

According to IDC, over 90% of IT buyers are economic buyers / economically focused; Technology marketers are focusing more investments on digital channels, and this is good because executives and economic buyers favor on-line research and content. Is this digital spending allocation aligning with buyer needs?

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

Sana Commerce

AUGUST 21, 2023

The difference between B2B and B2C e-commerce customer journeys When we talk about the e-commerce customer journey, we refer to the process that each customer undergoes. Challenges B2B buyers face in their journey Studies that we have conducted in the past conclude that, on average, the entire B2B buying process takes 28.2

Optimization 52

Optimization Ideal Customer Profiles B2B Allocation 52

The ROI Guy

NOVEMBER 29, 2010

Having the right content and tools to help fuel buyer’s decision making process is essential. Matter of Trust - although the research indicates that buyers truly rely on vendor content to help drive purchase decisions, with so much noise, buyers have become skeptical of vendor claims. Death of a Salesman?

Peer-to-peer 40

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

Sana Commerce

OCTOBER 4, 2021

Where there once was a battle between the salesman and the e-commerce site, both fighting to be the essential tool enabling a seamless purchase, we’re now seeing a united front. These buyers won’t stand for poor customer service in that crucial moment; this is one moment where sales reps are especially key.

Digital Transformation 52

Digital Transformation B2B Sales Enterprise Management B2B 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

Choozle

JANUARY 20, 2020

B2B (also known as business-to-business) marketing reaches individuals at a business that is making a logical process-driven purchasing decision. At the same time, B2C (also known as business-to-consumer) marketing reaches individuals with emotion-driven purchasing decisions. Buying process. Level of influence.

Enterprise Management 53

Enterprise Management Work Management Marketing Management Marketing Automation Services 53

Webbiquity

JANUARY 3, 2012

Marketers need to think like publishers not only to improve their company’s visibility in search (which is where 93% of B2B buying cycles now start ) but also to address the differing information needs of buying team members, at different stages during the decision process.

Sales Management 100

Sales Management B2B Sales Top of Funnel B2B Marketing 100

KoMarketing Associates

APRIL 15, 2020

Fortunately, there’s quite a lot of research available to help us see how B2B buyers are navigating their purchase process. By the time a buyer contacts a Salesperson, their journey is largely complete. We’ve all heard different statistics about how much of the buyer’s journey happens before the company is ever contacted.

Buyer's Journey 157

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

Madison Logic

AUGUST 17, 2023

The days of schmoozing potential buyers with lavish lunches and cold calls are behind us. According to Gartner, sales reps only have a mere 5% of a decision-maker’s time during their B2B buying journey. It requires aligning key practices that keep marketers pacing with what buyers need.

Storytelling 52

Storytelling Top of Funnel Buy Account Based Marketing 52

The ROI Guy

SEPTEMBER 28, 2010

New digital marketing channels have made it more efficient than ever to broadcast marketing messages to prospects, but are the current strategies effective at connecting with and educating ever more skeptical and frugal buyers ? Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

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. And within our first six months, she took us through the process, which is kind of similar to a rebranding process that I’m sure you’re all familiar with. It’s a service model to everybody else.

Enterprise Management 52

Enterprise Management Paid Content Sales Management Work Management 52