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 95

Research Sales Qualified Leads Marketing Automation Services Work Management 95

Salesforce Marketing Cloud

OCTOBER 31, 2023

If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Meanwhile, a competitor does their research, knows what buyers want, and delivers it. A go-to-market strategy is a step-by-step plan for introducing a new product to buyers.

Work Management 119

Work Management Marketing Management Marketing Strategy Marketing & Strategy 119

Mereo

MARCH 21, 2024

A multi-national software provider’s sales cycles was running 12-18 months on average. When they engaged Mereo to address this, we conducted a win-loss analysis and discovered that the majority of the sales cycles were really about three to four months. Buyers do not need salespeople.

Buy 41

Buy B2B Thought Leadership Multi-Channel Sales Cycle 41

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

Content Marketing Institute

NOVEMBER 1, 2017

Action item: CMI research has consistently shown that a documented content marketing strategy is one of the most important keys to content marketing success. Indeed, CMI research shows this is a challenging area for content marketers across all industries. cmicontent Click To Tweet. Get your content production process in order.

Research 97

Research Planning Marketing Budget Creation Content Marketing 97

ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. We have some research to indicate that’s true, and that the statement’s directionally correct.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

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

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

Salesforce Marketing Cloud

OCTOBER 31, 2023

If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Meanwhile, a competitor does their research, knows what buyers want, and delivers it. A go-to-market strategy is a step-by-step plan for introducing a new product to buyers.

Work Management 72

Work Management Marketing Management Marketing Strategy Marketing & Strategy 72

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 98

Enterprise Management Work Management Marketing Management B2B Marketing 98

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. Your marketing and sales teams need both. Let’s break that down. Consider this.

Lead Ranking 100

Lead Ranking Buy Work Management Marketing Management 100

Madison Logic

SEPTEMBER 8, 2022

By understanding these segmentation opportunities and what each member of the buying committee needs to make an informed decision, your team can curate content to meet the needs of buyers based on the attributes above to help accelerate the account through the customer journey. B2B buyers aren’t crazy about that either. .

Work Management 52

Work Management Multi-Channel Marketing Management Top of Funnel 52

Outreach

JUNE 22, 2021

When a prospect asks about your integrations or how you stack up against a competitor, your reps need the answers at their fingertips. If they have to follow up afterward, their sales cycles will slow and their close rates will drop. How Kaia Saves Time for Managers + Shortens the Sales Cycle.

Work Management 89

Work Management Marketing Management Outreach Sales Cycle 89

Hubspot

APRIL 12, 2021

However, enterprise sales strategy differs vastly from self-service, SMB (small-medium business), or mid-market sales. The method for engaging customers and moving through the sales cycle will depend on what type of sales process your company is running. Buyer Type. Ease of Purchase.

SMB 72

SMB Planning Sales Cycle Buyer Personas 72

Mereo

FEBRUARY 18, 2021

C-Suite executives are becoming more involved in your sales deals. times more likely to join a sales cycle meeting now than pre-pandemic times ( Chorus.ai, 2021 ). While a “researcher” may still serve as a buffer on the buying committee, your sales teams now must prepare to sell directly to the key decision makers.

Differentiation 88

Differentiation Marketing Management Sales Cycle Budget Programs 88

Seismic

OCTOBER 28, 2021

Both parties have adapted to digital-first sales motions and it’s clear that remote sales journeys are here to stay. Digital sales processes have given buyers a newfound advantage: they’re in control of their own research into companies and products, as well as how and when they prefer to interact with sellers.

Work Management 52

Work Management Marketing Management Buyer's Journey Sales Cycle 52

Hubspot

OCTOBER 11, 2019

As a sales manager, you can use data in your CRM to see how your team is performing. How long is the typical sales cycle for your reps? To help you monitor your team's performance, you can create a dashboard and keep track of metrics including: Activity Sales Metrics. A long sales cycle.

Work Management 91

Work Management Burn Rate Business Sales Cycle 91

SalesIntel

JULY 22, 2022

You need to find a balance between pricing your product or service too high, which will make it uncompetitive, and pricing it too low, which will erode your profits. The key is to find a sweet spot that meets the needs of both your business and your target market. Sales techniques change, as do buyer needs and wants.

Cross-Selling 52

Cross-Selling Advertising Agencies Sales Cycle Pricing 52

Madison Logic

JANUARY 5, 2023

What are their motivations for researching a solution? . B2B marketers need to generate content that delivers results and enhances the customer experience . A large part of this full-funnel approach is delivering content that buyers need to progress to the next stage of the customer journey.

Account Based Marketing 52

Account Based Marketing Top of Funnel Marketing Budget ABM 52

KoMarketing Associates

APRIL 27, 2017

As B2B marketers, we face a myriad of challenges unique to this space: More specific buyer personas. Sales cycles that span multiple months, potentially even year-long in duration. Products or services tailored to specific buyer needs. Multiple decision makers and influencers. Twitter Tailored Audiences.

Paid Content 120

Paid Content Account Based Marketing Tactics B2B Marketing 120

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%. For example, y our sales teams have daily conversations with current and prospective accounts. Build content for your audience using data, not intuition .

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

6sense

DECEMBER 6, 2021

In an ideal world, B2B organizations would discover the buyer journeys their prospects are embarking on as, or even before, they occur. Doing so would allow organizations to understand and shape buyer needs and establish their brands as desirable partners.

Top of Funnel 62

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

Cintell

MARCH 10, 2016

PegaSystems saw a 20% increase in pipeline value, 100% increase in sales qualified leads year over year, 50% increase in conversion, and 5X more contacts mapped to a persona and responding to campaigns. Using personas to help sales: Using personas drove a 3X increase in closed sales deals (MarketingSherpa). SiriusDecisions).

Lead Scoring 100

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 100

Cintell

FEBRUARY 10, 2016

Reporting live from sunny, chilly Waltham, MA where 50+ B2B marketers sit rapt as SiriusDecisions Research Directors Pat McAnally and Christina McKeon walk through the challenges, goals, and best practices of operationalizing buyer personas. Top Challenges Related to Buyer Personas. Output: Persona deployment, MQLs, SQLs.

Buyer Personas 100

Buyer Personas Advertising Agencies Paid Search Agency Webinar Metrics 100

Heinz Marketing

MAY 20, 2021

In general, marketing takes care of all the activities and resources needed to reach out and persuade target customers, including messaging, advertising, branding, pricing, customer research, social media campaigns, email campaigns and newsletters, PR, event management and other activities. Market dynamics. Customer health.

Top of Funnel 106

Top of Funnel Planning Work Management Paid Search Agency 106

Hubspot

MAY 26, 2020

They’re also great for sales reps at this time, as they provide more in-depth detail on why your company is better (or worse) than a competitor, and in which aspect specifically. Multi-competitor battle cards are more often utilized in the researching phase where potential buyers need a lot of information distilled for them.

Template 82

Template Process Comparison Word of Mouth 82

Adobe Experience Cloud Blog

OCTOBER 21, 2016

However, when it comes to sales and marketing, very little has changed despite significant changes in buyer behaviors—the result of which has decreased the volume of leads that sales receives. With the increase in communication vehicles and channels, buyer expectations are simultaneously increasing.

Buying Cycle 48

Buying Cycle Buy B2B Thought Leadership Account Based Marketing 48

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

JANUARY 25, 2018

In fact, research shows that almost 60% of sellers who win competitive deals demonstrate that they effectively understand their buyer’s needs (with losses showing the exact opposite). One in five buyers rating their sales reps as having a “poor” understanding of their business needs.

Peer-to-peer 45

Peer-to-peer Correlation Comparison Advertising Benchmark 45

Biznology

SEPTEMBER 26, 2013

Because they’ll hate you in the morning… But seriously, if the role of B2B marketing is to provide leverage to sales, then burdening a sales rep with a prospect who is not a realistic potential buyer is no help. King’s sales cycle is a long one, taking up as much as five years. King Industries, Inc.,

Lead Qualification 80

Lead Qualification Lead Generation Lead Scoring Lead Ranking 80

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

Webbiquity

FEBRUARY 13, 2010

Marketing automation systems—from vendors like Eloqua , Marketo , Genoo , Manticore and others—are great tools for moving prospective buyers along the path from interest to desire to action. Without a solid content strategy to support that movement through the marketing and sales cycle, all you’ve got is a nice email system.

Emarketing 100

Emarketing Marketing Automation Services Manticore Marketing Management 100

The ROI Guy

MARCH 11, 2014

Content marketing plays a more pivotal role, facilitating buyer decisions – influencing decisions before reps are involved, and arming reps with the sales tools they need to “reframe” the solution picture in the providers’ favor. Source: IDC''s 2013 ITBuyer Experience Survey: Create and Close Customers up to 40% Faster.

Peer-to-peer 40

Peer-to-peer Sales Cycle Content Case Studies 40

The ROI Guy

JUNE 25, 2013

According to research by SiriusDecisions, the number one issue preventing sales quota achievement remains the inability for sales to deliver value messages," says Jim Ninivaggi , Sales Enablement Service Director for analyst firm SiriusDecisions.

Training 40

Training Tools Effectiveness Sales Cycle 40

Marketing Insider Group

MAY 31, 2012

The top takeaways for me were when DJ-voiced Jay Gaines (@ izjay ) said that their research showed that “ inbound leads move faster, convert better and close at higher rates and the difference is quantifiable and significant!” We spend too much time and resources selling ourselves and our products and not enough time meeting customer needs.

B2B Thought Leadership 100

B2B Thought Leadership Work Management Inbound Marketing Peer-to-peer 100

The ROI Guy

MAY 7, 2015

When you examine your sales pipeline and compare your wins vs. losses, research from SBI indicates that an amazing 58% of deals don’t get lost to the competition, or end up in your hands – they result in “No Decision”. In most cases, these appeared to be good opportunities, with many interactions and touch points.

Work Management 40

Work Management Allocation Marketing Management Marketing Proposals 40

The ROI Guy

JANUARY 18, 2013

Michael Gerard, VP of IDC ‘s CMO and Sales Advisory Practice indicates in a recent presentation that it now takes more than 650 targets just to get one deal, and each deal is taking longer to close than before, some 19 months for the marketing and sales cycle to complete. This is a good news / bad news story from IDC.

Peer-to-peer 40

Peer-to-peer ROI Sales Cycle Marketing Proposals 40