Biznology

OCTOBER 12, 2017

What B2B buyers need is authentic voices from within the company, primarily from product managers and development leads. Even if you manage to recruit and train subject matter experts (SMEs) to write regularly, how do you manage their work? And brands that turn their social channels into faceless brand bullhorns often fail.

Paid Search Agency 187

Paid Search Agency Work Management Marketing Management Advertising Agencies 187

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 70

Case Studies Case Study Studies Buy 70

ANNUITAS

APRIL 9, 2020

Today more than ever, a pivot is essential, as sales and marketing leaders, to address the changes in how we connect to our buyer and customers. For example, collaborating face-to-face, be it for sales trainings, at industry events, onsite workshops or Executive Summits – is not an option now, and likely won’t be for many months.

Peer-to-peer 264

Peer-to-peer Demand Validation Demand Generation 264

Outreach

JUNE 22, 2021

Now, your reps are no longer expected to remember ALL the information they learned in sales training, which (based on research) was never possible in the first place. These content cards aren’t a replacement for product training. A large partner ecosystem means our products integrate with all of the other resources buyers need.

Work Management 89

Work Management Marketing Management Outreach Sales Cycle 89

Mereo

FEBRUARY 18, 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. Research your prospect like a diligent scientist. research also discovered an 81% drop in C-Suite executives’ attendance from the first to second sales call ( 2021 ).

Differentiation 88

Differentiation Marketing Management Sales Cycle Budget Programs 88

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

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. Proper sales training and development is essential for any sales team.

Cross-Selling 52

Cross-Selling Advertising Agencies Sales Cycle Pricing 52

Hubspot

AUGUST 1, 2023

Research Sales teams are using AI tools like ChatGPT to conduct research faster. Chat GPT is a perfect solution for research work and to get templates for certain mailings, which allows me to use more time for cold calling,” Dalldorf says of ChatGPT for sales. ChatGPT helps get the tedious research done.

Marketing AI 56

Marketing AI Ideal Customer Profiles Lead Scoring Lead Ranking 56

Seismic

JULY 12, 2022

However, that doesn’t mean every buyer is the same. After all, every buyer has their own unique challenges, goals, and even communication preferences. They’ve also likely taken their own time to research your company before reaching out to your company. Identify the right prospects faster. That’s where Seismic comes in.

B2B Thought Leadership 52

B2B Thought Leadership Thought Leadership Social Media B2B Sales 52

Seismic

SEPTEMBER 23, 2021

The world’s best athletes train year-round to hit their numbers and reach their goals. Sales training and coaching are key pillars of a comprehensive sales enablement solution, so it’s important to understand the difference between the two and why they work so well together. What is sales training? Let’s get started!

Training 111

Training Peer-to-peer Cold Calling Lead Ranking 111

Sana Commerce

SEPTEMBER 28, 2023

Are you aligned with your buyer needs? Learn more in the B2B Buyer Report 2024. Ensure internal teams are well-informed When integrating consent management tools and software, thorough training for your employees is indispensable to ensure adherence to best practices.

Marketing Management 52

Marketing Management B2B Privacy Trust Marketing 52

Hinge Marketing

NOVEMBER 4, 2022

One of the best places to get answers to those questions is the just-released edition of our pioneering study of professional services buyers and sellers called Inside the Buyer’s Brain, Fourth Edition: Accounting & Financial Services. About the Research.

Service 29

Service Thought Leadership Ad Frequency Case Studies 29

Hubspot

OCTOBER 11, 2019

Sales Process, Tool, and Training Adoption Metrics. Caroline Forsey, a staff writer for the HubSpot Marketing Blog, says "Your marketing and sales teams need to be in tight alignment because your buyer needs to be communicated with, and sold to, wherever and whenever she wants. Lead Generation Sales Metrics.

Work Management 91

Work Management Burn Rate Business Sales Cycle 91

ANNUITAS

AUGUST 14, 2012

However, if we understand that the customer (defined by Webster’s as “ one that purchases a commodity or service” ) is truly the B2B buyer, then the alignment discussion completely changes. This point alone speaks to the need for marketing to do more than just deliver what sales wants. This needs to change. Make them?!?!

B2B Thought Leadership 100

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

ANNUITAS

AUGUST 14, 2012

However, if we understand that the customer (defined by Webster’s as “ one that purchases a commodity or service” ) is truly the B2B buyer, then the alignment discussion completely changes. This point alone speaks to the need for marketing to do more than just deliver what sales wants. This needs to change. Make them?!?!

B2B Thought Leadership 100

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

Outgrow

MAY 3, 2021

It's a tool that accelerates the buyer’s journey, leading to an increase in your eCommerce sales. Along with being powerful, it plays a strong supporting role - helping frame buyer needs in a way that portrays brands as value-driven and solution-oriented instead of sales-y. Remember: buyers want solutions to their challenges.

eCommerce 52

eCommerce Work Management Content Marketing Management 52

Hinge Marketing

JANUARY 4, 2017

Your buyers’ needs and priorities can shift dramatically without your knowledge. We’ve written before about the importance of conducting regular research on your target audience. Dive into Hinge’s own research into what motivates professional services buyers in the free book, Inside the Buyer’s Brain.

Marketing Strategy 60

Marketing Strategy Marketing & Strategy Planning Lead Ranking 60

Digilant

OCTOBER 30, 2018

This holiday season advertisers and media buyers need to make informed and strategic decisions that yield increased returns on digital ad spend, and Digilant wants to help. Although consumers are expected to spend an average of $803 between Black Friday (Nov. 23) and Cyber Monday (Nov.

Buy 40

Buy Paid Search Agency Mobile Advertising Media 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!” Half of the attendees reported that they had no formal social media training or enablement plans in place.

B2B Thought Leadership 100

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

The ROI Guy

DECEMBER 2, 2014

Recently we had the pleasure of interviewing Jim Ninivaggi, the Practice Director for Sales Enablement with leading sales and marketing research firm SiriusDecisions. What does SiriusDecision’s research indicate as the top business issue for sales in 2015? We hear a lot about Sales being under more pressure in the coming year.

Lead Scoring 40

Lead Scoring Lead Ranking Product Work Management 40

Launch Marketing

APRIL 5, 2018

According to research from CEB’s Marketing Leadership Council in partnership with Google, 50% of B2B buyers are more likely to buy if they have an emotional connection to your brand and 68.8% Storytelling can be a powerful tool to elevate your brand and build the trust B2B buyers need to commit to your brand.

Storytelling 48

Storytelling Effectiveness Brand Identity Branding 48

The ROI Guy

DECEMBER 16, 2014

To be successful, you need to have the right conversation and deliver the right content depending on the buyer journey stage, in order to help buyer’s overcome their fears and motivate a more timely and positive purchase decision. The key question the buyer needs answered: “ Why Now? ”. Why You?'

Conversion 40

Conversion Buyer's Journey Advertising Benchmark Differentiation 40

SnapApp

FEBRUARY 9, 2016

As the BPMA mentioned in its press release , “The product management and product marketing functions typically drive research, strategy, features and product launches, yet they encompass just 13% of the typical product team.” What is “Product Management”, Anyway? . What We Presented.

Lock-In 48

Lock-In Marketing Automation Services Work Management Webinar Metrics 48

The ROI Guy

JULY 9, 2018

The bad news however, 62% of buyers say salespeople meet, but don’t exceed their expectations. Are current sales enablement strategies, methods and investments show they’re not keeping pace with evolving buyer preferences? Sellers need consistency, a focused approach and new technology tools to truly exceed this expectation”.

Business 53

Business Peer-to-peer Differentiation Case Studies 53

SnapApp

FEBRUARY 10, 2016

As the BPMA mentioned in its press release , “The product management and product marketing functions typically drive research, strategy, features and product launches, yet they encompass just 13% of the typical product team.” What is “Product Management”, Anyway? What We Presented.

Lock-In 48

Lock-In Marketing Automation Services Work Management Webinar Metrics 48

ANNUITAS

OCTOBER 12, 2011

The summation of the research indicates that marketers must overcome these challenges before they will be seen as part of the revenue equation at their companies. Together, create a strategy that includes the people, knowledge/training resources, budget, and any other resources needed to meet objectives. Our buyers need it.

Barriers 100

Barriers Marketing Budget Work Management Marketing Management 100

Hubspot

APRIL 23, 2018

As John Doerr writes , reps who don’t listen miss the opportunity to build rapport, uncover buyer needs, and let the prospect know you understand their world. Carl Rogers, one of the founding fathers of psychotherapy research, originated the concept of “reflective listening” in the 1940s. So what should salespeople do?

Activities 101

Activities Work Management Marketing Prospects Marketing Management 101

Tony Zambito

APRIL 7, 2008

When I first found myself in sales, like many of you, I was put through "product training" courses by the dozen. So herein lays a few reasons why sales forces must change today: Buyers research more than ever today. The Internet has made most of the information a buyer needs to know available at their finger tips.

Buying Cycle 100

Buying Cycle Comparison Buyer Personas Marketing Management 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”. what the buyer needs and is looking for has dramatically shifted), or even poor financial performance (budgets disappear).”

Work Management 40

Work Management Allocation Marketing Management Marketing Proposals 40

Golden Spiral

FEBRUARY 26, 2019

A caution before we begin: your product launch will not live up to your expectations unless grounded in two things: You must fully understand your Buyer Matrix — who your buyer is, what motivates your buyer, and the real, career-challenging problem your buyer needs to solve. What is lacking from your industry?

Product 90

Product Webinar Metrics Cross-Selling Planning 90

Adobe Experience Cloud Blog

SEPTEMBER 13, 2013

Tip 2 – Map Customer Needs to Useful Marketing Content. Now that you really understand what buyers need, you can focus on mapping your content to really resonate with those needs. “Training employees to be more present and successful on social media is very important today.”. They never lie to you.”.

Tips 48

Tips Content Lead Scoring Lead Ranking 48

The ROI Guy

FEBRUARY 23, 2015

Originally outlined in Xerox’s training program from Jim’s experience back in the day, these four objections are just as, if not even more relevant to sellers today. Overcoming Skepticism : The buyer needs to answer a couple of key questions: Have you done this for other companies like ours?

Buy 40

Buy Buyer's Journey B2B Sales Pricing 40

PathFactory

OCTOBER 17, 2018

A major cause for this marketing noise pollution is companies not providing the experience that buyers need and want and establishing the best buyer relationships. Noise… and then some: Buyer experience matters. Well, research from Google indicates this is on average over 10 pieces of content per person.

Account Based Marketing 40

Account Based Marketing ABM Ideal Customer Profiles Top of Funnel 40

The ROI Guy

NOVEMBER 29, 2017

This according to research of 312 executive participants from Corporate Visions. In the research, different scenarios were simulated to understand what elements make for the most compelling business case. And this Value Gap has an impact, leading to stalled deals, delays and more deals lost to “no decision” than to the competition.

Peer-to-peer 53

Peer-to-peer Research Lead Scoring Lead Ranking 53

KoMarketing Associates

MAY 12, 2021

This has had profound effects on how people do their jobs, including how B2B buyers make their decisions. Many B2B buyers were already doing much to most of their purchasing and research online before the pandemic. Most of the buyer’s journey was already happening before a buyer ever spoke to a salesperson.

Work Management 166

Work Management Marketing Automation Services Marketing Management Demand Generation Agencies 166

The ROI Guy

JANUARY 3, 2012

This is not imagined, but proven by research, and called the Status Quo Bias - a cognitive pre-disposition for maintaining the status-quo. To help improve awareness, a series of attention grabbing programs should be implemented to make sales cognizant that new tools are available.

Tools 40

Tools Paid Search Agency Buying Cycle Work Management 40

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.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52