LeanData

MARCH 14, 2023

But, the shrinking inbound motion is also a proof point that B2B buyers behave markedly different than just a few years ago, and their new B2B buying journeys are forcing vendors to change almost everything they thought they knew about successful GTM strategies. There’s a New B2B Buyer Over 50 percent of the U.S.

Lead Ranking 52

Lead Ranking Marketing Management Peer-to-peer Marketing Analytics Tools 52

B2B Marketing Directions

APRIL 2, 2023

This initial consideration set is based on the mental impressions they have formed from a variety of touchpoints, such as their prior experiences with a company, brand, or product, advertisements, content resources, news reports, and conversations with family, colleagues, and friends.

Rules 52

Rules B2B Marketing B2B Trigger Marketing 52

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. With this knowledge, sales can understand the prospect’s needs, show them related content, and move them to the next stage.

Top of Funnel 179

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 179

Madison Logic

JANUARY 5, 2023

Marketers need to be more resourceful and purposeful with their marketing budgets by focusing on strategies that bring them more ROI and customer revenue. . B2B marketers need to generate content that delivers results and enhances the customer experience .

Account Based Marketing 52

Account Based Marketing Top of Funnel Marketing Budget ABM 52

Marketing Insider Group

JANUARY 30, 2024

Personas Despite all the discussion and activity around personas, we often find them weak resources to inform both an effective content strategy and quality content. This resource represents the audience or buyer perspective. They desperately need a better understanding of how buyers buy.

Ideal Customer Profiles 218

Ideal Customer Profiles Marketing & Strategy Work Management Marketing Management 218

Seismic

JUNE 30, 2021

When buyers need to understand what resources it will take to implement a solution, customer success managers (CSMs) can help define success and connect the buyer’s goals to customers with relevant, real-world use cases. Technology vendors are working to understand buyers’ needs and build long-term relationships.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Marketing Analytics Tools 52

Zoominfo

OCTOBER 5, 2021

What Are Buyer Personas? Basically, personas ensure that everything you do in terms of lead generation and customer acquisition is tailored to your targeted buyers’ needs. Is it centered around what you do, or is it focused on how what you do addresses customer needs? And How Can They Help Marketers?

Ideal Customer Profiles 130

Ideal Customer Profiles Buyer Personas Planning Zoominfo 130

Webbiquity

DECEMBER 4, 2018

Understanding how sales reps operate, what they need, where they are struggling, and what their goals are, can help to better equip them to build pipeline—faster. You also get to understand their abilities and properly map them to your buyers’ needs.

Sales Management 223

Sales Management Top of Funnel B2B Sales Tactics 223

6sense

JANUARY 19, 2022

In fact, 65% of buyers are likely to switch brands if a vendor doesn’t personalize their communications. Brass tacks: If you’re not explicitly addressing each buyer’s unique and specific needs on your website, they’ll find a vendor that does. . Revenue teams are scrambling to catch up.

Personalization 62

Personalization Marketing Websites Marketing Management Webinar Metrics 62

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. With this knowledge, sales can understand the prospect’s needs, show them related content, and move them to the next stage.

Top of Funnel 130

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 130

Madison Logic

JANUARY 18, 2023

They can be a resource to help you identify who you can target for higher ROI and pipeline impact. Your customer success teams are excellent resources to understand what you can do better to create an exceptional customer experience. For example, y our sales teams have daily conversations with current and prospective accounts.

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

Choozle

JUNE 2, 2022

A longer campaign timeframe can also help you properly allocate marketing resources. The more data you have, the more accurately you can decide which campaign components need more—or fewer—budget dollars. Today, media buyers need greater transparency into the buying process and direct access to real-time campaign data.

Advertising Agencies 52

Advertising Agencies Allocation Paid Search Agency Planning 52

Salesforce Marketing Cloud

OCTOBER 31, 2023

These deals are often high-touch, requiring a nurture-heavy strategy with lots of explanation and sharing of valuable resources to build trust. The big benefit here is broader market reach via preferred vendors like online marketplaces, resellers, and third-party distributors. Just keep in mind that it’s not a “one and done” effort.

Work Management 119

Work Management Marketing Management Marketing & Strategy Marketing Strategy 119

Aberdeen

APRIL 21, 2021

Only a few performance marketing vendors are positioned to take this strategic approach.”. Industry analysts who understand buyers’ needs and the competitive landscape based on their real-world experience in: Technology (including analytics, big data, cloud and data center, IT security, and mobility).

Enterprise Management 52

Enterprise Management Research Marketing Management Marketing & Strategy 52

Aberdeen

DECEMBER 17, 2019

It’s why technology vendors spend more than $300 billion annually on marketing and sales. Somehow, out of all this, they have to find trusted vendors who can help them make the right purchase decisions. They want to connect to their customers and prospects because that’s how sales happen. The problem is that there is a lot of noise.

Marketing AI 69

Marketing AI Intent Data Intent Purchase Intent 69

Martech

MAY 19, 2022

This is different than the last few years when companies have spent countless resources and time focused on trying to align sales and marketing. . Leaders should anticipate and look for opportunities to capitalize as markets and customer priorities and needs change. Read next: 4 ways to build a successful ABM strategy.

Marketing Analytics Tools 124

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing Management 124

KoMarketing Associates

DECEMBER 8, 2015

For the proposing new tactics and ideas, it is critical to have resources on hand in the investigative process and to provide support in development. A total of 86 percent of respondents from a study by Research+Data Insights found that word of mouth from peers was the most influential factor in narrowing their options for potential vendors.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

SalesIntel

MAY 13, 2024

When sales representatives are seen not just as vendors but as trusted advisors who understand and anticipate customer needs, it fosters loyalty and satisfaction among clients. They ensure that all team members have what they need to engage with clients effectively at every sales cycle stage.

B2B Sales 52

B2B Sales Enterprise Management Work Management Marketing Management 52

Hubspot

NOVEMBER 9, 2020

Yet that’s exactly what a top salesperson today needs to do. The "always be closing" school of thought ignores buyer needs entirely and places the salesperson at the center of the sales process, taking a brute-force approach to closing deals. Blake would never give up control of the sales process to a prospect.

Sales Management 100

Sales Management Work Management Top of Funnel Marketing Management 100

Choozle

JULY 12, 2022

A longer campaign timeframe can also help you properly allocate marketing resources. The more data you have, the more accurately you can decide which campaign components need more—or fewer—budget dollars. With several months under your belt, you can successfully demonstrate how impactful each campaign component was and for how long.

Paid Content 84

Paid Content Campaigns Paid Search Agency Allocation 84

Seismic

OCTOBER 28, 2021

Buyers have done their research, but 44% of buyers note that they prefer well-informed sellers who can become a resource that guides them through the buyer journey. 43% of buyers said that a seller who doesn’t know their own product or service would be a deal-killer. The buyer pool is also expanding.

Work Management 52

Work Management Marketing Management Buyer's Journey Sales Cycle 52

Aberdeen

DECEMBER 17, 2019

It’s why technology vendors spend more than $300 billion annually on marketing and sales. Somehow, out of all this, they have to find trusted vendors who can help them make the right purchase decisions. They want to connect to their customers and prospects because that’s how sales happen. The problem is that there is a lot of noise.

Marketing AI 52

Marketing AI Intent Data Intent Purchase Intent 52

Outreach

JUNE 22, 2021

We track around a dozen vendors as direct competitors — some good, some bad, some in between. A large partner ecosystem means our products integrate with all of the other resources buyers need. We came up with three sets of content cards: competition, product, and partnerships. Competitors. You get the idea.

Work Management 89

Work Management Marketing Management Outreach Sales Cycle 89

Sana Commerce

FEBRUARY 21, 2023

Not only does personalization reduce the time your buyer needs to read your message or search through content, but it also makes the experience more effective and more likely to be repeated. #3: Wish lists Give your buyers the options of adding items to a wish list or favorites list.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

Salesforce Marketing Cloud

OCTOBER 31, 2023

These deals are often high-touch, requiring a nurture-heavy strategy with lots of explanation and sharing of valuable resources to build trust. The big benefit here is broader market reach via preferred vendors like online marketplaces, resellers, and third-party distributors. Just keep in mind that it’s not a “one and done” effort.

Work Management 72

Work Management Marketing Management Marketing & Strategy Marketing Strategy 72

Ambal's Amusings

FEBRUARY 8, 2010

"Vendors who understand buyers and communicate relevant value will capture the next wave of spending." Vendors who deliver compelling content to match buyer information needs will be the big winners as B2B dollars begin to flow again. We all say we map our value focus to specific buyer needs.

Emarketing 100

Emarketing Vendors Content Marketo 100

Seismic

DECEMBER 9, 2021

The need for innovation has never been greater — in how enablement is executed to meet the changing buyer needs, seller demands, and even how and who we hire. . Check out these recent blog posts: How buyer behavior has evolved and what it means for sales How forward-looking organizations get enablement right.

Research 52

Research Work Management Marketing Management Marketing Analytics Tools 52

ViewPoint

MARCH 22, 2011

buying experience post, I searched for solutions, interacted with various web sites and engaged with some of the vendor reps, by email or phone. To most of the vendors that I engaged with, I was just another not-very-valuable small business buyer. Additional Resources: Is Sales 2.0 As I reported in my "Customer 2.0"

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

accelerate agency

OCTOBER 14, 2021

Typical SaaS solutions allow companies to pay for their services on demand (paying for the resources they use), through a licensing model, or a subscription fee. The software can range in functionality from providing content management, web development, or human resources solutions to file sharing, email marketing, and social media platforms.

Enterprise Management 52

Enterprise Management Paid Search Agency Work Management Marketing Automation Services 52

accelerate agency

OCTOBER 14, 2021

Typical SaaS solutions allow companies to pay for their services on demand (paying for the resources they use), through a licensing model, or a subscription fee. The software can range in functionality from providing content management, web development, or human resources solutions to file sharing, email marketing, and social media platforms.

Enterprise Management 52

Enterprise Management Paid Search Agency Work Management Marketing Automation Services 52

Customer Experience Matrix

AUGUST 4, 2009

In particular, it provides details on how to build several types of lead nurturing campaigns (incoming lead processing, stay in touch, accelerator and lead lifecycle) and provides worksheets for matching content to buyer needs and for calculating ROI. Whatever the reason, it’s a refreshing and laudably mature approach.

Lead Nurturing 120

Lead Nurturing Marketo Leads Lead 120

Marketing Insider Group

DECEMBER 5, 2013

We’ve heard it time and time again: according to the Corporate Executive Board (CEB) almost 60% of the buyer journey is complete before prospects reach out to vendors. Late stage content is still needed. It’s really a question of whether resources are aligned to the buying process. It is aligned with buyer needs.

Content Marketing 100

Content Marketing Marketing Budget Marketing Budget Creation Content 100

The ROI Guy

JULY 9, 2018

The survey emphasizes several other troubling buyer perceptions: Less than a quarter ( 23% ) of buyers selected vendor salespeople as a top three resource to solve business problems. Fewer than 1/3rd ( 30% ) of buyers engage with salespeople to clarify their needs, at the critical early phases of the buyer’s journey.

Business 53

Business Peer-to-peer Differentiation Case Studies 53

Scoop.it

OCTOBER 29, 2019

Because many organizations don’t understand why sales reps need content and what types of content to provide them to help them win more deals. Why Do Salespeople Need Content? According to Forrester , 62% of buyers prefer to finalize their list of vendors or even decide on a solution based solely on digital content they consume.

Top of Funnel 54

Top of Funnel Buyer Personas Content B2B Thought Leadership 54

Aberdeen

OCTOBER 19, 2022

The above trends necessitate technology buyers to more closely scrutinize the providers they work with to ensure that these providers have the operational and financial resources needed to continue innovate in order to keep up with changes impacting the contact center and CX space.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Contacts 52

Hubspot

JANUARY 23, 2018

LinkedIn Sales Navigator is a fantastic resource. Once you’ve identified a relevant contact, you can tag them by their role (decision maker, influencer, and so on) and leave notes for yourself ( “Has only been in position three months; commented on group discussion about changing furniture vendors.” ).

Linkedin 101

Linkedin Enterprise Management Work Management Ideal Customer Profiles 101

The ROI Guy

MARCH 7, 2013

Today’s more resource constrained, risk averse and frugal buyer needs significant convincing as to “Why Change?”, “Why Now?” As a result, you need to deliver the right value messaging and quantification to “Quantify the Pain”, “Justify the Gain” and “Prove You Are Not the Same”. and “Why You?”

Forrester 40

Forrester Lead Scoring Lead Ranking Consulting 40