Walker Sands

AUGUST 8, 2022

It means knowing their buyer journey — what makes them start to search for a new solution, how long they search, the red flags they’re looking for, their preferred research channels and more. Gathering B2B Buyer Journey Insights. Asking queries like, “What first triggered your need for a solution in this category?”

Top of Funnel 52

Top of Funnel Buyer's Journey ROI B2B Marketing 52

Hubspot

OCTOBER 11, 2022

Understanding the nature of the buyer's journey is central to conducting sound marketing and sales efforts. What the Buyer's Journey Looks Like for Consumers in 2022. What the Buyer's Journey Looks Like for Consumers in 2022. How the Buyer's Journey Could Change. Let's dive in. Consideration.

Top of Funnel 74

Top of Funnel Buyer's Journey Paid Search Agency Television marketing 74

Hinge Marketing

NOVEMBER 3, 2022

Today’s buyers of consulting services are tightening their wallets and expect more for the dollars they spend. To help firms like yours make sense of these changes, the Hinge Research Institute has released an all-new fourth edition of Inside the Buyer’s Brain: Consulting. About the Study.

Consulting 151

Consulting Research Peer-to-peer Case Studies 151

6sense

JANUARY 3, 2022

Personalized buyer journeys aren’t just for B2C shopping experiences anymore. These days, more than half of B2B buyers expect personalized engagement from sellers, up from 49% just two years ago. 6sense CMO Latané Conant recently shared this information at our annual Breakthrough customer conference.). Conclusion.

Buyer's Journey 62

Buyer's Journey Personalization Account Based Marketing ABM 62

SmartBug Media

JULY 21, 2020

Accurately understanding who your buyers are (start by developing buyer personas ) will ensure that you’re targeting the most valuable potential customers. From there, you’ll need to find out what types of questions they’re asking and, using that information, create helpful content to answer them. Let’s get started!

Buyer's Journey 100

Buyer's Journey Sales Qualified Leads Buyer Personas Cold Calling 100

Hubspot

JANUARY 5, 2023

The software buyer's journey has shifted dramatically over the past few years. As G2's Director of SMBs, Mike Buscemi , puts it: "Software buyers today act like B2C consumers because they have so many options. Buyers have an abundance to pick and choose from.". These include: Act as a consultant to your buyers.

Top of Funnel 73

Top of Funnel Buyer's Journey SMB Peer-to-peer 73

Madison Logic

SEPTEMBER 13, 2022

Madison Logic ABM Success Series Spotlights Enterprise Marketing Teams Accelerating the Buyer Journey. “The ABM Success Series gives our customers a forum to share how they’ve accelerated the customer journey and shortened sales cycles to positively impact ROI. Visit madisonlogic.com for more information.

Top of Funnel 52

Top of Funnel Enterprise Management Buyer's Journey Account Based Marketing 52

NuSpark Consulting

JUNE 1, 2018

At every stage of the buyer’s journey, it’s important to understand what information they need when and to find ways to provide it. At this stage of the game, prospects are no longer digesting whatever information comes their way. In other words, it’s the meat that pulls it all together.

Top of Funnel 100

Top of Funnel Buyer's Journey Marketing Funnels Demand Generation Agencies 100

Marketing Insider Group

NOVEMBER 1, 2021

Recent research shows that 73% of B2B marketers are using case studies as part of their content marketing strategy, so it’s essential that yours truly stand out. Case studies are most relevant to potential clients in the later stages of the buyer journey. Where do case studies fit in your buyer journey?

Case Studies 343

Case Studies Case Study Impressions Studies 343

KoMarketing Associates

JULY 17, 2019

B2B buyers continue to do their own research before making a purchase decision, and new research shows that colleagues and peers are playing a more important role in the process. This may be the case because 73 percent of respondents said that they now have less time to devote to reading and research.

Peer-to-peer 120

Peer-to-peer Purchase Research B2B 120

Mereo

AUGUST 4, 2022

Often, consumers are turning to online research to answer these questions and are side-stepping the salesperson altogether. Today, salespeople garner just 5% of a buyer’s time on average during the B2B buying journey — while the buyer spends nearly half of their time researching solutions online. DOWNLOAD NOW.

Buyer's Journey 41

Buyer's Journey Differentiation Gartner Paid Search Agency 41

KoMarketing Associates

DECEMBER 5, 2018

B2B marketers have an ample amount of time to reach out to their target audience, but new research suggests that the first one-to-three months of the buying process are critical. By this specific mark, 38 percent of B2B buyers have already developed an informal list of potential providers.

Buyer's Journey 149

Buyer's Journey Peer-to-peer B2B B2B Sales 149

Biznology

AUGUST 10, 2015

With the majority of research being done online, the use of business online video production is increasing every day because video helps decision makers get the information they need very quickly. In June 2014, Aberdeen Research published a study called “Analyzing the ROI of Video Marketing.” Two of the stats revealed.

Top of Funnel 80

Top of Funnel Buyer's Journey Video Marketing FAQ 80

thePoint

JULY 21, 2020

This third blog post of the “7 things a CEO needs to know about marketing” series focuses on the B2B buyer journey. You may believe your company sells stuff to the market – like your products or services, however, that is your seller view and not a buyer view. B2B Buyer Journey. Figure 1 – The B2B buyer journey.

Buyer's Journey 52

Buyer's Journey B2B Marketing RFP B2B 52

Modern B2B

SEPTEMBER 26, 2019

Are you using the right messaging for your buyer journey? The path from research to purchasing in the B2B space is long and winding. On top of this, there is the added complication that a B2B buyer rarely travels this path alone. Are they researching solutions for their problem? Intent Data. Are they ready to buy?

Top of Funnel 51

Top of Funnel Buyer's Journey Intent Data Digital Marketing Funnels 51

KoMarketing Associates

AUGUST 3, 2022

As the B2B buyer journey continues to evolve, new research is shedding light on the importance of content for marketers looking to meet the demands of customers and prospects. This is followed by easy access to pricing and competitive information (62%) and a demonstrated expertise around specific industry needs (56%).

Relevance 232

Relevance Marketing Report B2B Marketing Content Marketing 232

Hinge Marketing

NOVEMBER 11, 2020

The Hinge Research Institute has released a special consulting industry version of its breakthrough study of professional services buyers and the firms that they hire. It’s called Inside the Buyer’s Brain: Consulting Firm Edition. Sampled Both Buyers and Sellers. Why This Study is Needed.

Consulting 157

Consulting Research Work Management Marketing Management 157

Act-On

NOVEMBER 15, 2023

Sales enablement best practices: Know thy audience … define buyer personas When improving sales enablement, always start with your audience by building personas. Research finds that over half of organizations report higher-quality leads because they use personas. Here are a few tips for getting started: Complete updated research.

Sales Cycle 233

Sales Cycle Practices Marketing Automation Services Buyer Personas 233

Hinge Marketing

DECEMBER 11, 2019

When going through various stages of the buyer journey, purchasers of B2B and professional services have a list of criteria they use to evaluate service providers and vendors. . Relationships Between Research and Growth. The Hinge Research Institute (HRI) has been publishing original research for over a decade.

Marketing Budget 117

Marketing Budget Top of Funnel Work Management Research 117

Marketing Insider Group

DECEMBER 8, 2021

Marketing and content teams are gearing up to ring in the new year with a bang, but the buyer journey is complex. They don’t navigate the buyer journey in any linear fashion. One of the most important steps in building an influencer program is research and analytics. 2022 is right around the corner.

Enterprise Management 313

Enterprise Management Marketing Strategy Marketing & Strategy Work Management 313

Tony Zambito

NOVEMBER 4, 2020

The three are: Expansion of online research accelerates Speeding up of buying processes More responsive interactions. In our Center For Buyer Insights ongoing Buyer Outlook Insights study, we have been interviewing buyers qualitatively. Expansion To Online Research Accelerates. Speeding Up Of Buying Processes.

B2B 202

B2B Buyer Personas B2B Sales Buyer's Journey 202

Marketing Insider Group

APRIL 8, 2020

The growth of the internet has altered the customer journey significantly. I was particularly struck by this research by Salesforce that found that 90 percent of the buyer’s journey is completed before they even contact a sales rep. Quick Takeaways: The buyer journey has changed. The New Buyer Journey.

Top of Funnel 296

Top of Funnel Advertisements Advertising Buyer's Journey 296

Oktopost

OCTOBER 8, 2023

Personalizing cadences goes beyond including your prospect’s name and company in the email, you should also personalize the information your prospects receive – even at scale. In simpler terms, keep providing the information they seek to make well-informed decisions rather than promoting your product as the ultimate solution.

Top of Funnel 131

Top of Funnel Marketing Management Buyer's Journey Sales Cycle 131

Tony Zambito

JANUARY 24, 2016

When it comes to informed choices on what will guide marketing, most processes will lack in assessing how well projects, campaigns, or initiatives meet the test of helping customers to achieve their goals. CMOs can incorporate a guiding framework sound in qualitative research to reach the deepest level of customer understanding possible.

Planning 100

Planning Buyer Personas Paid Search Agency Marketing & Strategy 100

Aberdeen

MARCH 30, 2020

And while every company may behave differently at different times in their buyer journey, we can say definitively that, for the most part, companies don’t buy things, they solve business issues that require things. Are not even researching in the category of what your intent vendor thinks your product/solution represents.

Peer-to-peer 64

Peer-to-peer Research Intent Data Paid Search Agency 64

Top Rank Marketing

MARCH 25, 2024

Even as brands rightfully embrace the humanity of professional audiences, it still must be acknowledged that buyers in B2B experience contrasting motivations, challenges and dynamics in their journeys compared to consumers. The complexity and stakes of making a B2B purchase means the research process tends to be lengthy and thorough.

Top of Funnel 106

Top of Funnel SEO Long Tail Marketing B2B 106

BenchmarkONE

APRIL 18, 2019

But in order to get to that point, you absolutely must perform in-depth market research. This is what will ultimately help you understand exactly where your buyers are and the best way to target them with your product or service. Being prepared in advance will help to ensure that you get the most out of your market research activities.

Research 85

Research Marketing & Strategy Marketing Strategy Buyer Personas 85

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. This article discusses how your team can assist potential clients at each buyer journey stage. When you connect with a prospect, spend time doing research.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Marketing Insider Group

AUGUST 31, 2015

And yet the survey found that 75% of executives involved in the buying process say their primary purpose for seeking out content is to get informed about find new ideas. Some other key findings about buyers. Marketing needs to stop promoting and start helping their buyers navigate through the buyer journey.

Research 100

Research B2B Marketing Content Marketing Planning 100

The Point

JUNE 24, 2022

Key Finding 1: Buyers have all but replaced vendor-provided content. As in the consumer space, B2B buyers use a variety of content to research prospective purchases: social media, Google search, review sites. Key Finding 2: Buyers leverage sales reps for information less (and later) than ever.

Top of Funnel 130

Top of Funnel Cold Calling B2B Demand Generation 130

Content Standard

JANUARY 4, 2024

Episode Highlights: The Non-Linear Buyers Journey: Axel acknowledges that measuring success across a linear buyer journey doesn’t work anymore. Buyers can enter and exit the funnel at any point, so content strategies must adjust accordingly.

Top of Funnel 89

Top of Funnel Planning Content Buyer's Journey 89

Oktopost

SEPTEMBER 28, 2023

The buyer journey has changed, making it difficult for sales teams to guide leads through the sales funnel. B2B buyers have traded in conversations with sales reps for independently researching solutions, and they spend considerable time doing so on social media themselves. But why is this so important?

Top of Funnel 135

Top of Funnel Social Media Ideal Customer Profiles Work Management 135

ANNUITAS

SEPTEMBER 7, 2021

There is a massive divide between what buyers want to discuss with sales vs. what sales wants to discuss with buyers. The data shows a clear pattern: sales is struggling to maintain an otherwise personalized buying journey. Part one is about capturing the most important information and making it easily accessible.

Conversion 234

Conversion Sales Qualified Leads Ideal Customer Profiles Opinions 234

Tony Zambito

MARCH 20, 2011

  To inform a content strategy, it strikes me that there are five key areas to evaluate: Buyer understanding :  gaining an understanding of how buyers intend to consume, utilize, and act upon content are the bedrock of a content strategy.      Related articles.

Buyer Personas 100

Buyer Personas Marketing & Strategy Buyer's Journey Content 100

ANNUITAS

SEPTEMBER 7, 2021

There is a massive divide between what buyers want to discuss with sales vs. what sales wants to discuss with buyers. The data shows a clear pattern: sales is struggling to maintain an otherwise personalized buying journey. Part one is about capturing the most important information and making it easily accessible.

Sales Qualified Leads 228

Sales Qualified Leads Ideal Customer Profiles Opinions Work Management 228

Marketing Insider Group

FEBRUARY 6, 2023

IDC defines digital transformation and maturity as “using information at the center of new business models, leveraging Third Platform technologies (mobile computing, big data and analytics, social media, and cloud computing), creating new customer experiences, and optimizing data-driven decision-making to transform your business”.

B2B Thought Leadership 230

B2B Thought Leadership Lead Ranking B2B Marketing Planning 230

Tony Zambito

MAY 19, 2021

To address the angst, marketing and sales leaders should count on gaining buyer insights about the change in buying behaviors. There are four areas marketing and sales leaders can gain insights into that will help them make informed decisions on what to drop and how to move forward: 1 – Avoid and drop assumptions.

Differentiation 244

Differentiation Top of Funnel Buy Buyer Personas 244