B2B Marketing Directions

JULY 30, 2017

New research reveals what influences B2B buying decisions and explains why the B2B buying process is getting longer. Each respondent in this study was qualified to have been involved in a B2B purchase decision within the 12 months preceding the survey. Other findings explain why the buying cycle has gotten longer.

Buying Cycle 40

Buying Cycle Buy B2B Case Studies 40

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. These challenges can be particularly daunting, but they also present opportunities for growth and innovation.

B2B Sales 110

B2B Sales B2B Buying Cycle Sales Qualified Leads 110

Biznology

APRIL 14, 2017

And what’s good for the company that makes an investment in online B2B marketing videos is that they are proven to increase metrics such as awareness, conversion rates, quality leads that go into the sales process, thought leadership, social metrics, open rates, and click-through rates in email campaigns.

Top of Funnel 139

Top of Funnel B2B Thought Leadership Video Marketing Lead Scoring 139

The Point

JULY 17, 2017

This year’s report (download a copy here – registration required) is striking in the degree and pace of change reported, since only last year, in how B2B buyers describe their research and purchase processes. But that’s exactly the kind of information buyers want.

Paid Search Agency 241

Paid Search Agency Demand Marketing Automation Services Peer-to-peer 241

B2B Marketing Directions

NOVEMBER 14, 2021

The predominant view of B2B buying is that it involves expensive and/or complex products or services, large buying groups and long buying cycles. That's why marketing leaders should define relevant buying scenarios as part of their planning for 2022.

Buy 94

Buy Planning Marketing Management Buying Cycle 94

Sword and the Script | B2B

JANUARY 23, 2024

All these years later, a new report by 6sense, penned largely by a former Forrester analyst, has come to the same conclusion: when buyers first contact a seller, they are “69% of the way through a buying cycle.” The study had a range of B2B statistics that ought to resonate with anyone who’s spent time in B2B marketing or sales.

B2B Thought Leadership 68

B2B Thought Leadership B2B Sales Studies Thought Leadership 68

Hinge Marketing

MAY 6, 2015

You create case studies. Case studies use the voice of "others" (i.e. your satisfied clients) to tell prospects why they should trust your firm and buy your services. In a recent research study, Hinge Research Institute asked buyers of professional services to identify the best ways to market to them.

Case Studies 48

Case Studies Case Study Studies Work Management 48

Exo B2B

FEBRUARY 7, 2024

From the outset, we should say “buyer persona” because B2B personas are semi-fictional representations of the people involved in the decision-making process in your target companies. The answers to these questions will help you personalize your communications (blog posts, case studies, demos, etc.)

B2B 52

B2B Buyer Personas Work Management Case Studies 52

Webbiquity

APRIL 18, 2024

Business process automation is, hands down, one of the best technological innovations to come along in decades. But how do make the best use of it (or get started, if you’re still stuck in manual processes)? By automating this process, businesses can consistently engage leads with relevant and timely content.

Marketing Automation Services 165

Marketing Automation Services Ideal Customer Profiles Efficiency Marketing Automation 165

Sword and the Script | B2B

MARCH 26, 2024

Comment: A separate survey, which I covered recently, found that B2B prospects are “ 69% of the way through a buying cycle ” before they ever speak to a sales representative. Comment: This finding has shown up in the study in prior years as well. 43% said it “offers concrete guidance and case studies.”

B2B Thought Leadership 89

B2B Thought Leadership Thought Leadership Studies B2B 89

Industrial Marketing Today

SEPTEMBER 3, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.”

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Influitive

AUGUST 3, 2015

In fact, the 2015 B2B Buyer’s Survey Report (sponsored by DemandBase and Demand Gen Report), found the top three resources that buyers rely on when researching potential vendors were: In addition, access to all of this information is making the buying cycle longer. Social proof is the new marketing. Perfectly timed references.

Peer-to-peer 100

Peer-to-peer Marketing Report Buy Process 100

Contently

DECEMBER 6, 2022

Companies with simple marketing or sales systems (or no sales team at all), a shorter sales cycle, a smaller budget, or teams that only use one or two channels may find a single-touch model is a great option for them. There’s no need to over-complicate a process before it’s ready to become complex.

Multi-Touch Attribution 174

Multi-Touch Attribution Top of Funnel ROI Multi-Channel 174

Webbiquity

DECEMBER 4, 2018

Prospects love this, as research reveals that 87 percent of buyers select a vendor who provided them with relevant pieces of content at each stage of the buying process. Map Content to the Buying Cycle. It is an ever-evolving process which marketers can continually improve to empower sellers.

Sales Management 223

Sales Management Top of Funnel B2B Sales Tactics 223

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. These challenges can be particularly daunting, but they also present opportunities for growth and innovation.

B2B Sales 52

B2B Sales B2B Buying Cycle Sales Qualified Leads 52

Webbiquity

SEPTEMBER 7, 2010

Here is a process to get you started on the right track. Ask yourself and answer these questions: Do I understand my buyers’ buying cycle? You need to be able to map out your typical buyer’s buying cycle. Confirm your thoughts on the buying cycle with them. This is extremely important.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Buying Cycle Lead Management 100

Trade Press Services

SEPTEMBER 25, 2023

It’s important to showcase organizational successes, strengths and industry reputation through case studies, testimonials, industry awards and accolades. Brand image, mission and values also significantly influence a buyer’s decision-making process. How you present it will significantly impact their decision.

Lead Ranking 52

Lead Ranking Buying Cycle B2B Sales Pricing 52

Martech

DECEMBER 19, 2023

As Gmail is a Google product, Gmail accounts will be swept up in the deletion process. The DMA’s 2023 Consumer Email Tracker study found that only two of the fourteen possible actions consumers could take when they receive an interesting email will be attributed to email. One that is in rhythm with your buying cycle.

Marketing & Strategy 103

Marketing & Strategy CAN-SPAM Opt-out Work Management 103

Zoominfo

JANUARY 11, 2021

Does your team have the process down? The customer lifecycle is the journey your customer takes with your brand — from their first interaction with your content to renewing their annual subscription or buying additional products. What about the customer success manager who must ensure a flawless customer buying process?

Tips 130

Tips Work Management Gartner Top of Funnel 130

Adobe Experience Cloud Blog

FEBRUARY 11, 2020

In fact, today’s customer is usually 57 percent of the way through their decision-making process before they directly connect with a company for the first time. In most cases, they’ve already made somewhat of an assessment about your products based on your digital platform. And the buying phase often requires their sign-off.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

ClearVoice

DECEMBER 18, 2023

Sharing relevant data points and case studies. Rather, understand where each customer stands in the buying cycle and reach out to them with the right type of content. Things are more complicated when targeting high-value accounts with multiple decision-makers in the buying process.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

NuSpark Consulting

APRIL 29, 2017

In the 2016 State of Account-Based Marketing (ABM) Study from Sirius Decisions, key findings showed more than 50 percent increase in the number of B2B companies practicing ABM. In some cases, actions can be carried out simultaneously, while in other instances you’ll find there are co-dependencies to consider. #1:

Account Based Marketing 159

Account Based Marketing Ideal Customer Profiles Budget Programs Enterprise Management 159

Zoominfo

JANUARY 11, 2021

Does your team have the process down? The customer lifecycle is the journey your customer takes with your brand — from their first interaction with your content to renewing their annual subscription or buying additional products. What about the customer success manager who must ensure a flawless customer buying process?

Tips 130

Tips Work Management Gartner Top of Funnel 130

ClickDimensions

NOVEMBER 16, 2022

Here are 3 key facts you need to know about changing B2B buying behaviors and how you can use them in your customer strategies. . 80% of businesses no longer rely on calendarized buying cycles to purchase software – Source . 77% of B2B buyers said their latest online purchase was difficult – Source .

Buy 97

Buy B2B Budget Programs B2B Sales 97

ClickZ

OCTOBER 22, 2020

30-second summary: We provide five examples of enterprise-level providers of marketing automation solutions including industry case studies. Each of these companies are leaders in marketing automation, with enterprise businesses (and, in some cases, SMBs) benefiting from their platforms, solutions, and technology.

Enterprise Management 133

Enterprise Management Marketing Automation Services Marketing Management Marketing Automation 133

ViewPoint

JANUARY 23, 2017

Their time and money was applied to generating leads that paid off, and included extensive nurturing across multiple buying cycles. When sales and marketing work together to drive revenue (and that takes process for sure) everybody benefits—the prospect/client, the team members, and the organization as a whole.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

Webbiquity

APRIL 10, 2018

Here are half a dozen insights from 27 B2B marketing stats facts compiled from recent studies, plus one key conclusion no B2B marketer will want to miss. B2B marketing teams will be held accountable for more of the lead-to-revenue process. Simplifying and personalizing the buying process is now the key differentiator.

Marketing AI 249

Marketing AI Enterprise Management Stats Marketing Management 249

PureB2B

MAY 30, 2022

For most companies, this data provides deeper insights into the buying process to better tailor marketing strategies to their target audience. Downloads (whitepapers, case studies, eBooks). Most B2B buyers are already 57% of the way through the buying cycle by the time they reach out to a company for more information.

Buyer Intent 118

Buyer Intent Intent Data Intent Work Management 118

NuSpark Consulting

FEBRUARY 18, 2016

This is an extreme case, of course, but it illustrates what happens when we put an offer out there without considering its appropriateness to the mindset of the prospect. So, in other words, we’re talking about where they are in the buying cycle. Buying Cycle Stages. You get the drift. In what stage are they?

Marketing Websites 100

Marketing Websites Buying Cycle Marketing Analytics Tools Sales Qualified Leads 100

ClickZ

JANUARY 22, 2021

IRI’s exclusive SKU-level access to point-of-sale data enabled Vibenomics to perform four blind studies that showed promising results in several categories: hair shampoo/conditioner, skin care, dry packaged dinner mixes, and adult beverage. There are studies that show basket sizes actually increased,” says Brenner.

Advertising Agencies 105

Advertising Agencies Paid Search Agency Dwell Enterprise Management 105

Circle Studio

AUGUST 23, 2018

Building a powerful growth-focused website is a top-priority for B2B marketing and business development, and driving website traffic is a vital component of the process. Some firms have an aversion to the term, so if that is the case then don’t use it. Case studies. Other ways to drive website traffic.

Traffic 99

Traffic Marketing Websites Case Studies Case Study 99

Hubspot

JANUARY 5, 2023

Buscemi adds, "There are tons of studies that say a buyer is 60% to 70% of the way down the buying cycle before they even reach a rep — and those studies are 10-years-old. You'll want to strengthen your implementation process. Conducting reviews can help you identify weak spots in your implementation process.

Top of Funnel 77

Top of Funnel Buyer's Journey SMB Peer-to-peer 77

SalesIntel

NOVEMBER 21, 2022

Long sales cycles. Disagreement about new processes. Problem: Long Sales Cycles Are Reducing Effectiveness. While you cannot force prospects to make quick decisions, you can make sure that your brand stays at the top of mind throughout the decision-making process. Problem: Internal Disagreement About New Processes.

Sales Management 98

Sales Management Top of Funnel Sales Qualified Leads Lead Ranking 98

The Effective Marketer

MARCH 22, 2012

There are over 20 presentations available, ranging from Social CRM and Lead Generation, to Case Studies and Sales Enablement. The problem is, there are 4 key battles playing out in organizations: Task ownership (who does what in demand gen process). The Customer Buying Cycle Framework. Create : Automation expert.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

Marketing Interactions

APRIL 18, 2019

Instead, if we say something like, “when using our solution, helpdesk teams find they can cut 3 steps out of a 10-step process, reducing ticket resolution time by 3 hours” – now your prospect can visualize what you’re talking about. Complex Buying Processes Require Small Shifts.

Buyer Personas 119

Buyer Personas Buying Cycle Case Studies Case Study 119

Only B2B

NOVEMBER 15, 2021

Subscribers, email sign up, and social media followers, for example, may all be found in many types of material, such as: Whitepapers and video series for training Expertise interviews on important subjects Ebooks Blogs Webinars Newsletters Case Studies Corporate Decks. Multichannel Marketing. Source: Salesforce.

Lead Ranking 118

Lead Ranking Marketing Qualified Leads MQL Work Management 118

The Marketing Blender

JULY 19, 2022

When you’re in the business of marketing B2B products or services, it’s crucial to create a B2B marketing funnel that will guide potential customers through the buying process. A well-constructed funnel will help qualify leads and precisely target those who are most likely to buy from you. How To Build A B2B Marketing Funnel.

Top of Funnel 98

Top of Funnel Marketing Funnels B2B Marketing Ad Building 98