Webbiquity

APRIL 10, 2018

Simplifying and personalizing the buying process is now the key differentiator. It’s not your imagination: B2B buying cycles are getting longer and more complex. But because of their reliance on channel partners, B2B vendors are having difficulty delivering a more personalized, B2C-like experience. KoMarketing ).

Marketing AI 248

Marketing AI Enterprise Management Stats Marketing Management 248

DealSignal

APRIL 10, 2024

Comparing vendors on a third-party review website. This is something not typically provided by vendors—you would get this from your internal tech stack. ” Downloads of resources such as case studies and eBooks, especially those that are not simply informational and may indicate purchase intent. .”

Intent Data 52

Intent Data Ideal Customer Profiles Intent Marketing Automation Services 52

Inbox Insight

AUGUST 30, 2020

Marketing technology buyers are results-driven and often choose vendors that are leaders in their field. Our latest research pulls together essential data about the way decision makers reach their outcomes, giving vendors and demand generation managers the inside track. Download the full report, here.

Work Management 98

Work Management Marketing Management Research Allocation 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. Buying cycle control (you need to facilitate the buying process and understand what is required of you as a result). The Customer Buying Cycle Framework. MQL to SAL: 66%.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

PureB2B

MAY 30, 2022

Downloads (whitepapers, case studies, eBooks). Not only will that dramatically increase your conversion rate potential, but it will also give your sales and marketing team a huge advantage over your competitors. This intent data is then collected and aggregated each week by third party vendors (such as Leadiro).

Buyer Intent 62

Buyer Intent Intent Data Intent Work Management 62

Hubspot

JANUARY 5, 2023

There are hundreds of thousands of software vendors out there, and over 115,000 on G2. As a result, their buying preference has shifted to a self-service approach. In fact, 60% of buyers say that vendor sales aren't involved in their research phase, and 68% only involve sales at the last stage of the buyer's journey.

Top of Funnel 77

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

Everything Technology Marketing

APRIL 8, 2010

By Holger Schulze Major shifts are taking place in B2B marketing that started a few years ago but have accelerated in recent months – in the marketplace as well as inside vendor organizations. This exercise will help you understand how your customers are progressing through the steps of the buying cycle.

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Buying Cycle Lead Ranking 100

Influitive

AUGUST 3, 2015

And they’re using this power to independently narrow down vendors long before they reach out to salespeople. The study found that 80% of respondents were doing more research, and, as a result, 53% said the purchasing cycle had increased in length from the year prior. The answer: social proof marketing. Enlightened peer reviews.

Peer-to-peer 100

Peer-to-peer Marketing Report Buy Process 100

SalesIntel

JULY 30, 2021

Prospects respond to software vendors that can solve their problems more so than by you knowing their favorite baseball team. EvolveBPM is a global marketing consultant and solutions provider that signed up for SalesIntel to extend their reach and have more conversations by leveraging mobile numbers. Read the Case Study.

Sales Management 52

Sales Management Top of Funnel Webinar Metrics Digital Marketing Funnels 52

NuSpark Consulting

OCTOBER 24, 2011

They do their own research online, and then contact vendors and service providers when they’re ready to talk price. Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago. Today’s B2B buyers want to engage in conversation where and when it’s convenient for them.

Social Media 100

Social Media Cold Calling Peer-to-peer Media 100

NuSpark Consulting

OCTOBER 24, 2011

They do their own research online, and then contact vendors and service providers when they’re ready to talk price. Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago. Today’s B2B buyers want to engage in conversation where and when it’s convenient for them.

Social Media 100

Social Media Marketing Management Cold Calling Peer-to-peer 100

Terminus

NOVEMBER 14, 2023

Research how similar businesses saw impact and when bringing in a new vendor or software solution request case studies to help gauge performance metrics and when you can expect to see ROI. The finance perspective In an economic downturn, efficiency is part of every finance conversation. Preparation is the best protection.

CMO 29

CMO Budget Programs Marketing Budget Allocation 29

6sense

MAY 23, 2016

Inevitably, the conversation leads to a discussion about what data is truly predictive of a prospect or account being in an active buying cycle. These conversations have allowed me to see a pattern of how the 6sense approach to predictive intelligence is fundamentally different from anything else we’re seeing in the market.

Enterprise Management 48

Enterprise Management Work Management Marketing Management Lead Ranking 48

NuSpark Consulting

JANUARY 16, 2013

Coming up with really good long-tail keywords for your SEO or pay-per-click campaigns can sometimes be daunting if you don’t understand how buyers use Google, what buying cycle they are in, and how your content or offers align with those search terms people use to look for what you do. Case studies. Group Six: Reviews.

Adwords 100

Adwords Keywords Work Management Paid Search Agency 100

Lake One

APRIL 23, 2020

Manufacturers can have massive contact databases that house leads, vendors, reps, distributors, and customers alike. Landing pages are web pages that are optimized for conversion and focus on a clear call-to-action for your personas such as downloading an ebook, requesting a catalog, signing up for a newsletter or requesting a quote.

Marketing Automation Services 52

Marketing Automation Services Sales Management Marketing Automation Automation 52

Influitive

MAY 12, 2016

Today’s empowered customers expect the interactions they have with your sales and marketing teams to be highly personalized and relevant—which can make striking up valuable conversations with prospects challenging. Here’s how: 84% of B2B decision makers start off the buying process with a referral. Create your dream ABM program!

Account Based Marketing 100

Account Based Marketing Work Management Marketing Strategy Marketing & Strategy 100

DealSignal

FEBRUARY 28, 2018

You could bite off more than you can execute against, your conversions are lower than expected, you waste budget, your ABM/demand gen programs start off on the wrong foot, and you miss revenue targets. Case study: TAM analysis in action. We were able to correlate the likelihood of response and conversion to the relevance score.

Account Based Marketing 61

Account Based Marketing Ideal Customer Profiles ABM Work Management 61

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ANNUITAS

OCTOBER 6, 2010

It seems that most of my recent conversations with prospects, customers and others in the B2B marketing industry are centered on lead nurturing. My personal experience is that marketers definitely want to (and in some cases, are planning to) deploy lead nurturing of some kind. Define Your Buyer Profiles & Buying Cycle.

Lead Ranking 100

Lead Ranking De-duping Work Management Lead Qualification 100

Adobe Experience Cloud Blog

APRIL 11, 2017

We nurture our prospects and customers with the goal of increasing conversions and generating revenue, yet many of us are struggling to engage enough of our audience via email. Your prospects are bombarded with pitches from different vendors. Do you have case studies on customers who have switched from a competitor to your product?

Intent Data 129

Intent Data Intent Email Marketing Social Marketing 129

NuSpark Consulting

JULY 15, 2011

Increase conversions; a defined action on your website/landing pages. These and other issues need to be addressed via conversation with you. white papers, case studies, website copy, videos, podcasts, blogs). Managing bidding, ad positioning, quality score, and conversions. Complement current marketing efforts.

Lead Ranking 100

Lead Ranking Lead Scoring Planning Sales Management 100

NuSpark Consulting

JULY 15, 2011

Increase conversions; a defined action on your website/landing pages. These and other issues need to be addressed via conversation with you. white papers, case studies, website copy, videos, podcasts, blogs). Managing bidding, ad positioning, quality score, and conversions. Complement current marketing efforts.

Lead Ranking 100

Lead Ranking Lead Scoring Planning Sales Management 100

The ROI Guy

SEPTEMBER 17, 2010

The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

Adobe Experience Cloud Blog

FEBRUARY 15, 2012

An industry analyst report, a technical white paper, and a short customer case study are enough to build out a lead nurturing campaign. Solution-oriented and company-focused materials are appropriate for prospects engaged in an active buying cycle. The vendors ran out of food. Getting started is the key.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Automation Paid Search Agency 48

Industrial Marketing Today

JULY 23, 2010

How do you engage engineers and technical buyers on your website and build deeper relationships and achieve higher conversion rates? Build a library of various content assets such as published articles, white papers, online demos, webinars, videos, technical specifications, datasheets, case studies and customer testimonials.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

Marketing Insider Group

JUNE 30, 2020

Doing so will not only help sell the product but also work toward establishing a better relationship with vendors, partners, and clients. Sales lead quality (87%), sales (84%), and higher conversion rates (82%) are the three most important metrics organizations use. Case Studies. Let’s see how. Types of B2B Content.

Work Management 360

Work Management B2B Marketing Marketing Management Content Marketing 360

Online Marketing Institute

JANUARY 25, 2010

world has fundamentally changed the dynamics of buyer-vendor interaction. B2B buyers not only have greater access to information than ever before, but increasingly, that information comes from industry peers and third parties, versus coming from their vendors or from traditional media outlets. Consolidation is inevitable.

Marketing Automation Services 40

Marketing Automation Services Marketing Automation Top of Funnel Work Management 40

Hubspot

MAY 23, 2015

Through the use of a JavaScript tag on your website, your visitors are "cookied" upon arrival, allowing your retargeting vendor to display your ads to them as they browse other websites. For example: Let's say a visitor viewed both your pricing page and your case studies page, but then wandered off without taking any next steps.

Ad Frequency 28

Ad Frequency Burn Rate Campaigns Advertising Agencies 28

Conversica

JULY 19, 2018

Instead, buying processes are as varied and complex as the audience of potential customers. This is where lead conversion gets tricky. A key aspect of increasing lead conversion is a thorough understanding of how visitors use the content on your site to decide that they should engage with you. Run A/B Tests. Help Me Help You.

Sales Qualified Leads 91

Sales Qualified Leads Conversion Lead Scoring Lead Ranking 91

Single Grain

MARCH 9, 2021

Authority links help improve the ranking of the website, which leads to higher traffic and better conversion rates. B2B buyers want to determine if the vendor is reliable, can be trusted, and knows what they are doing. Increases conversion rates. Vendor comparison. Case studies. Click To Tweet. White papers.

Lead Scoring 137

Lead Scoring Lead Ranking Marketing Automation Services SEO 137

KoMarketing Associates

APRIL 9, 2015

Google Analytics and other reporting tools can tell you a great deal about what buyers do once they get to your website – which pages they click, the flow from one page to another, conversions, etc. But B2B marketers also need to know what buyers actually want from a vendor website. What causes them to leave a website and not return?

B2B 120

B2B Buyer's Journey Vendors Landing Pages 120

DiscoverOrg

AUGUST 7, 2018

This includes: Downloads of whitepapers, case studies, tech publications. Intent data allows sales and marketing teams to initiate contact with buyers earlier in the buying cycle. Get the study: What Data Points Lead to Higher Conversion Rates and More Sales? Use cases for Intent data. Website visits.

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

Hubspot

MAY 28, 2012

Planning meetings and informal discussions go a long way toward repairing the rifts between sales and marketing, but both teams need to see the impact of those conversations to really establish trust. As a best practice, use marketing automation to nurture leads and send them information only when it is most relevant to their buying cycle.

Work Management 28

Work Management Marketing Management Lead Management Lead Scoring 28

Zoominfo

MAY 21, 2021

When used correctly, B2B intent data boosts conversions and sales. The easiest way to access this data is to buy it from a third-party vendor. Get in Front of Buyers Earlier in the Buying Process Most B2B customers prefer to research independently online. Content consumption is a strong signal of buyer intent.

Intent Data 130

Intent Data Intent Lead Ranking Marketing Websites 130

Marketing Insider Group

AUGUST 31, 2015

The emails that you send to prospects need to overlay (as much as possible) with where they are in their buying cycle. TOP – For instance, in the top of the cycle, a prospect is is expressing the symptoms of a problem or an opportunity. Researching solutions providers like your company? Are they a customer? Conclusion.

Work Management 100

Work Management Marketing Management Email Marketing Buyer Personas 100

Webbiquity

MAY 23, 2017

But what does this mean for brands, especially B2B vendors, that have traditionally relied on more conservative means of attracting their audiences? Including a video on your landing page can increase conversion rates by 80%. There are more case studies and whitepapers out there than there is time to read them.

B2B Marketing 257

B2B Marketing Marketing Strategy Marketing & Strategy B2B 257