Scoop.it

MARCH 26, 2019

These materials help the sales team educate prospects and sell more effectively. Sales enablement content includes: Sales presentations. Case studies. Sales scripts. Essentially, content that keeps high-value prospects educated, engaged and moving through the sales cycle. One-pagers.

Curation 59

Curation Top of Funnel Case Studies Case Study 59

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. A must-watch presentation, though, is the keynote address “ The State of Demand Creation “, by Tony Jaros , SVP Research for SiriusDecisions. The Customer Buying Cycle Framework.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

NuSpark Consulting

FEBRUARY 18, 2016

He decides she’s the perfect candidate for a new car, so he dives in and presents his business card along with the suggestion. So, in other words, we’re talking about where they are in the buying cycle. Buying Cycle Stages. Classifying Your Website Pages and Offerings by Buying Cycle Stages.

Marketing Websites 100

Marketing Websites Buying Cycle Marketing Analytics Tools Sales Qualified Leads 100

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. Sharing stories that directly tie into your prospect's needs throughout the entire sales cycle is critical.

Top of Funnel 73

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

DealSignal

APRIL 10, 2024

” Downloads of resources such as case studies and eBooks, especially those that are not simply informational and may indicate purchase intent. This can be vendor comparison guides, case studies, and more. Spikes in content consumption—either on your website or on third-party websites.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Marketing Automation Services 52

Exo B2B

JUNE 26, 2023

It speaks to your customers, guides them through the buying cycle, or customer journey, and acts as a powerful SEO magnet. Let me start by quoting a Gartner study on the power of content in the customer journey. Your website, product information, blog posts and presentations can always be improved. B2B content marketing.

Marketing AI 52

Marketing AI B2B Marketing Optimization Content Marketing 52

KoMarketing Associates

JULY 12, 2018

For many B2B companies, demos are a good compromise between the traditional sales cycle that some still go through (of meeting the prospect and building a relationship before purchase) and the online aspect, where buyers can get the information they are looking for quickly.

Work Management 154

Work Management CMS Development B2B Marketing Marketing Management 154

Inbox Insight

APRIL 6, 2023

Look for case studies, webinars, and other resources that can help you understand how successful ABM and revenue teams identify and engage target accounts, personalize messaging and content, and measure the success of their efforts. This stage is critical to understanding the account’s challenges, goals, and buying cycle.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profiles ABM Planning 52

LEADership

JULY 15, 2014

You can help prevent longer sales cycles by giving channel partners the right training and communication programs to speak the right language and engage the buyer. Do this with your own sales force too if you use a blended approach of direct sales and channel marketing. .

Advertising Agencies 40

Advertising Agencies Advertising Channels Demand Generation Agencies Lead Ranking 40

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? These three issues are having a measurable impact on marketing.

Interactive Marketing 40

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

The ROI Guy

FEBRUARY 2, 2011

CFO Control Drives Frugalnomics Further This centralization of power to financial chiefs has important implications for the way the buying cycle is managed, and how B2B sales and marketing groups must navigate these more complex waters. Executives like CFOs do most of their research on-line on their own or via analysts / peers.

Work Management 40

Work Management Marketing Management Peer-to-peer Effectiveness 40

The ROI Guy

NOVEMBER 29, 2010

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. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.

Peer-to-peer 40

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

The ROI Guy

OCTOBER 5, 2010

As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. As a result, Internet fueled buying cycles have required B2B marketers to deliver more content and tools over more and more channels to actively engage ever more empowered, skeptical and frugal buyers.

Paid Search Agency 40

Paid Search Agency Companies Buying Cycle Budget Programs 40

The ROI Guy

JANUARY 25, 2011

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own.

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

Ambal's Amusings

OCTOBER 8, 2009

Marketing team within a company works to put together and publish case studies to highlight their solutions and products. Sales teams need to engage with prospects through various phases - pre-sales, nurturing them, educating them, contracts, actual sales and post-sales. Cindy King's blog CindyKing.

Case Studies 100

Case Studies Case Study Activities Studies 100

Hubspot

MARCH 14, 2012

You need enough of it in order to keep your lead nurturing emails interesting and relevant at every stage in the sales and marketing funnel, from a lead's initial discovery of your business all the way through to purchase-readiness. Select Your Best Marketing Offers for Each Stage of the Sales Cycle. And so on and so forth.

Top of Funnel 28

Top of Funnel Lead Nurturing Lead Scoring Lead Ranking 28

Online Marketing Institute

MAY 18, 2010

Longer sales cycles due to more complex products and services and business purchasing processes often require more information. TopRank SEO client, Jiyan Wei from Vocus will present a case study of how they’ve used and advanced their SEO efforts with the 500,000 press releases hosted on PRWeb.

SEO 40

SEO Top of Funnel AIDA Digital Asset Management 40

Online Marketing Institute

JANUARY 25, 2010

So given this power shift, B2B marketers must more than ever work to wrap their marketing programs around the B2B buyer — managing dynamic, anticipatory, buyer-driven campaigns and programs and being in the right channel with the right information in the right voice at the right stage of the buying cycle.

Marketing Automation Services 40

Marketing Automation Services Marketing Automation Top of Funnel Work Management 40

Hubspot

MAY 17, 2015

You’ve sent them a range of articles, guides, and case studies. And that’s a lot to ask of someone during the sales cycle. You are asking the client to not only invest in new marketing tactics but to also change its approach to communication, sales, and services. The college lecture approach doesn’t work for this.

Work Management 28

Work Management Paid Search Agency Advertising Agencies Ad Agencies 28

Unbound B2B

JANUARY 11, 2023

SMB sales to better plan your B2B growth strategy. What are B2B Enterprise Sales? B2B enterprise sales mean large business contracts involving a full board with higher risks and longer sales cycles. These sales are million-dollar worth that can impact the GDP of a European nation. It depends on your product.

Enterprise Management 40

Enterprise Management SMB B2B Sales Work Management 40

Hubspot

MAY 28, 2012

In fact, you need to be constantly expanding the top of your funnel because, as our presentation " Death by Marketing Automation " showed, your email list expires at approximately 25% a year. For example, if your nurturing cycle lasts 30 days, you might plan to send a new email on the 1st, 7th, 14th, and 30th day after the initial contact.

Work Management 28

Work Management Marketing Management Lead Management Lead Scoring 28

Single Grain

NOVEMBER 29, 2019

Nowadays, most e-commerce sites present personalized product recommendations to their customers after gathering data via marketing automation software. Marketing automation is the solution to each of the above bottlenecks that affects your sales pipeline. They aren’t ready to buy immediately.

Marketing Automation Services 124

Marketing Automation Services Digital Asset Management Marketing Automation Work Management 124

Anything Goes Marketing

MAY 17, 2009

sds09 cahidalgo : # sds09 - Tony Jaros - lead nurturing business rules must be established by BOTH marketing and sales in order to be effective. sds09 Sales/Marketing Funnel stharris : # sds09 Most case studies are after purchase. . sds09 Sales/Marketing Funnel stharris : # sds09 Most case studies are after purchase.

B2B Marketing 100

B2B Marketing Work Management Trends Lead Ranking 100

LeanData

OCTOBER 13, 2015

Just as the name implies, lead nurturing is about growing relationships at every stage of the buying cycle – even when potential customers don’t seem interested in purchasing your product or service. Some of the highlights of his presentation included: Setting goals: It’s important to decide your objective.

Lead Nurturing 45

Lead Nurturing Marketing Qualified Leads Lead Ranking Sales Qualified Leads 45

LeanData

OCTOBER 13, 2015

Just as the name implies, lead nurturing is about growing relationships at every stage of the buying cycle – even when potential customers don’t seem interested in purchasing your product or service. Some of the highlights of his presentation included: Setting goals: It’s important to decide your objective.

Lead Nurturing 40

Lead Nurturing Marketing Qualified Leads Lead Ranking Sales Qualified Leads 40

LeanData

OCTOBER 13, 2015

Just as the name implies, lead nurturing is about growing relationships at every stage of the buying cycle – even when potential customers don’t seem interested in purchasing your product or service. Some of the highlights of his presentation included: Setting goals: It’s important to decide your objective.

Lead Nurturing 40

Lead Nurturing Marketing Qualified Leads Lead Ranking Sales Qualified Leads 40

Single Grain

AUGUST 21, 2014

Upon completion of the form, these new prospects can automatically be added to an email series that sends out construction project tips and case studies from past customers. As a result, it’s important that you really take the time to walk through the features you plan to use and identify how they’ll support your current sales cycle.

Marketing Automation Services 45

Marketing Automation Services Marketing Automation Automation Planning 45

Ambal's Amusings

AUGUST 27, 2009

” Here are some great ways to use demand generation content to set yourself up as a thought leader in your industry: Create a Case study on how yours or other companies used a product to improve their business process. Or ask whether your salespeople can meet with their decision team to present customized proposals or quotations.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

The ROI Guy

JUNE 29, 2011

The buyer preference for documents throughout the decision process may be because of the rich information they provide, and because it remains the most popular content produced by marketers to support all phases of the buying process. Understand the differences amongst different potential solutions and services.

Peer-to-peer 40

Peer-to-peer Webcast Buying Cycle B2B 40

The ROI Guy

JUNE 22, 2010

Sales enablement will need to arm the sales professional with tools to enable effective discovery of business opportunities and communication of value to each diverse buying decision maker. The meeting too early and without value add will derail the process, not accelerate the buying cycle. Level Executives.

Peer-to-peer 40

Peer-to-peer Work Management Lead Ranking Marketing Management 40

Heinz Marketing

FEBRUARY 5, 2018

And every episode past, present, and future of Sales Pipeline Radio always available at SalesPipelineRadio.com. Every week we are featuring some of the best and brightest minds in B2B sales and marketing. Further down the sales cycle. You’re listening Sales Pipeline Radio. We’ll be back.

Sales Management 58

Sales Management Top of Funnel Enterprise Management Work Management 58

Heinz Marketing

JANUARY 22, 2020

We often see companies whose nurture programs are filled with product and company-centric messaging, and the cadence may last 4 weeks, yet their average sales cycle is 9 months long. However, the buying cycle in your industry may have an impact here. If it’s a short cycle, you may lean towards a quicker cadence.

Lead Nurturing 129

Lead Nurturing Lead Scoring Lead Ranking Top of Funnel 129

Ambal's Amusings

NOVEMBER 23, 2010

Gender: provides guidance as to whether you should include a case study in your white paper. Male readers tend to prefer facts and statistics to backup solution claims, while female readers tend to prefer case studies and real life examples to reinforce solution advantages and business concepts. ” Janice King's Bio.

Paper 100

Paper Work Management Marketing Management SME 100

Lake One

SEPTEMBER 10, 2020

Highlight those things by creating case studies, client testimonials, and more. Solve for Complex B2B Buying Cycles. For example, ABM could call for a LinkedIn ad for a white paper or video with a call to action to download your case study. Increase Visibility. The best part about content for ABM?

Paid Content 52

Paid Content Top of Funnel Marketing & Strategy Marketing Strategy 52

Lake One

SEPTEMBER 10, 2020

Highlight those things by creating case studies, client testimonials, and more. Solve for Complex B2B Buying Cycles. For example, ABM could call for a LinkedIn ad for a white paper or video with a call to action to download your case study. Increase Visibility. The best part about content for ABM?

Paid Content 52

Paid Content Top of Funnel Marketing & Strategy Marketing Strategy 52

seo.co

FEBRUARY 14, 2023

Fast sales cycle. First, most SaaS companies have lightning-fast sales cycles. SaaS subscriptions aren’t necessarily an impulse buy, but they certainly don’t rely on the long back-and-forth exchanges that most B2B operations do. The ultimate goal of visibility is to inch people down the stages of the buying cycle.

Paid Content 97

Paid Content Paid Search Agency Work Management Marketing Management 97

Sage Marketing

AUGUST 11, 2019

Can you describe your approach to each stage of the buying cycle? How do you measure a 3-to-12-month sales cycle? Including e-books, case studies, infographics, etc. . Do this before the agency presents its plan. How would you describe your company culture? What is your pricing structure?

Advertising Agencies 65

Advertising Agencies Paid Search Agency Ad Agencies Lead Ranking 65