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. Closing substantial deals with large decision-making teams results in protracted sales cycles. The B2B buyer experience is more complex and time-consuming than that of B2C.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

DemandBase

MARCH 30, 2020

That’s why businesses partner with agencies, vendors, consultants, etc. We focus on our core business that differentiates us and collaborate with others to manage the bits that are important to us, but we know they can do better. B2B advertising is no different.

Advertising Agencies 111

Advertising Agencies Account Based Marketing ABM Advertisements 111

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.

Marketing AI 246

Marketing AI Enterprise Management Stats Marketing Management 246

NuSpark Consulting

APRIL 29, 2017

Examine historical data to get the value of former “good” deals and the typical length of the buying cycles for each one. Account-based marketing makes this possible by enabling you to address the individual responsibilities of each contact persona you deal with during the buying cycle and highlight issues that are important to them.

Account Based Marketing 159

Account Based Marketing Ideal Customer Profiles Budget Programs Enterprise Management 159

ViewPoint

MAY 7, 2013

Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked. We’ve dug into the buying cycle but there is so much that can be learned from the pre-buy cycle. Study Lead Behavior.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

Kaon

NOVEMBER 3, 2015

Even though people are using the Internet to get through the buying cycle before reaching out to a sales person, that does not mean face-to-face meetings are unnecessary. In fact, real data proves that in-person meetings are the most important part of a customer’s buying experience.

Effectiveness 100

Effectiveness Allocation Interactive Marketing Customer Satisfaction 100

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

6sense

JANUARY 20, 2022

Trend 1: The B2B buying cycle will increasingly be anonymous, with more people from more locations (including WFH) involved in buying decisions. As execution channels become more commoditized, the underlying AI decisioning will be our biggest differentiator. . I believe our business model is a key differentiator.

Lead Ranking 62

Lead Ranking Work Management Marketing Automation Services Marketing Management 62

KoMarketing Associates

DECEMBER 8, 2015

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. B2B buyers are exploring a number of different channels when conducting vendor. Content Marketing. Customer Experience.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

BOP Design

JANUARY 29, 2018

While we do agree with this general statement, there are a lot more intricacies that differentiate B2B from B2C and impact strategic planning for marketing professionals. One of the first major points of differentiation for B2C and B2B companies is the end user. Often, multiple decision makers/buy-in is required to move forward.

Work Management 49

Work Management Marketing Management Marketing Agencies 2 B2B Marketing 49

Valasys

MARCH 5, 2019

Other reasons are: The software company pipeline has a long buying cycle that requires an extended time to propose, close, and fulfill new sales Their focus shifts from lead generation to supervision of new product development or implementation of services The interest to build a second lead generation channel wanes as the effort increases.

Enterprise Management 49

Enterprise Management Work Management Marketing Management Budget Programs 49

Vidyard

NOVEMBER 20, 2017

Some 54 percent of B2B buyers report that much of the marketing materials that vendors give them, including video, is useless. On the flip side, this creates an immense opportunity for those marketers who get video right and break through the noise with something targeted and differentiated. How does video influence buying cycles?

Planning 60

Planning Forrester Digital Marketing Funnels Paid Search Agency 60

Seismic

SEPTEMBER 8, 2019

Perhaps the most significant changes are the shift in the balance of power in the B2B purchase process, from the vendor to the buyer, and the changing expectations that prospects have of sales reps and the sales experience. Accelerate the sales cycle. The prioritization of customer retention.

Sales Management 45

Sales Management B2B Sales Top of Funnel Work Management 45

Convince & Convert

OCTOBER 19, 2010

Marketers need to create content that provides value to consumers across all points of the buying cycle: Awareness, Consideration, Purchase, Repeat Purchase, Advocacy. You’ll be pleasantly surprised that people are often asking for multiple vendor options. A social media listening tool can help uncover those questions.

Social Networks 127

Social Networks Communities Network Marketing Social Media 127

Launch Marketing

NOVEMBER 20, 2019

While this insight speaks to positive CX’s power to differentiate your brand in the marketplace, it can nonetheless result in a riddling debacle for B2B leaders looking to exceed the expectations of an audience with preexisting negative perceptions. Don’t forget that your prospects and customers have a life outside of the B2B buying space.

B2B 48

B2B Paid Search Agency Content Touchpoints 48

LiveRamp

JUNE 27, 2019

B2B buying cycles are often 12 to 18 months long and purchase prices can be tens of millions of dollars. Perhaps most importantly, buying decisions are made by a buying committee averaging seven or more members. Knowing when a prospective customer is in-market for a B2B solution can be a challenge for B2B marketers.

Intent Data 45

Intent Data Intent Intent Signal Allocation 45

The ROI Guy

FEBRUARY 20, 2019

They have more information at their fingertips and are engaging with salespeople later in the buying cycle. In fact, sixty-two percent of buyers say they can develop selection criteria or even finalize a vendor list based on digital content alone.[1]

Training 40

Training Case Studies Validation B2B Sales 40

Everything Technology Marketing

MAY 24, 2010

It is now harder than ever for B2B vendors to get the attention of our audiences. Power Shift Knowledge is power, and the balance of power is clearly shifting from vendors to the customer. They educate themselves on the nature of their business problem, possible solution options, available vendors and products.

Work Management 100

Work Management Marketing Management Marketing Budget B2B Marketing 100

Valasys

JULY 2, 2019

To quantify & unveil the large growth opportunities that can be successfully employed to differentiate a particular company from others; Apurve releases the industry-specific reports each month.

Lead Scoring 40

Lead Scoring Lead Ranking Enterprise Management Marketing Management 40

NuSpark Consulting

JULY 15, 2011

What is your value proposition and your differentiation? How will you be differentiated? What is described above is called the buying cycle. Lead nurturing helps companies maintain a continuous dialogue with potential customers during the buying cycle. Does your brand resonate with your prospects?

Lead Ranking 100

Lead Ranking Lead Scoring Planning Sales Management 100

NuSpark Consulting

JULY 15, 2011

What is your value proposition and your differentiation? How will you be differentiated? What is described above is called the buying cycle. Lead nurturing helps companies maintain a continuous dialogue with potential customers during the buying cycle. Does your brand resonate with your prospects?

Lead Ranking 100

Lead Ranking Lead Scoring Planning Sales Management 100

The ROI Guy

JANUARY 5, 2011

As a result of Frugalnomics and other market drivers: 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales, 72% indicated an increase in buying cycle time over the past 6 month, The buying cycle timeframe has increased over 10% in the past 12 months.

Allocation 40

Allocation Forrester Buying Cycle Sales Cycle 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

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

FEBRUARY 14, 2011

In the face of frugal buyer sentiment, a majority of B2B vendors are now requiring more leads to generate the same amount of sales and are reporting a substantial increase in buying cycle time.

Allocation 40

Allocation Research Practices Forrester 40

The ROI Guy

MAY 13, 2010

However, although engaging later in the buying cycle is indeed a more efficient sales engagement technique, it is much less effective. During this phase, executives and stakeholders are seeking vendor partners who can help them diagnose and spotlight key opportunities, and build a strategic roadmap for success.

Marketing Management 40

Marketing Management Allocation Peer-to-peer Budget Programs 40

The ROI Guy

SEPTEMBER 29, 2010

Tech Media publishers have seen an exponential shift in buyer behaviour, recognizing that the B2B buying decisions these publications support are now Internet driven , and that buyers are in control of the buying cycle like never before - seeking trusted sources of diagnosis, advice and recommendations.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

The ROI Guy

MARCH 9, 2011

The issue with these white papers is that they treat all buyers the same, regardless of which industry they are in, their location, their size, what pain points they may be experiencing, their role in decision making, or their stage in the buying cycle.

Work Management 40

Work Management Marketing Management Demand Comparison 40

The ROI Guy

JANUARY 25, 2011

Understanding how to facilitate this buying lifecycle, especially how to connect and engage todays economic-focused executive, is a key to sales success, and establishes a roadmap for sales enablement. The Bottom Line Buyers are clearly in control of the buying cycle and are more frugal than ever before.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

MARCH 30, 2011

Empowered: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 40

The ROI Guy

JANUARY 17, 2011

Providing the decision support early in the buying cycle is essential to engagement success- illuminating issues, identifying improvement opportunities and delivering strategic roadmap recommendations. For most buyers it’s easier to do-nothing, than to change.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

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. That doesn’t mean writing about how wonderful your products or services are but it does mean defining differentiation, or taking the ‘What do we want to be famous for?’ Let’s see how.

Work Management 362

Work Management B2B Marketing Marketing Management Content Marketing 362

Hubspot

JULY 20, 2012

Each individual that you come across has had a different set of experiences with your company, and is at a different stage in the buying cycle. It's where we store the history of every email subscriber, every lead, every opportunity, and every customer. Using HubSpot to Measure Marketing ROI.

Marketing Automation Services 28

Marketing Automation Services Hubspot Software Top of Funnel 28

Sword and the Script | B2B

DECEMBER 14, 2021

B2B sales cycles are getting longer. B2B sales cycles are getting longer but incumbents have an advantage. More than half of respondents (52%) “said the buying cycle has gotten longer for new vendors – but just one in three (32%) “said it’s longer for existing vendors.”. Trust grows business revenue.

Statistics 69

Statistics B2B Thought Leadership Thought Leadership Sales Cycle 69

NetLine

MARCH 2, 2023

” This differentiates intent data from the other types of data that marketers collect and use when trying to reach and engage those who fit their ideal customer profile, such as job function or firmographic data including company size, industry or revenue. This leads to a better overall buying experience.

Intent Data 75

Intent Data Top of Funnel Intent Ideal Customer Profiles 75

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? In fact, 88% of marketers believe that interactive content helps in differentiating them from their competition. Interactive content is a great means to do just that.

B2B Marketing 257

B2B Marketing Marketing Strategy Marketing & Strategy B2B 257

TrustRadius Marketing

APRIL 30, 2021

A common differentiator is w hether an individual r e members 9/11 or not. This can take far longer than a single buying cycle, which is why early action will pay dividends down the road. Both Millennials and Gen Z care about what the brands they buy from represents. Strategies and North Star(s).

Work Management 66

Work Management B2B Marketing Marketing Management Marketing & Strategy 66