Industrial Marketing Today

JUNE 8, 2010

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” She has focused on identifying the problem and providing a 5-step solution to shorten the buy cycle. How can you accomplish all that?

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Marketing Insider Group

SEPTEMBER 2, 2020

Marketers are constantly learning how to connect in relevant ways with customers to develop long-term value. The first step is education. Through data that the CTO and tech platforms can provide, CMOs have greater insight into: Customer behavior and buying cycle predictions. Pain points and audience insights.

Advertising Agencies 320

Advertising Agencies Planning Paid Search Agency CMO 320

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

Martech

SEPTEMBER 16, 2022

Businesses use content marketing strategies to generate brand awareness, educate prospects and customers and establish credibility. Increasingly, delivering a good customer experience means delivering relevant, personalized content to customers in a way that works for them. How important is personalization in content marketing?

Digital Asset Management 133

Digital Asset Management Paid Content Work Management Marketing Management 133

NuSpark Consulting

JANUARY 21, 2019

Because people don’t like being sold to, an email-nurturing best practice is to prioritize educational emails over sales messages. So we typically send emails that link to juicy, relevant content. Likely, people became more comfortable consuming information online. What caused the change?

Marketing AI 164

Marketing AI Practices Account Based Marketing Best Practices 164

ANNUITAS

JUNE 9, 2016

As consumers, if we are not in an active buying cycle, we are in a passive buying cycle. Like it or not, in the course of our daily lives we are exposed to and consume so much information and content that buying something or acquiring something including experiences, goods, food or resources is always on our mind.

Buy 100

Buy Buying Cycle Trigger Marketing Buyer Personas 100

Zoominfo

SEPTEMBER 3, 2020

Automated emails are great for showing possible buyers relevant and personalized information in a timely manner. Compared to B2C marketing strategies, B2B marketers and sales professionals rely on educating their audiences to gain more leads and conversions. Craft educational content for each of those stages.

Automation 130

Automation Zoominfo Auto Responder Touchpoints 130

Madison Logic

FEBRUARY 14, 2024

According to Gartner, 86% of B2B customers expect companies to be well-informed about their personal information during interactions. You need to understand the buying committee personas and map relevant content and messaging to each stage of the buyer’s journey to truly own the customer experience.

Personalization 52

Personalization B2B Top of Funnel Multi-Channel 52

Industrial Marketing Today

JUNE 19, 2010

And they use different sources to get their information. What marketing content you serve at each phase of the buying cycle also matters. That is pretty much the mantra of B2B content marketing. The chart below from a research study done by Forrester illustrates this point very clearly.

Relevance 60

Relevance B2B Marketing CMS Development Buying Cycle 60

Adobe Experience Cloud Blog

JUNE 26, 2014

Harnessing relevance in your marketing efforts involves engaging , relevant , personalized content – you’ve heard it all before. Companies who are doing ‘the relevance thing’ well aren’t in the majority. Relevance is the New Game in Town. Instead of a numbers game, it’s now a relevance game. But the simple truth?

Relevance 48

Relevance Lead Scoring Lead Ranking Copywriting 48

Exo B2B

FEBRUARY 7, 2024

3- What information does he or she need to move the decision forward? You’d be missing crucial information that could derail the whole decision-making process. The key is knowing when to expose them to your target companies in their buying cycle. The rest is curiosity and education to help them do their job.

B2B 52

B2B Buyer Personas Work Management Case Studies 52

The Lead Agency

MARCH 16, 2021

With segmented audiences and value-driven content, companies can directly target individuals with information and resources they will actually be interested in – sent right to their inbox. This keeps the content relevant to users, while also ensuring the automation’s messaging is consistent and driven by purpose. B2B newsletters.

Email Marketing 127

Email Marketing B2B Marketing Work Management Marketing Management 127

Madison Logic

OCTOBER 18, 2023

Yet more and more marketing leaders faced with larger buying committees and longer buying cycles are realizing the need for a balance and a stronger link between their brand and demand activities.

Paid Content 52

Paid Content Advertising Agencies Demand Advertisements 52

SalesIntel

APRIL 15, 2024

Closing substantial deals with large decision-making teams results in protracted sales cycles. The average B2B buying cycle is considerably longer than that of B2C transactions. At a high level, they are likely to gather information to better understand their problems and learn how to solve them.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

SalesIntel

APRIL 15, 2024

Closing substantial deals with large decision-making teams results in protracted sales cycles. The average B2B buying cycle is considerably longer than that of B2C transactions. At a high level, they are likely to gather information to better understand their problems and learn how to solve them.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Heinz Marketing

MAY 12, 2022

This meeting varies and is used to educate the team on new processes, share client work/projects, and meet with vendors. They have self-nurturing landing pages that surface relevant content to the prospect, therefore accelerating the buying cycle. There really was a solution for everything. Hushly has a 4.8

Work Management 106

Work Management Marketing Management B2B Peer-to-peer 106

Industrial Marketing Today

JUNE 29, 2010

Relevant marketing content – key to thought leadership Positioning your company as a thought leader is critical in complex technical sales that have long buying cycles with many decision makers involved. In the later stages, supplier Web sites and catalogs are the most important information sources. Definitely not.”

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

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. Role of Content in Alleviating ABM Pain Points The success of your ABM campaign banks on the quality and relevance of your marketing content.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

Convince & Convert

FEBRUARY 20, 2015

Contact information is easy to get, but how do you turn a lead into a customer? Your Communication Should Be Relevant Who is your audience? Getting input from your customers via a survey , a free site or process analysis, or a live Q&A session can yield loads of relevant intelligence. Buyers respond to brands they trust.

Lead Nurturing 166

Lead Nurturing Lead Scoring Lead Ranking Leads 166

Circle Studio

AUGUST 23, 2018

Create quality content that is relevant to your target audience (and lots of it). The ultimate key to driving website traffic is creating content that your target audience finds useful and relevant to their interests. For more information, see our article on SEO best practices or check out Moz’s Web Developer’s SEO Cheat Sheet ).

Traffic 99

Traffic Marketing Websites Case Studies Case Study 99

Adobe Experience Cloud Blog

MAY 15, 2019

But if your data is up to date, you can create content that is truly relevant and personalized. To make sure you’re targeting the right people at the right time, ask yourself some key questions: Is your offering relevant to them? Are they at the right stage of the buying cycle? Do you need to educate them further?

Demand Generation 134

Demand Generation Segmentation Demand Generation 134

Biznology

OCTOBER 23, 2019

The most effective email marketing engages customers with the right messages as they move through the buying cycle. They reinforce that the customer made a good decision and provide a great time to solicit additional information or suggest future engagement options. Helpful Information. Email Marketing Strategies.

Automation 99

Automation Marketing Automation Services Trigger Marketing Work Management 99

SalesIntel

NOVEMBER 17, 2022

Schools, educational institutes, and EdTech entrepreneurs across the country are bracing themselves for the ‘new normal in education. Online education is the fastest-growing segment of the edtech market, with revenues expected to reach $350 billion by 2025 (Source: ResearchAndMarkets ). million, more than $5.9

Top of Funnel 98

Top of Funnel Marketing Budget Paid Content Paid Search Agency 98

Tomorrow People

NOVEMBER 16, 2018

As customers seek access to more kinds of information, brand marketers can no longer rely on mass media advertising campaigns to deliver brand awareness and service utility. It’s the art of developing and distributing curated, relevant, and valuable content that attracts companies and wholesale buyers.

Trends 166

Trends Content Marketing Advertising Agencies Software 166

Navigate the Channel

JULY 27, 2023

RELATED: Content Marketing Strategies: Why Your Content May Not Get Traffic To excel in content-centric marketing, CMOs need to focus on the following strategies: Informative and Persuasive Content: Building product marketing must not only focus on selling the features and benefits but also on educating buyers about the products.

Database Marketing 65

Database Marketing Product Ad Building Content Marketing 65

Exo B2B

SEPTEMBER 5, 2023

In a world where buyers are more informed and demanding than ever before, B2B sales reps must evolve to offer a fluid, personalized buying experience based on trust. Before even contacting a supplier, decision-makers compare, research and inform themselves. The digital age offers an abundance of information.

B2B 52

B2B B2B Sales Multi-Channel Ad Exchange 52

Content4Demand

OCTOBER 6, 2021

Overnight, B2B buying changed forever, and there’s no going back. Before COVID-19, B2B buyers assumed greater control over the entire buying process and leveraged digital channels for self-service, discovery and education—and less engagement with account executives. In fact, 80% of seller interactions were digital.

Buyer's Journey 81

Buyer's Journey Intent Data Intent Lead Ranking 81

6sense

NOVEMBER 24, 2021

Educate Buyers. That’s what we call all of the interactions that buyers have with third-party sources of information, social media, and other engagement elsewhere that you can’t see. Within this anonymized data is the information you need to know which company a buyer is part of. Take a closer look at the webinar here.

Account Based Marketing 62

Account Based Marketing Ideal Customer Profiles Tips Paid Search Agency 62

The Marketing Blender

JULY 19, 2022

They may visit the business’s website, request more information, or sign up for a newsletter. The third stage of the funnel, decision, is when potential customers decide whether to buy the product or service. This can be done by creating compelling content that educates and informs your target market about your product or service.

Top of Funnel 98

Top of Funnel Marketing Funnels B2B Marketing Ad Building 98

Marketing Interactions

JULY 31, 2022

The number of touchpoints has increased (up to 27 per person, per Gartner) and only 3% want to speak to your sales reps for education. Because buying is a 2 nd job, they also jump in and out of buying activities making it tougher to pin down just where they are in their buying process—or even if they are actively in-market buyers.

B2B 75

B2B Buyer's Journey Gartner B2B Sales 75

NuSpark Consulting

JUNE 29, 2015

Why would you give away information? Content marketing attracts, educates, builds your brand and softly sells. Content Marketing Conquers the Buying Cycle. It can move buyers through the buying cycle, attracting web traffic, converting visitors into leads, and transforming leads into sales opportunities.

B2B Marketing 100

B2B Marketing Content Marketing Planning Cost per Lead 100

Avitage

MARCH 7, 2012

Two strategic insights I found especially helpful: Must have a real-time mindset (David Meerman Scott) The “consumerization” of B2B marketing (Tom Pisello) This summary of especially salient points looks like a pretty good content checklist: Content will get shorter (Doug Kessler) Relevance will become the new standard (Sandra Zoratti) Must become (..)

Social Media 120

Social Media Microsite Planning Social Marketing 120

Sword and the Script | B2B

SEPTEMBER 24, 2020

Buyers say relevant content is key Relevant content plays a larger role in the new buying cycle. Some 70% of B2B buyers said “relevant content that speaks directly to our company” was “very important” in the survey. Part of relevancy is speaking to business problems unique to a vertical market.

Sales Cycle 57

Sales Cycle B2B Sales Studies B2B 57

Marketing Insider Group

AUGUST 19, 2015

They probably need more educational research to get their arms around the problem. Doing so helps guide the lead to informed purchase decision. Have CTAs Mirror The Buying Cycle – Different offers appeal to people who are in different stages of their buying cycle. Call-to-Action. Clear the decks!

Lead Generation 100

Lead Generation Generation Lead Scoring Lead Ranking 100

The Effective Marketer

MARCH 22, 2012

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. According to SiriusDecisions, buyers go through three stages and six steps during their buying process. Stage 1: Education. Web anthropologist.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

The Point

JULY 18, 2014

In particular, she notes that “… 80% of the companies were primarily focused on themselves, with information on products and features but little in regard to the issues their customers might be facing.”. They simply want information of value. Today’s B2B buyer doesn’t want to be told which product to buy.

Forrester 100

Forrester Work Management Content Marketing Demand Generation Agencies 100

PathFactory

MAY 3, 2022

Everyone has a hot take on how the traditional B2B sales model has died, changed, morphed, or remains relevant – alive and kicking. There has been a myriad of information on revenue operations for years, prompting the increasing popularity of this role at B2B companies of all sizes. Product-led growth (PLG) has exploded.

Ideal Customer Profiles 59

Ideal Customer Profiles B2B Sales Top of Funnel Account Based Marketing 59