Buying Cycle Forrester Webinar White Paper 
Martech
DECEMBER 8, 2021
“I think the other dynamic is that you’ve got a new generation of buyers who don’t buy like previous generations — on the B2C or B2B level — and they have budget. We have to meet them where they are and how they want to show up in the buying process.” Why we care.
Industrial Marketing Today
JUNE 19, 2010
The chart below from a research study done by Forrester illustrates this point very clearly. What marketing content you serve at each phase of the buying cycle also matters. FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales.
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ANNUITAS
APRIL 10, 2014
A recent Forrester study showed that of 25 different tactics listed, B2B organizations are using on average 15 different tactics in their demand generation mix. A white paper is developed and marketing decides to launch a “campaign” around the white paper. Taking a tactical versus strategic approach.
Industrial Marketing Today
AUGUST 3, 2010
Defining B2B Customer Engagement Forrester Research has proposed a definition of customer engagement that makes a lot of sense to me. I don’t mean to suggest that you should ignore other channels of customer engagement such as your email opens, click-throughs, landing page hits, webinar sign-ups and Contact Us forms.
Ambal's Amusings
MAY 27, 2010
An additional consideration is the different needs among members of the buying committee—influencers. One or two pieces of educational content will not likely maintain a prospect’s interest across a longer term buying cycle. Your company decides to host a webinar with an industry expert.
The ROI Guy
SEPTEMBER 17, 2010
The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. Prospect driven buying cycles mean that buyers research solutions on their own, and do their own due diligence, engaging sales much later in the sales cycle.
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.
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