NuSpark Consulting

OCTOBER 24, 2011

Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago. The astounding growth in social media usage by B2B buyers reflects an accelerated tendency to eliminate salespeople from the early stages of the buy cycle. In complex B2B sales, people still buy from people.

Social Media 100

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

Sana Commerce

FEBRUARY 21, 2023

When content is personalized, people feel that they have a certain amount of control over what they’re interacting with. Key differences between B2C and B2B buying behavior B2C shoppers tend to buy mostly based on emotions, personal tastes and opinions. Making relevance an attractive trait in information.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

NuSpark Consulting

OCTOBER 24, 2011

Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago. The astounding growth in social media usage by B2B buyers reflects an accelerated tendency to eliminate salespeople from the early stages of the buy cycle. In complex B2B sales, people still buy from people.

Social Media 100

Social Media Cold Calling Peer-to-peer Media 100

MarketJoy

JULY 27, 2018

The maturation of the internet has changed the B2B buying cycle forever. This white paper will give you a road map for how to attract more customers and win more deals in a rapidly changing B2B landscape. You must prepare your contacts with materials that can help them gain buy-in from other stakeholders. Online Buyers.

Purchase 64

Purchase Peer-to-peer B2B Buyer Personas 64

NuSpark Consulting

JULY 13, 2016

Executives can no longer ignore these channels when their entire consumer base is actively using them for research and communication during the buying cycle. The importance of emotional connection was brought to light in a 2013 partnership between the Corporate Executive Board (CEB) and Google.

Social Media 100

Social Media Lead Scoring Lead Ranking Media 100

Industrial Marketing Today

AUGUST 3, 2010

The good news is that you can use a free tool like Google Analytics to get a very good handle on your customer engagement. According to them , “customer engagement is the level of involvement, interaction, intimacy, and influence that an individual has with a brand over time.&# Google Analytics may be all the power you need.

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

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. Use a social publishing site like scribd.com to gain a larger audience for your white papers.

Relevance 60

Relevance B2B Marketing Web 2.0 Brand Identity 60

Outreach

APRIL 22, 2021

There are myriad other theories that estimate the minimum number of times a customer must engage with your brand before they make a purchase: While the actual number of interactions needed is debatable, there's no doubt that customer engagement is essential for moving prospects through your buying cycle.

Conversion 52

Conversion Webinar Metrics Resource Management Marketing & Strategy 52

Industrial Marketing Today

JULY 23, 2010

Rule #1: Natural or organic search engine optimization (SEO) In the research phase of the industrial buying cycle , engineers and industrial buyers tend to use broad keywords and phrases that describe their current problem. The same holds true for video white papers. To improve engagement, build interaction into your site.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

The ROI Guy

DECEMBER 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. The Death of a Salesman?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. We call this the “Internet fueled buying cycle.&#

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Marketing Insider Group

APRIL 19, 2023

Interactive events, social media, and mobile marketing are other channels that can show a solid return on investment when you execute them well. Informational and educational material nurtures your ideal prospects through the buying cycle. Content marketing, SEO, email, video and paid ads remain effective heading into 2023.

Paid Content 351

Paid Content Advertising Channels Planning Work Management 351

The ROI Guy

JANUARY 25, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

Hinge Marketing

DECEMBER 31, 2015

However it’s not enough to simply steer someone to your website, for online lead generation to be most effective once visitors are on your site you need to meet them where they are in the buying cycle and provide relevant content to engage them and move them further down the sales funnel. Test, analyze and adjust as needed.

Online Lead Generation 48

Online Lead Generation Lead Generation Marketing Websites Lead Scoring 48

Hinge Marketing

SEPTEMBER 11, 2013

Topping the list is SEO, web analytics, blogging, usability testing, white papers, social media (LinkedIn and Twitter) and email marketing. For visitors to become leads, the techniques have to work together because they reach prospects in different places and at different times of the buying cycle.

Consulting 48

Consulting Work Management Marketing Management Webinar Metrics 48

Ambal's Amusings

OCTOBER 15, 2009

Forrester Blog for Interactive Marketing Professionals. Ardath Albee's blog Marketing Interactions. Creating Sales Opportunities with Lead Scoring – Genius.com white paper by Ardath Albee. How to Choose Your Carrot: Effective Lead Generation Offers for High-Technology Marketers (White Paper). Ardath Albee.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Interesting post, Tom. Tom then served Gartner as a Managing VP.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ABM Agency

JANUARY 15, 2021

Good digital marketers are riding the wave, turning to virtual marketing events as a replacement for in-person interactions. Do you want to speed up your average buying cycle? Take a look at your Keyword Planner in Google Ads; this will help inform estimates if you’re building your PPC program from the ground up.

Budget Programs 52

Budget Programs Paid Content Paid Search Agency Marketing Budget Creation 52

Industrial Marketing Today

DECEMBER 7, 2010

It is a fact of life that the bulk of your site visitors and/or conversions from landing pages are not ready to buy now. This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people. What is lead nurturing?

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

Terminus

JUNE 21, 2019

For these accounts, Thomson Reuters employs three different account-based marketing tactics to keep their interactions with these accounts highly meaningful and top of mind. This tier also forms the baseline of activities for Tiers 1 and 2. Tier 3 Account-Based Marketing Tactics. ABM Tactic 1: “Always On” Digital Marketing.

Account Based Marketing 26

Account Based Marketing Ideal Customer Profiles Tactics Thought Leadership 26

The ROI Guy

SEPTEMBER 3, 2010

Successful demand generation programs are uniquely challenged today, and must address a changing landscape where: Economics are driving more decisions; The Internet is fueling a prospect driven buying cycle, and; Prospects are faced with information overload resulting in shorter attention spans than ever.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Peer-to-peer Demand 40

Marketing Insider Group

JUNE 30, 2020

White Papers. White papers need to be some of your best content. Writing white papers will help establish this credibility, and it can also be used to drive people to your website by sharing it on social media or through email. Another great benefit of white papers is that you can break it down into smaller pieces.

Work Management 363

Work Management B2B Marketing Marketing Management Content Marketing 363

Ambal's Amusings

JULY 15, 2010

Business decision makers don't read white papers just because a product or service is "cool" They have real business problems they are trying to solve. We asked white paper experts: " What is the biggest challenge in creating and marketing a white paper? He is also the author of the White Paper Pundit blog.

Paper 100

Paper Enterprise Management Marketing Management SME 100

Online Marketing Institute

APRIL 4, 2011

Besides Google Adwords and Bing, what other major PPC sevices are. Content for Thought Leadership We have seen effective thought leadership-style posts aid in the sales process -- particularly when dealing with complex B2B buying cycles. Receive news via SEW RSS feeds Incisive Interactive Marketing LLC.

B2B Thought Leadership 40

B2B Thought Leadership SEM Peer-to-peer Enterprise Management 40

Sales Engine

APRIL 20, 2016

They diagnose their own pain (for better or worse) and start searching for solutions by watching videos, downloading white papers, attending webinars, and using social media to check vendor references before ever talking to a rep. For example, someone searches Google about a problem they’re having, and they find one of your white papers.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Marketing Insider Group

JANUARY 4, 2017

Pull up your target buyer persona and look at where they are in the buying cycle. Take a look at the content you’ve previously created for that stage of the buying cycle. Any successful piece of content, no matter where it falls in the buying cycle, will have value to your audience. What worked?

Buying Cycle 246

Buying Cycle Content Work Management Budget Programs 246

Adobe Experience Cloud Blog

JULY 20, 2009

It's a volume business, operating on a daily sales cycle. When I joined ShipServ, it was clear that we needed to better align our selling cycle to the buyers' buying cycle. With Marketo, we have a way to qualify a contact based on their interaction with our website and emails. It's easy to do and it's free!

B2B Thought Leadership 48

B2B Thought Leadership Thought Leadership B2B Marketing Enterprise Management 48

Single Grain

MARCH 9, 2021

71% of B2B buyers begin their research with a Google search. Use Google. Most B2B research starts with a Google search. White papers. Customer interaction videos (in which you ask users about their biggest challenges and show how your product solves them). Why Is SEO Important for B2B? Click To Tweet. Live videos.

Lead Scoring 137

Lead Scoring Lead Ranking Marketing Automation Services SEO 137

Sales Engine

AUGUST 23, 2016

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Today, B2B buyers start with an anonymous Google search, which then leads to the consumption of white papers, webinars, videos, blogs, and so on. That interaction, however, must be approached differently.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Today, B2B buyers start with an anonymous Google search, which then leads to the consumption of white papers, webinars, videos, blogs, and so on. That interaction, however, must be approached differently.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Online Marketing Institute

MAY 18, 2010

Longer sales cycles due to more complex products and services and business purchasing processes often require more information. The ideal would be to map assets to the needs of the target customer and their place in the buying cycle. It's wonderful when foundational principles work isn't it?!! :-) leeodden Thanks Judy.

SEO 40

SEO Top of Funnel AIDA Digital Asset Management 40

NetLine

NOVEMBER 30, 2023

5 Steps B2B Marketers Should Take to Sync Up with the Buying Cycle In this post, we’ll look at the steps B2B marketers should take to align their sales content and assets with buyer activities and where they are in the buying cycle. Gong.io) that analyze interactions with buyers. Drift, Outreach).

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52

SnapApp

DECEMBER 4, 2017

Interactive Content Statistics. . In the eyes of Google, newer content is more likely to be relevant than a post from years back, so sometimes updating a post can be as good as writing a new one. . Those days are long gone, and now the first page of Google is wildly competitive. Blogging Statistics. Content ROI Statistics.

Paid Content 122

Paid Content Top of Funnel Stats Marketing Budget 122

Biznology

AUGUST 10, 2016

You could, for example, only measure the quality of your assets (white papers, case studies, videos demos, etc.) Google doesn’t index assets that require a registration. That severely limits potential buyer interactions with your key assets.The other main problem with requiring registrations is abandonment.

Top of Funnel 80

Top of Funnel Co-Registration Marketing Attribution Lead Ranking 80

Ambal's Amusings

AUGUST 27, 2009

Forrester Blog for Interactive Marketing Professionals. Ardath Albee's blog Marketing Interactions. Blog Marketing Interactions Twitter Ardath421. Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

Biznology

FEBRUARY 23, 2015

Use specific content solutions to impact different stages of the buying cycle. ADP : Developed a content marketing campaign to connect and engage with their target audience on a ADP solution using white papers and a diagnostic assessment tool. Don’t create content for the sake of creating content. Maersk now has more than 1.5m

Case Study 80

Case Study Case Studies Studies Enterprise Management 80

Customer Experience Matrix

MAY 20, 2009

My particular insight, if it is one, is that consensus has crystallized within the past month that marketing now remains dominant much deeper into the buying cycle, and that sales and marketing must work much more closely together as a result. The question is which of these features will turn out to be really essential.

Digital Asset Management 120

Digital Asset Management Work Management Marketing Management Rules 120