Marketing Insider Group

AUGUST 19, 2015

They are starting to compile a list of available vendors and products within their solution strategy. Doing so helps guide the lead to informed purchase decision. Often, that content is a white paper, eBook, webinar or a newsletter. On your home page, include a CTA for all stages of your prospect’s buying cycle.

Lead Generation 100

Lead Generation Generation Lead Scoring Lead Ranking 100

MarketJoy

JULY 27, 2018

I’m sure you’ve heard that buyers have more power now than ever before because of all the tools and information at the buyer’s disposal. The maturation of the internet has changed the B2B buying cycle forever. Typically, businesses seek out long relationships with their vendors. B2B Buying Process.

Purchase 64

Purchase Peer-to-peer B2B Buyer Personas 64

Leadspace

SEPTEMBER 17, 2018

But B2B buying decisions typically take several weeks at best, and more often drag on through months of consideration, “process” and bureaucracy. And that’s assuming you’re even a potential customer and not someone with an interest in the topic , but no actual buying intent.).

Intent Data 86

Intent Data Lead Ranking Lead Scoring Intent 86

NuSpark Consulting

OCTOBER 24, 2011

B2B buyers are time deprived and risk averse – and also enormously well informed. They do their own research online, and then contact vendors and service providers when they’re ready to talk price. Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago.

Social Media 100

Social Media Cold Calling Peer-to-peer Media 100

NuSpark Consulting

OCTOBER 24, 2011

B2B buyers are time deprived and risk averse – and also enormously well informed. They do their own research online, and then contact vendors and service providers when they’re ready to talk price. Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago.

Social Media 100

Social Media Marketing Management Cold Calling Peer-to-peer 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 3: Vendor Selection. You see less.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

markempa

MARCH 2, 2017

Yet, it’s helpful to notice that all customer buying cycles fit into three distinct funnel stages. Look at the relationships you’ve started through the different lead generation sources and ask what content or information can be shared to advance that conversation. Here’s the thing: Our customer’s don’t see our funnels.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Tactics 120

NuSpark Consulting

NOVEMBER 30, 2011

Only instead of keeping your white shirt from turning blue, these piles set the stage for a range of marketing and sales activities – from personalizing outbound content, to prioritizing sales resources, to predicting whether a particular lead will turn into an honest-to-goodness paying customer.

Segmentation 100

Segmentation Work Management Marketing Management Paid Search Agency 100

The ROI Guy

SEPTEMBER 17, 2010

As a result, buyers now suffer from Information Overload. 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

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.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

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. Content is King?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

NOVEMBER 29, 2010

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

Peer-to-peer 40

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

Marketing Insider Group

JUNE 30, 2020

Content marketing is a great way to do so: When you generate informative, useful, and interesting content for your audience, you can also directly or indirectly sell your products or services to them. Doing so will not only help sell the product but also work toward establishing a better relationship with vendors, partners, and clients.

Work Management 362

Work Management B2B Marketing Marketing Management Content Marketing 362

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

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

OCTOBER 5, 2010

With the Internet, B2B buyers have access to more information than ever. As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. Unfortunately, most of today's buyers suffer from Information Overload as a result of current "carpet bombing" marketing strategies.

Paid Search Agency 40

Paid Search Agency Companies Buying Cycle Budget Programs 40

The ROI Guy

FEBRUARY 2, 2011

Over the past 18 months, the survey results indicate that CFOs have assumed significant additional responsibilities for several key groups, including: information technology (43%), human resources (39%), production (38%), customer service (37%), and even marketing / sales (33%).

Work Management 40

Work Management Marketing Management Peer-to-peer Effectiveness 40

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

The ROI Guy

MARCH 15, 2011

Empowered Buyers: 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.

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

ClearVoice

OCTOBER 27, 2023

B2B SEO is well-suited for attracting high-quality leads and fortifying your brand’s credibility regardless of your industry, product, or service. Businesses often seek service providers or vendors to boost efficiency or address a specific challenge. Consider a B2B SEO campaign for a cybersecurity firm.

Enterprise Management 97

Enterprise Management Work Management Marketing Management SEO 97

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

Marketing Insider Group

JANUARY 9, 2024

Yet, it’s helpful to notice that all customer buying cycles fit into three distinct funnel stages. You’re creating value by giving them useful information in digestible, bite-sized chunks. For example, a white paper can be broken into three to five articles that share a point of view. Let me explain.

Lead Nurturing 150

Lead Nurturing Sales Management Top of Funnel Lead Ranking 150

NetLine

JULY 17, 2023

The skills and competencies needed to get the most value out of intent data B2B marketers are faced with what seems like an ever-changing landscape where buying cycles are longer and often more complicated. Added to that, is the preponderance of competition. Truly, they are the ones in control.

Intent Data 52

Intent Data Intent Lead Ranking B2B Marketing 52

Single Grain

MARCH 9, 2021

B2B buyers want to determine if the vendor is reliable, can be trusted, and knows what they are doing. Positions your company as an authority in your industry. White papers. Vendor comparison. Implement schema markup on your videos to provide additional information to search engines. Click To Tweet.

Lead Scoring 137

Lead Scoring Lead Ranking Marketing Automation Services SEO 137

KoMarketing Associates

APRIL 9, 2015

But B2B marketers also need to know what buyers actually want from a vendor website. In coordination with our partners Huff Industrial Marketing and BuyerZone , and in sponsorship with ten24 Digital Solutions , we strive to answer these questions and many others in this year’s B2B Web Usability Report.

B2B 120

B2B Buyer's Journey Vendors Landing Pages 120

Marketing Insider Group

AUGUST 31, 2015

Industry/Company – If your customers or prospect are in different industries (and have indicated such), targeted emails about their specific industry will have greater relevance. The emails that you send to prospects need to overlay (as much as possible) with where they are in their buying cycle. or company size.

Work Management 100

Work Management Marketing Management Email Marketing Buyer Personas 100

Conversica

JULY 19, 2018

If every customer had the same buying process, life would be simple for marketers. We would simply answer requests for information via forms on websites, conduct demos, and close business. Instead, buying processes are as varied and complex as the audience of potential customers. This is where lead conversion gets tricky.

Sales Qualified Leads 91

Sales Qualified Leads Conversion Lead Scoring Lead Ranking 91

Markempa

APRIL 30, 2019

Yet, it’s helpful to notice that all customer buying cycles fit into three distinct funnel stages. Look at the relationships you’ve started through the different lead generation sources and ask what content or information can be shared to advance that conversation. Let me explain.

Lead Nurturing 70

Lead Nurturing Sales Qualified Leads Top of Funnel Lead Scoring 70

Content4Demand

SEPTEMBER 29, 2020

Here are some possible high-level questions that you can adjust for your specific industry and audience: How have business priorities changed due to the COVID-19 crisis? Which sources do you go to for information you can trust? Choose a format like an E-book or white paper to present your findings. How to Use the Results.

Research 90

Research Webinar Metrics Marketing & Strategy B2B Thought Leadership 90

Industrial Marketing Today

JULY 1, 2010

Buyers of technical products and services do look to vendors for providing relevant information for solving their problems. The two most important factors in rating vendor performance were extensive knowledge of product/service features and overall sales experience.

Marketing Automation Services 60

Marketing Automation Services Web 2.0 B2B Lead Ranking 60

Webbiquity

APRIL 18, 2012

Content Marketing Strategy for B2B Software Vendors: Starring the ‘New’ White Paper by Highly Competitive – Software Industry Insights. They need to adapt best practices from the journalism field, and bridge the gap between corporate interest and market needs for valuable information.”

Top of Funnel 100

Top of Funnel Tactics Content Marketing Tips 100

Ambal's Amusings

AUGUST 27, 2009

In ClickInsights Expert Interview Series we feature top notch industry experts and thought leaders and get their insights, opinions and predictions. We also ask for their suggestions on recommended reading resources to keep abreast with latest trends in their industry. So, how do I set up the story flow?

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

KoMarketing Associates

MARCH 17, 2016

Today, I want to look back at the past six months (with help from our industry news section and GIFs) and showcase some of the latest trends I’ve come across that should have a direct impact on 2016 content marketing strategies. Trust and Responsiveness are Key to Strong Vendor Relationships. Data Management. Digital Content Growth.

Enterprise Management 60

Enterprise Management Work Management Marketing Budget Marketing Management 60

Webbiquity

MARCH 8, 2011

In this penultimate best-of-last-year post you’ll find a compendium of interesting, informative and valuable but difficult-to-categorize marketing-related articles and blog posts from 2010. And one of my favorites, “Social media thought leadership is built by empowering employees to talk about your company and industry.&#.

Marketing Budget 100

Marketing Budget Resources Work Management B2B Marketing 100

Terminus

OCTOBER 16, 2018

First, Masergy needed a way to uncover best-fit accounts in an active buying cycle. As a result, sales is no longer wasting time working accounts that aren’t in an active buying cycle, and marketing is no longer wasting budget marketing to them. Your technology vendors should be able to help you out with this!).

Account Based Marketing 22

Account Based Marketing Sales Management ABM Top of Funnel 22

The ROI Guy

JUNE 29, 2011

A common debate in B2B marketing is how to create and deliver the right content at the right time to help improve the connection and engagement with prospects and their buying decisions.

Peer-to-peer 40

Peer-to-peer Webcast Buying Cycle B2B 40