Trending Sources

Matching Webinar Content to the Buying Cycle

It's All About Revenue

As prospects increasingly self-educate through the buying cycle, webinars have become a primary source of information that buyers turn to before making a purchase decision.

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Manufacturers, It’s Time to Take Back Control in the Buying Cycle

Modern B2B Marketing

Although buyers are no longer as reliant on sales information in shaping their purchase decisions, they are still—perhaps more than ever—in need of expertise and assistance.

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Matching Webinar Content to the Buying Cycle: Evaluation and Purchase Stages

It's All About Revenue

An overwhelming majority (82%) of senior executives said that content was a significant driver of their buying decisions. As prospects increasingly self-educate through the buying cycle, webinars have become a primary source of information that buyers turn to before making a purchase decision.

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4 Ways a Longer Consumer Buying Cycle Can Work FOR You

Modern B2B Marketing

Author: Maggie Jones Marketing consumer products with a long buying cycle can be a blessing and curse. But on the other hand, a lengthy buying cycle means you’ll have more opportunities to communicate.

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B2B Marketing Trends for 2016

matching content to stages of the buying cycle. company sales rep, it becomes even more vital that both groups understand the buying process from. advance the buyer through 70% of the purchase cycle, there are. Is the buying process seamless—are. B2B Marketing.

The Buying Cycle and Buyer Personas in B2B Marketing

B2B Ideas @ Work

In developing b2b buyer personas you have to remember their connection to the buying cycle, as different stages in the buying cycle lead to different content. Demographic information is helpful in.

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12 Secrets of the Human Brain to Use in Marketing

Buzz Marketing for Technology

Knowing how the human mind processes information and images—and putting that knowledge to use—can help you become a more engaging and effective marketer.

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11 inspiring case studies of digital transformation

Biznology

NETSPRESSO : Had the desire with its digital transformation to win new customers, gain a deeper understanding of its customers, and manage complex buying processes. This new application provides a stream of information to UA that enables them to immediately identify fitness and health trends.

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7 Elements Of Customer Understanding The C-Suite Must Master

Tony Zambito

Changes in customer and buying behaviors continue to rock the very foundations of many industries. According to recent surveys by PWC, Forrester, IBM , and McKinsey, disruptive trends in customer and buying behaviors are expected to continue over the next five years. by Yarden Gilboa.

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B2B Marketing Trends for 2016

matching content to stages of the buying cycle. company sales rep, it becomes even more vital that both groups understand the buying process from. advance the buyer through 70% of the purchase cycle, there are. Is the buying process seamless—are. B2B Marketing.

Content Marketing for Industrial Companies – Authenticity is Mission Critical

Industrial Marketing Today

Today’s industrial buyers are far better informed and using deceptive marketing practices won’t get [.] Content Marketing Industrial Marketing Strategies Authenticity Buyer Personas industrial buy cycle Industrial Marketing Marketing sometimes gets a bad rap of being deceptive. There is a fine line between persuasion and deception. Stretching the truth, exaggerating the positives and putting a positive spin on the negatives have been staples of marketing for a long time.

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How to Use Visual Collaboration at Each Stage of the Buying Cycle

LEADership

Before making a big purchase or signing a contract, they are likely to do their due diligence on search engines, social media, review sites, and YouTube channels, gathering all the information that they can. In different phases of the buying cycle, they will be looking for different things.

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How to Leverage the 5 Stages of the Customer Buying Cycle for More Sales

Hubspot

The answer is simple: Leverage the customer buying cycle. What’s the buying cycle, you ask? 5 Stages of the Customer Buying Cycle. Purchase : The action of ordering and buying from your ecommerce site.

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Deconstructing the Four Stages of the Industrial Buy Cycle

Industrial Marketing Today

The problem becomes more acute for the industrial sector because the industrial buy cycle can be a long and complex process that often involves multiple decision makers.

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B2B Marketing Trends for 2016

matching content to stages of the buying cycle. company sales rep, it becomes even more vital that both groups understand the buying process from. advance the buyer through 70% of the purchase cycle, there are. Is the buying process seamless—are. B2B Marketing.

Why email marketing still matters–and how to make it work

Biznology

Unless you’re selling goods or services with a buying cycle of “right now” (like lattes) you need a way to stay in touch with prospects as they move through the buying cycle toward a decision.

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Lead nurturing via email series and content marketing

B2B Lead Generation Blog

However, the key channel for lead nurturing is email — particularly using email to send a series of relevant content pieces or offers to prospects as they move through the buying funnel. From there the team mapped content to the early, mid and late stages of the buying cycle.

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Content Auditing and Mapping it to the Industrial Buy Cycle

Industrial Marketing Today

According to Jeff Ogden, the Fearless Competitor , you are going to need two critical pieces of information to conduct a content audit. And in a complex industrial buy cycle, things can get well…complicated. There is plenty of information out there about buyer personas.

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5 Ways B2B Can Learn from B2C Marketers

Buzz Marketing for Technology

Posted in Buying Cycle Conversion Conversion Optimization Customer Customer Experience Personalization Strategy. And it’s obvious why: buying cycles are longer, buyer mentalities are different, and products typically require more investigation before a purchase.

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Best B2B Marketing and Sales Strategy Guides and Insights of 2011

Webbiquity

Social media, content aggregation and curation , user-generated content and other developments have dramatically changed the B2B buying cycle over the past few years. Prospects often don’t surface until much later in the buying process than they did just a few years ago.

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For Manufacturers Today, Content Is A Key Tool In The Buying Cycle

Fathom

But the Internet has also changed some of the dynamics in the buying cycle for manufacturers – understanding these changes and how you need to adapt to them can mean the difference between mediocrity and truly thriving on the Web.

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How HP Uses 6sense to Find Customers in Active Buying Cycles

6sense

With the rise of predictive intelligence and the ability to make sense of large amounts of customer data, HP wanted to take their marketing analytics to the next level and begin targeting customers in active buying cycles. With data driving the next wave of innovation, HP began looking for a partner who could help them improve their ability to predict timing and identify prospects in active buying cycles.

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9 Search Marketing Tips for Effective B2B Lead Generation

LEADership

Statistics from the Consumer Executive Board show that buyers are typically 2/3 of their way into the buying cycle before they even engage with a company they would potentially buy from. This may not apply in very early stages of the buying cycle.

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The State of Demand Generation

The Effective Marketer

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.

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Content2Conversion Keynote Recap: 5 Tips For The Challenger Marketer

It's All About Revenue

We’ve got to focus less on the story we’re aiming to tell, and keenly center our messaging on information that’s more conducive to customer learning. And ironically, it’s the last thing your customers want to buy.” It’s a different kind of buying.”.

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Future of Buyer Personas is Social - Part 3

Tony Zambito

  The science of goal orientation leads to discovering the often hidden and unarticulated roots of “why” people buy.    Traditional management and business models have been built on pushing outward through the organization to buyers and inducing them to buy

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Understanding the Buyers Journey

PR Meets Marketing

Generally speaking, finance, information technology and business development are the departments most involved, though this can change based on industry. Marketers lean toward case studies, while buyers prefer product information and product demos to help them make purchase decisions.”

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Plan for the Social Buyer Before It’s Too Late

Tony Zambito

  However, trending information clearly points to the fact that sales reps are having a hard time making contact with buyers and don’t get involved until much later in the buying cycle.  Image via Wikipedia. To say things are changing is an understatement. 

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Importance of Context to Understanding the New Social Buyer Persona

Tony Zambito

One of the major outcomes of the recent advances in the social age is the resurgence of contextually-based persona development and its’ role in helping to inform as well as shape strategy.  Informing Content Strategy with Buyer Persona Development (customerthink.com).

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Shortening the Industrial Buy Cycle in 5 Simple Steps

Industrial Marketing Today

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.

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The Influence of the Social Buyer on B2B Business

Tony Zambito

  What we do know is that B2B buyers are demanding more social experiences in their buying processes.   Social Buyer Cycle. Turn B2B Buying Into a Social Experience (buyerpersonainsights.com). Image via Wikipedia.

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10 Event Marketing Tips to Accelerate B2B Lead Generation

LEADership

Which events and what type of interaction resulted in the highest conversion/buying actions? Different types of events will trigger buying decisions in different ways. Demand generation cycles will vary in these situations. Concluding the Back-to-School B2B Primer—Part Four.

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CMO Spotlight: Michael Brenner, Business 2 Community

LEADership

The buyer wants good information, relevant content, useful advice, not noise. Leadership audience engagement B2B buyer b2b marketing brand marketing buying cycle cmo content marketing customer experience management home marketing leadership Social Media

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A 6-Point Email Marketing Checklist for B2B Lead Generation

LEADership

Each of them will have certain individual traits that will influence the buying process. Everyone from the bean counters to the CMO to the sales department cares about ‘cost per lead’ and if you give them a way to nail that information, your email is a winner.

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Expert Q&A: Transform Marketing With A Revenue-Relevant Customer Experience Strategy

It's All About Revenue

This expands the sales cycle to a much longer and precarious customer lifecycle: the prospect becomes a buyer; who becomes a customer; and then becomes a potential prospect again for renewal or at least advocacy. They look for information (via search, communities, discussion forums, websites, blogs) that is based upon their business issues and outcomes.

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Best Random but Interesting B2B Marketing Posts, Articles and Resources of 2010

Webbiquity

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. 5 Steps To Shorten The B2B Buying Cycle by Search Engine Land.

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Social Media Supports Changing B2B Buying Landscape

Social Media B2B

The second chart shows that the length of the buying cycle is shorter. While the most common cycle is 1-3 months in both 2010 and 2011, the number increased in 2011. How have your B2B buying cycles changed and are you able to use social media to address these changes?

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How to Optimize Your B2B Marketing and Sales with Online Video

Modern B2B Marketing

Conveniently for us B2B marketers, video also conveys more information per minute than any other media platform. According to a Universal McCann study cited by Brightcove , people find product information and research most compelling when delivered in video format.

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Content Marketing: Considerations When Defining a Content Plan

Conversionation

Content that is adapted to the preferred channels, digital signals, triggers, stages in the life cycle and needs of people is becoming increasingly important. So, determining input and output and drafting a plan that maps the relevant content and carriers in each contact moment through the life cycle is a must. 2) The buying cycle. People now have much more control over the flow of information and communication channels.

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