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  • NUSPARK  |  THURSDAY, FEBRUARY 18, 2016
    [Buying Cycle, Information] Matching the Offer with Buyer Mindset: The Website Dilemma
    So, in other words, we’re talking about where they are in the buying cycle. Buying Cycle Stages. Before we go further, let’s agree on our buying cycle stages for the sake of this discussion. As soon as they select the right product, package or service, they will buy. You get the drift. Awareness.
  • HUBSPOT  |  WEDNESDAY, MARCH 5, 2014
    [Buying Cycle, Information] Lead Gen 101: How to Create an Intuitive Website Conversion Path
    The length of your form will depend on a couple things: The offer''s stage in your buying cycle - For example, if you''re giving away a free checklist or infographic, you might only want to collect first name, last name, and email. Include a follow-up offer, ideally for whatever the next stage is in your buying cycle.
  • KOMARKETING ASSOCIATES  |  TUESDAY, APRIL 19, 2016
    [Buying Cycle, Information] How to Match Your Content Strategy with the Buyer’s Journey
    With these thoughts in mind, I want to walk through some ways to map your content strategy to match the three primary stages of the buying cycle and the types of content that might resonate best with the audience at each stage. Stage 3: Ready to Buy. How do you align your content strategy with the buying cycle?
  • ETRIGUE  |  FRIDAY, OCTOBER 31, 2014
    [Buying Cycle, Information] Roland The Headless Thompson Gunner
    Unlike simple batch-and-blast email systems, prospect visit data is collected and constantly updated, actions trigger follow-up, and sales is always informed of prospects that merit a personal contact. The actions of everyone viewing your site – as individuals – are important to understanding where potential prospects fit in a buying cycle.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 8, 2014
    [Buying Cycle, Information] Lead Nurturing in 6 Simple Steps
    Make sure you understand what each persona looks like, their needs and goals, what information they’re looking for and how they prefer to receive their information. Decide what information would be most relevant to them . Lead nurturing is pretty easy to understand, but hard to execute when you have little time or budget.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 16, 2013
    [Buying Cycle, Information] The 4 As of Sales Enablement Content Success
    As sales coach Bob Apollo explained recently , sales and marketing teams have a lot to learn from each other, noting that, “If marketing really engages with salespeople on a regular basis, they can develop a much better idea of what an ‘ideal prospect’ looks like and how prospects make buying decisions – and what marketing can do to help.”.
  • TOM PISELLO  |  WEDNESDAY, JUNE 2, 2010
    [Buying Cycle, Information] SiriusDecisions profiles value of Alinean and it's sales.
    Wednesday, June 02, 2010 SiriusDecisions profiles value of Alinean and its sales / marketing tool offerings According to SiriusDecisions: "Successful reps know that establishing credibility and providing value to a prospect or customer throughout the buying cycle is the difference between closing the deal and losing it. Think Again.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, MAY 29, 2014
    [Buying Cycle, Information] AGILE SELLING: Helping Salespeople Deal With Overwhelm
    Too much was changing: products, buying cycles, the economy, technology, competitors. They wanted you to continually bring them ideas, insights and information to help them be more successful. But I’m frazzled too. How can you help me?” ” Initially, I thought it was a time management problem. Agile Learning
  • ACT-ON  |  WEDNESDAY, MARCH 23, 2016
    [Buying Cycle, Information] New Research on How B2B Marketers Get More Leads
    As a result, there’s quite a lot of information available about what works and what doesn’t. The extra information will help your sales team winnow out the weaker leads. It doesn’t ask them for the same information all over again. Buyers – and particularly B2B prospects – know we’ve got their information. Sound good?
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 18, 2016
    [Buying Cycle, Information] Use These 5 Steps To Plan for Better Lead Nurturing
    Modern Marketers know that not every prospect is ready to buy now. It turns out that 80% of unqualified prospects today will go on to buy from someone within the next 24 months. Interview your customers—as well as those that did not buy from you—to define your ideal customer profile and develop buyer personas.
  • TOM PISELLO  |  WEDNESDAY, SEPTEMBER 29, 2010
    [Buying Cycle, Information] Tech Media Publishers looking more Like Interactive Marketing.
    The age of Internet fueled buying decisions means that traditional print publications just dont meet buyer or seller needs. One of the programs we worked on is with Ziff Davis Enterprise (ZDE), launching a suite of interactive tool services for IT vendors to drive more qualified leads, reduce sales cycles and generate more transactions.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, AUGUST 18, 2013
    [Buying Cycle, Information] Marketing Automation Simplified: The Small Guide to Big Ideas [eBook]
    by Amanda Batista | Tweet this The influx of content, information, and education available to consumers is an astounding, evolving issue for marketers. This access to vast sources of information that marketers are applying to execute and achieve more refined marketing simply can’t be gleaned manually. This isn’t just arts and crafts.
  • SYNECORE  |  TUESDAY, NOVEMBER 27, 2012
    [Buying Cycle, Information] 6 Steps to Generate Leads Online with Content
    In this veritable maelstrom of information, how can brands use content to form connections that matter? To generate quality leads, you must CONSISTANTLY produce content that is relevant to your target audience at each stage of the awareness/buying cycle. Don’t forget this. The same is true with content marketing.
  • B2B MARKETING INSIDER  |  THURSDAY, JANUARY 9, 2014
    [Buying Cycle, Information] Is Context The Future Of Customer Experience?
    The information this device gathers about us (or that we tell it) will help companies create experiences that make the “segment of 1” a reality.  I envision the world around me being aware of my demographics and psychographics, as well as the contextual information about my current state.  The e-book summarizes these answers. Strateg
  • B2B LEAD GENERATION BLOG  |  MONDAY, MAY 13, 2013
    [Buying Cycle, Information] Digital Marketing: B2B marketers can get fresh, new ideas from B2C
    It was her untypical response that gave Gendusa pause. “I instantly felt comfortable and willing to give my contact information,” she said. Then I thought, ‘Wow, that’s interesting, I’m always getting asked to give my contact information. We’re dealing with people, and all people behave the same. What made me respond so quickly now?’”.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, NOVEMBER 10, 2010
    [Buying Cycle, Information] 5 Things You Shouldn’t Expect from Marketing Automation
    Marketing automation is becoming a vital tool in today’s B2B space, as more marketers need to gain a better understanding of their customers’ buying cycles and increase their ROI from every campaign. If your marketing automation program sends your buyers information that is off-target, they will ignore your messages.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, SEPTEMBER 28, 2011
    [Buying Cycle, Information] 3 Lead Scoring Problems – And How to Solve Them
    Gone are the days of inundating sellers with poorly qualified leads or “prospects” with little or no interest in buying. Solution: Create a level playing field for prioritizing and assigning incoming leads based on information available from your CRM and from secondary data sources. Share email. Facebook. LinkedIn. StumbleUpon.
  • SYNECORE  |  THURSDAY, NOVEMBER 29, 2012
    [Buying Cycle, Information] Your Brand's 2013 Content Marketing Plan
    WHAT WE NEED TO DO TO GET THERE: We need to create a 2013 content calendar organized in the following way: Vertically, by a) theme, each of which will be a distinct campaign, and b) every segment of our target audience; Horizontally, by a) stage of the buying cycle (TOFU, MOFU, BOFU), and b) content media to connect with each audience segment.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, OCTOBER 2, 2011
    [Buying Cycle, Information] How Many Fields Belong On Your Landing Pages? [Chart]
    You should be matching up the forms on your landing pages to the stage in the buying cycle. Streamline your forms to make them as easy as possible to submit, including using form pre-population and speading out your requests for information using Progressive Profiling. Of course, not all forms serve the same purpose.
  • LEADERSHIP  |  FRIDAY, AUGUST 1, 2014
    [Buying Cycle, Information] Interesting Infographics: 6 Components You Need In A B2B Online Marketing Program
    think you will find the following information valuable, which Circle S Studio also emphasizes in their infographic: Essential Components For A Successful B2B Online Marketing Program. Please consider the “buying cycle”; by doing so, you can determine which format is appropriate for a certain step in the buying circle.
  • ANNUITAS  |  TUESDAY, MARCH 8, 2016
    [Buying Cycle, Information] Do Your Personas Need A Makeover?
    It’s true that it takes a village now more so than ever to make a purchase, but that buying committee does have a limit, and personas will help you narrow your focus to those audiences. Too Much Information (TMI)-. What would trigger them to enter a buy cycle? How long does it take to buy a solution like yours?
  • NUSPARK  |  MONDAY, OCTOBER 24, 2011
    [Buying Cycle, Information] How B2B Buyers Have Changed- and the Role of Content & Social Media
    B2B buyers are time deprived and risk averse – and also enormously well informed. Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago. Informative, non-promotional content in the form of blogs, case studies, webinars, white papers, videos, etc.
  • NUSPARK  |  MONDAY, OCTOBER 24, 2011
    [Buying Cycle, Information] How B2B Buyers Have Changed- and the Role of Content & Social Media
    B2B buyers are time deprived and risk averse – and also enormously well informed. Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago. Informative, non-promotional content in the form of blogs, case studies, webinars, white papers, videos, etc.
  • NUSPARK  |  THURSDAY, JUNE 2, 2016
    [Buying Cycle, Information] Why Your B2B Buyer Personas Are Not Helping to Increase Lead Conversions
    And sales cycles linger endlessly. If you let them guide the way, you likely will fail to create content that attracts buyers and directs them step by step through the buying journey. Because salespeople don’t know where prospects turn for information as they move through the buyer’s journey. Or, at least, that’s the theory.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 20, 2015
    [Buying Cycle, Information] How to Match Great Content to Your Sales Funnel
    In the B2B marketing world, the buying cycle is long. There's a long cycle that has a lot of money and resources at stake, so you need to nurture your prospects all the way through the process. and the same holds true for the sales cycle. Navigating the Sales Funnel. 1. Top of the Funnel. Middle of the Funnel.
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 27, 2012
    [Buying Cycle, Information] Inbound Marketing: Do You Have A Content Destination?
    And the reason is simple: the decision making process in B2B is a bit more complicated than buying a pack of gum. Today’s marketing should identify a content strategy that meets all the information needs of our buyers, in all the places they are looking, at all stages of the buying cycle. zzzzzzzzzz (snore).
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 28, 2013
    [Buying Cycle, Information] How to Start Your Company’s Discussion About Marketing Automation
    Profile customer information and behavior accurately. Guide prospects through the buying process by delivering the right messages at the right time through the right channel. Measure and manage effectiveness across stages of the buying cycle. Marketing is moving in leaps toward the complementary themes of art and science.
  • SAVVY B2B MARKETING  |  THURSDAY, NOVEMBER 18, 2010
    [Buying Cycle, Information] How to Engage Hyperactive Tech Buyers: Insights from TechTarget
    Yet you also found that these prospects are varying their search terms based on where they are in the buying cycle. Does that mean they are collecting content as they find it, yet will continue gathering information throughout the process? A. Complex purchases require team buy-in and selling up within the company. Q.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 6, 2015
    [Buying Cycle, Information] Lead Generation That Converts Leads into Sales Opportunities
    Keep the ‘giving of information’ at a comfortable leve l. They come to your site for information. People start to question the value of providing too much information on forms before you’ve earned their trust. Start with requesting basic information such as an email address. challenge.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, DECEMBER 29, 2011
    [Buying Cycle, Information] How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment
    Depending on the nature of the presentation, this indicates a relatively early stage in the buying cycle. The buyer enjoys a level of anonymity while gathering information to determine whether the solution warrants a conversation. The challenge is capturing this information. They need to do the same with trade shows.
  • B2B MARKETING INSIDER  |  MONDAY, AUGUST 24, 2015
    [Buying Cycle, Information] What Does A Content Marketing Plan Look Like?
    Step # 1 : Get Buy-in For Your Plan. To make this happen, HubSpot recommends doing these 3 things when pitching your plan to get buy-in: Talk about the challenges your plan will solve. Once you have your buyer personas, conduct a content audit and look at where the content gaps are in the buying cycle for each audience.
  • PUZZLE MARKETER  |  WEDNESDAY, MAY 29, 2013
    [Buying Cycle, Information] The New Rules of Lead Generation Book Review
    Tacking on some more traditional thinking, he identifies what stage in the buying cycle (attention, interest, decision, and action) the lead could be in and then suggests developing products/services that solve a problem at each particular stage. For more information on The New Rules of Lead Generation: Like the book on Facebook.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 30, 2013
    [Buying Cycle, Information] 5 Steps to Feed the Content Beast
    She works primarily with financial technology firms to refine their integrated marketing strategy and content marketing programs, helping them facilitate the customer buying process. For most marketers, creating enough content to support each stage of the buying cycle is an overwhelming task. Step 1:  Pick a Strong Topic.
  • STORIES THAT SELL  |  THURSDAY, SEPTEMBER 22, 2011
    [Buying Cycle, Information] How HP Case Studies Cater to Readers and Skimmers
    Or, someone might intially skim but read more closely further into the buying cycle. One of the best ways is to summarize all the key information on page one of a multi-page story in a sidebar. Over and over, we hear that most buyers don't really read marketing copy, but rather skim it. First, that may not always be true.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 10, 2014
    [Buying Cycle, Information] Tips From Demand Gen Report’s 2014 B2B Buyer Behavior Survey
    by Amanda Batista | Tweet this While the sales cycle is getting longer and buyers continued to wait to engage with sales, B2B buyers are more satisfied with the process than they were a year ago, according to Demand Gen Report’s 2014 B2B Buyer Behavior Survey. To what do you attribute this?
  • VIEWPOINT  |  THURSDAY, MAY 7, 2015
    [Buying Cycle, Information] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)
    The creators of this process reasoned that because reps did not do the necessary follow-up, it was easy to mail additional information in intervals to keep and create more interest. Marketing became further educated when they asked sales about the customer buying process and the sales selling process. It’s 2015. Voice nurturing!
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JULY 29, 2015
    [Buying Cycle, Information] 8 Tips to Jump Start Your Account-based Marketing
    Look at the win rates and the length of sales cycles. Analyze your customer database to identify common traits, and think about accounts with a history of buying from companies like yours. 2. Run the list against a predictive model and tier the accounts by low, middle and high in terms of their likelihood to buy from you.
  • SALES ENGINE  |  FRIDAY, SEPTEMBER 18, 2015
    [Buying Cycle, Information] Content Marketing: Now Serving Freshly Squeezed SEO Juice
    Buy accounting software”—okay, so now I understand this person’s intent a little more, and we start to get an idea of where the prospect might be in the buying cycle. Now what if we add “Buy SaaS-based accounting software”? Now let’s say the keyword is “Buy SaaS-based accounting software for XYZ industry.”
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 26, 2015
    [Buying Cycle, Information] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
    Unless you do that, you don’t have a way to segment your lead accurately and send them the right content for where they are in the buying cycle. Qualification information for each lead. Soon, sales began to see why they needed to capture accurate information about leads in the system. Have you talked to them?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MAY 21, 2015
    [Buying Cycle, Information] 33 Inspiring B2B digital marketing case studies
    Maybe it’s because the buying cycle takes longer, more people are involved in purchase decisions and sales are made for rational, not emotional, reasons. SAP : The global strategy was aimed at enabling cross-cultural information to be efficiently shared around the company. SAP Is it harder or are we not looking hard enough?
  • SOCIAL MEDIA B2B  |  THURSDAY, OCTOBER 31, 2013
    [Buying Cycle, Information] The Difference Between B2B and B2C Digital Marketing
    The method by which people find information has largely become the same, thanks to computing technology and of course Google’s drive to make vast information searchable on every level. It’s easy to abuse both social media and email, with poorly targeted ‘blasts’ of information that matter to a hungry sales division.
  • WEBBIQUITY  |  MONDAY, MARCH 28, 2011
    [Buying Cycle, Information] Why Social Media Matters for B2B Vendors
    B2b buyers use social media tools throughout their buying processes, from problem-solving and how-to content in the initial research phase through product/vendor comparisons and customer experience validation. Bloggers provide much of this information, supplementing the reporting and commentary of trade publications and industry analysts.
  • ANNUITAS  |  THURSDAY, FEBRUARY 20, 2014
    [Buying Cycle, Information] Content Creation Fundamentals
    You won’t get too far in developing relevant and engaging content without defining your audience, understanding what they need and want to hear, planning what you want to convey to your audience, and how you want to share information with them along their buying journey.  People have an irrational fear of writing I think. Ask them.
  • NUSPARK  |  SATURDAY, DECEMBER 31, 2011
    [Buying Cycle, Information] 32 Resolutions to Prepare for Your 2012 B2B Lead Generation Program
    Understand the power of social media and search engines in the buying process; and do consider more time/resources/financial allocation towards inbound marketing and demand generation strategies that attract prospects to your funnel. Laser-focus your solutions to the target audiences most likely to buy from you. Cost-per-lead.
  • ANNUITAS  |  TUESDAY, AUGUST 4, 2015
    [Buying Cycle, Information] Is Your Content Marketing Missing the Mark?
    Do any of these statements sound familiar? “We have a lot of great content, and we generate a ton of leads but sales accepts only a few as sales-ready.”. “We can’t keep up with all the campaign requests we get from sales.”. “We have white papers for every buying stage, but we just can’t get enough people to download them.”. Information Needs.
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 23, 2011
    [Buying Cycle, Information] Make Lead Nurturing Work For You
    The role of lead nurturing is specifically to move the prospect forward and give information, when they want it, and in a format that they want it in through “calls to action.”. You know what information targeted sales leads are asking for so give it to them. good CRM Tool is very helpful in keeping organized. —-. Rob is the Sr.
  • MARKETING ACTION  |  THURSDAY, FEBRUARY 27, 2014
    [Buying Cycle, Information] 6 Lead Scoring Lessons for Better Lead Conversion
    This is because lead scoring is a mechanism that when done correctly helps both sales and marketing meet the prospective buyer at the right time in the buy cycle. They are:  1.       Leadership buy-in to a lead scoring approach is critical. The lead scoring caveat. We at NuGrowth ( www.nugrowth.com ) have a unique view on this.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 16, 2016
    [Buying Cycle, Information] 3 Technology Trends Powering Account-Based Marketing
    At the same time, a significant amount of research by B2B buyers is being done through publisher sites, buying guide portals, technical comparison sites, social sites, and a vendor’s own website. For every piece of digital information that is predictive of buying intent, there are hundreds of data points that are just noise.
  • BIZNOLOGY  |  MONDAY, FEBRUARY 23, 2015
    [Buying Cycle, Information] 15 B2B case studies show how content marketing drives ROI
    Use specific content solutions to impact different stages of the buying cycle. This campaign targeted C-level prospects in financial institutions with $1 billion or more in assets across the buying cycle. 70% of content marketers are creating more content than they did a year ago (source: Content Marketing Institute ).
  • TONY ZAMBITO  |  SUNDAY, MAY 8, 2011
    [Buying Cycle, Information] Content Marketing and Sales Enablement Must Get Married
      Devising content strategy and content marketing tactics is becoming predominantly about publishing content that meet buyer demand for knowledge in the early stages of the buying cycle.    Tools related to processes and having information available at their fingertips when prospecting and calling on buyers. 
  • PWB MARKETING BLOG  |  TUESDAY, OCTOBER 18, 2011
    [Buying Cycle, Information] 10 Facebook Tips Every B2B Marketer Should Know
    Know your buyer personas and their buying process, then develop content (white papers, ebooks, webinars, etc.) around each stage of the buying cycle. There’s nothing worse than a fan going to your page and seeing outdated information or posts that are weeks old. If not, don’t be discouraged. Don’t feel overwhelmed!
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JUNE 11, 2015
    [Buying Cycle, Information] Map Your B2B Content Marketing Plans to Your Personas with These 5 Easy Steps
    It seems to me that many of us have fallen into this cycle of churning out as much content as possible, but is this really the right approach? Think about how people buy from you and the stages they go through. At the end it depends on your buyers, the length of the buying cycle and how complex your process needs to be. 2.
  • SALES ENGINE  |  WEDNESDAY, APRIL 20, 2016
    [Buying Cycle, Information] Are you using the wrong lead-gen model?
    That was what we used to do before the emergence of a content-heavy internet, and it worked because sales people were the gatekeepers of information about products and services within a company. We may not have wanted to talk to sales reps, but that’s how we got the information we needed. The B2B sales process has changed.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 20, 2015
    [Buying Cycle, Information] 4 Steps to Lead Nurturing: Walking the buying path with your customers
    define lead nurturing as consistent and meaningful communication with viable prospects (those that are “a fit” for your solution), regardless of their timing to buy. It’s not “following up” every few months to find out if a prospect is “ready to buy yet.” Tweet Lead generation can take you on a long hike. It’s about progression.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, NOVEMBER 19, 2015
    [Buying Cycle, Information] Modern Marketing is Customer-Centric in 140 Characters or Less #MME15
    We have seen changes in the entire buying cycle and how prospects discover information related to purchases, so it is logical that marketing has also changed along with it. Consumers are less willing to accept advertising content and have more buying power - they`re more digitally savvy. Long sales cycle? MME15.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, AUGUST 13, 2014
    [Buying Cycle, Information] Content Marketing Trends Taking Us into the Future
    Social changed the way information spread, and now even B2B brands see benefits from engaging on multiple channels to interact with today’s informed, socially-savvy, and independent buyer. Compelling video assets have become one of the the best ways for your brand to offer unexpected value and humanize the buying process.
  • B2B MARKETING TRACTION  |  FRIDAY, MAY 30, 2014
    [Buying Cycle, Information] Why B2B Marketers Must Pull Up From Boring Product Marketing
    Because the buying cycle usually starts online (studies show that buyers are often more than 60% through the buying decision cycle before they contact your company), showing the “human-ness” of your company and brand online is critical. People want to see from whom they are about to buy! 3. Trust.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 17, 2016
    [Buying Cycle, Information] 10 Digital Marketing Trends That Should Influence Your 2016 Content Strategy
    Numbers behind this trend : Nearly three out of every four (71 percent) technical professionals visit at least six websites a week for work-related purposes, with 85 percent pinging search engines for information during the research analysis portion of the buying cycle. Data Management. Source ). Digital is Where the Money Is.
  • MARKETING ACTION  |  THURSDAY, MAY 9, 2013
    [Buying Cycle, Information] Email Marketing: Best Practices in a Multichannel, Multi-Device World
    Establish rapport and trust prior to the beginning of the buying cycle. Alison Shaffer, director of marketing operations and analytics at Dell, stressed that email is a good way to collect behavioral data, and that combining email with a strong online presence can shorten the buying cycle. Just sayin’.).
  • PWB MARKETING BLOG  |  FRIDAY, SEPTEMBER 23, 2011
    [Buying Cycle, Information] Secret to a Killer B2B Social Media Program
    The secret to a killer B2B social media program is to have a content marketing strategy that defines your company’s buyer personas and their buying process. Content should be built around the different stages of the buying cycle. Top of the Funnel: Educate and Inform. Frustrated. Bottom of the Funnel: Close the Sale.
  • BIZNOLOGY  |  WEDNESDAY, FEBRUARY 17, 2016
    [Buying Cycle, Information] Generating ideas for your content marketing
    Walk Prospects Through the Buying Cycle. With all your content, not just your newly discussed trove of content, be sure you are adapting so that you have items of interest to prospects at all points along the buying journey. Not all of that information even needs to be on your site. Your Outbox is a Goldmine. More gold!
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 8, 2012
    [Buying Cycle, Information] Is Your Content Boring? Here’s 6 Steps To Great Content
    We need a content strategy to understand what content our audiences want, at each stage of the buying cycle, and in all the places where they look for it. Some of the trends supporting this movement include the democratization of information as we now use social media and our connections to filter our news. Blogs. Newsletters.
  • B2B MARKETING INSIDER  |  THURSDAY, SEPTEMBER 20, 2012
    [Buying Cycle, Information] 5 Steps To Emails That Get You New Customers
    With the right content and the mindset that you can deliver valuable content to your prospects, email can be an effective tool to move your prospects from the awareness, to the consideration, and finally the purchase phase of the buying cycle. The Landing Page is informative.  The Email should be simple and concise. 
  • MODERN B2B MARKETING  |  THURSDAY, JUNE 21, 2012
    [Buying Cycle, Information] Content Marketing is Now Visual – Are You Ready?
    We’re in a state of information overflow, and many are looking for a way to dig out. Simultaneously, we have learned to digest information faster – sometimes even at a glance. Visual content marketing is the utilization of images to engage your prospects through the buying cycle. Victory! Or not?
  • B2B MARKETING INSIDER  |  WEDNESDAY, AUGUST 19, 2015
    [Buying Cycle, Information] 3 Steps To Waltz Your Way To Lead Generation Success
    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. Informational whitepapers will appeal more to buyers in the early stages of their purchase while they are doing research.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 14, 2014
    [Buying Cycle, Information] How to Unlock the Lead Generation Power of Your B2B Website
    Those things include zeroing in on your buyer personas , creating content that is mapped to their buying process and using social media to share your content and attract more traffic. download” or “register”), stand out, mirror the buying cycle and match the headline of the landing page to which the visitor is taken. Forms.
  • MODERN B2B MARKETING  |  THURSDAY, JUNE 26, 2014
    [Buying Cycle, Information] Be Relevant or Die: The New Nature of Nurture
    Thanks to increasingly sophisticated data collection technology, marketers now have the option to track and collect massive amounts of information about their prospects and customers. When your customers willingly share their personal information, they rightfully expect an improved user experience. But the simple truth?
  • B2B MARKETING INSIDER  |  THURSDAY, JANUARY 24, 2013
    [Buying Cycle, Information] Top 50 B2B Marketing Influencers On Twitter
    Comscore – We provide analytics for a Digital World, turning information into insights and actions for our clients to maximize the value of their digital investments. MarketingB2B – B2BMarketing.com – Where the B2B marketing community comes together to share information, news, insights and knowledge. Powerful. link].
  • CMO ESSENTIALS  |  FRIDAY, NOVEMBER 13, 2015
    [Buying Cycle, Information] Getting Demand Generation Right: 5 Things You Need to Change
    While the way B2B buyers buy has changed significantly, many marketing and sales departments are struggling to keep up. While this has been the norm for marketing departments for years, buyers do not buy in a start and stop, tactical fashion. ” This is most apparent in the way marketers buy technology. Times Have Changed.
  • SAZBEAN  |  MONDAY, JANUARY 13, 2014
    [Buying Cycle, Information] 7 Benefits of Using Lead Generation Software
    Improving the user journey IP tracking software enables you to work out the highest exit pages and observe which pages your visitors dropped out of during the buying cycle. This From a marketing point of view consider if the pages display enough content or core information, or if there’s a significant lack of calls to action. Having
  • TOM PISELLO  |  WEDNESDAY, FEBRUARY 2, 2011
    [Buying Cycle, Information] CFOs Take More Control: Frugalnomics in Full Effect
    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%). now finds herself at marketing meetings.
  • WRITESPARK  |  TUESDAY, FEBRUARY 1, 2011
    [Buying Cycle, Information] Content Marketing Insights for Technology Companies
    As a possible reason for this rating, the report concludes that the content produced by tech companies is not matched to the different information needs of buyers at different stages of their decision cycle. Yet the report shows that marketers give middling ratings for the effectiveness of much of this content.
  • SALES ENGINE  |  THURSDAY, OCTOBER 1, 2015
    [Buying Cycle, Information] The B2B Content Marketing ROI You Should Care About.
    Measuring content marketing’s return on investment in B2B companies can be a complex calculation, especially if your solution is expensive, requires committee-based decisions, and has long and unpredictable sales cycles. The focus is very narrow for “Buy GoPro Camera” and therefore, you might be able to compete for that term set.
  • BIZNOLOGY  |  WEDNESDAY, JUNE 22, 2016
    [Buying Cycle, Information] How to implement a Video 1st content marketing strategy that drives action
    But when it comes to the process of making business decisions, people would first invest a couple of short minutes watching an online business video, like a business profile video, a product marketing video, or an animated explainer video, before they invest more time reading… which usually occurs deeper into the buying cycle.
  • B2B MARKETING INSIDER  |  TUESDAY, APRIL 24, 2012
    [Buying Cycle, Information] Content Strategy Ain’t Just For Large Companies
    Yes,  content marketing is just another term for marketing because effective marketing should already seek to deliver on the needs of individual buyers at different stages of the buying cycle with helpful information and educational content. The answer is yes and no. Does Every Company Need A Content Strategy? Write a blog post.
  • THE FORWARD OBSERVER  |  MONDAY, AUGUST 6, 2012
    [Buying Cycle, Information] How B2B Marketers Can Use Lead Scoring to Better Arm Sales
    not ideal prospects who were ready to buy). This not only helps align the right follow-up to the corresponding inquiry, it also helps marketing and sales professionals identify where each prospect is in the buying process.". The ascent of lead scoring parallels the evolving way that B2B customers buy.
  • THE FORWARD OBSERVER  |  WEDNESDAY, AUGUST 14, 2013
    [Buying Cycle, Information] How Landing Pages Are Like Having Your Own NSA For B2B Marketing
    Website landing pages can provide B2B marketers 24/7 information gathering to help increase leads, shorten the sales cycle and close more sales. According to Wikipedia , “The NSA is primarily tasked with global monitoring, collection, decoding, translation and analysis of information and data….”. Establishing Buying Criteria.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 27, 2014
    [Buying Cycle, Information] 10 Ways to Optimize Your Lead Conversion Rate
    When people ask for information, they expect a rapid and personal response. Remember, people buy from people. The prospect may have responded to marketing campaigns and provided basic contact information, but sales professionals need much more than that. Shorten your follow-up time and do it personally. Use your manners.
  • HUBSPOT  |  THURSDAY, FEBRUARY 16, 2012
    [Buying Cycle, Information] How to Map Lead Nurturing Content to Each Stage in the Sales Cycle
    Studies show that 50% of leads are qualified but aren't immediately ready to buy something from you [Source: Gleanster Research]. To nurture those leads correctly, however, you need to somehow adjust your messaging based on their point in the sales cycle. Here's how you can map lead nurturing content to every stage in the buying cycle.
  • MARKETING ACTION  |  TUESDAY, AUGUST 25, 2015
    [Buying Cycle, Information] 5 Keys to Revenue-Boosting Demand Generation
    These early stages of the buying cycle fall squarely into the marketing department’s territories of content marketing, SEO, and social media. And you can use landing pages and forms to collect contact information, initiating a relationship with potential leads that will allow for follow-up and lead nurturing. Nurture Leads.
  • HUBSPOT  |  TUESDAY, MAY 13, 2014
    [Buying Cycle, Information] Content Mapping 101: The Template You Need to Personalize Your Marketing
    In addition to knowing who someone is, you need to know where they are in the buying cycle ( i.e. how close they are to making a purchase). This location in the buying cycle is known as a lifecycle stage. Keep in mind, however, that at this point in the buying cycle, people are still evaluating their options.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, DECEMBER 12, 2012
    [Buying Cycle, Information] What Marketers Need to Deliver the Right Product, Right Place & Right Time
    Armed with that information, you can adjust your product marketing strategy and messaging. Additionally, it’s important to identify how the length of the sales cycle differ from product to product. The more you understand why your customers buy, the better equipped you are to sell. But one thing hasn’t changed.
  • ANNUITAS  |  THURSDAY, JUNE 11, 2015
    [Buying Cycle, Information] Two Reasons Your B2B Marketing Programs Are Failing
    At the same time, they want to provide the information buyers want through a positive experience, and use technology to effectively manage and measure the buying cycle. First, know your buyers and how they buy and align it against your marketing and sales goals. To ignore that would be a waste of time. Congratulations!
  • FATHOM  |  TUESDAY, APRIL 22, 2014
    [Buying Cycle, Information] Is Your About Us Page Killing Your B2B Marketing Strategy?
    Treating Your “About Us” Page Like A Key Step in B2B Buying Cycle . The simple truth is, due to its popularity, the “About Us” page plays a key role In the B2B buying cycle. So try to keep this information short, and focused on how it solves the pains of the consumer. Don’t be ashamed if your answer is “yes.”
  • B2B MARKETING INSIDER  |  THURSDAY, JUNE 9, 2011
    [Buying Cycle, Information] Will Content Strategy Save Marketing?
    No matter what business you are in, buyers are constantly seeking information to either grow their revenue, reduce their costs or eliminate risks. The main goal is to drive deeper customer engagement, and to do so earlier in the buying process. Today’s buyers are clearly in charge. They want content created for their needs.
  • NUSPARK  |  SATURDAY, APRIL 5, 2014
    [Buying Cycle, Information] Website Call to Action; Alternatives to “Contact Us” for lead generation
    Place critical information high on the page – don’t hide it at the bottom. Give detail – ‘Buy Now’, ‘Submit’, and ‘Click Here’ are the worst. Give options – visitors are in different stages of the buying cycle. Here’s a question to ponder: Why did you build a website for your business? What is Conversion Optimization?
  • HUBSPOT  |  WEDNESDAY, AUGUST 12, 2015
    [Buying Cycle, Information] 6 Landing Page Musts for Higher Conversion Rates
    This will allow you to share news about upcoming sales and keep an eye on where they are in the buying cycle at all times. Security Information. Before anyone buys anything from your site, they’re probably going to look for your security seals. These six landing page musts will never change. Matching Products. Short Form.
  • HUBSPOT  |  THURSDAY, JANUARY 30, 2014
    [Buying Cycle, Information] The Essential Guide to Creating a Successful Content Marketing Strategy
    Stage 1: Getting Buy-In. All great content marketing plans start with getting people within the company to buy into your vision -- basically, those people who''ll give you the resources and/or budget to help make your plans a successful reality. Creating content can feel difficult and discouraging. Exciting. Content Marketing
  • NUSPARK  |  FRIDAY, AUGUST 26, 2011
    [Buying Cycle, Information] SEO and Content Marketing Work Together
    There are two kinds of searchers: Early stage buying cycle:  Looking for information; initial research on what firms or products are out there.  Later stage buying cycle:  Convinced of needs; looking for specific solutions; has already done initial research; closer to purchase. Search query is general.  Title tags.
  • NUSPARK  |  FRIDAY, AUGUST 26, 2011
    [Buying Cycle, Information] SEO and Content Marketing Work Together
    There are two kinds of searchers: Early stage buying cycle:  Looking for information; initial research on what firms or products are out there.  Later stage buying cycle:  Convinced of needs; looking for specific solutions; has already done initial research; closer to purchase. Search query is general.  Title tags.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 27, 2012
    [Buying Cycle, Information] Digital Marketing Can Increase Industrial Sales
    The industrial buy cycle has not changed. However, the way potential buyers look for information has. Make sure your digital content focuses on helping them make an informed decision while moving the needle for you. Sources: Frost & Sullivan and GlobalSpec ). See Problem-centric Industrial Marketing ).
  • AGILE B2B COPYWRITER  |  SUNDAY, MARCH 20, 2011
    [Buying Cycle, Information] K’s Top Five for the Week – March 20
    Hope you find this week’s picks to be helpful and informative. B2B Marketing: Calls-to-action and the business buying cycle via @MarketingSherpa. That means matching it to stages of the buying cycle. Tweet This week’s list of top five picks talks a lot about content. But to get results you have to do content right.
  • ANNUITAS  |  TUESDAY, AUGUST 28, 2012
    [Buying Cycle, Information] Why BANT No Longer Applies for B2B Lead Qualification
    The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria.  We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. 
  • VOLACCI  |  FRIDAY, NOVEMBER 29, 2013
    [Buying Cycle, Information] 8 Habits of Marketing Automation Experts
    While they may have very little in common from a business perspective - different industries, verticals, customer buying cycles, etc. - we''ve found some very consistent habits among the very top performers that separate them from the rest of the pack. At Volacci, we work with a lot of Marketing Automation experts. What''s missing?
  • B2B MARKETING INSIDER  |  WEDNESDAY, AUGUST 12, 2015
    [Buying Cycle, Information] Why Landing Pages Are To Leads As Phone Numbers Are To First Dates
    It collects and processes information on website visitors who identify themselves in return for valuable content. Here’s how landing pages work: When someone visits your site, goes to a landing page and fills in a form, landing page software automatically adds that information to a leads database. We hit it off immediately.
  • SYNECORE  |  WEDNESDAY, JANUARY 2, 2013
    [Buying Cycle, Information] Promoting Content with Social Media and eMail Marketing
    Businesses are increasingly reliant on content marketing to inform and educate prospects and existing customers. Such information allows for greater personalization in brand messaging and in marketing content, guiding prospects down the sales funnel more efficiently. SOCIAL MEDIA. EMAIL MARKETING. INTEGRATION IS KEY.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MAY 5, 2014
    [Buying Cycle, Information] Identifying Buyer Profiles: 5 Ways To Segment Your Marketing Audience
    We, as outbound marketers, owe it to our audiences to make sure that the information we’re offering is of the highest relevance and value. This is their journey, and broader knowledge leads to more effective communication and messaging, improved alignment with buying dynamics, and, ultimately, enhanced campaign effectiveness.? ?Depending
  • THE ROI GUY  |  TUESDAY, SEPTEMBER 13, 2011
    [Buying Cycle, Information] Can different call to actions in the Interactive White Paper be recommended based on the customer profile information?
    Often, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance. interactive smart content interactive white paper Demand Generation Pisello Alinean
  • THE FORWARD OBSERVER  |  MONDAY, DECEMBER 15, 2014
    [Buying Cycle, Information] Why Landing Pages are to Leads as Phone Numbers are to First Dates
    It collects and processes information on website visitors who identify themselves in return for valuable content. Here’s how landing pages work: When someone visits your site, goes to a landing page and fills in a form, landing page software automatically adds that information to a leads database. We hit it off immediately.
  • THE ROI GUY  |  MONDAY, MARCH 24, 2014
    [Buying Cycle, Information] Gartner: The Technology Sales Rep Has Lost Their Mojo!
    Gartner research showed that Sales came in last place after Technical and Industry Expert, Service and Support and Senior Executives as ‘the most influential personal interactions across the entire buying cycle’. The evidence? The Gartner research is outlined in this blog article by Tiffani Bova at: [link].
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