Page 2 of 10 Previous | Next 
  • 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  |  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.
  • 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?
  • 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.
  • 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 ).
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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?
  • 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.
  • 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.
  • 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.
  • 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.
  • 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. 
  • 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, 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.
  • MARKETING GENIUS BLOG  |  MONDAY, DECEMBER 19, 2011
    [Buying Cycle, Information] The B2B Buying Process Has Changed a Lot in a Year
    With an expanding menu of information and options available at their fingertips, new research reveals B2B buyers are increasingly bringing their consumer buying patterns into their selection process for business solutions. BtoB buyers’ interest in “test driving” solutions continuing throughout the buying cycle.
  • 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.
  • 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?
  • 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.
  • 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!
  • 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.
  • 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.
  • 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.
  • 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?
  • 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.
  • 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. 
  • 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.
  • 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.
  • 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!
  • 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’.).
  • 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.
  • 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].
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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
  • 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.
  • 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.
  • 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.”
  • 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.
  • 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?
  • 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 ).
  • 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.
  • 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.
  • 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.
  • 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. 
  • 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
  • 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.
  • 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?
  • 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.
  • 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.
  • 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.
  • 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].
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, FEBRUARY 12, 2014
    [Buying Cycle, Information] 31 business building benefits of Buyer Personas
    Gives a deeper understanding and models buying behaviors of  buyers and customers. Gives you the information and perspective you need to make objective decisions about how to craft your marketing messages. Gives a framework to have informed discussions about who your customers are, how they behave, and what they want.
  • ANNUITAS  |  TUESDAY, SEPTEMBER 29, 2015
    [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?
  • DIGITAL B2B MARKETING  |  WEDNESDAY, JUNE 26, 2013
    [Buying Cycle, Information] 7 Nurture Programs You Need To Have
    For many companies, simply maintaining visibility and increasing mindshare between buying cycles will be more valuable than actively pushing towards a change and the start of a new buying process. Engagement in long-term, welcome track and event followup programs helps you to identify where a prospect is in their buying process.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MARCH 1, 2011
    [Buying Cycle, Information] Lead Nurturing Is Not A Marketing Option, It’s A Sales Necessity
    What they really want to know is, “are you ready to buy now?”. Results: Endless cycle of voice messages, unreturned calls and/or a rude NO! After lead nurturing: Salespeople only call those prospects that have sent a clear signal of their readiness to buy with their online interactions with your marketing 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.
  • MARKETING ACTION  |  TUESDAY, APRIL 7, 2015
    [Buying Cycle, Information] Nurturing Leads With Webinars: Awareness is Just the Beginning
    The buyer’s journey has changed due to the high-quality information now easily available to prospects. B2B technology buyers are using this information in the early stages of the buying process and aren’t engaging directly with salespeople until much later. Awareness. Consideration. Evaluation. Purchase.
  • AGILE B2B COPYWRITER  |  WEDNESDAY, FEBRUARY 2, 2011
    [Buying Cycle, Information] Three Tips for Easy Editorial Calendars
    It helps you: Ensure you have content for each part of the buying cycle. Most calendars have these few basic pieces of information. Does it touch every part of the buying cycle? Tweet We’ve all heard it. I see the reminders practically every week in one form or another. And they all say the same thing. Title.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, SEPTEMBER 9, 2012
    [Buying Cycle, Information] Buy, Build or Both Part 2: The basics of list building
    Read the first post here: “ List Buying: 3 reasons why this tactic can be deadly for marketers.” There are so many places where you already have the opportunity to capture someone’s contact information. What today’s consumers want is information that will quickly answer their questions and ease their pain.”.
  • WRITTENT  |  THURSDAY, APRIL 11, 2013
    [Buying Cycle, Information] 20 Killer Web Copywriting Tips
    Put important information in image captions. Take advantage of this prime real estate by writing a descriptive, informative caption. Align buyer persona and buying cycle. If you feel like becoming a Copywriting Superman, you need to learn how to attract visitors. Use the active voice. That makes it powerful. Be concise.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 9, 2013
    [Buying Cycle, Information] 3 Tips to Teach New Reps for Successful Sales and Marketing Alignment
    Teach your salesperson how to take advantage of all information available at hand – such as marketing intelligence on the prospect’s activity on your website (what pages have they visited? These materials are relevant to your target audience and can be leveraged by your sales rep during the sales cycle. How do you avoid this?
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 20, 2013
    [Buying Cycle, Information] Best Practices for Marketing Automation from 11 Experts
    Best Practice #2: Deliver Targeted, Relevant Content When it Counts–Understand your Prospects’ Buying Cycle. “The first step is understanding who’s involved in the buying cycle. What is their typical sales cycle? Is someone in the early stages of nurture looking at pricing information?
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  FRIDAY, JUNE 7, 2013
    [Buying Cycle, Information] Build a Highly Targeted Prospect List Using LinkedIn
    My goal is to assure these companies consider us when their buying cycle starts. After that I pre-sorted and deduped the information and got my prospect list down to about 250 companies. Stuart Armstrong faced a big challenge. Below you''ll read how he used LinkedIn to jumpstart his prospecting initiative.
  • VIRALLY BLOG  |  WEDNESDAY, JANUARY 15, 2014
    [Buying Cycle, Information] What is content marketing?
    Content marketing is not new but with the advance in technology and having a connected device in our pocket we are able to get access to more information than ever before. You see our prospects and customers are informed and educated and anyone can pretty much find the answer out to most questions. Lets go! Why content marketing?
  • ANNUITAS  |  THURSDAY, MARCH 27, 2014
    [Buying Cycle, Information] Demand Generation – It’s Not That Easy
    Is success in today’s ever changing B2B buying environment really just a matter of want to?  Is success on impacting pipeline and generating demand really just a few simple steps away?  Despite the information that is being peddled by some, all indications would say that what marketers are facing today is a pretty tough climb.  Really?
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 24, 2015
    [Buying Cycle, Information] 6 Steps to Fix a Leaky Pipeline
    This lead may be sales-worthy, but they still require more nurturing to get to a point where they are ready to buy. Sales-Qualified Lead: This lead has been accepted by sales and has shown a level of interest that makes the sales team think the lead will buy within a certain amount of time. Learn the Language. Score Leads Accurately.
  • NUSPARK  |  SUNDAY, SEPTEMBER 9, 2012
    [Buying Cycle, Information] Online Display Advertising, Targeting, and Capturing Leads
    Such information to gather includes: • Minimal spend. If a prospect downloads a white paper, you can serve the prospect a banner ad that offers a new piece of content that promotes a topic that complements the white paper or is more promotional as you guide the prospect through his/her buying cycle. Cost models- CPM, CPA, CPL.
  • B2BBLOGGERS  |  WEDNESDAY, APRIL 28, 2010
    [Buying Cycle, Information] 6 Tips for Understanding the B2B Business Decision-Making Process.
    The decision-making process for purchasing business software, for example, is longer and more complex than that which involves an individual consumer and an impulse buy. Where the decision to buy the shoes was largely on impulse and based on design and emotional appeal (i.e., Why buy? The buyer isn’t spending their own money.
  • SAVVY B2B MARKETING  |  THURSDAY, AUGUST 11, 2011
    [Buying Cycle, Information] The 7 Cs of Twitter Success
    For instance, when I started tweeting, I decided to only tweet about information and topics of interest to B2B marketers (my target audience). Center on Valuable Content –Adopt the mind-set of delivering information that others will find valuable. Follow these seven principles to get started on the right path. 1.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 9, 2015
    [Buying Cycle, Information] Content Marketing Tips for Lead Nurturing
    Keep your emails brief, relevant, helpful, informational, but not promotional. Special reports  — Think industry trends, what’s hot and buying guides. The tactics employed and the frequency of touches will depend on the solutions being sold and the buying cycle of the prospect. What can you send via email?
  • CRIMSON MARKETING  |  THURSDAY, JULY 23, 2015
    [Buying Cycle, Information] Why Marketing Should Have a Quota
    It can drive Marketing to stay involved throughout the sales cycle. More information for prospects who are ready to close, but for some reason haven’t. Both Marketing and Sales need to set up a lead-tracking system—all the way through the buying cycle—to know when a prospect purchases, renews, or cancels.
  • MARKETING TO BUSINESS EXECUTIVES BLOG  |  TUESDAY, DECEMBER 6, 2011
    [Buying Cycle, Information] Today’s Rant: Why Marketing is Harder — and More Fun
    The salesperson knows the company size, location and industry as well as the prospect’s role and stage in the buying cycle.  Get comfortable experimenting, acting on partial information, and adjusting course as they find new information. She can assess the prospect’s level of knowledge and fill in gaps. 
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 21, 2013
    [Buying Cycle, Information] How Technology on the Trade Show Floor Can Help Your Sales Team Work Smarter and Sell More
    CEOs need to look at the economics of competitive market dialogue holistically, with Marketing and Sales working together to walk customers and prospects through the buying cycle as economically as possible. And, as we marketers have embraced digital, the value of face-to-face interactions has increased.
  • LEADERSHIP  |  TUESDAY, MAY 13, 2014
    [Buying Cycle, Information] 6 Distinguishing Traits of the New Age B2B Buyer —And 6 B2B Lead Generation Tips to Engage
    Today’s B2B buyer is very adept at using online search techniques to find out as much information as is available in the online world related to the product/service/industry of interest. While this is true, the buyer will still take the time to diligently find the required information way ahead of a purchase decision. Is Not A Machine.
  • B2B LEAD BLOG   |  TUESDAY, JUNE 28, 2011
    [Buying Cycle, Information] To Call or Email? That is the Question
    Listen in and you’ll be surprised at how natural it is to gain permission to send more information, which, of course, requires an email address. Their buying process. How often should we email? What should we do first?” ” The last question always guides me to the best responses for the first two. Their roles in the company.
  • CRIMSON MARKETING  |  FRIDAY, JUNE 26, 2015
    [Buying Cycle, Information] Content Mapping: Why It’s Important to Your B2B Buyer Personas
    Many marketers “have fallen into this cycle of churning out as much content as possible, but is this really the right approach?” ” Here’s what you need to do to start developing a B2B content map: Define your buyer stages.  “Think about how people buy from you and the stages they go through.
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 23, 2013
    [Buying Cycle, Information] New developments in B2B marketing list acquisition
    Plus, the Internet has made possible the introduction of some excellent new opportunities for identifying prospects at various stages of the buying cycle.  Photo credit: Wikipedia. To reach cold prospects among business audiences, sales and marketing teams often begin by developing a list of prospective targets. 
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 27, 2015
    [Buying Cycle, Information] How to Successfully Launch Your First Marketing Automation Program
    more detailed approach will use where these customers are in their buying journey and which of their pain points your product or service addresses. Once your customer information is properly organized, you can begin creating drip campaigns. He covers gamification, healthcare IT, business intelligence, and other emerging technology.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, DECEMBER 18, 2012
    [Buying Cycle, Information] 13 Events You Should Attend In 2013
    The session content focuses on transparency, accountability, information sharing and collaboration, as well as how these shifts are accelerating how businesses go to market. 4.  by Jesse Noyes | Tweet this Today’s guest post was written by  Amanda F. New Media Expo (NMX AKA BlogWorld). Las Vegas, NV. Email Evolution Conference. 18-22.
  • WEBBIQUITY  |  MONDAY, JULY 25, 2011
    [Buying Cycle, Information] Web Presence Optimization, Reloaded
    Because more than 80% of consumer purchases and 90% of b2b buying cycles now begin with search. If your potential customers can’t find you, they can’t buy from you. So I figured it was time to update my inaugural post on this blog, What is Webbiquity? Why is web presence optimization important?
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, FEBRUARY 13, 2014
    [Buying Cycle, Information] How to Use Three Types of Data to Drive B2B Sales
    Some types of data can inform the way you develop your list, while other types of data are gleaned from already existing lists. In order to see success in inside sales, learn how to use data to drive sales by monitoring events that affect your B2B buyer and monitoring predictive analytics to inform you of the next step to take.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 28, 2014
    [Buying Cycle, Information] 6Sense Finds B2B Prospects Using Web Site Activities
    Since then, I’ve had a more detailed briefing, which clarified that their scope extends well beyond prospect lists to predictive models applied across all stages of the purchase cycle. The advantage of Web site activity is it finds companies early in the buying cycle, when they are most open to considering new vendors.
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 10, 2011
    [Buying Cycle, Information] Savvy Speaks: What's Your Strategy?
    Where they're looking for information (in terms of placement and format - text vs. audio vs. video, etc). When they're looking for it (in terms of the buying cycle). quick and very effective way to find out is to ask your sales team about what “buying questions” prospects ask. Read on. Stephanie.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 21, 2012
    [Buying Cycle, Information] The Two Core Elements of B2B Social Media Marketing Success
    Of course, in the B2B realm, your content should be targeted at addressing a specific question or concern of a specific type of buyer at a specific stage of the buying cycle (e.g. Content is like singing a song. Amplification (done well) is like singing that song into a microphone. On American Idol. Late in the season. Case studies.
  • INDUSTRIAL MARKETING TODAY  |  SATURDAY, JUNE 12, 2010
    [Buying Cycle, Information] B2B Websites: To Publish Prices, Or Not To Publish…That Is The.
    There have been many studies done over the years that indicate that price information is the very reason why most B2B buyers visit a vendor’s website. The results from three separate studies confirm this: 61% of engineers surveyed indicated pricing information as one of the primary reasons to visit a vendor’s website. of Tiecas, Inc.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JUNE 24, 2012
    [Buying Cycle, Information] Lead Generation: How 64% of marketers starve Sales of opportunity
    In contacting even qualified leads for hundreds of leading B2B organizations over the years, I have found that only 5 to 40% are ready to buy right now. If that’s the case, don’t let them discard the leads that aren’t ready to buy immediately. Please note: This content must benefit them whether they buy from you or not. 
<< 1 2 3 4 ... 9 10 >>
 

B2B Marketing Zone can personalize the content based on your interests, your LinkedIn profile, what you share on Twitter and LinkedIn, and what content people similar to you are sharing. More on Content Personalization

Sign-in using your social networks so we can begin to personalize your experience.

Sign in with Twitter

Sign in with LinkedIn

or

We need your email and password to allow you to log into your personalization features.

Forgot password?

I don't have an account

 
 

Enter your email address to reset your password. A temporary password will be e-mailed to you so that you may log in.

 
 

Based on...

  • Your interests
  • Your LinkedIn profile
  • What you share on Twitter
          and LinkedIn
  • What people like you are
          sharing

Learn more about Content
Personalization...