Marketing Insider Group

JANUARY 2, 2024

It’s up to the SEO strategist or marketing professionals heading up the SEO efforts for each company to make sure they’ve done adequate research before proceeding. Detailed Keyword Research Prioritize long-tail keywords that align with the needs and queries of B2B buyers. Content tailored for B2B audiences.

SEO 251

SEO B2B Work Management Long Tail Marketing 251

Adobe Experience Cloud Blog

OCTOBER 22, 2018

In reviewing the latest research on account-based marketing (ABM) best practices, it struck me that they mirror what sales and marketing leaders have tried to follow for decades. They’re reaching out to target accounts early in the buying cycle before their competition grabs the advantage. They’re aligning sales and marketing.

Account Based Marketing 134

Account Based Marketing ABM Research Sales Qualified Leads 134

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. How to spot buying signals. When B2B buyers need to solve a problem, they start researching online.

Lead Ranking 309

Lead Ranking Buy Work Management Marketing Management 309

KoMarketing Associates

DECEMBER 8, 2021

B2B buyers have access to more data and information than ever — and that isn’t always a good thing. Buyers can get lost, not just in the buyer’s journey, but also in the overload of information and options they find online. They are more likely to research a problem (sometimes for weeks) before settling on a solution.

Top of Funnel 244

Top of Funnel Buyer's Journey Advertising Benchmark B2B 244

Biznology

APRIL 9, 2018

Most companies conduct various types of research to understand the needs of the market. These may include primary research, 3rd party research, brand wave studies, voice of the customer, and online surveys. Once there, they can engage with product and service content designed specifically for each point in the buying cycle.

Paid Search Agency 184

Paid Search Agency Buying Cycle Classified Ads Keywords 184

Hinge Marketing

FEBRUARY 19, 2021

election, and waves of social issues/changes dominating the media and peoples’ attention, it’s not a wonder that the buying cycle for technology and software firms was both unpredictable and unprecedented. Insight #1: High Growth Technology and Software Firms Conduct More Research. With a global pandemic, a contentious U.S.

Marketing Budget 112

Marketing Budget Budget Programs Software Research 112

Adobe Experience Cloud Blog

OCTOBER 21, 2016

McKinsey research shows that B2B buyers typically use six different channels throughout their decision-making journey, and almost 65% will come away from it frustrated by inconsistent experiences. With the increase in communication vehicles and channels, buyer expectations are simultaneously increasing. What’s the way forward?

Buying Cycle 48

Buying Cycle Buy B2B Thought Leadership Account Based Marketing 48

The Point

MAY 17, 2021

Whatever demand gen channels you use to generate marketing leads, there’s value in always promoting a mix of content and other offers that span the entire buying cycle: early-stage, mid-stage, and late-stage. In fact, a failure to align offers with ad groups can be a prime culprit in poor conversion (click-to-lead) rates.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

6sense

MAY 5, 2016

For years, HP has used internal data and competitive research to identify accounts with a high likelihood of making a purchasing decision. With data driving the next wave of innovation, HP began looking for a partner who could help them improve their ability to predict timing and identify prospects in active buying cycles.

Buying Cycle 48

Buying Cycle Activities Buy Ideal Customer Profiles 48

Inbox Insight

AUGUST 30, 2020

Where do they go to research solutions? What information sources do they trust to aid their decision? Our latest research pulls together essential data about the way decision makers reach their outcomes, giving vendors and demand generation managers the inside track. How buyers do their research.

Work Management 98

Work Management Marketing Management Research Allocation 98

Webbiquity

JANUARY 19, 2023

B2B marketing targets buying groups within businesses. Companies that are looking for products or services with which to assist their own operations will typically have or assign a “product champion” to conduct research on solutions and manage the sales relationship.

Work Management 217

Work Management Marketing Management B2B Marketing B2B 217

Industrial Marketing Today

JUNE 8, 2010

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” She has focused on identifying the problem and providing a 5-step solution to shorten the buy cycle. How can you accomplish all that?

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Top Rank Marketing

NOVEMBER 6, 2023

That’s why it’s crucial to gather comprehensive and accurate information about your target audience. Complex buying cycles and decision-making structures B2B buying cycles are uniquely intricate, and decision-making structures involve multiple stakeholders across functional teams.

Segmentation 116

Segmentation B2B Marketing Planning B2B 116

Industrial Marketing Today

MAY 26, 2010

The problem becomes more acute for the industrial sector because the industrial buy cycle can be a long and complex process that often involves multiple decision makers. The white paper has deconstructed the complex industrial buy cycle into four distinct stages that the buyer systematically goes through.

Buying Cycle 60

Buying Cycle Buy Web 2.0 Allocation 60

NuSpark Consulting

DECEMBER 18, 2017

Despite that, you need e-books, webinars and other information designed to attract leads, walk them through the buying cycle and convert sales. That means you have to build and deliver informative, entertaining information that stands out and rises to the top. Where they are in the buying cycle.

Buyer Intent 211

Buyer Intent Intent ROI Buying Cycle 211

DiscoverOrg

MARCH 5, 2018

Henry : Sales intelligence is actionable information on prospects, your target accounts. Sales intelligence includes information about events, contacts, structure of a department and technology stack – data that helps sales and marketing professionals prioritize who to target, in order to do their jobs more effectively.

Marketing Automation Services 265

Marketing Automation Services Purchase Intent Buying Cycle Marketing Prospects 265

Martech

JULY 16, 2021

We hear a lot about how dramatically the pandemic has affected consumer purchasing behavior, but the business-to-business side of buying is less frequently discussed. At the same time, the number of influencers involved in B2B purchase decisions has increased, leading to a longer and more complex buying cycle.

Account Based Marketing 134

Account Based Marketing Work Management Marketing Management ABM 134

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. It aims to enhance sales productivity, win rates, and revenue by equipping sales teams with the right information and support.

B2B Sales 95

B2B Sales B2B Buying Cycle Sales Qualified Leads 95

The Point

JULY 17, 2017

This year’s report (download a copy here – registration required) is striking in the degree and pace of change reported, since only last year, in how B2B buyers describe their research and purchase processes. But that’s exactly the kind of information buyers want.

Paid Search Agency 241

Paid Search Agency Demand Marketing Automation Services Peer-to-peer 241

Industrial Marketing Today

SEPTEMBER 3, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.”

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Martech

MARCH 18, 2024

Through exposure to marketing, research into categories, conversations with peers and insights from sources of influence, a shortlist of vendors emerges. Some false positives come from human error in how we choose which signals to monitor, and some of them come from the sole fact that research isn’t a guaranteed sign of intent.

Intent Data 99

Intent Data Intent B2B Peer-to-peer 99

Webbiquity

DECEMBER 4, 2018

Sales teams are in the best position to inform marketers of the language prospects are using, while marketers are best able to create and develop messaging that takes the language into consideration. Map Content to the Buying Cycle. This helps to build trust as customers value organizations that share information.

Sales Management 220

Sales Management Top of Funnel B2B Sales Tactics 220

NuSpark Consulting

DECEMBER 13, 2017

When they visit your website or click on links in emails, that information is 1 st party data that belongs to you. This means a large portion of the research that influences their decision happens before they click on any website. Online users leave digital clues about their intentions wherever they go on the internet.

Intent Data 160

Intent Data Intent Bombora Leads 160

Zoominfo

JULY 5, 2023

In partnering with ZoomInfo, the company was aiming to align its sales and marketing teams around the same goals and metrics, and to target prospects early in the buying cycle to deliver the most tailored experience possible. BlueOcean is also using retrospective research to capitalize on new opportunities.

Marketing Analytics Tools 130

Marketing Analytics Tools Zoominfo Ideal Customer Profiles Marketing & Strategy 130

xiQ

JANUARY 30, 2023

Buyers Shifting to Digital and Virtual B2B buyers are dedicating a significant portion of their sales research time, 27%, to independently researching online , leaving limited time, 5%, for interaction with suppliers. This has led to B2B buyers bringing similar expectations for personalization to their B2B experiences.

B2B Sales 126

B2B Sales Work Management B2B Marketing Management 126

Sword and the Script | B2B

SEPTEMBER 12, 2023

58% spending more time researching products before making purchasing decisions; social media has become increasingly important in B2B marketing The consumerization of business technology is probably one of the biggest driving forces in the development of B2B software. It was hard to use. Everything required extra clicks.

B2B Marketing 105

B2B Marketing Peer-to-peer B2B Paid Search Agency 105

The Point

APRIL 26, 2018

B2B is much different, for a number of reasons: One, the buying cycle is longer in B2B. Finally, because the buying cycle is longer and there’s so much content freely available online, B2B brands don’t typically learn until much later in the decision-making process that companies/individuals are interested in their solution.

Intent Data 209

Intent Data Intent Bombora Account Based Marketing 209

Martech

JULY 14, 2022

Factors driving changes in ABM include shifts in buyer preferences and pre-purchase behavior, as well as the development of more sophisticated technology and data products that enable marketers to analyze behavior, identify in-market audiences, and craft experiences for a buying group or its individual members. Why we care.

Account Based Marketing 114

Account Based Marketing Enterprise Management Work Management Marketing Management 114

Sword and the Script | B2B

MARCH 26, 2024

The takeaway here is that prospects respond better to brands that set out to inform rather than sell. More than half (54%) said a solution provider “that consistently produces high-quality thought-leadership content has prompted them to research the organization’s offers or capabilities.” So, how can you get on a shortlist?

B2B Thought Leadership 83

B2B Thought Leadership Thought Leadership Studies B2B 83

DealSignal

APRIL 27, 2023

ABM intent data is about ABM marrying Ideal Customer Profiles, Buyer Personas, high-quality contact information, and intent data into a strategic go-to-market strategy for B2B firms. Open-web research is then categorized across 6,000 B2B topics and three million companies. high yield, low churn) by key attributes.

Ideal Customer Profiles 52

Ideal Customer Profiles Account Based Marketing ABM Intent 52

Zoominfo

MAY 25, 2021

Training wasn’t as immersive as it needed to be, either, says Gupta, who recently co-authored a research paper on this topic for the Journal of Business Research. Whenever marketing or sales activities are performed, the database captures information that answers questions about customers and their needs,” the article noted.

Automation 252

Automation Marketing Automation Services Zoominfo Planning 252

EveryoneSocial

JULY 31, 2018

In fact, being the most effective at your efforts requires your organization to focus heavily on content research. This most likely falls into the marketing departments laps, but sales teams should also have a part in helping with the content research process. What is Content Research? What is Content Research?

Research 79

Research Effectiveness Brand Identity Branding 79

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. How to Spot Buying Signals When B2B buyers need to solve a problem, they start researching online.

Lead Ranking 100

Lead Ranking Buy Work Management Marketing Management 100

Zoominfo

SEPTEMBER 10, 2020

It can also help to streamline contact information, customer history, and lead data. Additionally, when paired with a CRM platform, your sales dialer can manage each prospect and customer journey across the buying cycle. When the sales rep is ready, the dialer initiates the outbound call after presenting information about it.

Zoominfo 264

Zoominfo Work Management Cold Calling Buying Cycle 264

Zoominfo

SEPTEMBER 3, 2020

Automated emails are great for showing possible buyers relevant and personalized information in a timely manner. Shorter sales cycles – Sales cycles are already long for B2B organizations, and automated emails serve as a virtual sales rep to nurture them. What is Email Automation? Especially in the B2B Realm?).

Automation 262

Automation Auto Responder Touchpoints Trigger Marketing 262

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. It aims to enhance sales productivity, win rates, and revenue by equipping sales teams with the right information and support.

B2B Sales 52

B2B Sales B2B Buying Cycle Sales Qualified Leads 52

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. This often results in a more intricate and extended buying process.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52