ANNUITAS

AUGUST 23, 2016

Rather than understanding certain market conditions that could trigger a buying cycle or impact how buyers buy, organizations appear to be content with simply trying to push their message (as Joel points out in a very intrusive way) on these buyers with no understanding of what is happening in their world.

Marketing Automation 100

Marketing Automation Automation Terms and Conditions Multi-Channel 100

ANNUITAS

NOVEMBER 15, 2011

Part of the reason that executives are so hesitant to buy into marketing is that they’ve not been provided a solid business case for making the necessary investments into marketing that will improve their business. Design sales quotas to match average buying cycles. It’s imperative that marketing gains executive support.

Positioning 100

Positioning Work Management Planning Marketing Management 100

ANNUITAS

APRIL 11, 2011

It also allowed me the opportunity to mingle with many great B2B sales people, which is a departure from my norm of usually interacting with B2B Marketers. The B2B buyer is truly driving the buying process taking control out of the hands of sellers. Social media has played a pivotal role in the shift of the B2B buying process.

Top of Funnel 100

Top of Funnel B2B Sales Buy Process 100

ANNUITAS

OCTOBER 6, 2010

Define Your Buyer Profiles & Buying Cycle. that has nothing to do with your business, your interests or where you are with regard to potentially buying a product or service. In addition, as you define the buyer profiles, be sure to also identify and map the buying cycle.

Lead Ranking 100

Lead Ranking De-duping Work Management Lead Qualification 100

ANNUITAS

AUGUST 28, 2012

The EVP of Sales broke the tie when he stated “if we can get the right demographic criteria and understand how they are behaving and interacting with us, I will leave it to my rep’s to help them build the business case, show the need and help their prospect get the needed budget.” Case closed. Group Thinking.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

ANNUITAS

AUGUST 28, 2012

The EVP of Sales broke the tie when he stated “if we can get the right demographic criteria and understand how they are behaving and interacting with us, I will leave it to my rep’s to help them build the business case, show the need and help their prospect get the needed budget.” Case closed. Group Thinking.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

ANNUITAS

DECEMBER 22, 2011

If the prediction from Gartner is true, then in less than eight years 85% of the B2B buying process will be done with no human interaction. There is no clearer indication that the buyer has changed and that the open access to online and social information is where buyers will spend the majority of their buying cycle.

CMO 100

CMO Peer-to-peer Vendors Gartner 100

ANNUITAS

APRIL 26, 2011

Their self-directed path to buying has changed significantly. The most notable change in this path is that sales interaction comes at the end of the buying cycle instead of at the beginning. In addition, buyers are now demanding one-to-one communication as they drive their own buying experience.

Lead Management 100

Lead Management Work Management Marketing Management Lead Scoring 100

ANNUITAS

AUGUST 4, 2015

From your insights into your buyers you should know for each stage of the buying cycle: Which personas are involved at each stage. At different stages of the buying cycle, buyers look to different sources for information. Make sure your program is listening for and responding to interactions across channels.

Content Marketing 100

Content Marketing Buyer Personas Buying Cycle Demand Generation 100

ANNUITAS

MAY 15, 2015

So when Jennifer and Marisa unveiled the results of the 2015 B-to-B Buying Study of the behavior of 1,000 executives it’s easy to understand how the marketers in the room were taken aback. What the study showed was that buyers are interacting with sales reps more than 50% of the time in the earlier phases of the buying process.

B2B Sales 100

B2B Sales B to B Lead Ranking B2B 100

ANNUITAS

APRIL 8, 2014

If, for example, salespeople are making changes that they shouldn’t, then the prospects and customers that are actively engaged with your brand might suddenly be excluded from the programs you want them to interact with. 2) Compel them to convert earlier in the buying cycle. Sounds data-driven to me.

Marketo 100

Marketo Demand Generation Buying Cycle Lead Scoring 100

ANNUITAS

NOVEMBER 6, 2012

If you contrast his interactions and behavior with that of the decision maker, they were quite different. He was in fact active at the beginning of the buying cycle. Another way to illustrate this is to use the “Buying Cycle” as described by Robert Jolle, author of Customer Centered Selling. Acknowledgement.

Purchase 100

Purchase Buying Cycle Buyer Personas Demand Generation 100

ANNUITAS

JUNE 1, 2015

Citing sources from their own research and that of Forrester and Corporate Executive Board (CEB ) that show how the majority of B2B buying cycles are self-driven, digital endeavors, Sirius then showed additional research that said these research backed statements – including their own – may not be completely accurate.

B2B Sales 100

B2B Sales Top of Funnel Research B2B 100