The ROI Guy

SEPTEMBER 13, 2011

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.

Paper 40

Paper Ideal Customer Profiles Buying Cycle Profiling 40

Tony Zambito

NOVEMBER 1, 2015

Buyer research and buyer personas not built on this foundation will be no better than conventional buyer profiling and run the high risk of being simply meaningless. Oftentimes, we see B2B businesses confuse buyer personas for profiling the roles they are targeting within segments. This will ensure they never get used.

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B Marketing Paid Search Agency 100

The ROI Guy

JANUARY 25, 2011

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own. Content that Matters Most?

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

Madison Logic

JULY 20, 2023

Today’s digital buyers increasingly rely on remote interactions and digital channels to make purchase decisions. The goal is that when the buying group sits down to decide, every member has what they need with content from that brand.

Buy 52

Buy Top of Funnel Account Based Marketing Multi-Channel 52

Litmus

APRIL 11, 2022

Using form-protected content like ebooks, webinars, or white papers that sit behind a “gate” helps you collect first-party data. Now, we think of it more as a profile center. “It In that amount of time we expect them to have opened, clicked-through and interacted with our email.

Email Marketing 83

Email Marketing Planning Webinar Metrics Click Rate 83

The ROI Guy

SEPTEMBER 29, 2010

Tech Media publishers have seen an exponential shift in buyer behaviour, recognizing that the B2B buying decisions these publications support are now Internet driven , and that buyers are in control of the buying cycle like never before - seeking trusted sources of diagnosis, advice and recommendations.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

The ROI Guy

SEPTEMBER 17, 2010

The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? These three issues are having a measurable impact on marketing.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

Everything Technology Marketing

APRIL 8, 2010

They want to be able to engage with a vendor when they are ready and actively seek out advice, often very late in the buying cycle, and have the vendor guide them through a complex buying and problem solving process - outsourcing part of the buying process to the vendor community if you will.

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Buying Cycle Lead Ranking 100

NuSpark Consulting

JULY 13, 2016

Executives can no longer ignore these channels when their entire consumer base is actively using them for research and communication during the buying cycle. This means we need to teach all employees to use social channels effectively—and not just the company channels, but their personal profiles as well.

Social Media 100

Social Media Lead Ranking Lead Scoring Media 100

The ROI Guy

JUNE 22, 2010

Carone is that “Marketers must “break through the barrier” of simple personalized communications into more relevant one-to-one interactions with customers.” One of the best ways we have found to connect with customers one-on-one is through interactive white papers. But how can this be accomplished easily and where to start?

Enterprise Management 40

Enterprise Management Buying Cycle Peer-to-peer Paper 40

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. This is done by creating an ideal buyer profile for your company’s product(s) or service(s).

Lead Ranking 100

Lead Ranking De-duping Work Management Lead Qualification 100

The ROI Guy

OCTOBER 5, 2010

As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. As a result, Internet fueled buying cycles have required B2B marketers to deliver more content and tools over more and more channels to actively engage ever more empowered, skeptical and frugal buyers.

Paid Search Agency 40

Paid Search Agency Companies Buying Cycle Budget Programs 40

6sense

JUNE 16, 2016

Outbound prospecting or sales-driven account lists were created based on the profile characteristics determined to be your ideal customer fit. The attribution code can finally be cracked as marketers achieve visibility from the first interaction they have with a prospect to the moment they sign the contract.

Demand Generation 48

Demand Generation Ideal Customer Profiles Intent Data Digital Marketing Funnels 48

Industrial Marketing Today

JULY 23, 2010

Rule #1: Natural or organic search engine optimization (SEO) In the research phase of the industrial buying cycle , engineers and industrial buyers tend to use broad keywords and phrases that describe their current problem. The same holds true for video white papers. To improve engagement, build interaction into your site.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

6sense

JANUARY 14, 2016

This will in turn create better qualified leads that are ready to connect with the sales team you have, not the sales team you’ve read about in white papers. While nothing beats talking to a well informed and consultative sales professional, marketing collateral is often one of the first interactions a prospect has with your brand.

Top of Funnel 48

Top of Funnel B2B Sales B2B Marketing Lead Ranking 48

Terminus

JUNE 21, 2019

The account-based marketing philosophy is built around understanding your total addressable market (TAM) and then starting meaningful conversations with those accounts who match your ideal customer profile (ICP). Everyone who doesn’t fit that profile is put on hold in carbonite – to be reawakened when and if they someday match your ICP.

Account Based Marketing 26

Account Based Marketing Ideal Customer Profiles Tactics Thought Leadership 26

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. The Death of a Salesman?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Industrial Marketing Today

MAY 14, 2010

Here are seven content marketing strategies that you can use to engage your prospects and move them forward in their buying cycle. Customize them to suit your particular product line, which makes it much easier to specify and buy your valves. This white paper aims to change that perception of them.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Tony Zambito

JULY 18, 2011

  They can disguise it all they want with white papers and all but it still comes down to pushing a product on me.  From Profiling to Narrative. Not to beat a dead horse, but buyer personas must continue to move from a misunderstood practice of profiling to a practice of understanding the narrative of the social buyer. 

Buyer Personas 100

Buyer Personas Lead Ranking Ideal Customer Profiles Opt-out 100

Industrial Marketing Today

SEPTEMBER 27, 2010

Digital marketing has also changed how industrial and technical buyers behave, search and consume information that they need at different stages of the buy cycle. They are time-challenged and want to interact with salespeople based only on their needs and schedules. Solution: Curate content and make it easily searchable.

Social Media 60

Social Media Social Marketing Media Planning 60

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. We call this the “Internet fueled buying cycle.&#

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

FEBRUARY 2, 2011

CFO Control Drives Frugalnomics Further This centralization of power to financial chiefs has important implications for the way the buying cycle is managed, and how B2B sales and marketing groups must navigate these more complex waters.

Work Management 40

Work Management Marketing Management Peer-to-peer Effectiveness 40

Ambal's Amusings

OCTOBER 15, 2009

Forrester Blog for Interactive Marketing Professionals. Ardath Albee's blog Marketing Interactions. Creating Sales Opportunities with Lead Scoring – Genius.com white paper by Ardath Albee. How to Choose Your Carrot: Effective Lead Generation Offers for High-Technology Marketers (White Paper). Ardath Albee.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

The ROI Guy

JANUARY 25, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

MARCH 9, 2011

As the starting point for New Concept solutions, Alinean recommends a focus on the following value selling and marketing tools: • Interactive Assessment Tools: One of the best ways to diagnose issues is with an interactive assessment. Like a survey, the interactive assessment asks the prospect a series of probing questions.

Work Management 40

Work Management Marketing Management Demand Comparison 40

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. White Papers are Influence Kings, But Need Persona.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

DECEMBER 23, 2010

Content that is most effective today included discounts, special offers, giveaways, recommendations / advice, webinars, videos, white papers, articles designed to deliver value, new ideas, credibility, personalization and entertainment. Similarly, the more timely the information, the more popular it is.

Social Media 40

Social Media ROI Practices Media 40

Outgrow

OCTOBER 18, 2022

Interactive, cultural, and trending widgets designed by him have been featured on TrendHunter, Alibaba, ProductHunt, New York Marketing Association, FactoryBerlin, Digimarcon Silicon Valley, and at The European Affiliate Summit. . That was one without recognizing that a buying cycle is just that a cycle.

Enterprise Management 52

Enterprise Management Marketing Budget Multi-Touch Attribution Brand Identity 52

Adobe Experience Cloud Blog

JULY 12, 2010

Marketing Sherpa and Q Interactive found that 56% of recipients considered email from a known sender that was “just not interesting to me&# to be spam. He said lead nurturing is rules based marketing that drives relevant messaging given a contact’s stage in the buying cycle. Why should segments be developed? Site stats.

Email Marketing 48

Email Marketing Practices Lead Ranking Lead Scoring 48

Sales Engine

APRIL 20, 2016

They diagnose their own pain (for better or worse) and start searching for solutions by watching videos, downloading white papers, attending webinars, and using social media to check vendor references before ever talking to a rep. For example, someone searches Google about a problem they’re having, and they find one of your white papers.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Madison Logic

JULY 27, 2022

So, you’ve determined your ideal customer profile (ICP), selected your target account list, and prepared your sales and marketing assets for your brand-new ABM campaign. Because B2B buying cycles are complex. B2B sales cycles are complex and some can stretch weeks, months, even years.

Account Based Marketing 52

Account Based Marketing ABM Ideal Customer Profiles Work Management 52

ClearVoice

SEPTEMBER 11, 2023

To analyze vast amounts of data about your prospects and customers to support effective content personalization, you need the technology to collate and organize information from various sources, including website visits, purchase history, social media interactions, etc., and hire people with the expertise to turn insights into action.

Paid Search Agency 94

Paid Search Agency B2B Marketing Top of Funnel Enterprise Management 94

Sales Engine

AUGUST 23, 2016

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Today, B2B buyers start with an anonymous Google search, which then leads to the consumption of white papers, webinars, videos, blogs, and so on. That interaction, however, must be approached differently.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Today, B2B buyers start with an anonymous Google search, which then leads to the consumption of white papers, webinars, videos, blogs, and so on. That interaction, however, must be approached differently.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

The ABM Agency

JANUARY 8, 2021

In this white paper, we take a comprehensive look at B2B content marketing—from what it is to how you determine its success. Typical assets used in content marketing include blog posts, white papers, case studies, e-books, webinars, videos, and even podcasts—more on that below. Industry-specific white papers .

Top of Funnel 52

Top of Funnel B2B Marketing Demand Generation Marketing & Strategy 52

BenchmarkONE

NOVEMBER 23, 2018

Content is one of the most important parts of the buying cycle. You can (and should) gate content like white papers, reports, videos, and research. Well, the first step is to get your profiles set up. Once you have a credible profile and people engaging with your content, you can start finding prospects to connect with.

Social Media 76

Social Media Sales Qualified Leads Lead Ranking Lead Scoring 76