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

xiQ

JANUARY 30, 2023

The buying decision maker risks their reputation and career when recommending a solution. The complexity of B2B sales is undeniable, with long and involved buying cycles that involve multiple decision-makers. The buying decision maker risks their reputation and career when recommending a solution.

B2B Sales 126

B2B Sales Work Management B2B Marketing Management 126

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

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

The Marketing Blender

APRIL 17, 2024

From mining and transportation to construction and manufacturing industries, industrial companies have high-ticket sales and LONG sales cycles with many stakeholders. This complexity makes it easy to have a sales-centric mindset and focus on closing the next big deal instead of on how to fill the pipeline long term.

B2B Marketing 52

B2B Marketing Paid Search Agency B2B Advertising Agencies 52

Industrial Marketing Today

MAY 5, 2010

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Your online content needs to play a much more active role in moving site visitors along in his/her buy decision. Ardath Albee, CEO of Marketing Interactions, Inc.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Contently

DECEMBER 6, 2022

Companies with simple marketing or sales systems (or no sales team at all), a shorter sales cycle, a smaller budget, or teams that only use one or two channels may find a single-touch model is a great option for them. For example, you may use social media, newsletters, blogs, and videos as top-of-funnel content.

Multi-Touch Attribution 130

Multi-Touch Attribution Top of Funnel ROI Multi-Channel 130

Industrial Marketing Today

MAY 11, 2010

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

Madison Logic

MARCH 1, 2023

Faced with increased competition and shrinking budgets, marketers must navigate larger buying committees and more complex buying cycles. You can cover the entire duration of an account sales cycle, enabling your team to adapt your message to what your buyer is looking for in each stage.

Linkedin 52

Linkedin Marketing Budget Account Based Marketing Multi-Channel 52

SalesIntel

APRIL 15, 2024

Lengthy Sales Cycles Unlike B2C purchases, which often involve smaller transactions with fewer decision makers, B2B transactions typically entail longer and more complex sales cycles. Closing substantial deals with large decision-making teams results in protracted sales cycles.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Tomorrow People

MARCH 8, 2018

Social media networks are booming and blogs are part of the everyday online landscape. Where do they spend time when they are online, i.e. do they visit blogs, social media or specialist forums? Creating content in a powerful content marketing strategy is not about focusing on your selling cycle. Connect, create, communicate.

Marketing Budget 267

Marketing Budget Top of Funnel Lead Scoring Lead Ranking 267

Zoominfo

JANUARY 11, 2021

It’s your responsibility to connect with potential customers — and show them information that will shorten their buying process. With a solid lead gen strategy in place, your B2B customer will see your posts on their preferred social media channel — like LinkedIn, Twitter, or Instagram. Ask them to follow you on social media.

Tips 130

Tips Work Management Gartner Top of Funnel 130

Zoominfo

JANUARY 11, 2021

It’s your responsibility to connect with potential customers — and show them information that will shorten their buying process. With a solid lead gen strategy in place, your B2B customer will see your posts on their preferred social media channel — like LinkedIn, Twitter, or Instagram. Ask them to follow you on social media.

Tips 130

Tips Work Management Gartner Top of Funnel 130

Buzz Marketing for Technology

FEBRUARY 25, 2009

But what is really interesting to me is the fact that beyond Tier 3 tactics (according to the chart) you start to see the social media tactics. So try to map your tactics more to the buying cycle when you deploy them. Tags: social media Buying Cycle.

Social Media 100

Social Media Word of Mouth Buying Cycle Media 100

Zoominfo

DECEMBER 28, 2020

Additionally, teams that harness the buying cues benefit from more precise and efficient sales cycles. The team that swoops in and provides the buyer with perfectly timed, relevant content is one step ahead of the competition’s clunkier buying process. That includes gathering intel from social media posts and reviews.

Lead Ranking 100

Lead Ranking Buy Work Management Marketing Management 100

Adobe Experience Cloud Blog

OCTOBER 22, 2018

They’re reaching out to target accounts early in the buying cycle before their competition grabs the advantage. They’re aligning sales and marketing. They now wait until later in the buying cycle before filling out any forms. So, what are companies that succeed at ABM doing that sets them apart?

Account Based Marketing 134

Account Based Marketing ABM Research Sales Qualified Leads 134

Hinge Marketing

MARCH 30, 2022

Instead, referrers grew to trust a firm’s expertise based on thought leadership through speaking engagements, articles, social media, and more. While some contacts are further along in the buying cycle, they are most likely still learning more about your firm. This is called an “expertise-based” referral.

Contact Marketing 83

Contact Marketing Contacts Top of Funnel B2B Marketing 83

Inbox Insight

JUNE 16, 2023

Sales reps understand your current customers, their buying stage and their buying experiences – all of which go a long way in closing a deal. Strong sales-marketing alignment is therefore paramount. Are they engaging with your content, website, paid media etc? Does the account fit your ICP?

Account Based Marketing 82

Account Based Marketing Ideal Customer Profiles ABM Lead Ranking 82

Martech

FEBRUARY 9, 2022

Do your sales reps need real-time access to marketing data? Do you have a sophisticated social media presence? Is inbound marketing (social media, blogging, SEO) more important than outbound (email)? Do you want to improve the quality of leads handed off by marketing to sales? Then native CRM integration is a must-have.

Marketing Automation Services 96

Marketing Automation Services Work Management Marketing Management Marketing Automation 96

Martech

FEBRUARY 3, 2022

Do your sales reps need real-time access to marketing data? Do you have a sophisticated social media presence? Is inbound marketing (social media, blogging, SEO ) more important than outbound (email)? Do you want to improve the quality of leads handed off by marketing to sales? Then native CRM integration is a must-have.

Marketing Automation Services 96

Marketing Automation Services Work Management Marketing Management Marketing Automation 96

Valasys

DECEMBER 5, 2019

Organizations will Prioritize audience- based structures: Amongst the most fundamental structural changes in the B2B marketing trends for 2020, optimizing the customers’ experience throughout their buying cycles will be the most important. & smoothen sales enablement. & omnichannel reputation building & management.

Marketing AI 110

Marketing AI Trends B2B Marketing Top of Funnel 110

Webbiquity

SEPTEMBER 7, 2010

Ask yourself and answer these questions: Do I understand my buyers’ buying cycle? You need to be able to map out your typical buyer’s buying cycle. It is the basis of any good nurturing campaign since you will building your nurturing campaign content and messages on each step of the buying cycle.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Buying Cycle Lead Management 100

Crimson Marketing

JULY 23, 2015

But a quota can improve alignment between Sales and Marketing. It can drive Marketing to stay involved throughout the sales cycle. Sales and Marketing departments often treat each other with a certain amount of suspicion. Sales and Marketing coordinate more and work better together to realize real business growth.

Top of Funnel 100

Top of Funnel Lead Ranking Lead Scoring Microsite 100

Tony Zambito

SEPTEMBER 8, 2010

  Compounding these challenges is the rapid transformation underway in the buyer-seller relationship brought on by the advent of digital marketing and social media technology.    New technologies associated with mobile, digital, and social media is causing resurgence in customer experience thinking today. 

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

The Point

JULY 18, 2014

More specifically, there’s a great deal of bad content out there (especially on social media), and many companies who haven’t quite figured out yet how to best leverage the content they have. It’s a fair characterization to say that the state of today’s content marketing in B2B circles is a mixed bag. They simply want information of value.

Forrester 100

Forrester Work Management Content Marketing Demand Generation Agencies 100

KoMarketing Associates

FEBRUARY 18, 2016

You also need to consider the stage of the sales cycle visitors are in when they come to your blog. The same MarketingProfs research referenced earlier shows the following to be the most effective B2B lead generation tactics: inside sales, executive events, tradeshows and conferences, and email or electronic newsletters.

B2B 120

B2B Sales Cycle CTR Sales Qualified Leads 120

NuSpark Consulting

JULY 16, 2023

For instance, in industries where the buying cycle is longer (like automotive or real estate), a longer lookback window might be needed. Effective for Short Sales Cycles: If your product or service has a short sales cycle, a 7-day window might capture most of the conversions that your ads drive.

Marketing Budget 130

Marketing Budget Allocation Marketing & Strategy Media 130

KoMarketing Associates

MAY 4, 2017

Here are some of their definitions: Ardath Albee & MLT Creative : “A buyer persona is a composite of different factors that affect your buyer and motivate him/her to buy. Your prospect’s buying cycle and buying decisions are situated within a larger context that must be understood in order to motivate his/her buyer behavior.” ( source ).

Buyer Personas 121

Buyer Personas Top of Funnel B2B Thought Leadership B2B 121

EveryoneSocial

DECEMBER 5, 2017

If you are reading this post, you probably work for a company that fully embraces digital and values the importance of social media to the success of the business. Because of that, your company most likely put a social selling process in place for your sales team, or even as a company-wide effort. Not measuring social selling results.

Buyer Personas 88

Buyer Personas Buying Cycle Enterprise Management Work Management 88

SmartBug Media

NOVEMBER 7, 2019

Plus, marketers will have a clearer understanding of where leads are in the buying cycle and how to best encourage a move down the funnel. By understanding the sales cycle, you take the work off of your contact and build trust for your company’s sales team. Personalize each email communication.

Marketing Automation Services 71

Marketing Automation Services Marketing Automation Email Marketing Automation 71

Madison Logic

JULY 20, 2023

Marketers can then leverage those insights to identify the topics past buyers previously engaged with the most to activate content and messaging that accelerates the sales cycle. Surrounding Buyers with a Multi-Channel, Full-Funnel Approach Buying committees don’t look for information on just one channel.

Buy 52

Buy Top of Funnel Account Based Marketing Multi-Channel 52

The Effective Marketer

MARCH 22, 2012

Buying cycle control (you need to facilitate the buying process and understand what is required of you as a result). SiriusDecisions says that to drive best-in-class performance, sales and marketing must align around five waterfall-based jobs: Seed (use of traditional and social media to set the stage for demand creation).

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

NuSpark Consulting

JUNE 29, 2015

It takes time, but delivers, in the long term, a higher number of leads and sales opportunities. It’s the foundation for search engine optimization that helps to attract website visitors, the fodder for social media and lead nurturing , and the bait for lead conversion. Content Marketing Conquers the Buying Cycle.

B2B Marketing 100

B2B Marketing Content Marketing Planning Cost per Lead 100

ClickZ

OCTOBER 22, 2020

Social Media Today’s 2019 State of Marketing Automation survey revealed that two-thirds of marketers are currently using at least one type of marketing automation tool, while a Salesforce survey found that 67% of marketing leaders currently use a marketing automation platform. The global marketing automation software market was $2.4

Enterprise Management 133

Enterprise Management Marketing Automation Services Marketing Management Marketing Automation 133

Rev

JUNE 1, 2019

Next it was Social Media marketing, then Content marketing. Surprise, getting the right prospects into the top of your funnel has an effect on all stages of your sales cycle. You’ll get more funnel velocity, better outcomes from SDR activities, and even shorter buying cycles in some cases. Still nothing.

ROI 122

ROI B2B Marketing Demand Generation B2B 122

Valasys

JANUARY 13, 2020

Buyers like to have complete sovereignty in the methods they research about the potential solutions to their problems through specific products or services, engage with the pieces of content being delivered at various stages of their buying cycles & in ways they interact with the salespeople before they decide to close a business deal.

Account Based Marketing 59

Account Based Marketing B2B Marketing Marketing Management Marketing & Strategy 59

Scoop.it

MARCH 26, 2019

Sales scripts. Social media content. Essentially, content that keeps high-value prospects educated, engaged and moving through the sales cycle. With each well-positioned piece of content, a sales rep will have an easier time converting a prospect into a happy customer. Enabling Your Reps with Sales Training.

Curation 59

Curation Top of Funnel Case Studies Case Study 59