Sword and the Script | B2B

SEPTEMBER 12, 2023

The top finding really stands out: “The elevation of digital natives into decision-making roles is leading to a systemic change in buying behavior. B2B buying will continue to be impacted by the consumer journey that buyers experience in their non-business lives.” It was hard to use. Everything required extra clicks.

B2B Marketing 107

B2B Marketing Peer-to-peer B2B Paid Search Agency 107

Influitive

AUGUST 3, 2015

With the wide array of technology options available, and the ability to easily get opinions from peers online, buyers have a lot of choice and information at their disposal. The study found that 80% of respondents were doing more research, and, as a result, 53% said the purchasing cycle had increased in length from the year prior.

Peer-to-peer 100

Peer-to-peer Marketing Report Buy Process 100

Marketing Insider Group

DECEMBER 17, 2019

Research shows that B2B marketers are lagging behind their B2C peers in several areas, including technology use, analytics, and innovation. B2B buying cycles are also much longer than B2C and involve many different stakeholders, compared to B2C purchases, which are often instantaneous and involve one person only. Be creative.

Tactics 271

Tactics B2B Marketing Work Management Planning 271

Webbiquity

JANUARY 15, 2010

Marketing and sales were still largely in control, but buyers were entering sales cycles with more and better information. Buyers would tell each sales rep all about their company, industry and problems, and each sales rep in turn would then explain why his or her product/service was absolutely the best fit to meet the buyer’s needs.

Sales Cycle 100

Sales Cycle Buying Cycle Social Media Marketing Management 100

Content4Demand

JULY 7, 2021

According to the recently released 2021 B2B Buyers Survey Report from Demand Gen Report, here are a few of the top trends: Buying committees continue to become more prevalent, and committees are growing larger. The buying cycle is less predictable; some cycles are longer while others are being accelerated based on need.

Account Based Marketing 121

Account Based Marketing Peer-to-peer B2B Content 121

Martech

DECEMBER 19, 2022

Marketing is playing a larger, more proactive role in the buying-selling process. With B2B buyers and buying teams spending more time doing their research online and through peer networks, sales has less access to buyers. ” Dig deeper: How to leverage intent and engagement in the buying cycle.

Intent Data 118

Intent Data Intent Marketing Analytics Tools Intent Signal 118

DemandBase

MAY 26, 2020

Our goal is to provide a bit of inspiration to our peers in the larger sales and marketing communities. We will be diving into topics important to sales teams, such as humanizing the selling process, outreach strategies with buying committees, and ways you can use Demandbase daily to power your selling.

Account Based Marketing 133

Account Based Marketing ABM DemandBase Peer-to-peer 133

EveryoneSocial

FEBRUARY 1, 2017

This is particularly true when it comes to buying and selling. Peer-Influenced Media Are The Most Trusted. Peer-Influenced Media Are The Most Trusted. Virtually Every Purchase Is Influenced By A Peer. Peers, Employees, And Experts Come Cut On Top. Ignite your most powerful advocate, your employee.

Customer Surveys 58

Customer Surveys Peer-to-peer Buying Cycle Multi-Channel 58

B2B Marketing Directions

NOVEMBER 10, 2019

When the survey participants were asked what types of content were most helpful in their buying decisions, the top choice was user reviews (61% of respondents), and case studies came in third (34% of respondents). The desire to learn from peers also influences how millennial buyers use social media.

Peer-to-peer 49

Peer-to-peer Allocation B2B Work Management 49

Heinz Marketing

MAY 12, 2022

They have self-nurturing landing pages that surface relevant content to the prospect, therefore accelerating the buying cycle. Within CSOps I am responsible for ensuring our team operates from the same process and templates so that we’re consistent and our work continues to be scalable for all our clients. Hushly has a 4.8

Work Management 106

Work Management Marketing Management B2B Peer-to-peer 106

Salesforce Marketing Cloud

JANUARY 20, 2022

It’s a win-win for the entire ecosystem and leads to less friction in the sales and buying cycle. As the world’s largest and longest-running business cloud marketplace, AppExchange is the trusted enterprise for the most incredible and innovative companies in the world. AppExchange helps Trailblazers work smarter.

Peer-to-peer 52

Peer-to-peer Enterprise Management Work Management Digital Transformation 52

KoMarketing Associates

SEPTEMBER 18, 2013

Peer Review – get the word out to industry colleagues and trusted peers for initial review. Peer Review – get the word out to industry colleagues and trusted peers for initial review. Case studies can be difficult to obtain. This tends to hold true in other B2B verticals as well.

Case Study 120

Case Study Case Studies Studies Peer-to-peer 120

ViewPoint

MAY 7, 2013

They may very well have had conversations with suppliers, peers, and internal departments, and by the time you talk with them, you don''t know this whole story. They may very well have had conversations with suppliers, peers, and internal departments, and by the time you talk with them, you don''t know this whole story.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

DiscoverOrg

NOVEMBER 17, 2016

Due to a growing wave of marketing and sales technology now sweeping into B2B sales organizations, the B2b Technology Marketing Group – together with select sales tech vendors – have created a survey that aims to explore the growth of technology stacks for sales and to provide insight on tools peers are using to generate revenue.

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

NetLine

APRIL 14, 2022

With access to the largest B2B content library on the web, we were able to analyze nearly 25k individual responses from the past year, yielding 72k first-party buyer-level intent insights revealing where B2B professionals actually reside within the buying cycle. million first-party registrations—a 9% increase YOY. In analyzing these 4.6

Intent 97

Intent Webinar Metrics Peer-to-peer Intent Data 97

PureB2B

JULY 14, 2020

By establishing yourself as a thought leader early in the buying cycle, you can help them not only identify their problem more quickly, but build a solution. Bigger goals with less budget and resources are “the new norm” for B2B marketing orgs leading into 2020. Here’s why it should be the foundation of your 2H: 1. Tough crowd).

Demand Generation 62

Demand Generation Demand Planning Allocation 62

PureB2B

JULY 14, 2020

By establishing yourself as a thought leader early in the buying cycle, you can help them not only identify their problem more quickly, but build a solution. Bigger goals with less budget and resources are “the new norm” for B2B marketing orgs leading into 2020. Tough crowd).

Demand Generation 62

Demand Generation Demand Planning Allocation 62

PureB2B

JULY 14, 2020

By establishing yourself as a thought leader early in the buying cycle, you can help them not only identify their problem more quickly, but build a solution. Bigger goals with less budget and resources are “the new norm” for B2B marketing orgs leading into 2020. Tough crowd).

Demand Generation 62

Demand Generation Demand Planning Allocation 62

SalesIntel

NOVEMBER 21, 2022

Set a follow-up process just to keep the prospect engaged without pushing them to buy your product, no matter how long it takes. The efficiency and effectiveness of your sales team directly reflect on the success of your company. Problem: Not Enough Inbound Web Leads to Support Sales Efforts . Problem: Lack of Brand Reputation and Trust.

Sales Management 98

Sales Management Top of Funnel Sales Qualified Leads Lead Ranking 98

6sense

JANUARY 20, 2022

Today marks another milestone on an incredible journey for 6sense, our customers, partners, investors, and employees. . I am very excited to share that we have closed our Series E funding of $200M, increasing our valuation to $5.2B. . It just doesn’t happen. And yet, it was happening to us. . It requires a movement. . Is it working? .

Lead Ranking 62

Lead Ranking Work Management Marketing Automation Services Marketing Management 62

Biznology

SEPTEMBER 15, 2016

intended audience, buy cycle state). Structured content is the most important trend in digital marketing that you’ve probably never heard of. By structured content , we mean small content modules that are tagged for use by different devices, applications, or media types. That won’t cut it. Semantic tagging.

Buying Cycle 80

Buying Cycle Merchandising Peer-to-peer Content 80

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. With a global pandemic, a contentious U.S. Which firm is yours? There was good representation across most firm sizes.

Marketing Budget 112

Marketing Budget Budget Programs Software Research 112

MarketJoy

JULY 27, 2018

The maturation of the internet has changed the B2B buying cycle forever. Usually, you’ll have to get buy-in from every decision maker before a purchasing decision is made. Now, sales reps have to get buy-in from key decision makers before a sale is made. Major differences between B2B and B2C.

Purchase 64

Purchase Peer-to-peer B2B Buyer Personas 64

Hubspot

APRIL 5, 2017

However, for the time poor (and that’s half the problem), here’s my top five take-outs of the talk: Clients contact agency suppliers much later in the buying process, many are 50-60% of the way into the buying cycle before they will even make contact with an agency. 50% of agency selection searches involve online research.

Advertising Agencies 69

Advertising Agencies Paid Search Agency Ad Agencies Peer-to-peer 69

KoMarketing Associates

MAY 4, 2017

As marketing technology and information access continues to evolve, B2B buying behavior changes as well. A couple months ago I outlined 14 visualizations meant to aid B2B marketers in understanding the buying journey. The Seven Phases of the Buyer Experience Journey. What Are Buyer Personas?

Buyer Personas 121

Buyer Personas Top of Funnel B2B Thought Leadership B2B 121

Tony Zambito

OCTOBER 27, 2010

  Lauren further adds that a confluence of trends is changing the way buyers experience buying decisions and purchases.    Meaning buyers can engage in the special interests of their choice and find the tightly connected peer-to-peer networks to tap into. 

Trends 100

Trends Peer-to-peer Buyer Personas Marketing Automation Services 100

Webbiquity

APRIL 10, 2018

Every B2B marketer knows we are in a period of rapid change. But questions abound, and many aren’t sure where to focus their attention or efforts. Marketing technology (martech) is advancing quickly. But which developments are real and imminent, and which are hype? Or at least, not important yet? Image credit: KoMarketing. LinkedIn Pulse ).

Marketing AI 248

Marketing AI Enterprise Management Stats Marketing Management 248

Marketing Interactions

OCTOBER 5, 2022

Just as your marketing programs nurture net-new buyers across lengthy buying cycles, retention programs must kick in after onboarding and continue across the customer lifecycle. But the biggest opportunity in an uncertain market is to focus on convincing customers to stay and customer expansion opportunities.

Ideal Customer Profiles 62

Ideal Customer Profiles B2B Marketing Enterprise Management Work Management 62

Influitive

MAY 12, 2016

The best ABM campaigns leverage social proof to capture the attention of your target accounts and validate purchasing decisions among buying committees. Together, these two strategies deliver a powerful one-two punch that results in higher engagement, shorter sales cycles and more revenue. Advocacy comes in many forms.

Account Based Marketing 100

Account Based Marketing Work Management Marketing Strategy Marketing & Strategy 100

SalesIntel

MAY 3, 2022

If that’s not enough motivation, did you know that according to a 2022 CoSchedule study, marketing teams who set clear goals are 377% more successful than their peers? After carefully analyzing your buyer’s needs, determine their buying cycle. To some, that may feel like a lot of pressure. Ensure Goals are Clearly Defined.

Ideal Customer Profiles 52

Ideal Customer Profiles Top of Funnel Marketing Analytics Tools Tactics 52

Sana Commerce

FEBRUARY 21, 2023

Personalization is great for the buyer because it improves the buying experience and overall convenience for your client. Simply put, personalized marketing uses customer interests and behavior to personalize the buying journey from start to finish. Why do users respond to personalization? It makes their experience more enjoyable.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

Conversica

DECEMBER 20, 2022

For my peer CEOs, this means preparing for a cold winter in 2023. 2023 Predictions. By Jim Kaskade. It’s that time of year again when we look forward to the future. Here are a few thoughts I had about 2023 related to the economy, Conversation Automation, revenue teams, and more. My prediction is not based on my own crystal ball.

Enterprise Management 98

Enterprise Management Work Management Budget Programs Lead Ranking 98

Marketing Interactions

AUGUST 24, 2021

Buyers need to complete specific jobs before consensus can be reached for a buying decision. Gartner defines buyer enablement as, “…the provision of information and/or tools to customers that support the completion of their buying jobs.”. They need information that helps them understand what to ask, do, understand, and evaluate.

B2B Thought Leadership 62

B2B Thought Leadership Thought Leadership B2B Gartner 62

Content4Demand

DECEMBER 18, 2018

At Content4Demand, we commonly follow SiriusDecisions ’ six stages of the B2B buying cycle: 1) Loosen the status quo – inform. At Content4Demand, we commonly follow SiriusDecisions ’ six stages of the B2B buying cycle: 1) Loosen the status quo – inform. What’s your next step? Do you go straight to writing the content?

Marketing AI 71

Marketing AI Peer-to-peer Trigger Marketing Content 71

ANNUITAS

SEPTEMBER 30, 2014

Attend workshops, sessions and learn from industry experts and peers and keep in mind this is a complex process that won’t be solved immediately. Is success in today’s ever changing B2B buying environment really just a matter of want to? It is a process to be learned, implemented and continuously optimized.

Demand Generation 100

Demand Generation Demand Generation Peer-to-peer 100

NuSpark Consulting

OCTOBER 24, 2011

Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago. The astounding growth in social media usage by B2B buyers reflects an accelerated tendency to eliminate salespeople from the early stages of the buy cycle. Replace ABC with ABH (Always Be Helping).

Social Media 100

Social Media Cold Calling Peer-to-peer Media 100

NuSpark Consulting

OCTOBER 24, 2011

Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago. The astounding growth in social media usage by B2B buyers reflects an accelerated tendency to eliminate salespeople from the early stages of the buy cycle. Replace ABC with ABH (Always Be Helping).

Social Media 100

Social Media Marketing Management Cold Calling Peer-to-peer 100