DemandBase

AUGUST 14, 2019

With over 70% of B2B buyers starting their research with generic search and regulations in Europe of the GDPR, understanding your buyer is critical. To put this into context, for me as a marketer at Demandbase, I want to know what accounts are researching ABM-related topics and see what content they are consuming that is related to ABM.

Buying Cycle 58

Buying Cycle Ideal Customer Profiles Buy Account Based Marketing 58

Marketing Insider Group

MAY 18, 2020

We decided to compile some of the most important thought leadership best practices from recent research and surveys. To reap these rewards, you’ll want to follow thought leadership best practices based on data, surveys, and research. By executing a thought leadership strategy, you can gain credibility and showcase your expertise.

Thought Leadership 355

Thought Leadership B2B Thought Leadership Research Practices 355

Biznology

JUNE 13, 2013

But one important way you may not have thought about segmenting your audience is by where they are in the buying cycle. The Judge is one step further along, having acknowledged the need and begun researching the options. Those are fairly common ways of breaking your audience down. You want to get to know them better.

Buying Cycle 80

Buying Cycle Buy Content Marketing Content 80

B2B Marketing Directions

JULY 30, 2017

New research reveals what influences B2B buying decisions and explains why the B2B buying process is getting longer. The 2017 research was based on a survey of 283 C-level executives, VPs, and Directors across several B2B industries. Other findings explain why the buying cycle has gotten longer.

Buying Cycle 40

Buying Cycle Buy B2B Case Studies 40

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

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

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 243

SEO B2B Work Management Long Tail Marketing 243

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

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

Inbox Insight

AUGUST 30, 2020

Where do they go to research solutions? 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. How much research do they do? Research stage. Buying cycle.

Work Management 98

Work Management Marketing Management Research Allocation 98

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

KoMarketing Associates

DECEMBER 8, 2021

They are more likely to research a problem (sometimes for weeks) before settling on a solution. And, they might not reach out to your company in person until they are ready to buy. The discovery phase of the buying cycle is when businesses realize they have a problem and begin looking for a solution. Discovery stage.

Top of Funnel 244

Top of Funnel Buyer's Journey Advertising Benchmark B2B 244

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.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

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

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

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

Inbox Insight

SEPTEMBER 10, 2020

According to our research, the typical timeline for all three phases of purchasing to be complete (research, buying cycle and implementation) is usually between 9 months and 3 years. Our unique content brings together the best content from vendors, brands and tech experts with research conducted by Inbox Insight.

Marketing Management 72

Marketing Management Marketing Automation Services Research Planning 72

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

Top Rank Marketing

NOVEMBER 6, 2023

Complex buying cycles and decision-making structures B2B buying cycles are uniquely intricate, and decision-making structures involve multiple stakeholders across functional teams. Navigating this complexity can be daunting when crafting segmented marketing campaigns.

Segmentation 117

Segmentation B2B Marketing Planning B2B 117

Zoominfo

MARCH 29, 2023

This often leads to larger buying committees, more avenues for approval, and elongated buying cycles. Vendr, a SaaS buying platform, recently found that sales cycles for software have settled at about 46 days, a 40% increase since 2020. And above all, know how your product or service can make their jobs easier.

Sales Cycle 130

Sales Cycle Top of Funnel Intent Signal Zoominfo 130

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 119

Intent Data Intent B2B Peer-to-peer 119

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

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. FINDING : 63% of respondents said they noticed ads from the solution provider they chose during the research phase.

Paid Search Agency 241

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

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. When researching for solutions to business problems, they no longer have to invite salespeople into their cubicles or corner offices. Where they are in the buying cycle.

Buyer Intent 211

Buyer Intent Intent ROI Buying Cycle 211

Act-On

SEPTEMBER 24, 2023

Marketing Funnels and Keyword Research As you probably know, there are three stages of the buyer’s journey: awareness, consideration, and decision. At this stage, the marketer is learning, researching, and becoming aware of potential solutions. She has thoroughly researched solutions and is close to making a decision.

Top of Funnel 130

Top of Funnel Marketing Funnels Keywords Marketing Automation Services 130

DiscoverOrg

MARCH 5, 2018

I could call 1000 companies and try to engage with a really bland pitch – or I could call 10 that I KNOW need my service, I know who the decision maker is, the initiatives they’re working on, and what they’ve been researching online. You’re not missing buying cycles.

Marketing Automation Services 265

Marketing Automation Services Purchase Intent Buying Cycle Marketing Prospects 265

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. These challenges can be particularly daunting, but they also present opportunities for growth and innovation.

B2B Sales 105

B2B Sales B2B Buying Cycle Sales Qualified Leads 105

B2B Marketing Directions

NOVEMBER 14, 2021

The predominant view of B2B buying is that it involves expensive and/or complex products or services, large buying groups and long buying cycles. That's why marketing leaders should define relevant buying scenarios as part of their planning for 2022.

Buy 94

Buy Planning Marketing Management Buying Cycle 94

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 126

Account Based Marketing Enterprise Management Work Management Marketing Management 126

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

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

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

Martech

AUGUST 9, 2021

Consumer insights and market research platform Toluna announced the addition of new research-related tools, or methodologies, available within their Toluna Start suite. The new methodologies build on this tech-enabled research to open up new areas for improving products and messaging. Why we care.

Product 109

Product Buying Cycle Digital Transformation Analysis 109

Webbiquity

DECEMBER 4, 2018

More than 75 percent of prospects feel the sales professionals who contact them lack knowledge of their specific business, role and responsibilities at work, or even the issues they’re trying to resolve, according to research from Forrester. Map Content to the Buying Cycle. Nurture Your Sales Team like Customers.

Sales Management 220

Sales Management Top of Funnel B2B Sales Tactics 220

NuSpark Consulting

DECEMBER 13, 2017

This means a large portion of the research that influences their decision happens before they click on any website. Artificial intelligence makes it possible to identify these prospects, determine their level of interest and position in the buying cycle. Unless you have an “insider” on your payroll (just kidding!)

Intent Data 160

Intent Data Intent Bombora Leads 160

The Point

JUNE 30, 2021

The advantages of this walk-crawl-run approach, versus a scenario where a company immediately vaults into a Tier 1 strategy, are: * lower risk, because Tier 1 accounts are further along the buying cycle and not just target logos; * speed to market, because Tier 3 and Tier 2 programs require less research, planning, and content; * improved conversions, (..)

Account Based Marketing 162

Account Based Marketing ABM Planning Demand Generation Agencies 162