Hubspot

NOVEMBER 14, 2018

A jam-packed webinar is a beautiful thing. But you know what’s better than filling your funnel with webinar leads? The key to turning webinar leads into sales is giving your prospects a clear path forward. With this in mind, you don’t want to let these valuable leads languish in post-webinar purgatory.

Webinar Metrics 77

Webinar Metrics Sales Management Top of Funnel Lead Scoring 77

DealSignal

APRIL 27, 2023

ABM intent data is about ABM marrying Ideal Customer Profiles, Buyer Personas, high-quality contact information, and intent data into a strategic go-to-market strategy for B2B firms. It consists of behavioral signals such as site visits, webinar attendance, email click-throughs, and downloads.

Ideal Customer Profiles 52

Ideal Customer Profiles Account Based Marketing ABM Intent 52

Madison Logic

OCTOBER 18, 2023

Yet more and more marketing leaders faced with larger buying committees and longer buying cycles are realizing the need for a balance and a stronger link between their brand and demand activities. Forrester research finds that 67% of B2B marketers say buyers are taking longer to commit to purchases than last year.

Paid Content 52

Paid Content Advertising Agencies Demand Advertisements 52

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

Inbox Insight

AUGUST 30, 2020

If you want to reach the right people , generate leads and convert these leads into sales , it’s crucial to know how your audience think. Where do they go to research solutions? A small percentage (7%) said they are buying in high volume, with 20+ purchases in a typical business year. How buyers do their research.

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

Hinge Marketing

MARCH 30, 2022

After Implementing a B2B Content Marketing Strategy. You’ve established a B2B content marketing strategy. And you’re growing your email list by offering longer-form premium content behind a simple registration form in your blog posts and on your website. Congratulations! They absolutely are. Download Now.

Contact Marketing 85

Contact Marketing Contacts Top of Funnel B2B Marketing 85

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

NetLine

APRIL 14, 2022

NetLine’s research unearthed dozens of incredible insights into the behaviors of B2B buyers. Here are a few key highlights from this volume: Professionals registering for webinars are 29% more likely to make a purchase decision within 6 months. Research Report. On-Demand Webinar. Webinar Promotion Increased 69.8%.

Intent 97

Intent Webinar Metrics Peer-to-peer Intent Data 97

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

Proteus B2B Marketing

MAY 7, 2014

It was an interesting online presentation last week—a webinar on webinars. I attended Content Marketing Institute’s (CMI) “The Webinar Benchmark Throwdown, You vs. Your Industry Peers.” SEO site analytics reveal how buyers now move through the purchase cycle long before you know who they are or the nature of their needs.

Webinar Metrics 48

Webinar Metrics B2B Peer-to-peer B2B Thought Leadership 48

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

ClearVoice

DECEMBER 18, 2023

Overview of ABM and Common Challenges Account-based marketing, or ABM, is a marketing strategy that B2B companies use to attract a select group of high-value customers. Rather, understand where each customer stands in the buying cycle and reach out to them with the right type of content.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

The Point

NOVEMBER 12, 2019

In other words, would you only ever want marketing leads from prospects pre-determined to be actively researching your category, solution, use case, etc.? I was part of a client conversation recently about the merits of different demand generation channels (paid social, content syndication , email, search, etc.) No, they won’t.

Intent Data 149

Intent Data Demand Generation Agencies Intent Paid Social Agency 149

Content4Demand

OCTOBER 12, 2022

In a recent Content4Demand webinar, Cashing In on Content Audits: Uncovering the Hidden Potential & Pitfalls in Your Content Library , strategic growth and revenue leader Christine Elliott talked about using content audit results as a blueprint for her content strategy. Four Strategies for Driving Growth. Sales Enablement.

Top of Funnel 59

Top of Funnel Webinar Metrics Marketing & Strategy Content 59

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 100

Lead Ranking Buy Work Management Marketing Management 100

ANNUITAS

JULY 2, 2020

Because of this, the industry has leaned on relationships as a key part of growth strategies. The Traditional Buying Process for Financial Institutions. Traditionally, B2B banks face a long buying process. Knowing the answers to these questions ensures that your marketing and sales strategy pivots are centered around the buyer.

Demand 130

Demand Buy Work Management Process 130

SalesIntel

APRIL 25, 2024

With this in mind, Chelsea Madden, VP of Customer Success and Partnerships at SalesIntel, and Kara Smith Brown, CRO & Founder of LeadCoverage , partnered on an in-depth webinar to provide supply chain marketers with key sales and marketing tactics to create a commanding presence market presence in 2024.

Ideal Customer Profiles 52

Ideal Customer Profiles Work Management Marketing Management Tactics 52

Madison Logic

JULY 20, 2023

According to Gartner, a typical buying committee for a complex B2B solution consists of six to ten decision-makers , each armed with their own set of four or five independently gathered pieces of information. When the committee comes together, they must share and align their research to make a unanimous purchase decision.

Buy 52

Buy Top of Funnel Account Based Marketing Multi-Channel 52

Madison Logic

FEBRUARY 7, 2024

The same mindset can be applied to your 2024 marketing strategy. Forrester Research predicts that poorly personalized content will degrade the purchase experience for 70% of buyers over its failure to demonstrate an understanding of their business needs. Personalization is no longer a nice touch—it’s a buyer demand.

Marketing AI 52

Marketing AI Work Management B2B Marketing Marketing Management 52

Valasys

JULY 17, 2020

The strategy thrives on the philosophy of – Build it and they will come. For improving your inbound lead generation endeavors and making them work optimally, you need to work on strategies to make your brand more discoverable online. Read more on How to Incorporate Geofencing in B2B Content Strategy.

Lead Generation 97

Lead Generation Lead Scoring Lead Ranking Generation 97

ViewPoint

FEBRUARY 8, 2017

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. Instead, reach out proactively and engage the prospect early on in the buying cycle. It's not, however, the quantity of leads that counts. It’s the quality of the leads. Create value.

B to B 120

B to B Cost per Lead Marketing Automation Services Inbound Marketing 120

KoMarketing Associates

AUGUST 6, 2019

B2B buyer personas provide a foundation for accomplishing the research and development of effective online marketing campaigns designed to achieve strategic marketing objectives. SEO and PPC Keyword Research. Keyword research is both a fundamental and critical component of search marketing programs; paid and organic.

Buyer Personas 123

Buyer Personas Paid Content Online Marketing B2B Marketing 123

Martech

AUGUST 7, 2023

Lapsing, lapsed and dormant customers and why they matter Your reactivation program will focus on different audiences within your customer database. It’s essential to understand your regular buying cycle — how often people buy, whether they repurchase at similar intervals but only at certain times of the year and other variables.

Budget Programs 85

Budget Programs A/B testing Buying Cycle Email Marketing 85

Directive Agency

AUGUST 3, 2020

Even with Facebook’s growing popularity, many B2B brands still struggle to nail down an effective strategy. Many B2B companies remain skeptical about the efficacy of social media and would rather focus their efforts on tried-and-true lead generation strategies. Whether or not you should focus on mobile ads for that audience type.

Top of Funnel 64

Top of Funnel Paid Search Agency Facebook Ads 64

6sense

NOVEMBER 24, 2021

Today, we’re serving up Part 2 of important highlights from a recent webinar hosted by Kerry Cunningham, our Senior Principal of Product Marketing. The webinar goes in depth into what matters most for launching an effective ABM program and provides actionable tips for sales and marketing teams. Determine the Members of Buying Teams.

Account Based Marketing 62

Account Based Marketing Ideal Customer Profiles Tips Paid Search Agency 62

Madison Logic

AUGUST 31, 2023

Multiple decision-makers on a purchasing team do their own online solution research when buying a complex B2B solution. Multi-channel ABM helps you meet buying committee members where they are with a persistent and cohesive experience. You can’t dictate where they research and explore solutions.

Multi-Channel 52

Multi-Channel Account Based Marketing Advertising Channels ABM 52

Martech

DECEMBER 8, 2021

“I think the other dynamic is that you’ve got a new generation of buyers who don’t buy like previous generations — on the B2C or B2B level — and they have budget. We have to meet them where they are and how they want to show up in the buying process.” “Fundamentally you’re measuring the wrong thing. What it is.

Account Based Marketing 67

Account Based Marketing Buy Process Marketing Automation Services 67

ANNUITAS

NOVEMBER 1, 2016

Going purely from “your gut” or from exclusively internal research to create personas misses the point. Don’t just talk to customers either, unless that’s your exclusive audience. Do some research into what’s going on in their environment to get some context as well. What would trigger them to enter a buy cycle?

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

ANNUITAS

NOVEMBER 1, 2016

Going purely from “your gut” or from exclusively internal research to create personas misses the point. Don’t just talk to customers either, unless that’s your exclusive audience. Do some research into what’s going on in their environment to get some context as well. What would trigger them to enter a buy cycle?

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

Valasys

JULY 14, 2020

You need to understand and prioritize their pain-points and preferences at each stage of their buying cycles. Even as technology has a major role to play in driving the sales operations, the fundamentals of the funnel strategy remain the same. Adopting a sales funnel strategy simplifies marketing.

Top of Funnel 78

Top of Funnel Marketing Funnels Enterprise Management Work Management 78

Martech

JUNE 4, 2024

Lead generation is a well-entrenched growth strategy, especially among the marketers at large enterprise organizations. They’ve now spent decades gating content assets, conducting webinars and following up with those leads to drum up business. Demand gen marketers aim to educate and inform their audience.

Lead Gen 101

Lead Gen Lead Ranking Marketing Qualified Leads Demand 101

Valasys

JANUARY 23, 2020

Lead generation forms the bedrock of a highly successful B2B sales strategy. The conventional funnel structure of a B2B buyer has transcended to a loop-like structure, wherein, the customers prefer to do multiple pieces of research before they make a final buying decision. Read more on B2B Marketing in Martech Age.

B2B Sales 52

B2B Sales Marketing Budget Sales Qualified Leads Lead Ranking 52

ViewPoint

MAY 21, 2015

Understand the characteristics of the new empowered buyer: Conduct their online research. They’ve already advanced far into the buying cycle by the time they engage with sales. They must be all the more knowledgeable and skilled to convince the buyer of the value they can add to the buying process. Truncated sales time.

Conversion 120

Conversion Buying Cycle Forrester Consulting 120

Heinz Marketing

NOVEMBER 20, 2020

Gartner says that only 17% of the buying cycle is spent actually talking to sales. Our research with Drift and Sales Benchmark Index (SBI) aims to identify the biggest challenges for sales leaders today, and to uncover new ways for sales to better engage their buyers and accelerate revenue across the funnel.

B2B Sales 100

B2B Sales Top of Funnel B2B Digital Marketing Funnels 100

Outreach

APRIL 22, 2021

There are myriad other theories that estimate the minimum number of times a customer must engage with your brand before they make a purchase: While the actual number of interactions needed is debatable, there's no doubt that customer engagement is essential for moving prospects through your buying cycle. Some would argue even more.

Conversion 52

Conversion Webinar Metrics Resource Management Marketing & Strategy 52