Act-On

SEPTEMBER 25, 2023

It’s always been a problem—but in the modern, multichannel, digital-first era of B2B buying , this misalignment puts customer experience at risk. Research from Gartner shows that buyers only spend 17% of their time meeting with potential suppliers—that’s all suppliers, not just the winning solution.

Work Management 147

Work Management Planning Marketing Management Paid Search Agency 147

Smashmouth Marketing

JUNE 2, 2022

Our B2B marketing customers are working more closely than ever before with their sales colleagues to generate qualified new business opportunities," said Martha Schwartz , Co-founder, Co-Chairperson and Chief Growth Officer at ACTIVATE. "Our B2B buyers spend 17% of the buying process with traditional company sales reps according to Gartner.

Demand Generation Agencies 201

Demand Generation Agencies Demand Generation Sales Qualified Leads Activities 201

eTrigue

JANUARY 16, 2024

Gartner predicts that in 2024, the rate of B2B data decay will be over 70% per year.* Types of data to evaluate when starting to clean your data include: • First-Party: Collected directly from customers and audiences on your own channels. Clean data helps you: Identify your prospects’ intentions. Garbage in. Garbage out.

Account Based Marketing 78

Account Based Marketing ABM Data Hygiene Gartner 78

Martech

NOVEMBER 3, 2023

Research Specialist, covering Consumer and Culture Insights in the Gartner Marketing Practice. Marketing leaders looking to expand their customer database should focus on delivering value to the customer as the top priority in their strategies and campaigns — or risk undermining their customer data exchange efforts and investments.

Cost per Acquisition 102

Cost per Acquisition Terms and Conditions Gartner Lead Ranking 102

Martech

DECEMBER 18, 2023

Leading customer relationship management (CRM) and other marketing platforms are integrating sophisticated AI capabilities that promise to assist with key functions like gauging customer sentiment, training employees, making product recommendations, enriching data and even auto-generating targeted campaigns.

Marketing AI 117

Marketing AI Work Management Marketing Management Automation 117

Martech

APRIL 16, 2024

What matters is that you reach your customers when they need to be reached, with the right experience. Real-time marketing is not so much having all the answers all the time, but giving customers what they need, when they need it. Don’t follow the pack — be a leader Read the 2024 Gartner® Magic Quadrant for Customer Data Platforms.

Enterprise Management 95

Enterprise Management Paid Search Agency Planning Marketing Management 95

Webbiquity

FEBRUARY 15, 2022

Demand gen encompasses the sales, marketing and customer service actions that find, attract, convert, keep, and grow the value of customers. That includes both generating revenue from acquiring new customers and growing revenue within the installed base.”. Compare this to the definition of lead gen offered by Gartner.

Demand Generation Agencies 299

Demand Generation Agencies Demand Generation Marketing Analytics Tools Demand 299

Webbiquity

NOVEMBER 28, 2023

On the other, there’s pressure to build positive, engaging relationships with prospects, without being pushy about lead generation. And, of course, offering a great B2B sales experience helps you increase your profits by improving conversion rate, retention rates, and Customer Lifetime Value (CLV). Think about an IT services firm.

B2B Sales 182

B2B Sales Webinar Metrics B2B Peer-to-peer 182

ANNUITAS

NOVEMBER 15, 2021

Now more than ever, trust is important in the buying process as prospects continue to carefully consider purchases. We were seeing this even before COVID: customers had gotten less and less likely to approve travel budget. Our sellers aren’t out visiting customers—everyone is doing inside sales. ANNUITAS Research interviewee.

Work Management 246

Work Management Marketing Management Ad Building Sales Qualified Leads 246

Outreach

APRIL 18, 2019

The Outreach team is excited to announce that we have been recognized as an April 2019 Gartner Peer Insights Customers’ Choice for Sales Force Automation. Our team at Outreach takes great pride in this distinction, as customer feedback continues to shape our products and services. 5/5 for Outreach. Required Disclaimer.

Gartner 40

Gartner Enterprise Management Outreach Peer-to-peer 40

Marketing Insider Group

DECEMBER 29, 2020

73% of CMOs interviewed in a recent Gartner study predict the pandemic’s negative ramifications on our society will be short-lived. Source: Gartner. The need for connection, personalization, and outstanding customer experiences will play into every facet of B2B and B2C marketing in 2021. Authentic Human Connection.

Planning 363

Planning Trends Advertising Agencies Paid Search Agency 363

ANNUITAS

DECEMBER 11, 2023

Go-to-market strategy and execution is rapidly evolving – driven by a combination of customer drivers, technology innovation and changing organizational strategy. Seventy-one percent of CMOs said they lack the budget to fully execute their strategy in 2023,” reports Gartner in a survey of more than 400 CMOs and marketing leaders.

Marketing Analytics Tools 130

Marketing Analytics Tools Paid Search Agency Planning Budget Programs 130

The ROI Guy

MAY 18, 2017

According to Gartner, the average enterprise technology buying team now includes more than 13 people ! Now, Gartner research indicates that a meager 1 in 5 of the decisions are led by IT people. According to Gartner, enterprise buying efforts often take 12 months or more.

Gartner 65

Gartner Enterprise Management Disintermediation Business 65

Martech

APRIL 23, 2024

Also, customers are more thoughtful than ever about what information they’re willing to share and how it’s being used. We spoke with marketers from Cox Automotive and Sobeys about charting their own paths forward and how they’re finding ways to connect with customers in this complex landscape.

Top of Funnel 67

Top of Funnel Analytics De-duplication Work Management 67

The ROI Guy

APRIL 25, 2017

According to Gartner, survey data obtained from technology buyers – both from IT and lines of business – indicates that "value assessments are among the most important sets of information within a buying process”. The key is to paint a clear and concise picture of what success looks like after the deal closes.

Gartner 45

Gartner Differentiation Paid Search Agency Features 45

ANNUITAS

APRIL 10, 2023

Ah, the customer journey. The beautiful path every prospect takes as they embark on a voyage from initial discovery to a happy client who will continue to use your services and sing your praises to everyone they know. How do you have personalized conversations that align to the seemingly numerous customer journeys, at-scale ?

Ideal Customer Profiles 130

Ideal Customer Profiles Top of Funnel B2B Thought Leadership Lead Ranking 130

Zoominfo

OCTOBER 23, 2019

Early adopters of AI have achieved significant benefits – including increased efficiency, cost reduction, improved customer experience, revenue growth, and more. Gartner predicts that through 2022, 85% of AI projects will deliver erroneous outcomes due to bias in data, algorithms, or the teams responsible for managing them ( source ).

Marketing AI 247

Marketing AI Statistics Enterprise Management Work Management 247

Content4Demand

AUGUST 24, 2022

Gartner says that 80% of B2B sales interactions between buyers and suppliers will be in digital channels by 2025. Buyer enablement offers support for those who are completing what Gartner identifies as the four buying tasks: problem identification, solution exploration, requirements building and vendor selection. Reduce friction.

Gartner 87

Gartner Advertising Agencies Paid Search Agency B2B Sales 87

Oktopost

OCTOBER 30, 2023

In today’s business environment, the ability to discern and act upon a potential customer’s needs and desires can be transformative, enabling businesses to engage with prospects more effectively and convert them into loyal customers. Recent findings indicate that leveraging intent data yields promising results.

Intent Data 124

Intent Data Top of Funnel Intent Urgency Marketing 124

Only B2B

FEBRUARY 1, 2024

.” – Mary Meeker, Partner at Kleiner Perkins With the ocean of customer data at your fingertips, identifying the right buying intent aligning your business offerings is critical to driving sales. This optimization not only increases customer engagement but also contributes to generating more revenue for your business.

Intent Data 71

Intent Data Intent Marketing Strategy Marketing & Strategy 71

Oktopost

DECEMBER 20, 2023

Gartner predicts that by 2025, 75% of B2B sales organizations will incorporate AI within their traditional sales solutions. 5 Ways to Use AI in B2B Sales Generating content Sales prospecting Lead scoring AI notetakers Chatbots and virtual assistants Maximize Your Sales Efforts with AI to Hit Your Targets Why Use AI in B2B Sales?

Top of Funnel 75

Top of Funnel Lead Scoring Lead Ranking Ideal Customer Profiles 75

Vision Edge Marketing

JANUARY 25, 2022

There are two customer-centric prerequisites to improve your customer acquisition rate and drive successful business growth. In business, growth depends on understanding the customer buying journey to acquire, retain, and grow the value of customers. Because today we operate in an environment of the empowered customer.

Business 185

Business Peer-to-peer Work Management Acquisitions 185

Zoominfo

JUNE 22, 2022

In the age of COVID and increased remote work, sales development representatives (SDRs) and account executives (AEs) are finding that cold calling can be an effective means of reaching prospects — when handled correctly. B2B cold calling is simply calling a prospective customer before they’ve expressed interest in a product or service.

Cold Calling 130

Cold Calling B2B B2B Sales Gartner 130

Zoominfo

SEPTEMBER 7, 2021

For sales teams on the early edge of digitizing their operations, big data sounded like a way to get every piece of information needed on prospects. Big Data’s Big Wave Many companies wanted to jump on the initial big data train because, after all, having more data about customers or trends sounded like a competitive edge.

Intent Signal 130

Intent Signal Zoominfo Buyer Intent Gartner 130

Lead Forensics

APRIL 16, 2024

AI can unlock a goldmine of customer data, revealing valuable insights into your leads’ challenges, interests, and online behavior. In fact, research by Accenture indicates that customers are 5x more likely to convert when they feel a company understands their individual needs.

Ideal Customer Profiles 52

Ideal Customer Profiles Cross-Selling Budget Programs High Quality Lead 52

Biznology

DECEMBER 22, 2021

According to Gartner, “by the end of 2023, modern privacy laws will cover the personal information of 75% of the world’s population.” Getting more specific in my predictions for marketing privacy and security issues in 2022, here are a few ideas to keep in mind for 2022. Get Your Privacy Policies In Order.

Privacy 197

Privacy Privacy Policies Planning Advertising Agencies 197

Marketing Insider Group

FEBRUARY 1, 2021

You’re familiar with the B2B buyer’s journey : moving prospects through the awareness, consideration, and decision stages of the buying process. To attract ideal leads to your business, you must place your customer’s needs, wants, and interests at the center of your sales and marketing campaigns. Source: Pew Research.

Buyer Intent 359

Buyer Intent Intent Work Management Marketing Management 359

Zoominfo

OCTOBER 15, 2020

The intersection of our ideas resulted in a renewed focus on delivering massive value to our customers through the best B2B intent data the market has to offer. The three together, driving account identification, targeting, and segmentation will soon be table stakes for how sellers and marketers identify their next best customers.

Zoominfo 246

Zoominfo Intent Signal Work Management Intent Data 246

Only B2B

APRIL 3, 2024

According to a Gartner survey, a mere 34% of marketing-qualified leads (MQLs) progress to sales-accepted leads (SALs), and only 47% of these SALs become sales-qualified leads (SQLs) , with just over half culminating in successful deals. Intent data captures various buyer behavior signals indicative of a prospect’s interest level.

Sales Qualified Leads 71

Sales Qualified Leads Intent Data Lead Ranking High Quality Lead 71

The ROI Guy

MAY 29, 2018

Customers care about financials. Your prospects need assistance in tallying Total Cost of Ownership (TCO) and Return on Investment (ROI), which is why most vendors work hard to develop calculators for their websites and sales teams. He indicates that a quick search of online ROI / TCO calculators reveals that most are “fake”.

Gartner 45

Gartner Work Management Marketing Management ROI 45

Zoominfo

JUNE 14, 2022

They’re investing in proven teams with a unique blend of analytical logic and customer insights to give salespeople the time and support they need to hit their number. Helping Salespeople Sell Sales professionals excel at forging meaningful connections with prospective customers.

Marketing Analytics Tools 130

Marketing Analytics Tools Work Management Marketing Management Ideal Customer Profiles 130

The ROI Guy

MARCH 1, 2016

Gartner recently published their latest worldwide IT spending forecasts, and with a likely economic slowdown on the horizon, are projecting an anemic 0.6% And Gartner is predicting that by 2020, as much as 90% of IT spending could be driven by the business. YoY increase from 2015. Why Change Now? –

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

SalesIntel

APRIL 15, 2024

However, sales and marketing teams play a pivotal role in guiding customers through the sales funnel by addressing the unique demands and obstacles t customers encounter at each stage of the B2B buyer journey. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

B2B Marketing Directions

JULY 4, 2021

In a survey of digital marketing leaders conducted by Gartner in November and December of last year, 63% of the respondents said they still struggle with delivering personalized customer experiences. Source: "Rethink Personalization for Maximum Impact" (Gartner, Inc.,

Privacy 98

Privacy Personalization Gartner Privacy Policies 98

Zoominfo

JANUARY 23, 2021

For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. In sales, reps work to close a high-volume of deals (from MQLS and sales prospecting). Others are like farmers, nurturing customers beyond the initial sale.

Work Management 238

Work Management Marketing Management Cross-Selling Zoominfo 238

The ROI Guy

MARCH 24, 2014

As technology buyers have changed, now more knowledgeable, empowered and in control of the purchase decision process, technology sales reps have not evolved to keep pace, this according to a recent article by Gartner. The evidence?

Gartner 40

Gartner Buyer Personas Paid Search Agency Demand Generation Agencies 40

Koroberi

APRIL 9, 2024

In fact, B2B buyers spend the highest percentage of their buying journey (27%) researching online independently ( Gartner, 2019 ), making search engine optimization (SEO) vital for driving awareness, interest and consideration of your business among prospects. Is it the terminology Arkieva customers and prospects use?

SEO 52

SEO SERP Forecasting Urgency Marketing 52