The ROI Guy

JULY 23, 2015

Their research indicates that when B2B buyers are making a purchase decision, they go 57% of the way through the buyer’s journey BEFORE engaging with a sales rep. For more complex purchases, sales rep engagement starts at the beginning of the journey even more - two-thirds of the time. Segmented pricing analyses, pocket listings).

B2B Sales 40

B2B Sales Forrester B2B Disintermediation 40

The ROI Guy

NOVEMBER 4, 2010

In this session we discussed some important value selling and content marketing research for technology marketers, much of which extends to other B2B segments, with trends and advice you need to excel in 2011. In this blog post, I present a few of the key research metrics and advice.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

xiQ

AUGUST 8, 2015

This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. Rather than moving sequentially through a funnel, buyers actually work through four parallel streams to make a purchase decision.

Sales Management 62

Sales Management Work Management Marketing Management AIDA 62

xiQ

AUGUST 8, 2015

This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. Rather than moving sequentially through a funnel, buyers actually work through four parallel streams to make a purchase decision.

Sales Management 48

Sales Management Work Management Marketing Management AIDA 48

Heinz Marketing

FEBRUARY 8, 2021

And in B2B, there’s this asymmetry where a good purchase, a good decision, helps your company, but a bad decision can cost you your job. And then you can use that to then start to build really sophisticated audiences and segments. And none of the ABM platforms have those capabilities yet. That’s the first piece.

Account Based Marketing 112

Account Based Marketing DemandBase Marketing Automation Services Top of Funnel 112