Oktopost

APRIL 29, 2024

Many discussions take place about B2B intent data in the context of ABM (Account Based Marketing) or other strategic marketing and sales programs. It provides insights into customer behaviors, interests, and purchase intentions. Forrester research shows that 85% of organizations using intent data report substantial business benefits.

Intent Data 62

Intent Data Social Media Intent Lead Ranking 62

Zoominfo

DECEMBER 20, 2021

By understanding a prospect’s tone, language, and approach, marketing and sales teams can better grasp where the prospect is in their buying journey and deliver a tailored experience. When making a purchase, they typically want all interactions to occur on their terms.

Conversion 130

Conversion Account Based Marketing Zoominfo Planning 130

Madison Logic

DECEMBER 29, 2022

Madison Logic provides advanced B2B ABM services through its proprietary, industry-leading account-based marketing platform to improve its clients’ sales and marketing results.

Account Based Marketing 98

Account Based Marketing Advertising Agencies Enterprise Management Work Management 98

Outreach

JANUARY 31, 2018

Using the blockchain to purchase goods or trade value is fast, safe and cuts out the middleman (and his fees). And as the amount of research prospects do before ever interacting with a rep increases — Forrester found nearly 60% of buyers prefer online research to talking with a salesperson — sales cycles are getting shorter.

B2B Sales 156

B2B Sales Forrester Sales Cycle Trust Marketing 156

KoMarketing Associates

SEPTEMBER 10, 2019

Forrester expects B2B ecommerce in the just United States to reach $1.8 By that time, it will account for 17% of all B2B sales in the US. Even as of the close of 2018, Forrester says US B2B ecommerce had already exceeded $1.1 They estimate it represented 12% of total B2B sales in the US. trillion by 2023.

eCommerce 121

eCommerce Advertising Benchmark B2B Marketing Practices 121

Madison Logic

SEPTEMBER 13, 2022

The collection of customer-led webinars, testimonials, and events showcase how B2B marketers from leading enterprise software organizations leverage research and insights to implement effective ABM strategies that yield higher conversion across the sales cycle.

Top of Funnel 52

Top of Funnel Enterprise Management Buyer's Journey Account Based Marketing 52

Madison Logic

AUGUST 2, 2023

B2B buyers need more attention and information to make a purchase decision, ideally, a personalized buying experience. McKinsey research reveals that 71% of consumers expect brands to deliver personalized interactions and 76% get frustrated when it doesn’t happen.  That’s where account-based marketing (ABM) comes in.

Account Based Marketing 52

Account Based Marketing Personalization Multi-Channel Top of Funnel 52

Martech

APRIL 3, 2023

More than half of demand and account-based marketers use conversation automation technologies , according to Forrester’s State of Demand and ABM Tactic Survey. Traditional sales cycles can be long, complicated and full of obstacles that make it tough for buyers to get the information they need to decide. And the best part?

Marketing Analytics Tools 123

Marketing Analytics Tools B2B Marketing Conversion Marketing & Strategy 123

SmartBug Media

MAY 13, 2022

When potential buyers conduct research, such as website visits, product reviews, or content downloads, they indicate some intent to purchase products or services. For example, if a prospect account searches “what is B2B marketing software,” you can infer that they have relatively low purchase intent. Are they going to Forrester?

Intent Data 98

Intent Data Work Management Intent Marketing Management 98

Martech

JULY 18, 2022

Automating ABM data, analytics, campaigns and workflow processes can provide numerous benefits, including the following: Improved sales and marketing alignment. A successful ABM strategy requires marketing and sales organizations to work together to identify key accounts to target. Shortened sales cycles. Why it’s hot.

Enterprise Management 86

Enterprise Management Account Based Marketing Work Management Marketing Management 86

NetLine

JUNE 21, 2022

So it’s really this idea of progressing someone from interest to purchase consideration so when they’re ready to engage our Sales team or a channel, that’s what (nurturing) is trying to answer.” . Research from FocusVision states that consumers consume up to 13 pieces of content before coming to a purchase decision. .

Lead Nurturing 126

Lead Nurturing Lead Ranking Marketing Qualified Leads Sales Qualified Leads 126

PureB2B

FEBRUARY 3, 2022

And it certainly influences the way we make purchasing decisions for the home and office. Take it from Forrester, whose research found 77% of consumers have either chosen, recommended, or paid more for a brand that’s offered a personalized customer experience. How exactly does AI streamline the B2B sales cycle?

Marketing AI 62

Marketing AI B2B Sales Personalization Paid Search Agency 62

Only B2B

FEBRUARY 16, 2022

Simply because the pandemic’s previous two years have altered how purchasers act and make purchases. According to a 2020 McKinsey research , 90% of B2B sales have switched to digital channels. Before making a purchase decision, 74% of business purchasers conduct research online, says Forrester.

Lead Generation 118

Lead Generation Marketing Budget Generation Webinar Metrics 118

Only B2B

JUNE 19, 2023

The BANT Sales Process: The BANT sales process follows a systematic approach to assess and qualify leads ( Marketing qualified or Sales qualified ). It begins with identifying the budget of the prospect, ensuring they have the financial means to make a purchase. stakeholders are involved in B2B purchase decisions.

Sales Qualified Leads 62

Sales Qualified Leads High Quality Lead Lead Ranking Marketing Qualified Leads 62

Full Circle Insights

NOVEMBER 10, 2022

Marketing operations that achieve better alignment with their counterparts in sales experience significant improvements in efficiency. Here’s a closer look at seven steps you can take to align your marketing team with sales as you build out your ABM strategy: .

Ideal Customer Profiles 52

Ideal Customer Profiles Account Based Marketing ABM Webinar Metrics 52

Only B2B

SEPTEMBER 18, 2023

Must Read: Sales Success Secrets: The Critical Role of Lead Generation and Appointment Setting Revolutionizing Lead Generation with Automated Lead Qualification: A Data-Driven Guide Lead qualification is the process of evaluating potential customers and determining their readiness to make a purchase.

Lead Qualification 62

Lead Qualification Lead Ranking Marketing Qualified Leads Lead Scoring 62

Madison Logic

NOVEMBER 30, 2023

It’s about building positive brand awareness and strong relationships throughout the entire customer lifecycle. We face a changing B2B buying landscape with longer sales cycles and larger buying committees made up of increasingly independent decision-makers.

Demand 52

Demand Brand Identity Branding Work Management 52

Marketing Insider Group

JULY 22, 2015

Well, your customers recognize the importance of great content to help them make a purchase decision. The best social selling teams and representatives are journalists and curators; delivering the right content to the right customer on the right channel at the right time of the sales cycle. Are they finding you?

Curation 100

Curation Sales Cycle RFP Content 100

Martech

JUNE 3, 2022

“You’re increasing your average deal size as you’re nurturing them through the opportunities journey and then shortening that sale cycle and increasing the sales velocity.” ” She suggested marketers develop methods for measuring account engagement — both from a marketing and a sales side.

Account Based Marketing 107

Account Based Marketing Ideal Customer Profiles ABM Top of Funnel 107

The ROI Guy

JANUARY 7, 2014

How well prepared are you to meet your 2014 sales and marketing goals? Several analysts published important B2B sales and marketing research in 2013 that could impact your plans. Here''s a round-up of the top 3 research findings and important advice to help you drive success in the New Year: Sales Revenue Growth for 2014?

Research 40

Research Forrester Gartner Sales Cycle 40

Martech

MAY 10, 2022

Tonkin needed more reviews in more places, but he also wanted to streamline Planful’s marketing strategy to focus on in-market buyers — the people who had done their research and were close to making a purchase. Today’s B2B buyer cohort, made up largely of millenials, is much more inclined to research products and solutions online.

Buying Cycle 83

Buying Cycle Intent Ideal Customer Profiles Planning 83

TrustRadius Marketing

OCTOBER 3, 2022

Even before the pandemic, 68% of B2B buyers preferred to research online independently , according to Forrester. Only 23% contacted a sales representative. Only 23% contacted a sales representative. Understand purchase intent.

Intent Data 52

Intent Data Top of Funnel Intent Work Management 52

Madison Logic

JANUARY 18, 2023

Research from Gartner shows that meaningful personalization boosts the chances that a customer will make a high-quality purchase by 9%. Use data that signal purchase intent to identify and understand your audience. For example, y our sales teams have daily conversations with current and prospective accounts.

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

PureB2B

AUGUST 25, 2021

When working with B2B relationship sales and extended sales cycles, the potential of social selling is at its peak. This sales strategy has many dimensions, depending on the industry segment, but essentially, this method has been the norm for several years.

Lead Ranking 118

Lead Ranking Linkedin Network Marketing Social Media 118

Top Rank Marketing

SEPTEMBER 4, 2023

B2B buyers need innovative solutions to keep up and get ahead, too, and, according to the research, they’re more willing to look to new sources for these solutions than ever. In fact, 77% of B2B buyers even said they wouldn’t make a purchase at all without this kind of personalized approach. In fact, they’re counting on them.

Enterprise Management 82

Enterprise Management Work Management Marketing Management B2B Marketing 82

Conversica

SEPTEMBER 6, 2018

Buyers have already finished most of their decision-making process before they engage with your sales team. According to Gartner, customers are already 57% through the purchase process before they approach a supplier. Measure the effectiveness of your sales and marketing alignment with these key performance indicators (KPIs).

Lead Ranking 65

Lead Ranking Marketing Qualified Leads Top of Funnel MQL 65

Albacross

NOVEMBER 4, 2021

With the ease of COVID-19, people are starting to work back in the office and more off-line sales activities are coming back – events, fairs, and face-to-face sales meetings. Does this mean that buyers will decrease their online research when comparing different providers? Source: Forrester , 2021). Not exactly.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

Walker Sands

AUGUST 8, 2022

It means knowing their buyer journey — what makes them start to search for a new solution, how long they search, the red flags they’re looking for, their preferred research channels and more. While these results will inherently carry more bias than those of your quantitative research, you still want to limit distortion as much as possible.

Top of Funnel 52

Top of Funnel Buyer's Journey ROI B2B Marketing 52

The ROI Guy

FEBRUARY 14, 2011

With two recessions over the past 10 years, research reveals that B2B buyers have become focused on quantifiable bottom-line proof points. The reign of the economic-buyer is called Frugalnomics, where buyers require significant ROI, fast payback and superior value from each purchase.

Allocation 40

Allocation Research Practices Forrester 40

The ROI Guy

AUGUST 15, 2010

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. April 2009).

Forrester 40

Forrester Lead Ranking Cross-Selling Sales Cycle 40

Marketing Insider Group

AUGUST 11, 2015

All survey data is open to some interpretation (see this eMarketer writeup , and this coverage in MediaPost ) but from where I sit, this research is an encouraging indication of where B2B marketing is headed. Forrester and Gartner support the notion that today’s buyer embarks on an increasingly digital, empowered, and complex buyers journey.

B2B Marketing 100

B2B Marketing Marketing Management B2B Paid Search Agency 100

SmarkLabs

JUNE 12, 2023

There’s a simple answer: B2B companies are dealing with longer sales cycles, larger decision-making units, and a need for more personalized communication. A study by Forrester Research found that companies excelling at lead nurturing generate 50% more sales-ready leads at 33% lower cost.

Marketing Automation Services 52

Marketing Automation Services Marketing Automation Automation Work Management 52

Kaon

NOVEMBER 3, 2015

While this is certainly not true for every product category, the reality is that in order to improve your sales and marketing effectiveness, you have to excel in face-to-face meetings. Studies have shown that sales cycles are much shorter when there are face-to-face meetings as part of the process.

Effectiveness 100

Effectiveness Allocation Interactive Marketing Customer Satisfaction 100

TrustRadius Marketing

OCTOBER 3, 2022

Demand gen and ABM share a common goal of driving sales through a focused blend of inbound and outbound efforts. Research from Demand Gen Report shows that almost 60% of B2B marketers are already blending ABM and demand gen initiatives. Combining ABM and demand gen without martech bloat.

Account Based Marketing 52

Account Based Marketing Demand Generation Agencies Demand Generation ABM 52

Seismic

DECEMBER 20, 2022

The increasing demand for high-speed technology, competitive pressure from other providers, and the way that buyers purchase tech has fundamentally changed how telecom companies do business. This requires strategic alignment between sales and marketing teams in order to optimize the sales cycle. Do your research.

Marketing Management 40

Marketing Management Marketing Analytics Tools Ad Building Business 40

Hubspot

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? HubSpot conducted research on the “State of AI,” with over 1,350+ specialists reporting on how AI affects their business. Image Source 6.

Marketing AI 61

Marketing AI Top of Funnel Lead Ranking Work Management 61

PureB2B

AUGUST 25, 2021

When working with B2B relationship sales and extended sales cycles, the potential of social selling is at its peak. This sales strategy has many dimensions, depending on the industry segment, but essentially, this method has been the norm for several years.

Lead Ranking 62

Lead Ranking Linkedin Network Marketing Sales Qualified Leads 62