Everything Technology Marketing

APRIL 8, 2010

By Holger Schulze Major shifts are taking place in B2B marketing that started a few years ago but have accelerated in recent months – in the marketplace as well as inside vendor organizations. This exercise will help you understand how your customers are progressing through the steps of the buying cycle.

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Buying Cycle Lead Ranking 100

Everything Technology Marketing

MAY 24, 2010

It is now harder than ever for B2B vendors to get the attention of our audiences. Power Shift Knowledge is power, and the balance of power is clearly shifting from vendors to the customer. They educate themselves on the nature of their business problem, possible solution options, available vendors and products.

Work Management 100

Work Management Marketing Management Marketing Budget B2B Marketing 100

Everything Technology Marketing

FEBRUARY 19, 2011

At the same time B2B buyers are actively seeking guidance and information on how to solve specific problems, how to evaluate available solution options, and to learn about peers’ experiences with a vendor. Until the marketing automation system indicates that your lead is qualified and ready for direct sales engagement.

Social Media 100

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 100

Everything Technology Marketing

JANUARY 1, 2011

5 - Focus on sales enablement The best leads and nurturing strategy, however, doesn’t help much if sales can't close the deal. An empowered buyer means that the role of sales will dramatically be impacted, requiring sales enablement and marketing to help redefine and drive a new breed of value selling professional in 2011.

Work Management 100

Work Management B2B Marketing Marketing Management Lead Scoring 100

Everything Technology Marketing

JULY 10, 2010

This way you increase customer centricity and make sure that strategy and tactics are mapped to the buying process your customers perform (stages: unawareness, pain recognition, understanding how to solve the problem, identifying and selecting the right solution and vendor, validating the choice and acting on it).

Work Management 100

Work Management B2B Marketing Marketing Management Paid Search Agency 100

Everything Technology Marketing

MARCH 14, 2011

What matters to the business user is the business value the solution delivers, the process it helps automate or enable, the cost it reduces or the opportunity it unlocks. Technical specs, speeds and feeds are now much less important, even irrelevant, to the buyer as they are often entirely encapsulated and "hidden" in the cloud.

Marketing Automation Services 100

Marketing Automation Services Budget Programs Software Lead Ranking 100