ANNUITAS

FEBRUARY 3, 2022

Yes, Millennials are well established as decision makers in B2B companies, and even if not the decision maker, research shows that others are highly likely to seek a Millennial’s input. If you’re in the “unaware” stage, it’s time to do your research. Step 1: Research your buyers to understand their differences.

Generation 182

Generation Cross-Selling B2B Lead Ranking 182

ANNUITAS

FEBRUARY 3, 2020

What does your research process look like? Who do you consult with when conducting research and making a decision to adopt a new solution? What information is most helpful as you’re researching new solutions? What’s the most difficult aspect of your job? What keeps you up at night? Where do you typically start?

Peer-to-peer 173

Peer-to-peer Work Management Marketing Management Sales Qualified Leads 173

ANNUITAS

FEBRUARY 25, 2020

So what does this information tell us? Even if a prospect isn’t a customer yet, you, as a B2B service provider, are still expected to put in maximum effort and research their needs to meet their expectations. As your prospective buyers move down the funnel of the buyer’s journey, gathering more information about them is key.

Personalization 147

Personalization Buyer Personas B2B Marketing Management 147

ANNUITAS

AUGUST 4, 2020

While all of this documentation describes how the customer interacts with the product or service, it fails to document how the customer buys, what content they consume as they conduct research, and what frictions your marketing and sales interactions need to overcome to better align with the customer’s pre-sale needs.

Planning 147

Planning Marketing Plans Demand Peer-to-peer 147

ANNUITAS

OCTOBER 31, 2023

Our research suggests that a fifth of current sales-team functions could be automated,” claims McKinsey. Over the past few months, the ANNUITAS|research team has been covering and releasing reports on a number of recent AI additions to leading GTM Technology Stack platforms, such as Salesforce Marketing.

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Marketing AI Sales Management 130

ANNUITAS

SEPTEMBER 24, 2020

Likewise, patients are primarily doing the research to find their telehealth provider online. Conducting first-person research and validating it with third-party data will help you segment your audience into the appropriate groups that you can then use to build out conversation tracks.

Demand 113

Demand Top of Funnel Planning Digital Marketing Funnels 113

ANNUITAS

AUGUST 19, 2020

Investment : Sharing some personal information on a form. These assets should be developed by conducting first-party research with your customers, prospects, and anyone else who impacts the buyer journey, and then that research should be validated by third-party sources. Reward : Education and direction on where to start.

Touchpoints 147

Touchpoints Multi-Channel Buyer's Journey Trigger Marketing 147

ANNUITAS

AUGUST 12, 2020

Through the previously discussed Insights Phase, we gathered information on people, process, content, and technology through a myriad of sources to better understand your buyer. The basis is the customer’s buying process, specifically the sequence of information requests that drive this journey. The Strategy Phase. Mid-point Insights.

Top of Funnel 147

Top of Funnel Planning Marketing Plans Demand 147

ANNUITAS

SEPTEMBER 29, 2016

It details the results of a study by United Kingdom PR agency Hotwire called The Changing Face of Influence , and there is a lot of interesting information there. when asked which one channel they’d turn to for information on a purchasing decision, 1 in 4 (24%) decision makers said Facebook would be their social channel of choice.”.

Social Media 164

Social Media Social Marketing Demand Generation Agencies B2B Marketing 164

ANNUITAS

NOVEMBER 5, 2020

From the insights gathered, we take that information and transform it to a three-step buyer journey that, at a high level, transitions from ‘engage’ to ‘nurture’ to ‘convert’. . This way, the buyer provides you more information as the conversation and relationship progresses.

Top of Funnel 147

Top of Funnel Lead Ranking Sales Qualified Leads Lead Scoring 147

ANNUITAS

AUGUST 27, 2020

There’s a better way to collect the information you need to qualify your buyers, and it doesn’t necessarily need to involve forms – or rather, forms as you know it. A Progressive Profiling Model should guide data intake sequencing in your lead management by asking for small bits of information from a buyer in digestible increments.

Ideal Customer Profiles 147

Ideal Customer Profiles Lead Ranking Sales Qualified Leads Budget Programs 147

ANNUITAS

NOVEMBER 2, 2021

In fact, recent ANNUITAS research found that inside sales teams are expanding by as much as 166%. For more helpful information about this topic, read “ How to Align Sales and Marketing Teams.”. Because that prospect has been receiving personalized information from marketing throughout their journey. It makes sense.

Top of Funnel 130

Top of Funnel Lead Ranking Marketing Qualified Leads Sales Qualified Leads 130

ANNUITAS

JULY 20, 2021

There’s no consideration of where a prospect might be in the buying process (is she ready to buy or just starting her research?) The result of this structure is a series of customer conversation flows, through ‘information request’ stages, that are focused on solving problems, not on targeting titles.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

ANNUITAS

MAY 21, 2020

Consumers had to wait for businesses to reach out to them in their buyer journey with information about the latest products… Now 67% of the journey takes place online, where the customer is in control. They expect to receive personalized care and they want to receive the information desired on their schedule.

Marketing Attribution 264

Marketing Attribution Lead Ranking Planning Top of Funnel 264

ANNUITAS

MARCH 8, 2022

The best chat tools are capable of orchestrating personalized conversations based on information your prospects provide along the way. You must know what informational needs a person has based on both their stage in the buying process and their responses to progressive profiling questions. But an early-stage user does not.

Marketing Automation Services 130

Marketing Automation Services Lead Ranking Tools Top of Funnel 130

ANNUITAS

APRIL 9, 2020

This type of research and analysis (even if done quickly) is key to validating your/your organization’s hypothesis and enabling you to be a valued and trusted partner. During acute marketing shifts like we’re facing now, it’s more important than ever to talk to customers and prospects to discover if their needs or buying process has changed.

Peer-to-peer 264

Peer-to-peer Demand Validation Demand Generation 264

ANNUITAS

MAY 2, 2023

Also, improving the customer insights inside the CRM itself allow more stakeholders to make more informed engagement decisions further along the journey outside of traditional “marketing” stages. Adding more native integration to WhatsApp allows for a continuous engagement model.

Lead Ranking 130

Lead Ranking Paid Search Agency Multi-Channel Marketing Automation Services 130

ANNUITAS

FEBRUARY 9, 2021

According to Salesforce research, fewer than half (49%) of marketing leaders believe they provide an experience completely aligned with customer expectations, and customers agree. During the purchase process, 90% of buyers agree that information is generally of high quality, but 50% were overwhelmed by the sheer volume of content available.

Blast Campaigns 130

Blast Campaigns B2B Lead Ranking High Quality Lead 130

ANNUITAS

SEPTEMBER 28, 2022

These teams achieve this – on both a digital and live basis – by matching the right information, via the right channel, with the right audience – with sufficient feedback loops – to tune and deliver subsequent information interactions. This is the process through which B2B pain points are understood and matched to solutions.

Ideal Customer Profiles 130

Ideal Customer Profiles Enterprise Management Marketing Analytics Tools Work Management 130

ANNUITAS

OCTOBER 15, 2020

These metrics disregard whether or not you’re reaching the right people at the right time in their buying process and they give you no actionable data to inform strategy adjustments. . But liking a post is not the same as offering your personal information in order to read its contents. .

Blast Campaigns 147

Blast Campaigns Elasticity Eye-Tracking B2B Thought Leadership 147

ANNUITAS

SEPTEMBER 29, 2016

It details the results of a study by United Kingdom PR agency Hotwire called The Changing Face of Influence , and there is a lot of interesting information there. when asked which one channel they’d turn to for information on a purchasing decision, 1 in 4 (24%) decision makers said Facebook would be their social channel of choice.”.

Social Media 100

Social Media Social Marketing B2B Marketing Demand Generation Agencies 100

ANNUITAS

FEBRUARY 24, 2023

They tend to make a lot of sense in the strategy phase — with well-reasoned positioning, market sizing, supporting marketing research insights and thoughtful segmentation. Where Go-to-Market Programs Fall Down I’ve said this before: Go-to-market strategies have an Achilles heel.

Planning 130

Planning Paid Search Agency Marketing & Strategy Act-On 130

ANNUITAS

JULY 28, 2015

Demographic information is critical for most marketers using buyer personas according to the ANNUITAS research. Speaking to buyers directly provides insights that can’t be gleaned from secondary research or internal sources alone. Activity without insights will not get them there. Include the Buyers.

Buyer Personas 100

Buyer Personas Demand Generation Case Studies Barriers 100

ANNUITAS

NOVEMBER 1, 2016

Going purely from “your gut” or from exclusively internal research to create personas misses the point. Do some research into what’s going on in their environment to get some context as well. Too Much Information (TMI)-. There are a few key questions to guide your research: What are his or her objectives?

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

ANNUITAS

JANUARY 27, 2015

Demographic information is critical for most marketers using buyer personas according to the ANNUITAS research. Speaking to buyers directly provides insights that can’t be gleaned from secondary research or internal sources alone. Activity without insights will not get them there. Include the Buyers.

Buyer Personas 100

Buyer Personas Demand Generation B2B Sales Case Studies 100

ANNUITAS

NOVEMBER 1, 2016

Going purely from “your gut” or from exclusively internal research to create personas misses the point. Do some research into what’s going on in their environment to get some context as well. Too Much Information (TMI)-. There are a few key questions to guide your research: What are his or her objectives?

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

ANNUITAS

SEPTEMBER 1, 2015

I was recently in the market for a new car and while I was fairly certain I knew the car I wanted, I was intent on doing my research. As a result, I had narrowed my search to three cars specifically and it was a pretty quick and efficient way to research. I am no different than other consumers in this scenario.

Advertising Channels 100

Advertising Channels Multi-Channel Peer-to-peer Word of Mouth 100

ANNUITAS

MARCH 8, 2016

Going purely from “your gut” or from exclusively internal research to create personas misses the point. Do some research into what’s going on in their environment to get some context as well. Too Much Information (TMI)-. There are a few key questions to guide your research: What are his or her objectives?

Buyer Personas 100

Buyer Personas Demand Generation Buying Cycle Work Management 100

ANNUITAS

MAY 28, 2020

One of those most interesting finds we uncovered during this research period was that companies are underutilizing paid search right now. According to our research, when users navigate to the blog, they tend to seek out multiple types of content including video, product pages, gated content, and additional blogs. Paid Search.

Top of Funnel 147

Top of Funnel Demand Webinar Metrics Paid Search Agency 147

ANNUITAS

SEPTEMBER 29, 2015

Going purely from “your gut” or from exclusively internal research to create personas misses the point. Do some research into what’s going on in their environment to get some context as well. Too Much Information (TMI)-. There are a few key questions to guide your research: What are his or her objectives?

Buyer Personas 100

Buyer Personas Demand Generation Buyer's Journey Buying Cycle 100

ANNUITAS

DECEMBER 2, 2014

This is vital information that data cannot tell you. While there is great likelihood you will find similarities in the feedback you get from your customers, there is also information you will glean that is far different as there is no bias to your companies’ products or services. Do The Research. Talk With Sales.

Studies 100

Studies Forecasting Paid Search Agency Organic Leads 100

ANNUITAS

NOVEMBER 3, 2016

Given that buyers’ accessibility to research and planning content has led to slightly longer purchasing cycles ( buyers are 57% through purchase decision before engaging with a vendor according to CEB ) it is no wonder that a long-term program-lead strategy is more effective than a predefined set of campaigns.

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

ANNUITAS

NOVEMBER 3, 2016

Given that buyers’ accessibility to research and planning content has led to slightly longer purchasing cycles ( buyers are 57% through purchase decision before engaging with a vendor according to CEB ) it is no wonder that a long-term program-lead strategy is more effective than a predefined set of campaigns.

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

ANNUITAS

NOVEMBER 3, 2016

Given that buyers’ accessibility to research and planning content has led to slightly longer purchasing cycles ( buyers are 57% through purchase decision before engaging with a vendor according to CEB ) it is no wonder that a long-term program-lead strategy is more effective than a predefined set of campaigns.

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

ANNUITAS

MARCH 19, 2013

Recent research as well as the collective experience at ANNUITAS indicates that Si would be right. . It includes information such as their background, daily activities, current pain points, and what’s important to them. What are they researching? You don’t know the buyer JACK”! What is a persona? Where does Google take them?

Buyer Personas 100

Buyer Personas Buying Cycle Forrester Buyer's Journey 100

ANNUITAS

JULY 9, 2015

Do a quick Google search on leadership traits or leadership essentials and you will find a wealth of information and relevant research on the subject. With so much information on what makes a successful leader, what should you focus on to improve your ability to lead more effectively and to help develop and hire your next leaders?

Forecasting 100

Forecasting Organic Leads Transparency Intent 100

ANNUITAS

JUNE 3, 2014

Last month ANNUITAS launched a Demand Generation Research project focused on large enterprise B2B organizations. The thought behind the research was to get very narrowly focused on how large enterprises are approaching Demand Generation and what kind of success they are having.

Enterprise Management 100

Enterprise Management Planning Demand Generation B2B Sales 100