Marketing Interactions
OCTOBER 8, 2020
Unsure about the validity of their business case. They tend to be unsure about the validity of their business case, revising it at least once during their buying process. Samantha Stone , Founder, Marketing Advisory Network adds: “Never think of content as a way to generate a lead. Uncertain they’ll get the outcome they want.
Marketing Interactions
MARCH 7, 2022
Can’t determine the differences between vendors to validate and justify a choice. If you now have it, this is a great time to tell them and validate what outcomes it will bring for them. Experienced a re-org that shifted priorities—or delayed them. Don’t see the value as high enough to warrant the change effort.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Marketing Interactions
AUGUST 24, 2021
With peers and networks rising in authority and influence during the buying process, this advocacy can become a big contributor via referrals and validation. Validation of expertise is an outcome of thought leadership. Shift from Thought Leadership to Thinking Leadership.
Marketing Interactions
SEPTEMBER 26, 2022
Only 16% of B2B marketers rate their current lead nurturing initiatives as excellent, per the 2022 Lead Nurturing & Acceleration Benchmark Survey. Then, ask your customers the situational questions above and try to validate what you’ve heard. A Few Reasons an Update to Buyer Personas is Wise.
Marketing Interactions
FEBRUARY 20, 2022
Validate our (our company’s) expertise. Part of the reason lead scoring and using intent data goes wrong is that it’s focused on the number and timing of activity, more than the context of the engagement. As we do so, we’re meeting our buyers’ criteria to: Teach them something they don’t know. Help them justify the fix.
Marketing Interactions
MARCH 22, 2022
The way B2B companies qualify leads is based on what we want, rather than letting our buyers guide us. There’s also been a lot of talk and research showing that B2B marketers intend to make lead quality a higher priority than lead quantity. Need: This one is still valid. Case in point > BANT. The Case to Banish BANT.
Marketing Interactions
SEPTEMBER 21, 2021
Like Pillar content or content designed to drive “lead” gen. And the report found that only 19% of buyers appreciate content that validates their current thinking. Edelman and LinkedIn recently released the 2021 B2B Thought Leadership Impact Study. Their findings gave me pause. Read that again….
Expert insights. Personalized for you.
77 
Let's personalize your content