The Point

JULY 17, 2017

This year’s report (download a copy here – registration required) is striking in the degree and pace of change reported, since only last year, in how B2B buyers describe their research and purchase processes. FINDING : 80% of buyers ranked deployment/ease of use as very important; compared to 75% who said the same of pricing.

Paid Search Agency 241

Paid Search Agency Demand Marketing Automation Services Peer-to-peer 241

Marketing Insider Group

JULY 21, 2020

If you read marketing publications as much as I do, you’ve seen your fair share of blog posts, white papers, and videos that reference it. That same McKinsey study reported that in 2010, the percentage of online CPG purchases was already at six percent. Certainly, millennials will become a driving force in tomorrow’s workplace.

Marketing AI 547

Marketing AI Stats Planning Case Studies 547

Lead Forensics

APRIL 2, 2024

Objections: Price & Budget 1. Offer tiered pricing options or highlight hidden costs associated with their current solution. ” Response: Emphasize value beyond price. “I’m not authorized to sign off on this purchase.” “It’s too expensive.” ” (Most common objection!)

Effectiveness 52

Effectiveness Work Management RFP Case Studies 52

Sword and the Script | B2B

AUGUST 15, 2023

38% are conducting a more detailed ROI analysis; 31% are spending more time researching purchase decisions ; 24% are altering decision timelines based on changing business needs/priorities; 24% are spending more time using social media to research vendors ; and 23% are relying more on peer recommendations or review sites.

Marketing Management 78

Marketing Management Vendors Studies Top of Funnel 78

Trade Press Services

SEPTEMBER 25, 2023

The B2B sales journey is complex, typically involving multiple small decisions about your brand that lead to a decision to purchase. Five Decisions That Impact Whether a Prospect Makes a Purchase Chitwood’s timeless advice still guides today’s salespeople. Decision #4: About the price and value.

Lead Ranking 52

Lead Ranking Buying Cycle B2B Sales Pricing 52

ANNUITAS

APRIL 19, 2022

On average, customers engage with nine different channels in their buying process before making a purchasing decision. Nurture channels should serve medium friction, middle-of-funnel content like white papers and case studies. Communication preferences have changed over the past few years.

Top of Funnel 130

Top of Funnel Advertising Channels Peer-to-peer Elasticity 130

Lead Forensics

APRIL 2, 2024

Objections: Price & Budget 1. Offer tiered pricing options or highlight hidden costs associated with their current solution. ” Response: Emphasize value beyond price. “I’m not authorized to sign off on this purchase.” “It’s too expensive.” ” (Most common objection!)

Effectiveness 40

Effectiveness Work Management RFP Case Studies 40

Only B2B

FEBRUARY 28, 2024

Harness the Power of Intent Data Platforms: Explore various intent data platforms, each offering unique features and pricing models. Targeted Content Creation: Share relevant content like blog posts, case studies, or white papers that align with their specific interests and stage in the buyer journey.

Intent Data 71

Intent Data Intent Intent Signal Sales Qualified Leads 71

Martech

MARCH 22, 2023

Review your price structure on promotions. Dig deeper: 5 tips to get more value from your tech stack Identify segments that can be more lucrative to target, such as regular buyers, people who buy at full price instead of waiting for sales and shoppers who send you clear purchase or upgrade intent signals. So be ready to jump.

Enterprise Management 91

Enterprise Management Marketing & Strategy Marketing Strategy RFP 91

seo.co

MAY 16, 2022

When they see that content and find it informative, they are more likely to purchase from your site. Ebooks and white papers. All kinds of people come to your website, and only some of them are ready to make a purchase decision. Or, they may be shopping prices. Blog articles. Landing pages. Social media content.

Analysis 110

Analysis Top of Funnel SEO Work Management 110

Sana Commerce

AUGUST 24, 2023

Lack of product information Customers need purchase critical information about a product, and if they haven’t had access to all the necessary information, there’s a higher chance they might initiate a return. What causes B2B e-commerce errors (and subsequently, returns)? Find out more about the 46 benefits of integration.

Optimization 98

Optimization Customer Satisfaction B2B Terms and Conditions 98

SendX

MAY 18, 2020

The secret is the low prices combined with the sense of urgency created by the fact that most of these sales last only a day, or a weekend at the most. But when a deal is only available for a short time, there’s a sudden rush to purchase. In the next section we’ll look at how to create a sense of urgency to your offer.

Promotion 299

Promotion Email Marketing Urgency Marketing Paid Search Agency 299

The Point

JULY 1, 2013

The right white paper title can serve as a very effective way to target the right audience, regardless of where it’s hosted. B2B Marketing Content marketing Content Syndication Demand Generation lead generation White Papers b2b demand generation madison logic netline White Paper Syndication'

Demand Generation 100

Demand Generation Paper Sales Qualified Leads Content 100

Martech

SEPTEMBER 22, 2022

A study I worked on years ago for Acxiom examined and categorized different kinds of fashion buyers and what motivated them to purchase. Some buyers will pay full price no matter what. Your strategy is to move these people to purchase without random discounts or other incentives. Wrapping up.

Planning 104

Planning Work Management Marketing Management Paid Search Agency 104

Sana Commerce

FEBRUARY 21, 2023

The important thing is that it makes a big difference in the way your customers perceive their shopping experience , and therefore in how they purchase. Use data based on previous purchases to build up an individual order history and see what your customer’s interests are. Welcome to the club.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

ClickDimensions

SEPTEMBER 28, 2021

This should include customer testimonials, pricing information and other relevant information that will help persuade a potential customer. A great CTA fills up the top of your marketing funnel by offering free and appealing content, such as demos or thought leadership content like eBooks and white papers. Keep your CTAs simple.

Lead Generation 93

Lead Generation Optimization Marketing Websites Top of Funnel 93

FunnelEnvy

APRIL 4, 2022

Ignoring those who accidentally visit your site, are just researching, or have no intention of buying your product or services, every person who lands on your page is at a particular step in their purchasing process. In a B2B purchasing context, one of the things prospects will seek most is education. Facilitating communication.

Traffic 73

Traffic SEO Generation Conversion Rate 73

Sana Commerce

DECEMBER 6, 2021

The 2022 B2B Buyer Report , which includes data on more than 1,200 global B2B buyers, suggests that buyers are more likely to purchase from websites and suppliers they trust. Accurate stock, pricing and product information. Accuracy of stock (53%) and pricing (45%) information topped the list for the B2B buyers we surveyed.

B2B 52

B2B Marketing Management Case Studies Paper 52

Launch Marketing

OCTOBER 28, 2020

A strategic lead nurturing campaign enables you to stay engaged with these prospects until they are ready to purchase. This way, your team is not overwhelming or annoying them with “salesy” tactics when they are not ready to purchase. The process of nurturing leads is important in continuing to build relationships. Acquisition.

Sales Management 111

Sales Management Lead Nurturing Lead Scoring Lead Ranking 111

Sana Commerce

FEBRUARY 19, 2023

Since the products ordered are known, no product information – such as description, images or pricing – is provided, or needed. EDI does not incentivize customers to purchase more or different products. In addition, Electronic Data Interchange systems are built for placing large, recurring orders.

Cross-Selling 98

Cross-Selling B2B Paid Search Agency B2B Sales 98

Industrial Marketing Today

JUNE 12, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Websites: To Publish Prices, Or Not To Publish…That Is The Question by Achinta Mitra on June 12, 2010 in Industrial Marketing Strategies , Sales Strategies , Website Design & Development Do you show prices on your B2B website?

Sales Management 60

Sales Management Pricing Price Marketing Websites 60

Zoominfo

JULY 25, 2023

Sales qualified leads (SQLs), who are further on their journey and have engaged in a way that indicates readiness for the purchasing discussion. The goal is to make such a strong impression and business case that B2B leads show high purchasing intent, and sales can engage and eventually convert them. Why Invest in B2B Lead Generation?

Ideal Customer Profiles 130

Ideal Customer Profiles Lead Ranking Lead Generation Sales Management 130

Webbiquity

OCTOBER 29, 2019

They may believe it’s no longer effective in the current environment of overloaded email inboxes and sophisticated filtering, or that it’s only useful for price discounting. Providing interesting content mixed with a “special” deal every now and then encourages repeat purchases, engagement, and customer loyalty.

Marketing Automation Services 190

Marketing Automation Services Marketing Management Budget Programs Marketing AI 190

Unbounce

DECEMBER 14, 2021

One might simply be curious about a product or service, while another might be ready to jump on board and make a purchase. Things like repeat visits or downloading a free resource like a white paper might inch an MQL closer to transforming into an SQL—but there’s no guarantee that their actions will go beyond curiosity.

Marketing Qualified Leads 111

Marketing Qualified Leads Lead Ranking MQL Sales Qualified Leads 111

FunnelEnvy

DECEMBER 26, 2022

Other data shows meetings with potential suppliers now represent a relatively small portion of the B2B purchasing process: Gartner research says B2B buyers spend only 17% of the purchasing process on meetings with potential vendors. . Certain studies show that over 4 in 10 B2B buyers use mobile devices during the purchase process.

Top of Funnel 76

Top of Funnel Marketing Automation Services Optimization Generation 76

Sana Commerce

MARCH 16, 2022

The only difference is that B2C customers make purchasing decisions as private individuals. Information that controls our trade, influences us subconsciously or even consciously, and ultimately shapes our purchasing decisions. Videos are the new white papers. While B2B companies sell to other companies.

B2B 52

B2B Work Management B2B Sales Act-On 52

SmartBug Media

MAY 30, 2023

It was a safe bet that if a person was in a shoe store or calling a plumber, they intended to explore a purchase. Often, the homepage or pricing page of a website will have the most conversion opportunity. I thought I would do gangbusters because with all that foot traffic, purchases were sure to be fast and furious.

Conversion Rate 98

Conversion Rate Optimization Conversion Tips 98

PureB2B

MAY 30, 2022

While you might decide to purchase email marketing lists, the act of sending an email costs you nothing by itself. However, the price is worth it to ensure each contact on your list is only getting relevant content. Then, turn that information into multiple content formats, such as blogs, white papers, webinars, or case studies.

Email Marketing 62

Email Marketing B2B Marketing Work Management Practices 62

seo.co

OCTOBER 16, 2020

She then becomes aware of your business and its products, interest is sparked, she evaluates whether she likes your products (in the context of other marketplace options), decides to make a purchase, and ultimately follows through by exchanging money in return for what you’re offering. And of these, 4,000 make a purchase.

Top of Funnel 116

Top of Funnel Marketing Funnels Optimization Marketing Analytics Tools 116

Sana Commerce

MAY 2, 2022

Traditionally, personalization for B2B meant strictly looking at terms of contracts to tailor volumes, prices, or deadlines. 3- Updating UX : Websites influence customers’ purchasing decisions throughout every stage of the buying process. White paper: E-Commerce for Marketers. White paper.

Trends 52

Trends B2B Marketing Planning B2B 52

Sales Engine

MAY 17, 2016

But you can’t fully automate the sales funnel , especially for complex, research-heavy purchases in the BtoB world. According to SiriusDecisions, 80 percent of all leads disqualified by sales go on to make a purchase within two years—so why not stay on their short lists until they’re ready to buy?

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 136

Porch Group Media

APRIL 15, 2021

Consumers are also making purchases on social channels. In recent research by Deloitte , 14% of shoppers are now making purchases through social media. Social Media for Purchase Inspiration. In a survey by PWC, 37% of online shoppers say they use social media for “purchase inspiration.”. Social Media for Customer Service.

Advertisements 72

Advertisements Advertising ROAS Marketing Budget 72

Salesforce Marketing Cloud

DECEMBER 8, 2023

A thoughtful email marketing strategy provides customers with interesting and valuable information to make smarter purchasing decisions. Today’s marketing automation platforms allow businesses to segment audiences by a number of identifiers such as age, location, interests, and purchasing history.

Marketing Automation Services 115

Marketing Automation Services Email Marketing Paid Search Agency Work Management 115

Leadspace

AUGUST 15, 2019

It’s less about consumer branding and more about the value of the purchase. Second, business markets aren’t as reactive on pricing and offers the way consumer markets are. That doesn’t mean that tracking competitive pricing and offers is any less important. Business White Papers and Customer Case Studies.

Webcast 48

Webcast Business Case Studies Case Study 48

Porch Group Media

MARCH 30, 2021

More consumers today are shopping online and the line between brick-and-mortar and online stores is becoming blurrier as consumers increasingly head to digital channels to complete their purchases. 7) 87% of consumers have made an online purchase. 9) 46% of consumers made a purchase online for groceries. Inmar Intelligence ).

Statistics 59

Statistics eCommerce Ad Exchange Mobile Marketing 59

Lead Forensics

NOVEMBER 23, 2023

90% of B2B buyers research 2-7 websites before making a purchase , so if your website isn’t up to scratch compared to your competitors, you could be losing prospects before they even get in contact. They may then be encouraged to hand over their name and email address in exchange for a white paper.

Lead Generation 52

Lead Generation Marketing Websites Generation Leads 52

NuSpark Consulting

MAY 24, 2014

You might think this article is about how to write in an engaging, persuasive way that brings prospects flocking to your website, downloading e-books, white papers and case studies, and picking up the phone to place their orders. . How do prospects envision the results of a successful purchase? It’s not. . Increase safety?

Buyer Personas 100

Buyer Personas B2B Marketing Planning Word of Mouth 100