Cintell

MARCH 10, 2016

Benefits of personas across the business: Persona-based marketing messaging : Best practice demand creation strategy that includes more personalized and customized messaging built on personas yields two times the average sales pipeline. Engages buyer earlier and more effectively. Understanding B2B Buyers Benchmark Study, Cintell ).

Lead Scoring 100

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 100

The ROI Guy

JULY 18, 2016

The importance of sales content remains strong, with 79 % of b-to-b buyers reporting that the content provided by a rep is very to extremely influential in their selection of one vendor over another. Many lack the right content to help guide discovery and discuss challenges / needs. Clearly more-is-more doesn’t work.

Research 40

Research B to B Webcast Content 40

B2B Marketing Directions

NOVEMBER 29, 2015

The diagram below shows the major elements of a marketing communications plan, which is similar in several ways to the B-to-B Marketing Campaign Framework developed by SiriusDecisions. Demand creation programs are primarily designed to acquire new sales leads and nurture those leads until they are ready to engage with sales reps.

Campaigns 45

Campaigns Planning Lead Ranking B to B 45

Marketing Insider Group

MAY 31, 2012

The Adobe Interactive team claimed that their Content Strategy approach delivers 30% of the total demand for Adobe ! Inbound leads do it better: Sirius Decisions updated their famous Demand Waterfall. Demand creation should be perpetual or “always-on” because buyers are constantly seeking solutions to their key business challenges.

B2B Thought Leadership 100

B2B Thought Leadership Work Management Inbound Marketing Peer-to-peer 100

The ROI Guy

SEPTEMBER 17, 2010

Making the information overload issue worse, two economic downturns in the past decade have made these inundated buyers more frugal than ever. To this end, are your marketing efforts connecting with these frugal buyers who don’t care about product features and benefits, and are instead value focused?

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

NOVEMBER 29, 2010

These B2C buyers now rely on vendor web-sites, independent buyer guides, and social networks to help guide their decisions, and as a result, B2C marketers have had to visibly change to meet these demands. In later stages of the sales cycle, analyst reports and peer referrals reign supreme.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

Webbiquity

JANUARY 3, 2012

B2B Websites NOT Great At Demand Gen by Business2Community. Writing that “I have no interest in reading a War and Peace-style sales pitch — and, let’s face it, that’s what most whitepapers are these days…Companies need to find new and more direct ways to reach the buyer 2.0

Sales Management 100

Sales Management B2B Sales Top of Funnel B2B Marketing 100