ViewPoint

OCTOBER 6, 2015

There are technologies that help us score not just "leads" but accounts, to prioritize focus and follow up in a way that really reflects complex b-to-b buying. In a recent SiriusDecisions study, 92% of B2B organizations said ABM is “extremely” or “very” important to their marketing efforts.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

B2B Marketing Directions

NOVEMBER 8, 2015

For example, it its 2015 B-to-B Buying Study , SiriusDecisions found that sales reps from winning vendors were involved at every stage of the buying process, and that sales rep interactions with potential buyers are particularly significant during the early stages of the buying cycle.

Lead Nurturing 40

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 40

The ROI Guy

SEPTEMBER 17, 2010

The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you.

Interactive Marketing 40

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

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.

Peer-to-peer 40

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

Paul Gillin

JANUARY 26, 2016

The 2015 Annuitas B2B Enterprise study found that only 7.5 % of respondents reported the skill set of marketing personnel was highly effective. They’re adopting buyer personas, content targeting and matching content to stages of the buying cycle. Clearly, we need to do better.” – Erika Goldwater. “If

Peer-to-peer 50

Peer-to-peer B2B Marketing Trends Sales Qualified Leads 50

The ROI Guy

DECEMBER 6, 2010

At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. Gartner CIO Study Highlights Need for Outcome-Base. The Death of a Salesman? Updated Alinean Social Media ROI Calculator - New.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

SEPTEMBER 3, 2010

Successful demand generation programs are uniquely challenged today, and must address a changing landscape where: Economics are driving more decisions; The Internet is fueling a prospect driven buying cycle, and; Prospects are faced with information overload resulting in shorter attention spans than ever.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Peer-to-peer Demand 40