Five Ways B-to-B Marketers Need to Change Their Game

Biznology

The Internet has driven dramatic changes in business buying behavior. Just as no one buys a car anymore without first checking prices and features online, business buyers now research and educate themselves online, months—even years—before ever seeing a sales person. In the old days—just a few years ago—when business buyers had a problem, they’d call in their vendors for advice on how to solve it. So marketers have to think differently today.

B to B 146

Best B2B Marketing and Sales Strategy Guides and Insights of 2011

Webbiquity SMM

Social media, content aggregation and curation , user-generated content and other developments have dramatically changed the B2B buying cycle over the past few years. Marketers need to think like publishers not only to improve their company’s visibility in search (which is where 93% of B2B buying cycles now start ) but also to address the differing information needs of buying team members, at different stages during the decision process.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Why Sales Reps Should Be Involved in Lead Nurturing

B2B Marketing Directions

He goes on to write, "Placing calls to leads that were once qualified, in the hope, by some accident of timing, that the prospect may yet have a need again, is destined to be a fruitless and thoroughly unproductive endeavor." Howard Sewell is one of the B2B marketing thought leaders that I pay close attention to, and I always find his views insightful. To be effective at lead nurturing, sales reps must remember that lead nurturing conversations are not "sales calls."

Paul Slack: B2B Digital Marketing Has Never Been Easier

B2B Digital Marketer

However, compared to that time, access to the internet and digital resources is much easier now and provides companies more opportunities to get into digital marketing. 15:15 – The B2B buying cycle. 24:32 – Risks for being unable to build the authority pillar.

RFP 52

The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content

The ROI Guy

These new channels have made it easier than ever for marketers to reach out to prospects, and marketers are certainly taking advantage of the available efficiency. email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions. 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?

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Interactive Smart Content™ and Dynamic Sales Tools Required to Meet Changing Buyer Needs Marketing of B2B solutions has clearly become more difficult over the past several years, evident in research from IDC indicating that: 62% of B2B vendors now need more leads in order to generate the same amount of sales; 72% indicate an increase in buying cycle time over the past 6 month, while the buying cycle timeframe has increased over 10% in the past 12 months.

Sales Enablement Effectiveness?

The ROI Guy

Because of Frugalnomics, an environment where buyers now demand bottom-line value from every investment, B2B sales teams are challenged more than ever to deliver expected results. IDC research shows that because of frugal buyer sentiment, 62% of B2B vendors need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months.

Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. 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.

Demand Generation In the Face of Frugalnomics and Internet Fueled Decisions

The ROI Guy

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns. The more buying organizations are a forced to do-more-with-less they adopt different business patterns.”

Who Do B2B Buyers Trust?

The ROI Guy

A common debate in B2B marketing is how to create and deliver the right content at the right time to help improve the connection and engagement with prospects and their buying decisions. Overall, buyers continue to prefer documents such as research briefs, white papers and blog posts as the most important form of content along each stage in the buyer’s journey.

Trust 68

BtoB Leading Edge: 10 Sharp Tips taken from the Cutting Edge Demand Generation Virtual Conference

Marketo

Yesterday’s BtoB Leading Edge, Demand Generation in the Digital Age was a great way to make sure your organization’s demand generation programs are best-in-class.      Website visitors need clear directions on what to do when they arrive on your website. Developing clear calls to action was a key point during almost every session during the event.      Social media is not going away and needs to be embraced by ALL marketer s.

BtoB 48

Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. The good news is that todays buyer wants to be engaged, with 9 out of 10 actively relying on vendor provided information on their way to making a purchase decision.

Paper 46