Biznology

DECEMBER 21, 2011

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. Here’s where marketing automation becomes an important resource for B-to-B marketers. But there’s more. A library of content assets.

B to B 80

B to B Marketing Automation Services Wikipedia Ad Exchange 80

Biznology

MAY 30, 2012

There’s a spirited debate in B-to-B marketing about whether it’s best to give away information (aka “content,” like white papers and research reports) to all comers, versus requiring web visitors to provide some information in exchange for a content download. Credit: Getty Images via @daylife.

B to B 80

B to B RFP Sales Qualified Leads Lead Ranking 80

KoMarketing Associates

AUGUST 3, 2017

Research now suggests that marketers are placing a greater priority on acquiring new customers, rather than retaining existing ones, despite the cost associated with doing so. The “B-to-B Loyalty Report” from Merkle shows that most B2B marketers (75 percent) are focused on acquiring new customers.

Studies 138

Studies Acquisitions B2B Marketing B to B 138

B2B Marketing Directions

JANUARY 21, 2018

Customers 2020: The Future of B-to-B Customer Experience focused on how B2B companies should be preparing to meet changing customer expectations. In this research, study participants said they expected customer experience to surpass product and pricing as the key business differentiator by 2020.

Research 54

Research B to B B2B Custom Publishing 54

BOP Design

SEPTEMBER 7, 2021

We may not have all the answers, but we’ve done some research, called on some great sources, and compiled a list of B2B marketing stats for 2022 and beyond. B2B, or B-to-B, or BtoB Marketing: General Stats. For example, 21% of millennials look to analyst rankings and reports as part of their decision-making process.

Stats 105

Stats Work Management B2B Marketing Marketing Management 105

Avitage

JANUARY 28, 2016

Research from the analyst firm SiriusDecisions (B-to-B Content Creation Costs and Outputs) shows B2B organizations are challenged to identify their true content spend. But we seldom see this number aggregated and reported as a line item in functional or certainly top business level financials.

Cost 120

Cost Organization B to B B2B 120

ViewPoint

MAY 23, 2011

To get some answers to questions like these, Bernice Grossman and I have undertaken a series of research studies on the quality and quantity of data available to B-to-B marketers in various industries. Over the last two years, we published reports on the data coming from compiled data vendors.

Resources 120

Resources B to B Work Management Marketing Management 120

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. Most importantly, the research uncovered and ranked content as to perceived value to buyers. in Solution, and 4.9

Research 40

Research B to B Webcast Content 40

ViewPoint

MARCH 6, 2014

Social distribution of content and messages isn’t considered all that effective in providing business value to companies, according to a recent analysis by Forrester Research. B-to-b marketers have had issues with Facebook for a while, but what accounts for the poor evaluation of LinkedIn, a perennial b-to-b darling?

Paid Content 120

Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

JANUARY 26, 2012

Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail.

B to B 120

B to B netFactor Media SEM 120

Biznology

FEBRUARY 28, 2014

Early on, I stumbled upon an anonymous blog that reports on the most egregious of these emailers, and connects them to unscrupulous spammers tracked by Spamhaus. It’s pretty hilarious to learn that many of these data sellers are complete fakes, sending identical emails from fake companies and fake addresses. Any other ideas out there?

B to B 80

B to B Data Hygiene Marketing Management Database Marketing 80

Biznology

NOVEMBER 27, 2013

But new research indicates that B2B prospecting data is much more detailed these days and that it includes a plethora of variables to choose from: refining your targeting, for building predictive models, or picking your targets even more effectively. Bernice and I are always open to ideas for future studies.

Lead Ranking 80

Lead Ranking Marketing Management B to B Lead Scoring 80

Biznology

DECEMBER 5, 2014

Another approach, albeit less productive, is LinkedIn research. They run your contact files against the 35 million names of Merit’s Omnibase, by job title, to report on your contact penetration rate by job category, in your target accounts. Specialized third party databases.

B to B 80

B to B Banner Ads Banners Marketing Management 80

Cintell

MARCH 10, 2016

8% of companies who exceed lead and revenue goals report segmenting their database by persona ( Understanding B2B Buyers Benchmark Study, Cintell ). Lack of foundational research into targeting the right audience and understanding buyer needs and behavior causes a huge waste of resources.” of companies who fell short of these goals.

Lead Scoring 100

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 100

Biznology

JULY 2, 2018

Indeed, most B2B marketers report that leads—with an emphasis on quality leads—are their primary goal. You can research prospects by all kinds of variables—title, function, skills, groups, industry, company—and reach them with ads, sponsored content or email. And if you have any that I’ve missed, please chime in.

Ad brokers 190

Ad brokers B2B Lead Ranking Best Practices 190

ViewPoint

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Click here for part 1 , part 2 , part 3 , and part 4 ).

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

Biznology

MARCH 26, 2012

Examples include a free case study, research report, or white paper. Have you come up with a compelling offer to motivate quality responses in B-to-B search engine advertising? Always a popular and productive offer in business markets, where buyers need detailed information as part of their purchase process.

Search Marketing 80

Search Marketing B to B Marketing Management Adwords 80

Webbiquity

JUNE 17, 2014

But the increased availability of data means vendors are also more knowledgeable about what matters to buyers, how they conduct research, which content resonates with prospective customers (and what types of content fall flat), how to refine and act on key measures and metrics, and most importantly, how decisions are ultimately made.

Sales Management 100

Sales Management Work Management B2B Marketing Marketing Management 100

markempa

DECEMBER 21, 2006

A new report by MarketingSherpa shows that marketers need to do a better job capturing and communicating their value. According to their research, " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs." Bottom line: its the numbers.

Budget Programs 120

Budget Programs Lead Generation B2B Sales Sales Qualified Leads 120

markempa

SEPTEMBER 12, 2007

Last year, I highlighted a report by MarketingSherpa which concludes that marketers need to do a better job capturing and communicating their value. According the MarketingSherpa research , " only 17% of B-to-B marketers we queried were sure their CFOs understood the value of lead generation programs.

Lead Generation 120

Lead Generation B2B Marketing BtoB Lead Scoring 120

The ROI Guy

JUNE 3, 2010

A SiriusDecisions survey recently examined which b-to-b sources are trusted most by buyers during the buying lifecycle, and the results indicate not surprisingly that Industry Analysts and Peers are the most influential and trusted sources of information. of respondents) and peers (28.7%). Search engine results were cited by only 4.4%

Peer-to-peer 40

Peer-to-peer B to B Vendors Marketing Proposals 40

Industrial Marketing Today

FEBRUARY 12, 2011

For this post, I researched and found many more industrial and engineering companies that are actively using B2B blogs. That was one of the findings in the new report, “ B2B Blogging Trends in 2011 ” from Tony Karrer and Tom Pick (co-creators of B2B Marketing Zone and Social Media Informer). Jeff Ogden. “B John Sonnhalter. “If

Co-Registration 60

Co-Registration Paid Search Agency Companies B to B 60

Webbiquity

DECEMBER 11, 2013

Noting that “The old adage — build it and they will come — doesn’t work for content marketing,” Laurie Sullivan reports on Forrester Research guidance on building a content distribution strategy to overcome the glut on content online. Failing Distribution Strategies Smother Great Content by MediaPost.

Marketing Strategy 100

Marketing Strategy Marketing & Strategy Content Marketing Planning 100

The ROI Guy

MARCH 8, 2010

According to a report released Thursday by Forrester Research, B2B interactive spending is expected to double by 2014, reaching an anticipated $4.8B,from from 2009's $2.3B

Interactive Marketing 40

Interactive Marketing Spending B to B B2B Marketing 40

KoMarketing Associates

OCTOBER 2, 2018

To help in these endeavors, we have compiled 14 important trend and benchmark reports and studies to aid in this process. The study also examines the trends that are having the greatest influence on changes to b-to-b marketing strategies during the next two years. . Why This Report is Significant. 2018 CMO Global Study.

Budget Programs 123

Budget Programs Marketing Report B2B Marketing Work Management 123

Customer Experience Matrix

SEPTEMBER 3, 2009

Digging a little deeper within the social media category, the women’s blogger community BlogHer reported in its 2009 Women and Social Media Study that as of March 2009, 75% of women participated in social networks, compared with 55% who read blogs, 40% read message boards or forums, and 16% update status on platforms like Twitter.

Spending 120

Spending Media Mobile Advertising Forrester 120

Adobe Experience Cloud Blog

DECEMBER 15, 2009

University of Missouri Researchers Find Search Process Affects Cognition and Emotion. Neilson report announces US Ad Spending Declined 15% in first half of 2009. Social media use soars among b-to-b marketers. ReturnPath releases email deliverability report. November 2009 Online Marketing News.

Paid Content 48

Paid Content Online Marketing Paid Search Agency Web 2.0 48

MLT Creative

JANUARY 18, 2012

Start with social media as a research tool to identify which sites your customers and prospects are using to engage as individuals and in groups. By now most of the trade publications for your industry are most likely active on social media and sharing content via blogs, special reports, webinars, etc.

Social Media 40

Social Media Advertising Agencies Social Marketing B2B Marketing 40

The ROI Guy

JULY 23, 2015

The original recording can be accessed at: [link] There has been some controversial research from several top analysts on the Death of the B2B Sales Rep. Their research indicates that when B2B buyers are making a purchase decision, they go 57% of the way through the buyer’s journey BEFORE engaging with a sales rep.

B2B Sales 40

B2B Sales Forrester B2B Disintermediation 40

Marketing Insider Group

MAY 31, 2012

The top takeaways for me were when DJ-voiced Jay Gaines (@ izjay ) said that their research showed that “ inbound leads move faster, convert better and close at higher rates and the difference is quantifiable and significant!” Half of the attendees reported that they had no formal social media training or enablement plans in place.

B2B Thought Leadership 100

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

Biznology

SEPTEMBER 3, 2015

Kathleen Schaub, vice president of IDG’s CMO Advisory Service, reports that customer events are twice as common (at 48%) as participation in trade shows (27%) among tech marketers. SiriusDecisions, the marketing consulting firm, views its popular Summit as a place to deliver fresh research to its clients, as part of its paid advisory service.

Conference 80

Conference Trends B2B Trade Show 80

The ROI Guy

SEPTEMBER 17, 2010

email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions. Prospect driven buying cycles mean that buyers research solutions on their own, and do their own due diligence, engaging sales much later in the sales cycle. For example, the typical B2B prospect receives an average of 20.3

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer B to B 40

B2B Digital Marketer

SEPTEMBER 29, 2020

And, uh, and w we know I’ve a lot of, uh, governmental projects and it’s, uh, like a, the last one that’s B to B to C. Then the marketing department is so it’s, it’s, it’s the internal checkup research that you’re doing. What are my B to B marketing buddies who tell me their stories?

Planning 52

Planning Paid Search Agency Advertising Agencies Work Management 52

Convince & Convert

MARCH 8, 2012

I’m B-to-B. This week, we’re going to talk a bit about a forth-coming report from Forrester Research. Facebook actually commissioned this report. Especially when you talk B-to-B companies, there is quite a long way to an actual sale, of course, so that makes it even less relevant.

Paid Search Agency 120

Paid Search Agency Companies Work Management Facebook 120

The ROI Guy

NOVEMBER 29, 2010

Matter of Trust - although the research indicates that buyers truly rely on vendor content to help drive purchase decisions, with so much noise, buyers have become skeptical of vendor claims. Having the right content and tools to help fuel buyer’s decision making process is essential. Death of a Salesman?

Peer-to-peer 40

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

MLT Creative

AUGUST 1, 2011

Industry publications, associations and consultants are a constant source of articles, news, research reports and opinions. Known as the Idea Launch Pad for B-to-B marketers, MLT Creative's services include strategic planning, positioning, brand development, advertising and sales promotions for business-to-business clients.

Inbound Marketing 40

Inbound Marketing Social Media Social Marketing B2B Marketing 40

Hubspot

NOVEMBER 16, 2012

Karen Rubin , a HubSpotter in a marketing operations role adds: "We focus on helping our marketers get the analytics they need, running monthly reports, and understanding why data and results are looking the way they do at any given point.". In 2011, Forrester released a report called " The Rise of the Chief Customer Officer."

Planning 28

Planning Paid Search Agency Advertising Agencies Top of Funnel 28