Shortening the Industrial Buy Cycle in 5 Simple Steps

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Shortening the Industrial Buy Cycle in 5 Simple Steps by Achinta Mitra on June 8, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Search Engine Optimization (SEO) , Website Design & Development The other day I read an interesting article titled “5 Steps To Shorten The B2B Buying Cycle” by Kerry Spellman , Client Relationship Manager at iProspect.

Deconstructing the Four Stages of the Industrial Buy Cycle

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Deconstructing the Four Stages of the Industrial Buy Cycle by Achinta Mitra on May 26, 2010 in B2B Lead Generation , B2B Marketing Collateral , Content Marketing , Integrated Industrial Marketing B2B marketers agree that lead generation and nurturing campaigns must deliver relevant content to their target audience to be successful.

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Content Auditing and Mapping it to the Industrial Buy Cycle

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.” Industrial giants have deep pockets to create marketing content on a daily basis.

How B2B CMOs Can Achieve Customer-Centric Marketing With Buyer Personas

Tony Zambito

A recent survey by B2B Marketing, in conjunction with the UK-based agency Tomorrow People, indicated only 38% of marketers considered their content to be “very customer-centric.” This mirrors findings of other surveys related to content marketing and customer-centric marketing, which consistently hovers in the 35- 40% range of “very customer-centric” or “very effective content marketing.”. Making it difficult to move beyond market and role-based segmentation.

7 Elements Of Customer Understanding The C-Suite Must Master

Tony Zambito

Changes in customer and buying behaviors continue to rock the very foundations of many industries. According to recent surveys by PWC, Forrester, IBM , and McKinsey, disruptive trends in customer and buying behaviors are expected to continue over the next five years. Many organizations are undergoing digital transformations in order to improve customer interactions, engagement, and understanding. This was necessary in order to serve the needs of U.S.

What is Business to Business Digital Marketing?

KEO Marketing

Business to business digital marketing is a type of marketing needed by companies who sell to other companies. These B2B focused companies need strategies and tactics that advance a buying cycle that often includes multiple buyers and long sales cycles. Why is business to business digital marketing so widely utilized? . B2B marketers see that their digital marketing strategies are paying off.

B2B vs. B2C Marketing: Four Myths, Six Differences, and One Key Similarity

Webbiquity

Business-to-business (B2B) marketing is a passion to those of us who’ve devoted our lives and careers to it. Common myths and misunderstandings can leave you standing alone in the corner at parties when you try to describe what you do. Here’s how to combat those myths and explain B2B marketing in a way that’s actually interesting to those outside the profession. B2B marketers work at all these levels.

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3 Ways To Connect With Today’s B2B Buyers

Tony Zambito

This is part 4 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. Connecting with today’s B2B buyers is on the minds of most CEO’s and their teams today. Not too long ago, reaching and connecting with B2B buyers was a straight forward proposition. The idea of connecting to B2B buyers has gone from straight forward to major league complex.

How is B2B Marketing Different From B2C Marketing?

KoMarketing Associates

Apart from knowing that the target audiences are different, the average business professional may not know the differences between business-to-business and business-to-consumer marketing. That said, there are definite nuances and characteristics of B2B marketing that are different from marketing to a general consumer. Target audience is the most known distinction factor between B2B marketing and B2C marketing.

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Expert Q&A: Transform Marketing With A Revenue-Relevant Customer Experience Strategy

Oracle

by Amanda Batista | Tweet this The advent of social media, empowered buyers, and users bringing their own technology to work has now morphed B2B business models from product to services provision. This expands the sales cycle to a much longer and precarious customer lifecycle: the prospect becomes a buyer; who becomes a customer; and then becomes a potential prospect again for renewal or at least advocacy. But that isn’t so easy to do.

Creating Relevant B2B Marketing Content: Walk the Talk

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Creating Relevant B2B Marketing Content: Walk the Talk by Achinta Mitra on June 19, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing There is plenty of advice out there about engaging B2B and industrial buyers with relevant marketing content at every stage of the buying cycle.

Variety of Content is the Key in the Early Stages of the.

Industrial Marketing Today

In Needs Awareness and Research phases, the first two stages of the industrial buy cycle (see my earlier post Deconstructing the Four Stages of the Industrial Buy Cycle ) your prospects and customers use a variety of online content to find solutions to their current problems and needs. In this post, I’m going to focus on content for the early stages of the buy cycle. Not every action needs to be scored.

3 Ways CMOs Can Achieve Deeper Insights Into The Customer Journey

Tony Zambito

As CMOs look ahead, gaining greater clarity into how buying behaviors are changing is becoming one of their most important aims. At the same time, the ability of marketing to influence and support the entire customer lifecycle continues to expand. Such pressing concerns have CMOs seeking better ways to understand the entire buying cycle, as opposed to marketing’s traditional concern with building awareness. Some are heeding to this call.

How To Shorten The B2B Buyer Cycle With Landing Pages

Marketing Insider Group

The curious and cautious B2B buyers B2B buyers are curious about how a product can make life easier and business better; however, they are also more cautious when making purchases because a mistake can be costly both for the company and their career. B2B purchases also generally involve multiple players who each have a stake in the final product chosen. This all means the B2B sales cycle is often very lengthy. Click here to cancel reply.

How To Shorten The B2B Buyer Cycle With Landing Pages

Marketing Insider Group

The curious and cautious B2B buyers B2B buyers are curious about how a product can make life easier and business better; however, they are also more cautious when making purchases because a mistake can be costly both for the company and their career. B2B purchases also generally involve multiple players who each have a stake in the final product chosen. This all means the B2B sales cycle is often very lengthy. Click here to cancel reply.

The Four Elements of Buyer Experience Ecosystem Thinking

Tony Zambito

B2B market CEO’s must feel a little like the great explorer’s of our time.    Embracing buyer experience strategies and experience design in the B2B world is like discovering a new frontier.    While B2C successes in customer experience offer a guide, the translation to the complex world of B2B is not that easy.    There are no definitive maps to get you there per se’.    Here’s the bad news for B2B CEO’s. 

10 Secrets To Help You Succeed In B2B Content Marketing

Marketing Insider Group

As a business, you’re always looking for ways to sell your products or services. Content marketing is a great way to do so: When you generate informative, useful, and interesting content for your audience, you can also directly or indirectly sell your products or services to them.

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5-Step B2B Marketing Plan for Covid-19

LeadCrunch

Five new realities redefine marketing starting now: The most obvious first: Events disappear in 2020 and then return slowly; forcing marketers to find new ways to generate leads. The dramatic decrease in consumer spending will have an impact on business-to-business spending.

Content2Conversion Keynote Recap: 5 Tips For The Challenger Marketer

Oracle

Because we’ve come to realize that our traditional tactics and communication methods aren’t going to be effective in the same ways they historically enabled the discussion with buyers. And if worrying about how to inject ourselves into our potential customers’ research and discovery process wasn’t enough to keep us up at night, we’re also thinking about how to trump our competitors at every possible touch point. It’s a different kind of buying.”.

Chart: The Holidays are Hot for B2B

Oracle

It makes sense that B2C companies push out more emails and see greater page views during the holiday season than their B2B counterparts. Data pulled from Eloqua shows that B2C companies deploy substantially more emails during the holiday season – a 28% jump in November and December compared to August and September. Accordingly, potential customers check out the businesses’ web properties in larger numbers. Clearly, the holidays are a hot season for B2B brands, too.

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B2B Sales vs B2C Sales

Outreach

What is B2B Sales? Business-to-business (B2B) describes a commercial relationship between business entities. Building on that definition, B2B sales is the process by which B2B companies engage decision makers at other companies to sell products or services. In general, it involves high price points, long and complex buying cycles, and direct outreach and follow-up to prospects via multiple communication channels.

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Chart: Groupon, LinkedIn & The Blurring of B2C and B2B Marketing

Oracle

Both companies cater simultaneously to consumers (B2C) and businesses (B2B). It occurred to me it would be interesting to see how online activity, or digital body language , differs between companies that are either B2B or B2C. Traditionally one would think that a pure B2C company would have much higher website traffic than a pure B2B company of similar size, due to both consumer behavior and online marketing spend.

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B2B SEO: How to Rank Your Business Website Higher in Search

Single Grain

What is B2B search engine optimization? B2B SEO refers to getting your business site ranked higher in the SERPs in order to drive more traffic and sales to you. 70% of B2B search queries are made on smartphones. Difference Between B2B SEO and B2C SEO.

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How Relevant Marketing Content Helps B2B Branding

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website How Relevant Marketing Content Helps B2B Branding by Achinta Mitra on June 29, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Strategies , Integrated Industrial Marketing Branding is usually not a popular topic in B2B marketing, especially in the industrial sector. According to a study done by Professor John A.

B2B Lead Generation Using a Business Blog

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Lead Generation Using a Business Blog by Achinta Mitra on September 20, 2010 in B2B Lead Generation , Industrial Marketing Blog In B2B lead generation, quantity versus quality is probably the biggest challenge faced by industrial marketers. On the other hand, the sales team is probably complaining about the quality of B2B leads generated by your marketing team.

Tips From Demand Gen Report’s 2014 B2B Buyer Behavior Survey

Oracle

by Amanda Batista | Tweet this While the sales cycle is getting longer and buyers continued to wait to engage with sales, B2B buyers are more satisfied with the process than they were a year ago, according to Demand Gen Report’s 2014 B2B Buyer Behavior Survey. The annual survey also found that as many as 34% of respondents said the number of team members involved in the B2B purchase process increased over the past year.

26 Acronyms Every B2B Marketer Should Know

Triblio

From ABM to ICPs and CTAs, it’s a lot, especially for those who are just getting started. That’s why we’ve compiled this glossary of acronyms we think every B2B marketer should know. Here’s a little video with a lot of laughter to kick off your Friday.

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Industrial and B2B Customer Engagement Simplified

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Industrial and B2B Customer Engagement Simplified by Achinta Mitra on August 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing , Social Media Marketing More and more industrial and B2B marketers now view customer engagement as the key to driving incremental sales and revenues.

Focus on Content in B2B Marketing

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Focus on Content in B2B Marketing by Achinta Mitra on April 26, 2010 in B2B Lead Generation , B2B Marketing Collateral , Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Strategies , Social Media Marketing Lately all the talk in B2B marketing has centered on social media. Paul Dunay in his blog post, “4 C’s of B2B Marketing” has defined this very nicely.

Top 10 Clichés to Avoid in B2B Marketing Content

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Top 10 Clichés to Avoid in B2B Marketing Content by Achinta Mitra on May 18, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies You can find plenty of clichés used (overused?) in B2B marketing content. I know I have been guilty on more than one occasion of using popular clichés in my business marketing communications.

The Disconnect Between B2B Content Marketing and Customer Engagement

Industrial Marketing Today

The majority of Chief Marketing Officers (CMOs) consider customer engagement as their top priority according to a recent study done by Forbes Insights and George P. Fifty-six percent of the participants were primarily B2B marketers and the remaining 44% were B2C. Marketers are getting in their own way when it comes to drafting their engagement strategies. As a result, most BtoB marketers tend to credit sales-ready leads to the last marketing touchpoint.

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B2B Sellers Must Avoid Short-Term Scrambles to Accomplish ‘Always On’ Marketing

TrueInfluence

In business to business sales, strategic planning wins out over last-minute scrambling. Very few B2B sales and marketing pros would disagree with that statement. And yet so many marketers remain stuck in an unproductive cycle of chasing quarterly quotas and failing to meet strategic goals. A recent survey showed that only 24 percent of B2B marketers run campaigns for more than six months. Sales marketing is how you close business next quarter.

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7 “Rs” for B2B Marketing Content Planning

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website 7 “Rs&# for B2B Marketing Content Planning by Achinta Mitra on April 30, 2010 in B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies [This is a guest post by Ardath Albee and is a great follow up to my earlier post, Focus on Content in B2B Marketing and my own 5Rs for creating content ] Content is the fuel for eMarketing.

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5 Prevalent B2B Marketing Myths to Abandon in 2020

Circle Studio

As firms look to optimize their marketing efforts in 2020, it’s imperative that business-to-business (B2B) marketers are laser focused on doing what is most likely to drive growth and make an impact. Just as many great minds once thought the world was flat, there are plenty of B2B marketing misconceptions that are widely held and need to be abandoned in 2020. Here are five to consider: Myth 1: B2C marketing has little relevance in B2B.

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Top 50 B2B Marketing Influencers On Twitter

Marketing Insider Group

Who are the top B2B Marketing influencers on twitter? To answer this question, I looked at a variety of factors including twitter followers, profiles that included “B2B marketing,” the focus of their tweets including the hashtag # B2BMarketing , as well as a variety of social scoring tools using the keyword. Earlier this month, I released the 20 B2B Marketing Blogs you need to read. Top B2B Marketing Influencers – Companies.

5 Ways Your B2B Marketing Automation is Failing

Oracle

Ascend2 found that the most significant barrier to marketing automation success is the lack of an effective strategy. And according to B2Bmarketing.net's Marketing Automation Benchmarking Report, 17% of marketers say marketing automation has been very beneficial for their company. Five-seven percent said it was quite beneficial, while 26% saw limited to no benefit. It often comes down to reversing the age-old cart-before-the-horse problem.

What Not To Do For Better B2B Customer Relationships

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website What Not To Do For Better B2B Customer Relationships by Achinta Mitra on July 1, 2010 in Industrial Marketing Automation , Industrial Marketing Strategies , Sales Strategies Building a trusting relationship in complex industrial sales is hard enough without things being messed up even more because your sales reps fail to do the basics. This white paper aims to change that perception of them.