Sana Commerce

FEBRUARY 21, 2023

Many B2B companies worry that turning to online sales will hurt their long-standing customer relationships. Personalized marketing in B2B e-commerce is a great way to maintain these business relationships by treating your buyers as individuals online — just as you would offline. Why do users respond to personalization?

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

Sana Commerce

MARCH 12, 2024

Introducing Edge Cloud by Fastly What if there was a solution that helped your web store keep up with privacy regulations and B2B customer demands for a lightning-fast web store? Protect your B2B online store while delivering the speed and performance that your buyers need.

Privacy 52

Privacy Optimization Enterprise Management Peer-to-peer 52

Marketing Interactions

AUGUST 24, 2021

Buyers need to complete specific jobs before consensus can be reached for a buying decision. They need information that helps them understand what to ask, do, understand, and evaluate. And they benefit from B2B content that shows them how to do those things. Aim Earlier with Your B2B Content Marketing Strategy.

B2B Thought Leadership 62

B2B Thought Leadership Thought Leadership B2B Gartner 62

KoMarketing Associates

DECEMBER 8, 2015

It is also important for B2B marketers to evaluate new and emerging trends, as well as shifts in the competitive landscape, to help determine where to set budgets and forecasts moving forward. 75 percent of B2B buyers said they research at least 25 percent of their work-related purchases online, even if they made the actual purchase offline.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

Content4Demand

DECEMBER 6, 2018

Following are some ways we believe buyer preferences will continue to change, and how marketing teams will adapt so they can better capture buyer attention and stand out from the competition. Personalization has been a hot topic in the B2B world for a few years now, and it isn’t going away anytime soon.

Sales Management 78

Sales Management Top of Funnel B2B Marketing Content Marketing 78

The Mx Group

AUGUST 16, 2017

B2B Marketing Strategy. Buyer Strategy. B2B Telemarketing. Your Top Ten Questions About B2B Buyer Personas. Your company needs a common definition of the market that you’re going after, and of a lead, so the marketing and sales teams work together collaboratively and efficiently. News & Events.

Buyer Personas 84

Buyer Personas Account Based Marketing Demand Generation Agencies Work Management 84

ANNUITAS

OCTOBER 21, 2014

I was lucky enough to interview our keynote speaker, Steve Woods , Founder and CTO of Nudge Software (former Co-Founder of Eloqua and author of Digital Body Language) to talk about B2B marketing, being a serial entrepreneur and what makes B2B so difficult to master today. Q: What makes B2B marketing so challenging?

Ad Building 100

Ad Building Peer-to-peer Demand Generation Eloqua 100

Launch Marketing

APRIL 5, 2018

While storytelling is already widely used with consumers, B2B marketers often shy away from including it as part of their brand strategy. While storytelling is already widely used with consumers, B2B marketers often shy away from including it as part of their brand strategy. Why storytelling in B2B marketing?

Storytelling 48

Storytelling Effectiveness Brand Identity Branding 48

The Point

DECEMBER 17, 2010

Most B2B companies will readily acknowledge how much the Web has transformed the way they market their product or service, most visibly in the form of vehicles like search, content marketing, social media, and lead management. HS) What’s different about the B2B selling process compared to say, 5 or 10 years ago? (HS)

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management B2B 100

ANNUITAS

JANUARY 20, 2015

Several days ago I had dinner with a long-time friend who is a self-employed B2B entrepreneur. You may have the right content marketing strategy to fuel your Demand Generation program, however, you may need to take a step back and evaluate if you truly have a Demand Process that will drive perpetual revenue. What Would the Buyer Do?).

Top of Funnel 100

Top of Funnel Lead Ranking Demand Generation Agencies Demand Generation 100

The ROI Guy

JANUARY 25, 2017

Although buyers leverage digital more than ever in their decision making process, and as a result appear to engage with reps later in the decision making process (up to 57% of the way through), sales reps still have a big impact, ESPECIALLY if they can intersect early in the buyer’s journey, and with value. Come on, get higher?

Comparison 40

Comparison Peer-to-peer Forrester Marketing Management 40

Ambal's Amusings

AUGUST 27, 2010

B2B Marketing Content falls under 2 broad category - 1. We asked B2B Marketing Experts the following question - "How should content that is addressed to a Technical Decision Maker be different from content that is addressed to a Business Decision Maker? Ardath Albee is a B2B Marketing Strategist. Ardath Albee.

Work Management 100

Work Management Marketing Management B2B Business 100

ANNUITAS

AUGUST 14, 2012

“ Marketing needs to view sales as their customer! ” How many times have you heard this one? It’s a common refrain used by many to drive the thought of marketing-sales alignment in B2B organizations. In essence, marketing is delivering a product (leads) to a buyer (sales) and meeting their need. This needs to change.

B2B Thought Leadership 100

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

ANNUITAS

AUGUST 14, 2012

“ Marketing needs to view sales as their customer! ” How many times have you heard this one? It’s a common refrain used by many to drive the thought of marketing-sales alignment in B2B organizations. In essence, marketing is delivering a product (leads) to a buyer (sales) and meeting their need. This needs to change.

B2B Thought Leadership 100

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

Martech Advisor

DECEMBER 10, 2019

The role of a customer experience (CX) specialist is to ensure that the marketer follows a buyer-centric approach and delivers a smooth, unfragmented and consistent customer experience across all touchpoints and at all stages of the buyer journey.

Ideal Customer Profiles 53

Ideal Customer Profiles Work Management Touchpoints Multi-Channel 53

LEADership

JANUARY 13, 2015

He has a very realistic view of what marketing needs to do in order to deliver what the customer wants. Based on Jon Iwata’s approach to marketing, here are 5 important questions your B2B organization needs to ask: 1. Does Your Customer Need You? That’s very interesting. Does Your Data Give You the Right Picture?

CMO 40

CMO B2B Marketing Demand Generation Agencies Planning 40

Hubspot

SEPTEMBER 1, 2020

Here we'll explore some of the most prominent and important buying motives you need to consider when conducting your sales efforts. Need might be the most immediate buyer motive. The same principle applies to need. Prospects don't always have a need until you inspire one. But others might need a little guidance.

Peer-to-peer 85

Peer-to-peer Classified Ads Purchase Buy 85

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Allocation 40

Allocation B2B Sales Peer-to-peer B2B Marketing 40

Adobe Experience Cloud Blog

FEBRUARY 3, 2015

Author: Ellen Gomes Marketing and psychology share a common bond—they both strive to understand the motivation, needs, desires and responses of individuals. Persuasion Architecture is simply using design (in an email or on a website) to help guide the buyer to convert. It’s basically the effect of peer pressure.

Peer-to-peer 48

Peer-to-peer B2B Thought Leadership Cross-Selling Television marketing 48

Adobe Experience Cloud Blog

OCTOBER 21, 2016

However, when it comes to sales and marketing, very little has changed despite significant changes in buyer behaviors—the result of which has decreased the volume of leads that sales receives. With the increase in communication vehicles and channels, buyer expectations are simultaneously increasing. The result?

Buying Cycle 48

Buying Cycle Buy B2B Thought Leadership Account Based Marketing 48

6sense

DECEMBER 9, 2021

Customers learn from industry and peer experts, get insights for leveling-up their revenue teams’ performance, and more. Most revenue teams don’t leverage ABX, which means the most valuable information they need to find the right accounts at the right time remains hidden to them, anonymized in what we call the Dark Funnel.

Sales Management 62

Sales Management Conference Lead Ranking Ideal Customer Profiles 62

The ROI Guy

SEPTEMBER 7, 2011

Being provocative is a sales and marketing requirement in order to get your fair share of deals in 2012, this according to the annual B2B Buyer’s survey of Demand Creation Specialists (DCS). Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

Allocation 40

Allocation Budget Programs Peer-to-peer Marketing Proposals 40

Martech

JUNE 27, 2023

We get everything we need from social media.” And I am frequently surprised by how many B2B companies still neglect features and functionality that would improve the effectiveness of their sites. B2B firms typically seek to accomplish some combination of the following with their sites: Be found by qualified prospects.

Marketing Websites 103

Marketing Websites Marketing Management Peer-to-peer netFactor 103

Hinge Marketing

APRIL 29, 2016

As part of our study of professional services buyers , we asked private sector and government buyers to offer insights into their purchase decision process. Buyers are looking for answers to a range of questions: Will qualified people be doing the day-to-day work? Have they been referred by respected peers? We think so.

Process 48

Process Peer-to-peer Marketing Proposals Marketing Prospects 48

The ROI Guy

JULY 9, 2018

Each year CSO Insights produces their Buyer Preferences survey, a tally of how buyers are evolving, and how well Sales is able to connect, engage and close in light of a changing environment. The bad news however, 62% of buyers say salespeople meet, but don’t exceed their expectations. found no difference at all.

Business 53

Business Peer-to-peer Differentiation Case Studies 53

The ROI Guy

NOVEMBER 29, 2010

Marketers are scrambling to address the power shift and overcome lead generation and conversion issues by delivering more content and tools over more channels to actively engage ever more empowered, skeptical and frugal buyers. Having the right content and tools to help fuel buyer’s decision making process is essential.

Peer-to-peer 40

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

A Better Jones

AUGUST 3, 2018

Your buyers - their struggles, their pains, their goals, and their wants - should be at the forefront of nearly every decision you make as a company. But we also need to remember that within every department and every role, you may have more than one customer. And for marketing, that’s your sales team. That’s right.

Top of Funnel 47

Top of Funnel Buyer Personas Peer-to-peer Paid Search Agency 47

Marketing Insider Group

MAY 31, 2012

They also explained that content strategy is “hard” but must be followed in order to deliver offers buyers actually want. And they defined the Content Strategist as one central resource responsible for understanding all the needs of buyer audiences and then distributing the content to all the right places. Key question!

B2B Thought Leadership 100

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

The ROI Guy

SEPTEMBER 17, 2010

For example, the typical B2B prospect receives an average of 20.3 With marketers who seem more focused on gaming the channels themselves than in the value of the dialogue being created, buyers are now inundated with more product related and meaningless offers than ever. These three issues are having a measurable impact on marketing.

Interactive Marketing 40

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

The ROI Guy

JULY 19, 2012

The research uses fMRI ( functional magnetic resonance imaging ) machines and brain sensor devices (EEG & MEG) to monitor the human brain, peering “inside” to see how the brain responds when exposed to marketing content and sales presentations, and what happens when making specific purchase decisions. You have two options 1.

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 40

Biznology

MAY 7, 2019

A new mechanism has emerged to help B2B buyers who are searching online for products and solutions: Ratings and reviews sites, where searchers can find out what their peers are saying about prospective products and suppliers, and compare product features head to head. The value to buyers from these sites is obvious.

Work Management 132

Work Management Marketing Management Advertising Channels Peer-to-peer 132

The ROI Guy

FEBRUARY 15, 2013

With B2B sales teams generating hundreds of millions in incremental deals each year directly attributable to Alinean ROI Sales Tools, we clearly think not. However we do believe that ROI Sales Tools need to be developed and delivered appropriately in order to gain these incremental sales benefits.

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 40

The ROI Guy

MARCH 15, 2011

Today’s buyer is more empowered, skeptical and frugal than ever before, providing a greater than ever challenge to sales professionals, and shaking the very foundations of traditional selling models. At Alinean, we have coined this new B2B challenge as Frugalnomics, indicated by: 1. Fight Frugalnomics with Outcome Selling?

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

KoMarketing Associates

APRIL 29, 2020

Content influences B2B buyers. And it’s influencing them now more than ever: “67% of respondents said they rely even more on content than they did last year to research and inform purchase decisions” according to a recent survey of B2B buyers from DemandGen. Of course, content has been influencing B2B buyers for a while.

Top of Funnel 217

Top of Funnel Work Management B2B Marketing Management 217

The ROI Guy

JANUARY 17, 2011

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.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

NOVEMBER 4, 2010

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.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Adobe Experience Cloud Blog

OCTOBER 6, 2016

Author: Jeff Day In today’s frenetic, go-go-go B2B sales environment, it can be hard to ensure that your sales team is having the right—or optimal —conversations with their prospects to deliver value and drive deals forward. This leads to waste: wasted time, wasted budget, and wasted opportunities for more closed deals.

Practices 134

Practices Best Practices Work Management Marketing Automation Services 134