Strategic-IC

JULY 6, 2018

Is the dynamic between tech buyers and vendors changing in 2018? What do modern B2B buyers expect - and are service providers able to meet shifting expectations? The Disconnect Between B2B Tech Buyers and Vendors. The Disconnect Between B2B Tech Buyers and Vendors. Related: 2.

Vendors 54

Vendors Trends Case Studies B2B 54

Content4Demand

JULY 7, 2021

As B2B buying trends evolve, it’s important that your content keeps up. What are buyers searching for? How can you best deliver what they need? Here are the results when asked, “How has the current environment affected your B2B research and buying habits?”: Another 39% cite vendor websites.

Account Based Marketing 121

Account Based Marketing Peer-to-peer B2B Content 121

KoMarketing Associates

FEBRUARY 20, 2018

Tailoring B2B online marketing programs to meet and exceed client expectations is at the core of what we do at KoMarketing, but accomplishing this requires internal legwork and alignment with our clients. Some of the buyer persona data shared included: Existing Buying Process. Decision Criteria. Barriers to Success. Success Factors.

Online Marketing 175

Online Marketing B2B Marketing Buyer Personas Ad Building 175

Navigate the Channel

MAY 22, 2023

percent of B2B product sales on U.S. percent, many B2B companies remain wary of using the online giant for business sales. Maybe it’s a perception of Amazon as a small-business enemy, or maybe it’s the realization that Amazon was a business saver during the pandemic, but B2B business owners are conflicted over Amazon’s value.

Amazon 65

Amazon B2B Sales CMS Development Enterprise Management 65

Zoominfo

DECEMBER 28, 2020

These efficient processes are critical, considering that more than three-quarters of surveyed B2B buyers described a recent purchase as “very complex or difficult.”. The team that swoops in and provides the buyer with perfectly timed, relevant content is one step ahead of the competition’s clunkier buying process. Consider this.

Lead Ranking 309

Lead Ranking Buy Work Management Marketing Management 309

Sword and the Script | B2B

MAY 17, 2022

Deals in B2B are increasingly complicated and more likely to be scrutinized by top executives and the finance department. Buyers now exercise more due diligence than ever before, conducting more research and engaging in more conversations with vendors and third parties,” according to Forrester. The “sea of sameness” isn’t new.

Sales Cycle 74

Sales Cycle B2B Sales Studies Marketing Management 74

SalesIntel

MAY 13, 2024

This scenario is all too common in B2B sales, where complex solutions and lengthy buying cycles can lead to frustrating interactions. The truth is, B2B sales doesn’t have to be a slog. What is B2B Selling Experience? Decision-Making: B2B buying involves multiple decision-makers.

B2B Sales 52

B2B Sales Enterprise Management Work Management Marketing Management 52

B2B Marketing Directions

APRIL 2, 2023

In a 2021 paper published by The B2B Institute , Professor John Dawes, Associate Director at the Ehrenberg-Bass Institute for Marketing Science , described what has come to be called the 95:5 rule. The rule states that up to 95% of business buyers aren't in the market for many goods and services at any one time. Does This Apply In B2B?

Rules 52

Rules B2B Marketing B2B Trigger Marketing 52

Customer Experience Matrix

FEBRUARY 3, 2011

Summary: Our new B2B Marketing Automation Vendor Selection Tool (VEST) has been carefully crafted to help marketers at every step of the selection process. Why It’s There: Many buyers are new to marketing automation. It uses our vendor scores to plot the relative positions of products in terms of how well they fit buyer needs.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Vendors Automation 120

Customer Experience Matrix

DECEMBER 27, 2010

Summary: The first of three posts describing my new scoring system for B2B marketing automation vendors. I’ve finally had time to work up the vendor scores based on the 150+ RFP questions I distributed back in September. This happens no matter how loudly analysts warn buyers not to make that mistake.

Marketing Automation Services 120

Marketing Automation Services Lead Scoring Lead Ranking Vendors 120

Webbiquity

DECEMBER 4, 2018

Here are five tactics your B2B marketing team needs to master to empower sales people to close deals faster. Understanding how sales reps operate, what they need, where they are struggling, and what their goals are, can help to better equip them to build pipeline—faster. Determine Product Messaging.

Sales Management 221

Sales Management Top of Funnel B2B Sales Tactics 221

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Your digital-savvy B2B prospect is researching the product they think they need. What Is a B2B Sales Funnel? How Can You Streamline Your B2B Sales Funnel?

Top of Funnel 130

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 130

Marketing Interactions

JANUARY 25, 2022

The beginning of the year is an appropriate time to take a stand about the payoffs of commitment in B2B marketing strategies. The beginning of the year is when a lot of B2B companies look at what they want to accomplish this year as a clean slate. Buyer Expectations Aren’t as Fickle as Marketing Campaigns.

B2B Marketing 69

B2B Marketing B2B Budget Programs Marketing & Strategy 69

KoMarketing Associates

SEPTEMBER 29, 2014

Earlier this year, we released findings from a survey we ran in conjunction with Dianna Huff, asking B2B buyers about the role vendor websites play in the B2B buying process. First, B2B buyers need pricing and marketing collateral and they expect to qualify their vendors in a straight-forward process.

Customer Surveys 120

Customer Surveys Marketing Websites B2B Vendors 120

Martech

MAY 19, 2022

In B2B , GTM strategies have been a part of company planning forever. At a macro level, let’s break down what’s happening: The B2B buying-selling process is now predominantly digital and remote , with buyers conducting up to three-quarters of their research before engaging a B2B sales pro.

Marketing Analytics Tools 112

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing Management 112

KoMarketing Associates

MARCH 10, 2014

What elements of the B2B vendor site were most valuable? Our goal was to validate what B2B marketers were doing right, what they needed to improve, and hopefully help guide the B2B online marketing experience moving forward. The B2B buyer expects to qualify a vendor in a straight-forward process.

B2B 120

B2B Demand Generation Agencies Validation Vendors 120

FunnelEnvy

DECEMBER 26, 2022

In today’s B2B tech and software world, many buyers are from the millennial age range – born between the mid-1980s and early 1990s. According to research, many buyers want to do business precisely this way. Accenture reports that over 7 out of 10 B2B buyers want a more personalized, “consumer-like” purchasing process.

Top of Funnel 76

Top of Funnel Marketing Automation Services Optimization Generation 76

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. So clearly expectations are not being met.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

Zoominfo

SEPTEMBER 30, 2020

There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. Today, we have things like automation, data, and buyer personas to fall back on. And in order to achieve that, you need buyer personas. What Are Buyer Personas? By now, you probably know what a buyer persona is.

Ideal Customer Profiles 264

Ideal Customer Profiles Buyer Personas Planning Zoominfo 264

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

LeanData

MARCH 14, 2023

A common refrain is being heard from revenue teams across the B2B space — Where have all the inbound leads gone? There’s a New B2B Buyer Over 50 percent of the U.S. It’s becoming a topic of great importance. Inbound is usually the first of go-to-market (GTM) motions for a company, and it starts with a website.

Lead Ranking 52

Lead Ranking Marketing Management Peer-to-peer Marketing Analytics Tools 52

Contently

JULY 27, 2017

According to a recent study from DiscoverOrg, a sales intelligence platform, not many B2B salespeople are successfully walking this tightrope. Martin , surveyed more than 230 decision-makers across industries and departments about their experience with B2B sales processes. The company, along with researcher Steve W.

Studies 133

Studies B2B B2B Sales Verticals 133

Customer Experience Matrix

AUGUST 22, 2013

I’ve nearly finished gathering information from vendors for my new study on Customer Data Platform systems and have started to look for patterns in the results. One thing that has become clear is that the CDP vendors fall into several groups of systems that are similar to each other but quite different from the rest.

Lead Ranking 120

Lead Ranking Lead Scoring Marketing Automation Services Ideal Customer Profiles 120

Engagio

AUGUST 23, 2021

And as we’ll see, for B2B companies, that means creating your brand on a foundation of trust. B2B buyers are still people. In fact, whether the buyer realizes it or not, the decision is often made long before the buying process is completed. B2B doesn’t have to be boring, and buyers are people first.

Demand Generation 149

Demand Generation Demand Generation B2B Thought Leadership 149

Madison Logic

JANUARY 5, 2023

2023 will pose challenges to B2B marketers as they navigate global economic uncertainty and a push to maximize their marketing spend and ROI on account-based marketing (ABM) campaigns. B2B marketers will need to be more strategic in working with audience privacy . What are their motivations for researching a solution? .

Account Based Marketing 52

Account Based Marketing Top of Funnel Marketing Budget ABM 52

Avitage

AUGUST 10, 2017

As B2B selling organizations attempt to transition from a product to solution or value sale, they must deal with the new realities of selling in a digital era characterized by self-educating teams of buyers. Two of the most under-served B2B functions when it comes to content are direct and channel sales organizations.

Content 120

Content B2B Sales Acquisitions Vendors 120

Marketing Insider Group

JANUARY 30, 2024

There’s something interesting you should know about B2B companies and their content strategies. They’re focusing on what each part of their business needs, tailoring their content to these specific areas. They desperately need a better understanding of how buyers buy. And we’re not alone in this approach.

Ideal Customer Profiles 223

Ideal Customer Profiles Marketing & Strategy Work Management Marketing Management 223

Zoominfo

DECEMBER 28, 2020

These efficient processes are critical, considering that more than three-quarters of surveyed B2B buyers described a recent purchase as “very complex or difficult.” The team that swoops in and provides the buyer with perfectly timed, relevant content is one step ahead of the competition’s clunkier buying process. Consider this.

Lead Ranking 100

Lead Ranking Buy Work Management Marketing Management 100

Content4Demand

AUGUST 24, 2022

Digital marketing content continues to win viewers, and buyer enablement content offers a shortcut to helping those viewers make better—and faster—buying decisions. Gartner says that 80% of B2B sales interactions between buyers and suppliers will be in digital channels by 2025.

Gartner 87

Gartner Advertising Agencies Paid Search Agency B2B Sales 87

ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. But that’s much more likely to happen when a vendor has an existing relationship with a customer.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

Biznology

OCTOBER 12, 2017

I recently had the pleasure of participating in a B2B digital marketing forum hosted by The Conference Board and led by Mike Moran and Tim Peter. But in B2B marketing, celebrity endorsements often appear like the hype in the ads audiences tune out. How do do B2B influencer marketing. It’s just hidden from them.

Paid Search Agency 187

Paid Search Agency Work Management Marketing Management Advertising Agencies 187

6sense

JANUARY 19, 2022

Savvy sellers know that these days, B2B customers demand personalized buying experiences now more than ever. In fact, 65% of buyers are likely to switch brands if a vendor doesn’t personalize their communications. PathFactory is an intelligent content platform for B2B marketers. Revenue teams are scrambling to catch up.

Personalization 62

Personalization Marketing Websites Marketing Management Webinar Metrics 62

Seismic

SEPTEMBER 21, 2021

On average, buyers have engaged with 13 pieces of content and are nearly 50-to-60% through their decision-making process before they even speak to a seller. . Well-informed buyers aren’t looking for a hard sell, they’re looking for a relationship with a partner/vendor who will help them achieve their long-term business goals.

Top of Funnel 52

Top of Funnel Curation Digital Marketing Funnels Marketing Proposals 52

Madison Logic

JANUARY 18, 2023

Because buyers, not sellers, have all the power in B2B. While they appreciate our clever wordsmithing and attractive graphics, these mean nothing if we’re not giving them the experience they want in the buyer’s journey. They expect us to understand who they are, what they need, and when they need it.

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

ViewPoint

MARCH 22, 2011

How does it relate to B2B marketing? buying experience post, I searched for solutions, interacted with various web sites and engaged with some of the vendor reps, by email or phone. To most of the vendors that I engaged with, I was just another not-very-valuable small business buyer. Two years ago, my B2B Marketing 2.0

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

Zoominfo

OCTOBER 5, 2021

There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. Today, we have solutions like automation, data, and buyer personas to fall back on. What Are Buyer Personas? Is it centered around what you do, or is it focused on how what you do addresses customer needs? And who wouldn’t?

Ideal Customer Profiles 130

Ideal Customer Profiles Buyer Personas Planning Zoominfo 130

Aberdeen

DECEMBER 17, 2019

It’s why technology vendors spend more than $300 billion annually on marketing and sales. Somehow, out of all this, they have to find trusted vendors who can help them make the right purchase decisions. Somehow, out of all this, they have to find trusted vendors who can help them make the right purchase decisions.

Marketing AI 69

Marketing AI Intent Data Intent Purchase Intent 69