NuSpark Consulting

JUNE 2, 2016

To create content that boosts lead and demand generation, you need to construct B2B buyer personas that give you a clear picture of your customer, mapping their journey from when they decide to solve a problem to their purchase decision. Many companies create personas, and not one itsy-bitsy thing changes. It’s simple.

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Webbiquity

JANUARY 19, 2023

Business-to-business (B2B) and business-to-consumer (B2C) marketing are two distinct types of marketing strategies with different focuses. B2B is focused on developing relationships between businesses, while B2C is focused on connecting directly with end consumers. 10 Key Differences Between B2B and B2C Marketing 1.

Work Management 217

Work Management Marketing Management B2B Marketing B2B 217

Tony Zambito

MAY 12, 2011

Without question, while B2B Marketing is focused on developing its new prominence in the early stages of the buying cycle via content strategy and content marketing, B2B Sales is caught flat-footed on how to adapt to changing buyer behaviors.  Image via Wikipedia.

Buyer Personas 100

Buyer Personas B2B Sales B2B Buying Cycle 100

B2B Marketing Traction

NOVEMBER 7, 2014

The behavior of today’s B2B buyer means that marketing needs to go far beyond what it did in the past. Recent surveys show that as much as 57% of the buying decision is done before buyers contact sales ( CEB Study of 1400 Customers ). Marketing Soapbox b2b marketing persona sales'

Buyer Personas 100

Buyer Personas B2B Sales B2B Marketing B2B 100

The Mx Group

AUGUST 8, 2018

Here at The Mx Group, we have frequent conversations with our clients about how to create buyer personas , and what a powerful tool they can be when they are really being utilized. Few B2B marketers dispute the value of personas for strategy, messaging and execution across sales and marketing.

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Buyer Personas Budget Programs Buying Cycle Deliverability 86

Exo B2B

FEBRUARY 7, 2024

Did you know that 72% of marketing professionals use B2B personas to guide their marketing content? This statistic highlights the growing importance of understanding exactly who the decision-makers are in the B2B world. B2B influencers are often industry experts, leading thinkers.

B2B 52

B2B Buyer Personas Work Management Case Studies 52

The Mx Group

AUGUST 16, 2017

B2B Marketing Strategy. Buyer Strategy. B2B Telemarketing. Your Top Ten Questions About B2B Buyer Personas. Recently, we partnered with Demand Gen Report to present a webinar about the power of personas. We are in the early stages of persona use and development. News & Events. Contact Us.

Buyer Personas 84

Buyer Personas Account Based Marketing Demand Generation Agencies Work Management 84

MLT Creative

DECEMBER 27, 2012

In developing b2b buyer personas you have to remember their connection to the buying cycle, as different stages in the buying cycle lead to different content. MLT Creative B2B Ideas @ Work Blog. Our ideas, musings, thoughts, reviews on b2b marketing topics.

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Buying Cycle Buyer Personas Buy B2B Marketing 40

Heinz Marketing

APRIL 10, 2021

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. How to Create Successful B2B Relationships. Through the entire buying cycle, we focus on value creation and articulation and try to demonstrate the superiority of our value.

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B2B Buyer Personas Brand Identity Branding 124

Webbiquity

DECEMBER 17, 2021

You can develop a detailed buyer persona to map out what people need at different points in the buying process. When someone is ready to buy your goods or service, they go through a buying cycle, which is a set of decisions they make before they buy.

Customer Satisfaction 289

Customer Satisfaction Effectiveness Planning Work Management 289

Tony Zambito

JANUARY 5, 2011

A tough assignment for B2B marketers today is getting a handle on how buyers progress through the buying and selling cycles.    As Sirius Decision and CSO Insights have reported on often, buyers are progressing through 70-80% of the buying and sales cycle before engaging directly with sales. 

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Buyer Personas Lead Ranking Work Management Buying Cycle 100

Webbiquity

DECEMBER 4, 2018

Here are five tactics your B2B marketing team needs to master to empower sales people to close deals faster. You also get to understand their abilities and properly map them to your buyers’ needs. Map Content to the Buying Cycle. Determine Product Messaging. You can follow Highspot on Twitter @Highspot.

Sales Management 220

Sales Management Top of Funnel B2B Sales Tactics 220

Tony Zambito

APRIL 17, 2011

These strategy areas include content strategy, social marketing, marketing automation, social selling, demand generation, and buyer experience marketing.    Obtaining contextual understanding of the new social buyer persona will be a key element of formulating strategies that are successful and embraced by buyers.

Buyer Personas 100

Buyer Personas Buying Cycle Buyer's Journey Demand Generation Agencies 100

Tony Zambito

APRIL 10, 2011

  Here is a key issue facing organizations today: each time a new social technology is introduced, it ultimately alters the buying behaviors of the new social buyer persona.    Have organizations today kept pace with the changes in buying behaviors and patterns? 

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Buyer Personas Organization Buying Cycle Buyer's Journey 100

Tony Zambito

JULY 10, 2011

In part 1 of this reflection on the future of buyer personas, I focused on how it is important to leave some of the major misconceptions about buyer personas behind in order to peer into the future.    Without a doubt, we are seeing the most dramatic change in buyer behaviors since post World War II. 

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Buyer Personas Top of Funnel Peer-to-peer Marketing Funnels 100

Tony Zambito

JULY 18, 2011

This is the third part of a series of reflective articles on the future of buyer personas.    In part 1 of this reflection on the future of buyer personas, I focused on some of the misconceptions about buyer personas and in part 2 , I offered perspectives on why changes were needed to be relevant to the social age. 

Buyer Personas 100

Buyer Personas Lead Ranking Ideal Customer Profiles Opt-out 100

Tony Zambito

JANUARY 18, 2011

Recently, Adam Needles, Left Brain Marketing’s VP of Demand Generation Strategy, posted a thought provoking article entitled Why Do (Well-intentioned) B2B Demand Generation Efforts Fail? What resonates throughout these three reasons is the need to build demand generation strategy around the B2B buyer. 

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Buyer Personas Demand Generation Demand Generation 100

Webbiquity

MAY 24, 2016

What trends will drive B2B marketing over the next three to four years? Where should savvy B2B marketers invest their resources to optimize results over the next few years? The initial product of that research was the eBook, B2B Marketing Trends for 2016: 25 Thought Leaders Weigh In , previously summarized here.

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Social Media Trends B2B Marketing Social Marketing 160

Zoominfo

MARCH 6, 2021

For instance, types of customer segmentation in B2B marketing might include industry, business size and location, and technology stack. Something to think about: According to Folloze, 77% of B2B sales and marketing professionals believe personalized marketing experiences make for better customer relationships.

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Segmentation Account Based Marketing Lead Scoring Lead Ranking 204

Heinz Marketing

MAY 3, 2023

By Win Salyards , Senior Marketing Consultant at Heinz Marketing Developing an accurate and actionable understanding of the B2B buying committee and the buyer personas that make it can be challenging, especially when your buying cycle is complex. Persona Classifi- What?

Buy 101

Buy Buyer Personas Validation Buying Cycle 101

DealSignal

APRIL 27, 2023

ABM intent data is about ABM marrying Ideal Customer Profiles, Buyer Personas, high-quality contact information, and intent data into a strategic go-to-market strategy for B2B firms. Use Ideal Customer Profiles to define your best-fit buyers An Ideal Customer Profile (ICP) simply defines who is your best-fit customers (i.e.,

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Ideal Customer Profiles Account Based Marketing ABM Intent 52

Madison Logic

FEBRUARY 7, 2024

However, it’s important to view the technology as more of a tool for inspiration rather than a replacement for the human element. Once the AI generates copy for an article, for example, you can refine the content using data to dig deeper into buyer pain points and change the tone to ensure it matches with other assets and brand messaging.

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Marketing AI Work Management B2B Marketing Marketing Management 52

Seismic

MARCH 7, 2023

Today’s buyers interact with B2B sales reps in a completely different way than they did a few years ago. More stakeholders are involved in every buying decision and they all look for more than just a great product or service. As a result, the average B2B buying cycle has become even longer and more complex than it was in 2020.

Training 52

Training B2B Sales B2B Budget Programs 52

SnapApp

APRIL 6, 2017

The idea of creating and using buyer personas is not new – it’s become part of B2B marketing 101. Without personas, you’re really just guessing at what your audience cares about, and end up in situations where you’re an example of a bad #marketingfail. Personas are not actual buyers.

Buyer Personas 48

Buyer Personas Top of Funnel Marketing Funnels Buying Cycle 48

Industrial Marketing Today

SEPTEMBER 3, 2010

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.”

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Buying Cycle Buy Marketing Budget Web 2.0 60

Marketing Interactions

AUGUST 24, 2021

Buyers need to complete specific jobs before consensus can be reached for a buying decision. And they benefit from B2B content that shows them how to do those things. I agree with Gartner that this is a huge opportunity for marketers to help buyers by creating content that assists them with job completion. Or you can.

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B2B Thought Leadership Thought Leadership B2B Gartner 62

Valasys

JUNE 8, 2020

Strategic content mapping is an orchestrated plan to deliver the right content to the right people at the right time to help customers sail through the specific stages of their buying cycles and to figure-out the opportunities to better address the pain-points of your customers. Helps in Creating a Buyer Persona.

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Buyer Personas Buying Cycle Content Template 76

Marketing Insider Group

MAY 18, 2020

Thought leadership makes a lot of sense in most B2B content marketing scenarios, typically because the buying cycle is longer and may require multiple approvals. You should have well-developed buyer personas that include demographics, their preferences, and what matters to them.

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Thought Leadership B2B Thought Leadership Research Practices 355

Heinz Marketing

JUNE 7, 2019

The question is, are B2B sellers making the necessary changes in their approach in order to find success when it comes to engaging a millennial stakeholder or buying committee? Think about what might be troubling a millennial buyer on a personal level based on their title and firm.

Marketing Management 95

Marketing Management B2B Buyer Personas Demographics 95

Zoominfo

JUNE 28, 2023

Support: How can you offer greater support during the buying cycle and beyond? Customers that go through the buyer’s journey with little or no support lose confidence in business relationships. Creating buyer personas enables your team to reach out to groups of customers at scale based on shared characteristics.

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Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing & Strategy 130

Madison Logic

MARCH 1, 2023

2023 is poised to be a pivotal year for B2B marketing. Faced with increased competition and shrinking budgets, marketers must navigate larger buying committees and more complex buying cycles. Not every buyer is on the same path to purchasing your solution.

Linkedin 52

Linkedin Marketing Budget Account Based Marketing Multi-Channel 52

Valasys

MAY 3, 2019

Intent data is a buzzword for B2B marketers & it reflects on the purchase intent of the potential customers at the different stages of their respective buying cycles. A report by ABM marketing report in 2018 found that only 25% of the B2B marketers were using intent data. Sources of Intent Data.

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Intent Data Intent Analysis Top of Funnel 49

NuSpark Consulting

JUNE 29, 2015

CEOs and marketing leaders often stand on opposite sides of a deep chasm in terms of their belief in the power of B2B content marketing. Statistics that Prove the Power of B2B Content Marketing. Content Marketing Conquers the Buying Cycle. B2B Marketers Give Content Marketing the Vote of Approval. Hubspot ).

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B2B Marketing Content Marketing Planning Cost per Lead 100

PathFactory

MAY 3, 2022

Everyone has a hot take on how the traditional B2B sales model has died, changed, morphed, or remains relevant – alive and kicking. The first is “ Traditional B2B Sales and Marketing Are Becoming Obsolete ” posted on The Harvard Business Review by Brent Adamson, Vice President at Gartner. So, How did we get here? Our reason?

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Ideal Customer Profiles B2B Sales Top of Funnel Account Based Marketing 59

PureB2B

MAY 30, 2022

61% of B2B marketers say that generating high-quality leads is one of their biggest challenges. There are proven methods that you and your team can use to reach out to, and engage with decision-makers that fit your buyer persona. Best Digital B2B Prospecting Strategies. Webinars are already popular with B2B brands.

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B2B Sales Webinar Metrics High Quality Lead Marketing & Strategy 62

Marketing Interactions

AUGUST 8, 2021

Just because someone searches on a term related to what we do or sell, this does not mean they are a buyer. When I help clients build buyer personas, I start with status quo. Others often start with “why you need our solution” or “why choose to buy our solution.” Moving from Sales-Driven to Buyer-Driven.

Buy 62

Buy Work Management Lead Ranking Marketing Management 62

Tony Zambito

SEPTEMBER 8, 2010

The pressure to achieve top line revenue growth and profitable growth strategies remain as the key challenges B2B CEO’s face today.    Compounding these challenges is the rapid transformation underway in the buyer-seller relationship brought on by the advent of digital marketing and social media technology. 

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Buyer Personas Buying Cycle B2B Lead Ranking 100