Shortening the Industrial Buy Cycle in 5 Simple Steps

Industrial Marketing Today

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” What is the key to shortening the buy cycle?

Why B2B Buying Cycles Are So Long

B2B Marketing Directions

Since then, the number of people in the average B2B buying group has increased, and buying cycles are getting longer. New research by the Aberdeen Group explains why long buying cycles are still a fact of life for B2B marketing and sales professionals.)

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Get Ahead of the Buying Cycle


With over 70% of B2B buyers starting their research with generic search and regulations in Europe of the GDPR, understanding your buyer is critical. As a B2B Marketer based in the UK and operating in the EMEA region, the changes in regulation and how I was going to reach my buyers was a pretty daunting prospect and something that required a shift in focus. Let’s serve them content that is relevant to their business and where they are in the buying cycle.

How Manufacturers Can Align Digital Content with Buying Cycles


According to the Chief Marketing Officer Council , 87% of B2B buyers say that online content has either a major or moderate impact on their vendor preference and selection. … Read the rest The post How Manufacturers Can Align Digital Content with Buying Cycles appeared first on Fathom. B2B Content Creation & Strategy Manufacturing Industry buying cycle content content strategy manufacturing industry manufacturing online marketing

Matching Webinar Content to the Buying Cycle: Evaluation and Purchase Stages

Modern Marketing

According to Demand Gen Report’s 2014 B2B Buyer Behavior Survey , an effective content strategy can certainly influence the buyer journey. An overwhelming majority (82%) of senior executives said that content was a significant driver of their buying decisions. Buying criteria.

Craft Content to the Buying Cycle: Stage 1, the Unaware Buyer

The Content Factor

The challenge with the Unaware Buyer is that he goes out of his way to avoid any sales pitch, because he doesn’t think he needs to buy anything. Tags: B2B Buying Cycle Business to Business (B2B) Content Strategy Does your prospect need a whack on the head?

For Manufacturers Today, Content Is A Key Tool In The Buying Cycle


But the Internet has also changed some of the dynamics in the buying cycle for manufacturers – understanding these changes and how you need to adapt to them can mean the difference between mediocrity and truly thriving on the Web.

Deconstructing the Four Stages of the Industrial Buy Cycle

Industrial Marketing Today

The problem becomes more acute for the industrial sector because the industrial buy cycle can be a long and complex process that often involves multiple decision makers. an industrial and business-to-business (B2B) marketing communications company in Houston, Texas.

Craft Content to the Buying Cycle: Stage 3, the Engaged Buyer

The Content Factor

Tags: B2B Buying Cycle Business to Business (B2B) Content Strategy

Content Auditing and Mapping it to the Industrial Buy Cycle

Industrial Marketing Today

Most B2B marketers find it relatively easy to create and use content to gain search engine presence. And in a complex industrial buy cycle, things can get well…complicated. Industrial buyers of today use online content extensively in making their buying decision.

Craft Content to the Buying Cycle: Stage 2, the Tentative Buyer

The Content Factor

Research shows that most B2B projects start without a budget or purchase authority—when the potential buyer does a web search. Tags: B2B Buying Cycle Business to Business (B2B) Content Strategy Is your buyer standing quietly on the edge of the market, trying not to be noticed? This is the Tentative Buyer, and she wants to learn as much as possible about the best solution—without being sold anything. read more.

Craft Content to the Buying Cycle: Stage 4, the Invested Buyer

The Content Factor

Tags: B2B Buying Cycle Business to Business (B2B) Content Strategy

Why B2B Buying Cycles are Getting Longer

B2B Marketing Directions

New research reveals what influences B2B buying decisions and explains why the B2B buying process is getting longer. Earlier this month, Demand Gen Report published the findings of the 2017 B2B Buyer's Survey. B2B Buyers B2B Buying Process B2B Marketing

The Buying Cycle and Buyer Personas in B2B Marketing

MLT Creative

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

Manufacturers, It’s Time to Take Back Control in the Buying Cycle


McKinsey research shows that B2B buyers typically use six different channels throughout their decision-making journey, and almost 65% will come away from it frustrated by inconsistent experiences. Modern Marketing b2b

How Social Media Changed the Sales Cycle into the Buying Cycle


Back in prehistoric times (before the Internet, that is), b2b buyers learned about products and services by reading (print) magazines and (printed) analyst reports. Marketing and sales were still largely in control, but buyers were entering sales cycles with more and better information.

Shifts in B2B Buyer Behavior Support New Priorities for Demand Gen Content

The Point

Demand Gen Report has published the results of this year’s “B2B Buyer’s Survey,” and the trends identified merit close attention for those marketers involved in B2B demand generation and content development.

Five Sales Enablement Tactics B2B Marketers Need to Master


Here are five tactics your B2B marketing team needs to master to empower sales people to close deals faster. Prospects love this, as research reveals that 87 percent of buyers select a vendor who provided them with relevant pieces of content at each stage of the buying process.

Report: B2B Buyers Engaging Earlier with Sales

The Point

For the last decade or more, it’s been an accepted principle – almost a key tenet – of B2B demand generation that business buyers don’t want to talk to a sales rep until the last possible moment. The post Report: B2B Buyers Engaging Earlier with Sales appeared first on The Point.

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


Business-to-business (B2B) marketing is a passion to those of us who’ve devoted our lives and careers to it. Here’s how to combat those myths and explain B2B marketing in a way that’s actually interesting to those outside the profession. Long Decision Cycles.

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How HP Uses 6sense to Find Customers in Active Buying Cycles


With the rise of predictive intelligence and the ability to make sense of large amounts of customer data, HP wanted to take their marketing analytics to the next level and begin targeting customers in active buying cycles. HP, like many advanced B2B organizations, has used firmographic data, segmentation and buyer profiles to improve their marketing and sales outcomes.

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.” B2B CMOs can be caught in a maze of an organization faced with marketing complex solutions for complex problems.

Quit Obsessing About the Customer Journey

The Point

And the more that your message and content reflect a prospect’s stage in the selling cycle, the better. If Joe Prospect downloads a case study, is Joe further along in the sales cycle?

Facebook ads vs Google adwords: 7 key criteria to decide


With any ad buy, Google lets you know the bid for a keyword that gets the best ad position. TYPE OF BUSINESS: B2C or B2B? Google is both B2C and B2B because it is based on keywords that represent a need that either a B2C or B2B target is searching.

Lead nurturing via email series and content marketing

B2B Lead Generation

However, the key channel for lead nurturing is email — particularly using email to send a series of relevant content pieces or offers to prospects as they move through the buying funnel. From there the team mapped content to the early, mid and late stages of the buying cycle.

11 inspiring case studies of digital transformation


AMAZON BUSINESS : Served as an example of ‘digital customer’ expectations transitioning to the B2B world. Amazon Business launched in April 2015, with over 250 million products and a more holistic marketplace for B2B companies.

What is business video content marketing and how to get started


Business decision-makers LOVE online B2B marketing videos because it gives them the most amount of information in the shortest amount of time. So now that you are on board with the benefits of online B2B marketing videos, what does video content marketing really mean?

5 Ways B2B Can Learn from B2C Marketers

Buzz Marketing for Technology

Posted in Buying Cycle Conversion Conversion Optimization Customer Customer Experience Personalization Strategy. And it’s obvious why: buying cycles are longer, buyer mentalities are different, and products typically require more investigation before a purchase.

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Lead Nurturing – How to Develop a Solid Process for B2B Lead Management


Effective lead nurturing is crucial to successful b2b marketing. Ask yourself and answer these questions: Do I understand my buyers’ buying cycle? You need to be able to map out your typical buyer’s buying cycle. Guest post by Alexandre Sagala.

3 reasons to avoid Accelerated Mobile Pages (AMPs)


This might be okay for some B2C contexts, where people make impulse buys all the time. But in B2B, a prospect might touch 20 pieces of content on her way to purchase, and 10 of them might not even be on your site. In a perfect world, you build all the content the user needs to go through the buy cycle, and you string the content together into client experiences that end in purchase, or advocacy, or renewal, or whatever your end goal is.

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The State of Demand Generation

The Effective Marketer

Buying cycle control (you need to facilitate the buying process and understand what is required of you as a result). Best Practice B2B Company Rates: Inquiries to MQL: 9.3%. The Customer Buying Cycle Framework. The Complete B2B Persona.

Avoid Paralysis of the B2B Buyer

The Content Factor

Tags: B2B Buying Cycle Content Strategy

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. by Yarden Gilboa.

How to Attract Readers: Turn the Solution Around

The Content Factor

Tags: B2B Buying Cycle Better Corporate Writing

What's in a Lead Source?

The Content Factor

Tags: B2B Buying Cycle B2B Lead Nurturing Business to Business (B2B

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Creating Relevant B2B Marketing Content: Walk the Talk

Industrial Marketing Today

That is pretty much the mantra of B2B content marketing. Personas do matter in B2B content marketing You would be wasting your scarce resources if you pumped out marketing content without first having a clear and complete understanding of the personas of your B2B buyers.

Best B2B Marketing and Sales Strategy Guides and Insights of 2011


Social media, content aggregation and curation , user-generated content and other developments have dramatically changed the B2B buying cycle over the past few years. Prospects often don’t surface until much later in the buying process than they did just a few years ago.