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  • MODERN B2B MARKETING  |  TUESDAY, APRIL 11, 2017
    [B2B, Buying Cycle] How to Leverage Social Intent Data for Email Marketing
    To nurture your prospects effectively, you need a detailed understanding of your buyers, their interests and priorities, and where they are in the buying journey. When you build an email nurture track based on limited data, you assume that certain groups of prospects share the same interests and buying timeline. Today, many of your buyers do their own research long before they enter an active sales cycle. Email Marketing b2b
  • ANNUITAS  |  TUESDAY, APRIL 8, 2014
    [B2B, Buying Cycle] Marketers May Just Be Their Own Roadblock to Reinvention
    The fundamental issue with this is that B2B buyers haves already reinvented themselves and the longer marketers take to figure things out, the more disconnected they become from the buyer. A focus on the buyer does not mean simply generating more content, buying marketing automation, pushing out more email campaigns or developing a seven-step drip campaign. As I have stated before, no buyer ever said “I am in the sales-accepted stage of my buying process.”
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 27, 2012
    [B2B, Buying Cycle] Inbound Marketing: Do You Have A Content Destination?
    B2B Marketers have always been doing content marketing. And the reason is simple: the decision making process in B2B is a bit more complicated than buying a pack of gum. Today’s marketing should identify a content strategy that meets all the information needs of our buyers, in all the places they are looking, at all stages of the buying cycle. There are colleagues to convince, bosses to educate, accountants to please and more.
  • MODERN MARKETING  |  MONDAY, AUGUST 1, 2011
    [B2B, Buying Cycle] 3 Lead Management Questions Sales will Ask Marketing
    That means the leads meet the qualifications the sales and marketing team agreed on, and demonstrated a level of activity and engagement that signals buying intent. Before marketing automation, unconverted leads would disappear into a blackhole: Either they died or were forced to pursue us on another channel if they were genuinely interested in buying. I’m in a sales cycle with a prospect that just received an email from corporate marketing.
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 16, 2015
    [B2B, Buying Cycle] Join the Big League: 7 Reasons to Go Digital with Your Advertising
    The digital marketplace has put a lot of buying power back into the hands of buyers and consumers, forcing many marketers to get more creative, more genuine, and more helpful. SEO and PPC can put your brand name and your content marketing in front of customers at every stage of the buying cycle. Companies that have an unexpectedly low quarter can cut back without incurring cancelation fees, and those with an unexpected windfall can bump up their buying power with ease.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 13, 2011
    [B2B, Buying Cycle] Generate More B2B Sales With Lead Nurturing and the Human Touch
    Of that group, some should raise their hands every month (or whatever time period is most appropriate to your buying cycle) and say, “now I’m ready to engage with sales.”. The conversion rates of each respective group will help you persuade those who claim nurturing doesn’t significantly alter the buying process. They have also achieved improved conversions, faster lead response times, superior data collection, better revenue cycle analytics and in-house talent development.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, NOVEMBER 10, 2011
    [B2B, Buying Cycle] Content Marketing Delivers Lead Insight to Sales
    It is true that industrial buyers are more in charge of the buying process today than ever before. Even though the process of buying industrial products and services has not changed much over the years, how industrial buyers prefer to go through their buying cycle has changed dramatically. Industrial marketing is not just B2B but B2P (people) marketing. Content Marketing Inbound Marketing Sales Strategies B2B Lead Generation Industrial Marketing
  • BIZNOLOGY  |  MONDAY, AUGUST 10, 2015
    [B2B, Buying Cycle] Include video content in your buyers’ journey
    If the people buying your products/services are NOT busy, then they will have the time to read your paperwork and figure things out, but if they ARE busy, then they would prefer that you have video on your website and as sales collateral (like video FAQs, business video case studies, and corporate profile videos) so that they can quickly understand your products, the culture of your company, and the people who makes your company great.
  • TONY ZAMBITO  |  SUNDAY, MAY 8, 2011
    [B2B, Buying Cycle] Content Marketing and Sales Enablement Must Get Married
      Devising content strategy and content marketing tactics is becoming predominantly about publishing content that meet buyer demand for knowledge in the early stages of the buying cycle.    A recent meeting with a B2B organization illustrated this dynamic for me.  Turn B2B Buying Into a Social Experience (buyerpersonainsights.com). Image via Wikipedia.
  • INFLUITIVE B2B  |  THURSDAY, MAY 12, 2016
    [B2B, Buying Cycle] The One Thing Your Account-Based Marketing Strategy Is Missing
    Calling ABM a “B2B marketing must-have,” 58 percent of marketers plan to invest in ABM technology or services this year, according to SiriusDecisions. The best ABM campaigns leverage social proof to capture the attention of your target accounts and validate purchasing decisions among buying committees. Together, these two strategies deliver a powerful one-two punch that results in higher engagement, shorter sales cycles and more revenue.
  • NUSPARK  |  SUNDAY, FEBRUARY 5, 2017
    [B2B, Buying Cycle] How to Choose the Right Predictive Analytics Tool for Account-Based Marketing
    In the B2B marketing environment, successful ABM is the gold standard companies aim for. B2B organizations are accustomed to the idea of defining their ideal client and creating personas to inform marketing and content. An accurate needs analysis depends on knowing that you can use predictive analysis, and where your company is in the tool buying cycle. As an aggregator of intent data, the company is the first to source behavioral activity between B2B entities.
  • MODERN MARKETING  |  FRIDAY, NOVEMBER 18, 2016
    [B2B, Buying Cycle] Oracle Attains Highest Score for Current Offering in The Forrester Wave™: Lead-To-Revenue.
    As a result, more B2B professionals are shifting their focus from implementing basic marketing automation features to offerings that provide sophisticated and advanced functionalities to help them reach their lead-to-revenue goals. The report shows how each provider measures up to better assist B2B marketing professionals in making the right choice for their organization.
  • WRITESPARK  |  TUESDAY, FEBRUARY 1, 2011
    [B2B, Buying Cycle] Content Marketing Insights for Technology Companies
    As a possible reason for this rating, the report concludes that the content produced by tech companies is not matched to the different information needs of buyers at different stages of their decision cycle. For those ideas, look to the following surveys of buyers for a broad range of IT products: Eccolo Media 2010 B2B Technology Collateral Survey Report : Includes clear and helpful data on the use of different types of print and multimedia collateral during the buying process.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 30, 2012
    [B2B, Buying Cycle] Time for a Pitstop: Fine-tuning Your Automated Lead Scoring
    by Kelly Waffle Being a successful B2B marketing professional today can be compared to being a successful race car pit crew chief. No progression in buying cycle. Time for a Pitstop: Fine-tuning Your Automated Lead Scoring was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Lead Scoring b2b marketing
  • B2B LEAD GENERATION BLOG  |  THURSDAY, APRIL 27, 2017
    [B2B, Buying Cycle] 7 Tips to Boost Your Email Nurturing Results Immediately
    Tip 3: Understand where they are in their buying journey. Be sure to provide different kinds of information to your prospect based on what point they are in the customer buying journey. Still, it’s helpful to notice that all customer buying cycles fit into three distinct funnel stages. This is where the hand-off from marketing to sales takes place and where people ultimately make the buying decision. What Can B2B Marketers Gain from Growth Hacking?
  • VIDYARD  |  WEDNESDAY, AUGUST 17, 2016
    [B2B, Buying Cycle] 5 of the Best Ways to Generate Leads with Video [SlideShare]
    And even B2B buyers are watching video. 72% of B2B buyers watch videos throughout their entire path to purchase and. You’ll also want to consider what stage of the funnel your video is at because, as all you savvy marketers know, lead capture initiatives can look very different at various stages of the buying cycle. You want more leads. Funny thing is, your leads want more video. So why not kill two birds with one stone (ugh, what a gruesome saying).
  • RADIUS  |  THURSDAY, SEPTEMBER 8, 2016
    [B2B, Buying Cycle] Intent Data Is Just One Piece Of The Predictive Puzzle
    It is aggregated by networks of B2B publishers, either at the IP level or through user registration. It provides more color on what a prospect is doing throughout the buying cycle when they may not be engaging directly with your offerings, and sheds light on the breadcrumbs left when they aren’t engaging with your own marketing automation or CRM systems. Prioritizing accounts that are in-market to buy.
  • B2B MARKETING INSIDER  |  THURSDAY, JUNE 9, 2011
    [B2B, Buying Cycle] Will Content Strategy Save Marketing?
    The media habits of today’s B2B buyer have changed dramatically in just the past few years, and yet B2B Marketing departments are struggling to keep up. Pull back the covers of most B2B Marketing plans and you’ll find a significant amount of outbound activity working harder and harder to achieve decreasing results. This is done for each buyer type or “ buyer persona &# that is involved in the B2B decision-making process.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JUNE 29, 2010
    [B2B, Buying Cycle] How Relevant Marketing Content Helps B2B Branding
    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. What has been your experience with building a B2B or industrial brand?
  • SALES ENGINE  |  THURSDAY, OCTOBER 8, 2015
    [B2B, Buying Cycle] Feeding Sales Is a Process, Not a Project.
    For decades, the B2B marketer has been a manager of projects. Many B2B companies that are successful and experiencing rapid growth rates today have made a significant pivot in the way that their sales and marketing departments operate. Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor.
  • DELICIOUS B2BMARKETING  |  WEDNESDAY, DECEMBER 9, 2009
    [B2B, Buying Cycle] B2B Search Marketing: 5 Must-Read Tips - Online Marketing Blog
    Home About Resources Archives Subscribe Consulting Contact 5 Must-Read Tips for B2B Search Marketing Comments | Posted by Michelle Bowles on Dec 4th, 2009 in B2B , SEO , SEO Tips [Note from Lee: A few weeks ago, Michelle wrote a great post on Retail SEO tips and this week, Ive asked her to tackle B2B SEO and general search marketing tips, since one-size SEO does not fit all programs. For B2B companies, getting found is just the beginning.
  • ANNUITAS  |  TUESDAY, AUGUST 4, 2015
    [B2B, Buying Cycle] Is Your Content Marketing Missing the Mark?
    We have white papers for every buying stage, but we just can’t get enough people to download them.”. From your insights into your buyers you should know for each stage of the buying cycle: Which personas are involved at each stage. Recently Demand Gen Report 2015 B2B Buyer’s Survey reported that: 48% said of buyers’ purchase process included one to three people. At different stages of the buying cycle, buyers look to different sources for information.
  • B2B MARKETING TRACTION  |  MONDAY, OCTOBER 17, 2011
    [B2B, Buying Cycle] What Do I Spend on My Marketing Budget? Part 1
    If you understand your buyer’s buy cycle, you can calculate exactly what you need to spend in order to generate the revenues you need. Don’t know your buyer cycle or have historical data like conversion rates? Marketing Planning analysis b2b consultant marketing results ROI salesBlog entry excerpted from the Marketing chapter written by Jennifer Beever in The Book on Business from A to Z.
  • EARNEST ABOUT B2B  |  FRIDAY, SEPTEMBER 21, 2012
    [B2B, Buying Cycle] Why use social media? The business case.
    21% of b2b buyers use social media at some point in the buying process. Many are 50-60% into the buy cycle before they talk to you. 85% of b2b buyers believe companies should present information via social networks and 20% are more likely to engage with existing suppliers on twitter. When it comes to social media, content strategies and inbound marketing – the benefits to most are clear.
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [B2B, Buying Cycle] Marketing Automation Tips for Manufacturers
    Below are a few tips to follow when introducing a B2B marketing automation solution for a manufacturing company. Ensure you are you offering content for all personas and stages of the buying cycle. Determine how will you engage with these leads and nurture them through the sales cycle. B2B / Technology Manufacturing marketing automation marketing for manufacturers
  • WEBBIQUITY  |  TUESDAY, APRIL 12, 2016
    [B2B, Buying Cycle] Content Marketing Strategy? Think Like A Reporter
    Although 93% of B2B companies are doing content marketing, less than half view themselves as successful with it. Another consideration is “when” in the buying cycle is a specific piece of content important to a specific buyer? Just as no single social media marketing strategy works for every type of B2B company, no single model is best in all cases for developing a strategy.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 13, 2013
    [B2B, Buying Cycle] Three Key Job Roles to Make Your Marketing Automation Rock
    They will work with your content manager and make sure their programs have the right content mapped to the buying cycle. Three Key Job Roles to Make Your Marketing Automation Rock was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Marketing Automationby Heidi Bullock Marketing automation is a great solution to help drive your business.
  • KOMARKETING ASSOCIATES  |  TUESDAY, MAY 3, 2016
    [B2B, Buying Cycle] Watch Out For These 5 Misconceptions In Online Marketing Performance Analysis
    The ability to measure the effectiveness of marketing tactics will further challenge B2B marketers and differentiate successful organizations. Right now, many B2B marketers are loosely or manually connecting metrics from multiple reporting platforms, to obtain a somewhat complete view of buyer behavior in digital channels. But, unfortunately, and as the MarTech Conference made many realize, the B2B marketer’s job is not done when those leads are passed to along to sales.
  • MODERN B2B MARKETING  |  WEDNESDAY, APRIL 15, 2015
    [B2B, Buying Cycle] “Linking” Digital Advertising Seamlessly Across All Channels: Marketo and LinkedIn
    If you told your friend about a pair of red shoes you just bought, would it make sense for her to suggest you buy the same red shoes again? Our partnership creates three significant opportunities for marketers: It allows marketers to seamlessly serve personalized digital ads across desktop and mobile to known customers and prospects based on their stage in the buying cycle. Digital Marketing b2b Consumer
  • NUSPARK  |  WEDNESDAY, JANUARY 16, 2013
    [B2B, Buying Cycle] How To Develop Keyword Lists for Adwords and Pay-Per-Click Campaigns
    Coming up with really good long-tail keywords for your SEO or pay-per-click campaigns can sometimes be daunting if you don’t understand how buyers use Google, what buying cycle they are in, and how your content or offers align with those search terms people use to look for what you do. When it comes to buying cycles, your campaigns need to address needs throughout the funnel. Actual query: List of B2B pay-per-click lead generation firms.
  • ACT-ON  |  MONDAY, DECEMBER 7, 2015
    [B2B, Buying Cycle] What the 2015 Holiday Shopping Season Can Teach Us about the New Buyer’s Journey
    Singles’ Day, which started in the 1990s with the fun intent to celebrate singlehood, has been embraced by Alibaba as a day to buy something nice for yourself. Even more complex sales, such as buying a car, put most – if not all – of the buying information in the hands of the salesman and company to be doled out to the buyer as bread crumbs to a sale. And Yes, B2B has changed too. It’s true for B2B sales, too.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, APRIL 26, 2010
    [B2B, Buying Cycle] Focus on Content in B2B Marketing
    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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JUNE 17, 2015
    [B2B, Buying Cycle] Interview with Dave Chaffey of Smart Insights
    For those of you who aren’t familiar with Dave or Smart Insights – Dave Chaffey is CEO of Smart Insights, a publisher of planning templates and articles focusing on Digital Strategy with channels on B2B Marketing and Marketing automation. 1) What do you think the biggest change to Digital Marketing for B2B firms will be in the next year? I think content personalization is the biggest opportunity into 2016 for B2B Marketers.
  • MODERN MARKETING  |  MONDAY, JULY 20, 2015
    [B2B, Buying Cycle] How to Match Great Content to Your Sales Funnel
    In the B2B marketing world, the buying cycle is long. There's a long cycle that has a lot of money and resources at stake, so you need to nurture your prospects all the way through the process. If the entire funnel is a road and the marketer is driving a car down Funnel Street, the marketer moves to the backseat and the salesperson takes the wheel at this point in the cycle. and the same holds true for the sales cycle.
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 18, 2016
    [B2B, Buying Cycle] 5 AdWords Hacks to Ramp Up Your Display Ads
    You’re going to find that it works tremendously well for high-ticket industries that have longer sales cycles, but also great for small-ticket items too. In-Market Audiences: People whose browsing behavior shows that they’re ready to buy. And there are literally millions of apps out there that are part of the Google AdWords universe where you can buy ad placements directly in a specific app. Digital Marketing b2b Consumer
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 7, 2016
    [B2B, Buying Cycle] Dynamic Duo: Close More Deals with Sales and Marketing Alignment
    According to MarketingSherpa, 61% of B2B marketers send all leads directly to sales; however, only 27% of those leads will be qualified (aka in that “right time” window). Align your content to stages of the buying cycle and score each asset accordingly. This indicates your prospect’s readiness to buy. Sales Marketing Alignment b2b
  • MODERN B2B MARKETING  |  FRIDAY, SEPTEMBER 16, 2016
    [B2B, Buying Cycle] Top 5 Marketing Must-Haves for Asset Managers and More
    In order for you to expand your reach and get more leads into your database, you’ll need great content that resonates with them regardless of their stage in the buying cycle: early, mid, or late. Marketing Automation b2bAuthor: Joe Paone One of the first interviews I had in college was with a local money manager who was looking for a new recruit to make calls and drive business. He was specifically looking for a PhD… someone who was poor, hungry, and driven of course.
  • MODERN MARKETING  |  SUNDAY, JULY 28, 2013
    [B2B, Buying Cycle] How to Start Your Company’s Discussion About Marketing Automation
    Guide prospects through the buying process by delivering the right messages at the right time through the right channel. Measure and manage effectiveness across stages of the buying cycle. If you’re not using marketing automation, you’re still likely well plugged into the benefits that your B2B marketing peers are realizing by using technology to get more done with fewer resources.
  • MODERN MARKETING  |  MONDAY, SEPTEMBER 16, 2013
    [B2B, Buying Cycle] The 4 As of Sales Enablement Content Success
    Sales enablement is certainly a hot topic right now for B2B organizations. As sales coach Bob Apollo explained recently , sales and marketing teams have a lot to learn from each other, noting that, “If marketing really engages with salespeople on a regular basis, they can develop a much better idea of what an ‘ideal prospect’ looks like and how prospects make buying decisions – and what marketing can do to help.”.
  • ANNUITAS  |  TUESDAY, DECEMBER 22, 2015
    [B2B, Buying Cycle] Everything You Want to Know About Account-Based Marketing
    If you have the least bit of interest in adopting or learning more about this growing B2B marketing trend, you should definitely go and get this 124 page eBook, available (free) for a limited time by clicking here. I took the liberty of pulling a few interesting quotes, hoping to comment and expand on what has rapidly become the hottest topic in B2B. Because, in B2B, you’re never just selling to an individual. Buying cycles often take months.
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 22, 2013
    [B2B, Buying Cycle] 5 Reasons Why Your Inbound Marketing Isn’t Working
    After all, those in the early stages of the buying cycle are looking for educational (i.e., We have found that often leads generated through inbound marketing are not the final decision makers for B2B products. 5 Reasons Why Your Inbound Marketing Isn’t Working was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Inbound Marketing
  • RADIUS  |  TUESDAY, JULY 19, 2016
    [B2B, Buying Cycle] How To Improve your Content Marketing With Predictive Scoring
    A predictive score for B2B marketers is an estimate of how likely a lead is to convert. From a content marketing perspective, you can use predictive to identify segments of these leads and surface key signals and attributes about them, which in turn enables you to create more personalized content that nurtures these leads through the buying cycle. B2B Marketing content marketing predictive scoring
  • RADIUS  |  TUESDAY, JULY 19, 2016
    [B2B, Buying Cycle] How To Improve your Content Marketing With Predictive Scoring
    A predictive score for B2B marketers is an estimate of how likely a lead is to convert. From a content marketing perspective, you can use predictive to identify segments of these leads and surface key signals and attributes about them, which in turn enables you to create more personalized content that nurtures these leads through the buying cycle. A-Featured B2B Marketing content marketing predictive scoring
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, AUGUST 3, 2010
    [B2B, Buying Cycle] Industrial and B2B Customer Engagement Simplified
    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.
  • ANNUITAS  |  TUESDAY, MARCH 19, 2013
    [B2B, Buying Cycle] You Don’t Know the Buyer, JACK!
    If Si Robertson , one of the the “Duck Commanders” on A&E’s hit show “Duck Dynasty” , were to assess today’s B2B Marketer on how well they know their buyer, I can imagine he’s sum it up by saying, “Hey! Having this information is important because it’s the first step increasing communications effectiveness, and laying a foundation on how to develop content that moves them along the buying cycle. At some point, this persona is going to begin the buying process.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 27, 2012
    [B2B, Buying Cycle] Digital Marketing Can Increase Industrial Sales
    The industrial buy cycle has not changed. A recent Corporate Executive Board study of more than 1,400 B2B customers found that those customers completed, on average, nearly 60% of a typical purchasing decision—researching solutions, ranking options, setting requirements, benchmarking pricing, and so on—before even having a conversation with a supplier.
  • MODERN MARKETING  |  MONDAY, SEPTEMBER 30, 2013
    [B2B, Buying Cycle] 5 Steps to Feed the Content Beast
    by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Candyce Edelen , CEO of PropelGrowth , a B2B financial services marketing firm in Princeton, NJ. She works primarily with financial technology firms to refine their integrated marketing strategy and content marketing programs, helping them facilitate the customer buying process. For most marketers, creating enough content to support each stage of the buying cycle is an overwhelming task.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 26, 2015
    [B2B, Buying Cycle] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
    Especially with B2B, selling happens at a corporate level and a business unit level in addition to an individual level. Unless you do that, you don’t have a way to segment your lead accurately and send them the right content for where they are in the buying cycle. Marketing must create a marketing funnel to develop sales-ready leads and nurture those that aren’t ready to buy. Where’s the Passion in B2B Marketing?
  • WEBBIQUITY  |  MONDAY, JULY 25, 2011
    [B2B, Buying Cycle] Web Presence Optimization, Reloaded
    Because more than 80% of consumer purchases and 90% of b2b buying cycles now begin with search. If your potential customers can’t find you, they can’t buy from you. Conversely, the more your name dominates for relevant searches, the more likely prospects are to buy from you, because you look like the expert, the “big dog&# in the industry (even if you’re really only a small dog).
  • B2B MARKETING INSIDER  |  MONDAY, AUGUST 24, 2015
    [B2B, Buying Cycle] What Does A Content Marketing Plan Look Like?
    Step # 1 : Get Buy-in For Your Plan. To make this happen, HubSpot recommends doing these 3 things when pitching your plan to get buy-in: Talk about the challenges your plan will solve. Once you have your buyer personas, conduct a content audit and look at where the content gaps are in the buying cycle for each audience. Does your buyer persona have all the information they need at each stage of the buying cycle? appeared first on B2B Marketing Insider.
  • DELICIOUS B2BMARKETING  |  MONDAY, MARCH 21, 2011
    [B2B, Buying Cycle] 57 Things You Can Do Right Now to Improve Your Website
    Derek Edmond , KoMarketing Associates — The managing partner, Derek and his team provide B2B companies with SEO, PPC and social media services. Stephanie Tilton , TenTon Marketing — Stephanie helps B2B companies advance prospects through the buying cycle with white papers, case studies, and e-books. B2B Web Content Content Marketing Tips SEO Tips Social Media Tips Web Design Tips
  • HUBSPOT  |  TUESDAY, MAY 13, 2014
    [B2B, Buying Cycle] Content Mapping 101: The Template You Need to Personalize Your Marketing
    In addition to knowing who someone is, you need to know where they are in the buying cycle ( i.e. how close they are to making a purchase). This location in the buying cycle is known as a lifecycle stage. For the purposes of our Content Mapping Template , we’re divvying up the buying cycle into three lifecycle stages: Awareness , Consideration , & Decision. Marketers hear it all the time: The content you create needs to be personalized.
  • LEADERSHIP  |  MONDAY, MAY 5, 2014
    [B2B, Buying Cycle] HELP! My CMO Is Big on Hacking!
    Growth hackers focus on low-cost and innovative alternatives to traditional marketing, i.e., utilizing social media and viral marketing instead of buying advertising through more traditional media such as radio, newspaper, and television. Unlike in the B2C world where larger volumes and shorter sales cycles allow for a large customer base, things are different in the B2B world, as we know. —Spotlight on Greg Ott, VP Marketing for QuickBooks Online, (Intuit Inc.).
  • MODERN B2B MARKETING  |  MONDAY, APRIL 23, 2012
    [B2B, Buying Cycle] Marketing in a Downturn Part 2: Content, Content, Content
    As B2B marketing budgets have become strained, many marketers believe they should be doing more with less. In a downturn, more people are involved in approving every B2B purchase, and the buying committee usually includes senior decision-makers who will not understand (or want to understand) the technical nuances of your product or service. Armed with this knowledge, you can plan and create content that targets prospects at each stage in the buying cycle.
  • ANNUITAS  |  TUESDAY, AUGUST 23, 2016
    [B2B, Buying Cycle] Use Marketing Automation The Right Way
    However, when I dig a little deeper, I come to find that the overwhelming majority of these marketers do not speak to their buyers about their buying process or the approach their organization took to make a purchase including: Understanding the pain points and challenges they were seeking to solve. Knowing who was on the buying committee and what roles each played. Truth is, I rarely find anyone who refutes that the way buyers buy today is fundamentally different than in the past.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, APRIL 30, 2010
    [B2B, Buying Cycle] 7 “Rs” for B2B Marketing Content Planning
    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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, MAY 14, 2014
    [B2B, Buying Cycle] Why Do Companies Struggle with Social Media ROI? 23 Facts
    It should be done with an understanding of the customer buying cycle and what is the annual customer value. B2B CMO’s say demonstrating ROI is their No. It should be done with an understanding of the customer buying cycle and what is the annual customer value. By Rob Petersen, {grow} Community Member. Only 8 percent of companies say they can determine Return on Investment (ROI) from their social media spending (source: Econsultancy ).
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MAY 18, 2010
    [B2B, Buying Cycle] Top 10 Clichés to Avoid in B2B Marketing Content
    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. The use of buzzwords or clichés in B2B marketing content is not a new trend. It is by IAS – a B2B marketing agency from England.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 10, 2013
    [B2B, Buying Cycle] Secrets To Successful Content Marketing Campaigns – Webinar April 11
    Two numbers to set the stage: 56% of advanced B2B marketers said content-based offers were their most successful campaigns. Map your content to identified buying stages. Tie related offers together in a logical progression to educate and accelerate prospects through the buying cycle. Content Marketing B2B Marketing Content content marketing
  • BIZNOLOGY  |  MONDAY, MAY 23, 2016
    [B2B, Buying Cycle] The real value of engaging your audience in content marketing
    Today, that idea has spread to just about every market, B2B as well as B2C. Organically engaging means engaging meaningfully at every opportunity: from the beginning of the buying cycle, through the purchase, and on to post-sale support. Content Marketing audience engagement authenticity B2B brand image Content marketing radio stationsConsumers crave authenticity. This has been the case to some extent for as long as there has been marketing.
  • REACHFORCE  |  WEDNESDAY, NOVEMBER 16, 2016
    [B2B, Buying Cycle] B2B Lead Generation: It’s a Heart Thing, Not a Head Thing
    A long-assumed-to-be-true theory of B2B marketing is that B2B buyers are a completely different animal than B2C buyers. B2B marketing involves a long buying cycle, usually with multiple decision makers and influencers involved, and is based primarily on rationality, industry knowledge and experience, and intellect, leaving the “emotional” buying solely in the realm of the […].
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 18, 2011
    [B2B, Buying Cycle] The Death of Cold Calling – Ending the Debate
    Ken Rouge wrote in Predictive Sales Intelligence Will Redefine CRM and the Sales Process that “ InsideView proves that the value of social media increases exponentially when it can be applied directly to the sales/buying cycle. Dialer tools like the PowerDialer for Salesforce manage and predict call cycles for lead generation, pushing the highest-quality leads and data to the reps right when they need it.
  • WEBBIQUITY  |  MONDAY, JULY 25, 2011
    [B2B, Buying Cycle] Web Presence Optimization, Reloaded
    Because more than 80% of consumer purchases and 90% of b2b buying cycles now begin with search. If your potential customers can’t find you, they can’t buy from you. Conversely, the more your name dominates for relevant searches, the more likely prospects are to buy from you, because you look like the expert, the “big dog&# in the industry (even if you’re really only a small dog).
  • LEADERSHIP  |  TUESDAY, JULY 15, 2014
    [B2B, Buying Cycle] 10 Ways to Empower Channel Partners and Drive Sales Growth
    One of the most common misconceptions among B2B manufacturers is that their channel partners will create demand for their products. As a B2B manufacturing organization, you must realize that the purpose and goal of channel partners is to make money and profits from selling your products. You can help prevent longer sales cycles by giving channel partners the right training and communication programs to speak the right language and engage the buyer.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, DECEMBER 29, 2011
    [B2B, Buying Cycle] How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment
    Tweet In the 2012 B2B Marketing Benchmark Report , 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Depending on the nature of the presentation, this indicates a relatively early stage in the buying cycle. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails. I suspect that part of the ROI problem may be due to improper prioritization.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 20, 2010
    [B2B, Buying Cycle] B2B Lead Generation Using a Business Blog
    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.
  • MARKETING ACTION  |  THURSDAY, FEBRUARY 27, 2014
    [B2B, Buying Cycle] 6 Lead Scoring Lessons for Better Lead Conversion
    This is because lead scoring is a mechanism that when done correctly helps both sales and marketing meet the prospective buyer at the right time in the buy cycle. They are: 1. Leadership buy-in to a lead scoring approach is critical. Sales teams and marketing teams need to work together to ensure that the leads that are coming in the door are quality leads, and together define the behaviors that can identify what part of the buy cycle a prospect is in.
  • RADIUS  |  MONDAY, AUGUST 1, 2016
    [B2B, Buying Cycle] The Future is Here With Predictive Account-Based Marketing
    This explosion in popularity is due to parallel economic and technological trends that have made account-based marketing an essential strategy for B2B marketers. Simultaneously, the evolution of the corporate buying team has added complexity to the B2B sales process, requiring marketers to take a more surgical approach toward identifying target accounts, key decision makers, and personalized messages and buying experiences that will resonate with prospects.
  • WRITTENT  |  WEDNESDAY, FEBRUARY 12, 2014
    [B2B, Buying Cycle] 59 Killer Content Marketing Stats: 2014 Edition
    93% of B2B marketers use content marketing, a 2% increase over 2012. 42% of B2B marketers say they’re effective at content marketing. B2B marketers with a documented strategy are more likely to consider themselves effective. 73% of B2B marketers are producing more content than they did a year ago. The average B2B marketer uses 12 different content marketing tactics. 76% of B2B marketers blog, and 73% publish case studies.
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 16, 2015
    [B2B, Buying Cycle] Join the Big League: 7 Reasons to Go Digital with Your Advertising
    The digital marketplace has put a lot of buying power back into the hands of buyers and consumers, forcing many marketers to get more creative, more genuine, and more helpful. SEO and PPC can put your brand name and your content marketing in front of customers at every stage of the buying cycle. Companies that have an unexpectedly low quarter can cut back without incurring cancelation fees, and those with an unexpected windfall can bump up their buying power with ease.
  • MODERN B2B MARKETING  |  MONDAY, APRIL 22, 2013
    [B2B, Buying Cycle] The Who, What, When, How and Why of Lead Nurturing with Webinars and Videos
    The need to engage meaningfully with prospects and customers has skyrocketed as savvy professionals increasingly self-educate at every stage of the purchasing cycle, and using video thought leadership content can be a great way to capture your buyer’s attention. With the millions of potential leads floating in cyberspace, it is necessary to concentrate your lead nurturing efforts on those who are interested in buying in the first place.
  • MODERN MARKETING  |  WEDNESDAY, JULY 29, 2015
    [B2B, Buying Cycle] 8 Tips to Jump Start Your Account-based Marketing
    Look at the win rates and the length of sales cycles. Analyze your customer database to identify common traits, and think about accounts with a history of buying from companies like yours. Run the list against a predictive model and tier the accounts by low, middle and high in terms of their likelihood to buy from you. For instance, marketing needs sales to buy-in to marketing campaigns and messages it develops for ABM.
  • MODERN MARKETING  |  THURSDAY, DECEMBER 17, 2015
    [B2B, Buying Cycle] Uncovering 5 Hidden Gems in Your Marketing Data
    Fiscal calendar data – Fiscal years have a huge impact on buying cycles. Aligning your messaging and sales outreach with these cycles is critical to successful timing. Lucas is responsible for global marketing of Dun & Bradstreet’s Sales & Marketing Solutions and has 10 years experience in the B2B data industry.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 29, 2016
    [B2B, Buying Cycle] Financial Advisors Need to Get Personal or It’ll Cost Them
    Behavioral: Behavior segmentation is based on what your audience does, which could be: where a prospect is in the buying cycle, what their score is (which will be covered below), different financial products or strategies they have expressed an interest in, web activity or email engagement, and, of course, non-activity. Marketing Automation b2bAuthor: Joe Paone It’s no secret that the financial services industry has been going through a transformation in recent years.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 7, 2012
    [B2B, Buying Cycle] Best Social Media and Digital Marketing Research and Statistics of 2011, Part 2
    How are B2B marketers using social media differently from their B2C counterparts? of respondents said they’d be either somewhat less likely or far less likely to buy from that brand.” ” B2B Marketing Research and Statistics. 10 informative B2B marketing infographics by Econsultancy. B2B Marketing [r]Evolution (Content Marketing) by PropelGrowth on YouTube. 92% of B2B buyers use online resources to research products and services.
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 8, 2012
    [B2B, Buying Cycle] Is Your Content Boring? Here’s 6 Steps To Great Content
    We need a content strategy to understand what content our audiences want, at each stage of the buying cycle, and in all the places where they look for it. Or as I said in this recent article on the CMI website, B2B Marketers “have always done content marketing.” There simply aren’t enough prospects ready to buy right now to support our growing businesses. Does your content bore your audience to death?
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 26, 2012
    [B2B, Buying Cycle] Beyond the Landing Page: Delivering Targeted Messages to your Prospects Throughout Your Website
    B2B marketing professionals know that a marketing automation campaign is most effective when it integrates ‘Off-Site’ channels (SEO, SEM, Email) with ‘On-Site’ marketing (landing pages, blogs, ecommerce) with the ultimate goal of personally engaging your customer from the first touch point through the targeted conversion event. You send out a couple of email blasts per month, but you have no idea where they are in the buying cycle or if your content is really resonating.”.
  • B2B MARKETING TRACTION  |  TUESDAY, OCTOBER 4, 2011
    [B2B, Buying Cycle] You Paid for More Traffic to Your Website – Now What?
    You can email them more information, connect to them on social media and offer more valuable content, perhaps – at a strategic point in their buy cycle – you can call them. Again, you need great content and now a a strategy for how you’re going to connect or nurture the prospect through their buying cycle. Inbound Marketing b2b content customer marketing strategy website
  • KOMARKETING ASSOCIATES  |  THURSDAY, JANUARY 26, 2017
    [B2B, Buying Cycle] 2017 Conference Preview: Discover, SMX, Pubcon & More!
    This session will show how to create and promote content that’s geared toward buyers (in various stages of the buying cycle), and will demonstrate a few tools, offer some real-life examples and leave you with solid content strategies that you can apply to your own job. B2B Online Marketing Blog Events & UpdatesIf you know anything about February and March in New England, you know the words “warm” and “sunny” are not common descriptors.
  • B2B MARKETING INSIDER  |  FRIDAY, JANUARY 2, 2015
    [B2B, Buying Cycle] 56 Reasons Why Content Marketing Works
    58% of B2B marketers and 60% of B2C marketers will increase their content marketing budgets in 2014. 80% of B2B marketers who have a documented content strategy are creating more content than they did one year ago. 86% of the most effective B2B marketers have someone who oversees content marketing strategy; however, only 46% of less effective marketers do. 79% of ‘best-in-class’ B2B marketers rate blogs as the most effective customer acquisition tactic.
  • AMBAL'S AMUSINGS  |  WEDNESDAY, APRIL 21, 2010
    [B2B, Buying Cycle] The Rise of Content in B2B Marketing
    How should you adapt to the changing trends in B2B marketing? Galen De Young, managing director of Proteus B2B and Proteus SEO, helps B2B clients integrate content marketing, social media, email, and SEO to generate and nurture leads. Blog B2B Marketing Twitter GalenDY. " The smartest B2B marketers will master how to leverage and optimize content across search, email, and social ". Good B2B content writers are scarce.
  • FATHOM  |  FRIDAY, AUGUST 1, 2014
    [B2B, Buying Cycle] Marketing: The Best Inside Salesperson You’ll Ever Hire
    As my career before Fathom was that of a B2B salesperson, I’d like to share the biggest marketing lessons I’ve learned so far from working here as they relate to industrial sales. Engage leads with relevant information automatically and scoring it so that sales can know exactly where a prospect is at in the buying cycle.
  • MODERN MARKETING  |  SUNDAY, APRIL 8, 2012
    [B2B, Buying Cycle] Are Your Prospects Scared to Talk to Strangers? [CHART]
    Since emails from a salesperson are typically more relevant with prospects who are further along in the buying cycle, we expect better engagement when they see an email from a person at a company they are already talking to. Email marketing b2b marketing digital marketing Email Marketing email marketing measurement marketing automation sales and marketing alignment
  • ACT-ON  |  FRIDAY, MARCH 24, 2017
    [B2B, Buying Cycle] 7 Best Practices for Optimizing Sales Enablement
    B2B companies are making huge investments in sales enablement tools, but too many begin with little understanding of the people, processes, and enterprise-wide insights they must bring together in order to make sales enablement a success. Align content and tools to the buying cycle. The longer buying cycle and the highly informed buyer are facts of life which aren’t going anywhere.
  • MARKETING ACTION  |  TUESDAY, MARCH 5, 2013
    [B2B, Buying Cycle] A Lead Scoring Checklist for Sales and Marketing
    Know your customer’s buying cycle and buying signals. Certain types of customers buy certain things in cycles. Score each step, activity or buying signal based on its relative value. They have experience taking a prospect through the buying stages, so they can help you identify and score key indicators. If your high-scoring prospects aren’t buying, work with your sales team to figure out the adjustments to make.
  • SALES INTELLIGENCE VIEW  |  MONDAY, APRIL 18, 2011
    [B2B, Buying Cycle] What’s the Difference Between “Sales 2.0? & “Social Selling”?
    it was more of a wake up call to sales people that the game is changing and the internet and social media hold a lot of value in the buying cycle. Filed under: Sales 2.0 , Sales Intelligence , Social Selling Tagged: b2b sales , crm 2.0 , customer 2.0 , Sales 2.0 , Sales Intelligence , sales productivity , social selling. Sales Intelligence Social Selling b2b sales crm 2.0 The sales environment continues to evolve.
  • MARKETING ACTION  |  THURSDAY, MAY 9, 2013
    [B2B, Buying Cycle] Email Marketing: Best Practices in a Multichannel, Multi-Device World
    The number-one challenge/opportunity for the B2B marketer using email marketing is delivering highly relevant content; it ranks a surprising (to me, anyway) 45 percent higher than the second-place “Measuring the ROI of email programs”. Establish rapport and trust prior to the beginning of the buying cycle. In the last twenty years, email’s become a well established, stalwart marketing channel with dependable ROI.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, DECEMBER 22, 2011
    [B2B, Buying Cycle] Top 10 Industrial Marketing Posts of 2011
    B2B Lead Generation without Lead Nurturing is Doomed to Fail. Deconstructing the Four Stages of the Industrial Buy Cycle. How Relevant Marketing Content Helps B2B Branding. As we wind down 2011, this is a good time to review all the industrial marketing posts that I have published here and been viewed by you, my readers, during the year. Not all the posts were written in 2011, one was way back from 2008.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 28, 2013
    [B2B, Buying Cycle] Improving Content Conversion with Dynamic Content
    Past behavior: Responses to emails or actions taken on your website can help inform a person’s interests and/or place in the buying cycle. Improving Content Conversion with Dynamic Content was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Content Marketingby Dayna Rothman Today’s marketers know that quality content is essential to marketing success.
  • MODERN MARKETING  |  MONDAY, MAY 5, 2014
    [B2B, Buying Cycle] Identifying Buyer Profiles: 5 Ways To Segment Your Marketing Audience
    Modern marketing practices demand not only that you understand the nuances of who your buyers are and what they want to accomplish, but also that you have insight into which overt and covert pains are driving their actions, how they approach learning and solving those problems, when they reach a buying decision, and why they buy. Depending on your business — B2B or B2C; regional or global — these strategies vary. Segment by Buying Patterns/Frequency ?.
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 25, 2014
    [B2B, Buying Cycle] Ad Retargeting 101
    Use different ads at each phase of the buying cycle. Week 4: Increase the discount, or maybe include a bonus item when they buy. Displaying the wrong ad at the wrong time - Have you ever bought something from a company, and then got followed around by ads asking you to buy the same product? B2B Marketing Advertising Every business discipline has its own lexicon. You could make a game out of matching the buzzword to the industry…rightshoring?
  • NUSPARK  |  SUNDAY, SEPTEMBER 9, 2012
    [B2B, Buying Cycle] Online Display Advertising, Targeting, and Capturing Leads
    According to a B2B survey from Bizo last year, marketers see display as a priority for initiatives. . If a prospect downloads a white paper, you can serve the prospect a banner ad that offers a new piece of content that promotes a topic that complements the white paper or is more promotional as you guide the prospect through his/her buying cycle. A Look at Online Display Advertising for Lead Generation.
  • 6SENSE  |  TUESDAY, APRIL 5, 2016
    [B2B, Buying Cycle] 3 Reasons Marketers Can’t Afford to Ignore Data
    If you find this blog post relevant, download our guide: Buying Signals in the Era of Predictive intelligence. To accomplish this goal, B2B marketing and sales professionals must adapt to the new way B2B buyers make purchasing decisions. B2B companies have responded to the modern buying journey by investing in inbound marketing strategies mixed with various forms of data enrichment. B2B Data Networks.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, MAY 14, 2010
    [B2B, Buying Cycle] 7 Strategies for Using Content to Market Industrial Products
    Home Marketing Matters About Contact B2B Marketing Store Company Website 7 Strategies for Using Content to Market Industrial Products by Achinta Mitra on May 14, 2010 in Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Blog I am a big fan of Content Marketing or as some people like to refer to it as Inbound Marketing. It is heartening to see that content is at the center of most discussions about the state of B2B marketing today.
  • WEBBIQUITY  |  MONDAY, JUNE 20, 2011
    [B2B, Buying Cycle] 6 Reasons Social Media Sucks, But You Need to Use It Anyway
    With more than 80% of consumer purchases and 90% of b2b buying cycles now starting with search, this may be reason enough to embrace social media. Based on research from MarketingSherpa , my own experience and that of clients I work with, while social media activities don’t usually produce a high quantity of leads, they do result in quality leads–the kind that convert, and buy, at a higher rate.
  • DIGITAL B2B MARKETING  |  WEDNESDAY, JUNE 26, 2013
    [B2B, Buying Cycle] 7 Nurture Programs You Need To Have
    Despite the capabilities of modern marketing automation platforms, many B2B marketers still approach nurture with a short term mindset. For many companies, simply maintaining visibility and increasing mindshare between buying cycles will be more valuable than actively pushing towards a change and the start of a new buying process. Engagement in long-term, welcome track and event followup programs helps you to identify where a prospect is in their buying process.
  • 6SENSE  |  TUESDAY, AUGUST 16, 2016
    [B2B, Buying Cycle] 5 Essential Tools for Your Salesforce Account-Based Marketing Cloud
    For leading B2B organizations, ABM has become a dominant strategy to ensure high-value target accounts are marketed to in a way that is relevant and personalized. The introduction of predictive intelligence to the equation has allowed organizations to build lists not simply on gut instinct and static, look-alike firmographics, but on detection of active buying cycles that indicate a business need and propensity to purchase from a timing perspective.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JULY 29, 2010
    [B2B, Buying Cycle] The Disconnect Between B2B Content Marketing and Customer Engagement
    Fifty-six percent of the participants were primarily B2B marketers and the remaining 44% were B2C. Also see a very interesting post from Junta42, “Engage and Inspire Employees First, Customers Second.” ) Because of the longer cycles and the complexities of B2B and industrial sales, marketers find it very difficult to associate leads to specific marketing content. There is a breakdown between the customer’s reality of engagement and the B2B marketer’s perception of it.
  • THE ROI GUY  |  FRIDAY, APRIL 12, 2013
    [B2B, Buying Cycle] Top Ten Ways to Immediately Improve Sales Tool Adoption
    Most sales professionals will readily admit that buyers have taken control of the buying cycle, and are demanding a different more value-based sales approach. Overcoming this bias is important to increase sales tool adoption and usage, vital to meet evolving buyer expectations, facilitate buying cycles and fight Frugalnomics. Status-Quo Bias Adoption Sales Enablement IDC SiriusDecisions Pisello b2b selling Alinean Sales Tools Sales Benchmark Index
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JULY 1, 2010
    [B2B, Buying Cycle] What Not To Do For Better B2B Customer Relationships
    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. What has been your experience, both as a vendor and/or a B2B customer?
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