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Deconstructing the Four Stages of the Industrial Buy Cycle

Industrial Marketing Today

Typically, that means understanding the prospect’s pain and then offering a solution for relief. But not easy to execute because there usually is a disconnect between what your prospect wants to hear and what you want to say about your company and its products and services.

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. The big hurdle they face is in engaging and converting readers into prospects, leads and ultimately customers. And in a complex industrial buy cycle, things can get well…complicated.

Trending Sources

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?

How to Optimize Your B2B Marketing and Sales with Online Video

Modern B2B Marketing

Any B2B marketer concerned with marketing ROI and sales enablement needs to know how and when to use it. Conveniently for us B2B marketers, video also conveys more information per minute than any other media platform. How video engages prospects throughout the buying cycle.

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The Two Core Elements of B2B Social Media Marketing Success


Of course, in the B2B realm, your content should be targeted at addressing a specific question or concern of a specific type of buyer at a specific stage of the buying cycle (e.g. The use of keywords in content should never be forced; content that’s truly written for your target prospects will incorporate these words and phrases in a natural manner. On Twitter, search for hashtags relevant to your industry, or peruse Twitter directories like Twellow and WeFollow.

Why B2B Marketers Must Pull Up From Boring Product Marketing

B2B Marketing Traction

I’m still seeing a real reluctance on the part of many B2B businesses to get human with their marketing and really tell their story. For too long, B2B marketers have put products and services first, believing that all they had to do was “build it and they will come.”

Who Should Nurture B2B Leads with Social Media?


B2B marketers have always been more resistant to using social media than their B2C counterparts, which is in large part a mind-set issue. However, B2B organizations are finally starting to ramp up their use of social for marketing and sales. Who Can Nurture B2B Leads?

3 Tips to Stop Leads from Falling Through the Cracks

Modern B2B Marketing

Communicate with prospects effectively. Send pertinent messages related to where your prospect is in the buying cycle offering them information to help move them from one stage to the next. When during their buying cycles did they enter the marketing funnel?

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How to Integrate Social Media into Your B2B Marketing

B2B Marketing Traction

Use Twitter to link to your press releases, new product information, or events. You can integrate this data into your CRM system, so you begin to see any effect social media has on your prospectsbuy cycle. b2b marketing social media

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. Then sales people would contact the prospects and use a “consultative&# sales process.

73 Experts Reveal B2B Marketing Trends to Leverage in 2017


As 2016 draws to a close, it's time to look forward and see what B2B marketing trends will shape the road into 2017. The B2B industry is constantly shifting, and is projected to grow at an annual compounded growth rate of 12.9%. B2B buyers are people too, just like you.

32 B2B Marketers to Add to Your Google Plus Circles

KoMarketing Associates

Building a network in Google+ could be the next critical tactic when it relates to B2B search engine optimization and broader social media initiatives. In one example , survey data shows that 77% of buyers indicate they are more likely to buy from a company whose CEO uses social media.

4 Content Strategies for B2B Corporate Blogging

delicious b2bmarketing

Real-Time Activity Stream 4 Content Strategies for B2B Corporate Blogging Derek Edmond | Apr 1, 2011 | 0 Comments No matter how much planning and goal setting goes into a B2B corporate blog, the writing and content ultimately is what will make a blog successful.

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Should You Prioritize Lead Generation for Your B2B Content Marketing Goals?

Content Standard

For B2B marketers, qualified leads look like the panacea for every corporate campaign. The question is, have B2B content marketers paused to wonder if they’re aiming for the right goal? Corporate Executive Board says 90 percent of B2B marketers are linking the two together.

Top 10 B2B Inbound Marketing Predictions for 2015

KEO Marketing

As we start to settle into 2015, we are excited and optimistic about the outlook for business to business (B2B) marketers this year. But for prospects or customers you don’t know well, you still need a way to provide engaging content. B2B Marketing

How are successful salespeople leveraging social media for selling? Part 2of3

Sales Intelligence View

“Based on the 12 ways sales people leverage the internet it is clear that B2B sales teams spend a lot of time researching prospects and customers on the web and social networks. Make the most of a B2B Social Networks more advanced features and functionalities. “On On the B2B side of the house, LinkedIn is the networking tool in the US with some 130 million members of the 100 million-plus community. Every single day people ask what products to buy and from whom.

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Variety of Content is the Key in the Early Stages of the.

Industrial Marketing Today

In Needs Awareness and Research phases, the first two stages of the industrial buy cycle (see my earlier post Deconstructing the Four Stages of the Industrial Buy Cycle ) your prospects and customers use a variety of online content to find solutions to their current problems and needs.


How B2B Buyers Have Changed- and the Role of Content & Social Media


B2B buyers are time deprived and risk averse – and also enormously well informed. From the B2B seller side, ‘beating the bushes’, ‘cold calling’, ‘hunting’… whatever you call it, is less and less effective. The upside for professional B2B sales executives is that they get to focus their time and attention on building relationships and closing profitable deals. How do you build trust when your prospects won’t engage with you? attract prospects.

The Death of Cold Calling – Ending the Debate

Sales Intelligence View

Cold calling is the process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. Calling names based on a prospecting list generated by marketing with contact data is not needed in the age of sales intelligence applications.

How to Match Your Content Strategy with the Buyer’s Journey

KoMarketing Associates

Whether you’re writing about your imaginary friend in first grade or about a B2B product or service, it is critical to define the audience and then deliver the right content to that audience. The B2B content consumption stats are out there. 2015 B2B Web Usability Report.

Optimizing the B2B Content Marketing Funnel: Turning Contacts into Clients

Hinge Marketing

Congratulations, you’ve taken the first step towards increasing your online presence and implemented a B2B content marketing strategy. This usually happens after just a few months of launching a B2B content marketing strategy. On Twitter or LinkedIn?

What is a Marketing-Qualified Lead? What MQL Really Means


It’s also desirable to get the social network information whenever possible: Twitter handle, LinkedIn profile, and so on, depending on the social patterns of your most desirable customers. However, the form didn’t have any field asking whether I wanted to buy anything.

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Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

However, according to MarketingSherpa’s data , generating “high-quality leads” is the B2B marketer’s No. So, what’s the best way for B2B marketers to efficiently verify the accuracy of their lead data captured online before turning said inquiries over to the sales force?

Five Keys to Creating Content that Drives Awareness

Digital B2B Marketing

Current marketing wisdom says content should be mapped to buying cycles. Yet according to a study from MarketingProfs and Junta42 , 78% of B2B marketers say awareness is an objective of content marketing. Question: Where is awareness most valuable in the buying cycle?

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

I define lead nurturing as consistent and meaningful communication with viable prospects (those that are “a fit” for your solution), regardless of their timing to buy. It’s not “following up” every few months to find out if a prospect is “ready to buy yet.”

How to Leverage Social Intent Data for Email Marketing

Modern B2B Marketing

We nurture our prospects and customers with the goal of increasing conversions and generating revenue, yet many of us are struggling to engage enough of our audience via email. Your prospects are bombarded with pitches from different vendors. Email Marketing b2b

I’m Dreaming of a New CRM System

B2B Marketing Traction

After working on one such system yesterday (I will name no names), I popped onto one of my favorite Twitter chats – #B2Bchat. As I looked up the bio of one of the participants, @Nimble, I complimented them on their profile on Twitter.

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How Reporting Can Improve B2B Blog Performance

KoMarketing Associates

At the end of each month, we use analytics tools to show the impact our content has on driving conversions to the website and generating new prospects in the sales funnel. By monitoring which pieces of content convert readers into prospects, you will be able to better understand the personas and stage of the buying cycle to target with future posts. Get the conversation started by dropping a line in the comments section or connecting with me on Twitter !

The Brave New World of B2B Marketing - Are You Ready?

Everything Technology Marketing

Your B2B markets are changing rapidly. It is now harder than ever for B2B vendors to get the attention of our audiences. B2B buyers are more sophisticated than ever. Brave New B2B Marketing World Welcome to the brave new world of marketing.

2 Lessons Marketers Can Learn From Star Wars

KoMarketing Associates

There are few things more upsetting to a marketer than the team’s big project going unnoticed by the media, the industry, the target audience…or the very prospect the endeavor was specifically tailor-made to attract. Did You Give Them a Reason to Believe Before Asking for the Buy?

Getting Started with ABM Marketing

KEO Marketing

Over the past few years, B2B marketers have overhauled their approaches, and many of the most successful have switched to ABM marketing. B2B marketers prefer ABM marketing to other strategies because of its high ROI. Create stellar content that educates and solves prospects’ challenges.

Using Content to Move Prospects Forward in the Sales Cycle

Industrial Marketing Today

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Your online content needs to play a much more active role in moving site visitors along in his/her buy decision.

10 Digital Marketing Trends That Should Influence Your 2016 Content Strategy

KoMarketing Associates

Numbers behind this trend : Nearly three out of every four (71 percent) technical professionals visit at least six websites a week for work-related purposes, with 85 percent pinging search engines for information during the research analysis portion of the buying cycle.

Top 24 B2B Marketing Posts in February

B2B Marketing Zone Posts

Best of B2B Marketing. I thought it might be useful to show you why you need one and how to get started building a baseline to help you better connect with your prospects. Is Your B2B Company REALLY Ready for Social Media? Sales Prospecting Perspectives , February 8, 2010 I can’t stand most telesales reps. Conduct B2B marketing research in 15 minutes or less. This information includes the answers to: Who is the buying decision-maker? Prospect (109).

Reduce Marketing Time-To-Trust with Twitter

B2B Marketing Traction

People buy from people they know, like and trust. Using Twitter can help B2B marketers reduce “time-to-trust” with prospective customers. When prospective customers follow you on Twitter, you are increasing your touch points with them. Tweet.


The Age of the Buyer – How do you prepare?

Sales Intelligence View

Note, this is more of a case of a B2C relationship more than B2B, however still demonstrates the power of social media with today’s consumers ) Back In January 2012, Minhee Cho went to Papa John’s for an afternoon meal. Buyers are now in charge during the B2B sales process.

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How to a Create a B2B Case Study that Boosts New Business

Hinge Marketing

your satisfied clients) to tell prospects why they should trust your firm and buy your services. It will show prospects what they can expect when they work with you. On Twitter or LinkedIn?

Why Customer Experience is the Hot New Thing in Marketing


That sort of holistic view – of ensuring customers are always well treated no matter what stage of the buying cycle they’re in – is at the core of the customer experience ideal. “The customer experience is the next competitive battleground.”.

7 Questions to Ask Before Creating a Video Campaign

Modern B2B Marketing

Do you want to drive new leads or nurture existing prospects? An effective video campaign requires you to segment your audience and target your video content accordingly, by factors like age, industry type, stage in the buying cycle, etc. Digital Marketing b2b Consumer

Join the Big League: 7 Reasons to Go Digital with Your Advertising

Modern B2B Marketing

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. What if each ad you create is always only seen by qualified prospects and target audience members?