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

The Point

The post Shifts in B2B Buyer Behavior Support New Priorities for Demand Gen Content appeared first on The Point.

How B2B Leaders Are Understanding Buyers Better With Behavioral Buyergraphics

Tony Zambito

As the rate of increasingly changing B2B buyer behaviors continues to skyrocket, the void for deep behavioral insight continues to widen. What are the new buyer ecosystems and networks that affect purchase behaviors? B2B Buying Process Today © All rights reserved by Kenny Madden.

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Marketers Need to Focus on Prospects' Behaviors, Not Demographics

Modern Marketing

We use demographic data, but we don't always look at our prospects' behaviors that indicate their intent. According to Avinash Kaushik , Digital Marketing Evangelist at Google, who spoke at the MarketingProfs B2B Forum, behavior is the most important thing to focus on.

Consumer Behavior Secrets B2B Marketers Need to Know


Have you ever noticed that when it comes to consumer behavior, most of the conversation revolves around B2C behaviors rather than B2B behaviors? With that in mind, let’s take a look at some B2B consumer behavior secrets you can use to improve your next B2B marketing campaign.

50 Facts about online consumer behavior not to ignore


If the goal of marketing is to reach the consumer at moments that most influence their buying decision, then understanding online consumer behavior is key for any business. Here are 50 facts about online consumer behavior not to ignore. 81% of consumers research online before buying. (

The Tao of B2B Buying Behavior – Why Emotion Trumps Logic

Great B2B Marketing

The post The Tao of B2B Buying Behavior – Why Emotion Trumps Logic appeared first on Great B2B Marketing. I’ve always wanted to use the word “Tao” in a blog post because the term has such profound (albeit esoteric) […].

Buyerology: The New Science of Understanding Buyer Behavior

Tony Zambito

Image by Taz etc.via Flickr Over the course of the past two years, we’ve seen a marked shift in buyer behavior and buying choices.

Influence of Buyer Perceived Value (BPV) on Buyer Behavior and Decisions

Tony Zambito

Image by Will Lion via Flickr In my recent article, Buyerology: The New Science of Understanding Buyer Behavior, I introduced the concept of Buyerology and the need for a renewed focus on understanding buyer behavior in the Social Age.

How Internet Behavior is Changing Around the World [Infographic]


What do social sharing behaviors look like by device? To help us understand how internet behavior has been shifting on a global scale in the past year, the folks at AddThis looked at more than one trillion global pageviews from more than two billion internet users around the world.

Infer Releases New Predictive Behavior Scoring for Oracle Eloqua


a leading predictive sales and marketing platform that helps companies win more customers, today announced the most advanced predictive behavioral modeling solution for the Oracle Eloqua platform. Learn about behavioral models on the Infer blog. Download Infer’s Behavior Scoring eBook.

In Depth: Account-Based Behavior Scoring Enhancements for Infer Glance Sales Intelligence


Infer’s Glance Sales Intelligence application for Salesforce now includes Account-Based Behavior Scoring so you can see in real-time the individuals within each account who are interested in your offerings.

CRM 50

Experiential Buying Behavior Takes B2B Center Stage

Tony Zambito

  Buyer behaviors in B2B marketplaces are shifting tremendously towards more holistic experiential expectations that defy the conventional straight re-buy, modified re-buy, and new buy behaviors of the past.  Image by davidking via Flickr.

5 Behaviors of Successful Modern Marketers

Modern Marketing

5 Behaviors of Successful Modern Marketers is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. by Jesse Noyes | Tweet this It’s hard to find advocates of the hard-sell these days. The rise of the online research and the ease of getting peer feedback means marketers have to be smarter, finding ways to educate and advise rather than pushy. ClickZ has published it’s own 10 Commandments of Modern Marketing , which offers some sage advice.

Silverpop Announces Universal Behaviors to Provide Better Cross Channel Customer Experience

Customer Experience Matrix

While the timing is just coincidental, Silverpop’s Universal Behaviors provide more evidence that a new breed of system is emerging. Silverpop’s new features load customer behaviors from all sources into a central database, match identities to create a unified customer view, and make the resulting information available for real-time, automated interactions across all channels. So how do Universal Behaviors work?

Mobile and behavioral


Human behaviors are multifarious and myriad in nature. It is a challenging task to envisage and learn the human behavior from daily routine activities. Both the GSM and location data itself do not reveal much information about the behavior of the users.

Marketing Psychology: 10 Revealing Principles of Human Behavior


Using subtle priming techniques, you could help your website visitors remember key information about your brand -- and maybe even influence their buying behavior. One key part of being a great marketer is understanding how (and why) people think and act the way they do.

How Behavioral Triggers Are The Low Hanging Fruit of Marketing Automation

Modern Marketing

As a journey-man of marketing automation and email marketing, it still amazes me when I read surveys such as the 2017 Oracle & Econsultancy State of Marketing Automation in ANZ.

When Behavioral Tracking Gets Creepy


Online behavioral tracking , in theory, is beneficial to both marketers and consumers. When marketers can track a web user’s behavior (anonymously) within a website or across certain ad network properties, they can serve up ads that are aligned with the user’s apparent interests.

How to Optimize the Customer Experience With Behavioral Data (with Scott Sanborn, Lending Club COO & CMO)

Crimson Marketing

The post How to Optimize the Customer Experience With Behavioral Data (with Scott Sanborn, Lending Club COO & CMO) appeared first on. By using powerful marketing technology (martech) software, like Hadoop, data from disparate sources can be aggregated and analyzed in near real time.

5 Ways New Buyer Behaviors Will Affect B2B Marketers in 2012

Tony Zambito

Changes in buyer behaviors continue to march on as new social technologies take root into the mainstream of B2B businesses.

Platform Updates: New Infer Portal Interface and Behavior Model Support for Infer Glance


In order to better streamline the user experience across all of our products, our core offerings are now available together under a single unified experience, including Profile Management , Behavior / Fit Models , and Predictive Lead Generation (Net-New).

7 Behaviors That Reveal Our Obsession With Technology


Check out these examples of behaviors that can be attributed to tech. 7 Behaviors We've Picked Up Thanks to Technology. If you've ever taken a subway somewhere, then you've probably noticed something a little peculiar going on.

Social Psychology for Marketers: 8 Lessons in Buyer Behavior


What about the psychology behind your prospects'' behaviors? How useful would it be if you could predict or inform their behavior, and then base your marketing on that information? A big part of every marketer''s job is understanding how and why our prospects behave the way they do.

Tips From Demand Gen Report’s 2014 B2B Buyer Behavior Survey

Modern Marketing

by Amanda Batista | Tweet this While the sales cycle is getting longer and buyers continued to wait to engage with sales, B2B buyers are more satisfied with the process than they were a year ago, according to Demand Gen Report’s 2014 B2B Buyer Behavior Survey.

Change Selling Behavior — Really?


Lisa Dennis lead a discussion about changing selling behaviors using ideas from Dan Pink’s latest book, To Sell Is Human. Core conclusion: rather than try to change behaviors, select, enable and incent desired behaviors. The topic of selling and sales behaviors is so broad, it has to be focused for a coherent discussion. Sales Enablement Behavior Sales sales best practicesAnother terrific Boston SMEI breakfast discussion this morning.

Personalization and Behavior-Based Trigger Marketing


Personalization and Behavior-Based Trigger Marketing In today’s marketing landscape, it’s becoming increasingly more obvious that it’s the end customer who drives marketing. We’re going to discuss just how personalization based on data collection is key to behavior-based trigger marketing.

Psychology for Marketers: 9 Revealing Principles of Human Behavior


One key part of being a great inbound marketer is understanding how -- and why -- other people think and act the way they do. Think about it for a second. How can you create compelling content if you don’t know why it would be compelling to your audience in the first place?

Baseone Buyersphere 2011 Report and the Changing B2B Buyer Behavior

Tony Zambito

  The annual report is aimed at surveying the changing B2B buyer behavior.   This supports recent observations I’ve had about buyers self-directing their buying cycles and it makes sense as they shift to this behavior the need for more information becomes essential.

The Psychology of Behavioral Targeting Goes Deeper Than You’d Think

Content Standard

New research shows that the psychological effects of behavioral targeting might be a lot stronger—targeted ads may actually change how users feel about themselves, in addition to driving purchasing behavior. The idea of using targeting to impact consumer behavior is nothing new.

How Buyer Perceived Risks (BPR) Affects Buyer Behavior and Purchase Decisions

Tony Zambito

Image by IceSabre via Flickr The notion that perceived risks influences purchasing behavior has been around for quite some time.

Profile Management Product Updates: Account-Based Marketo Behavior Profiles, “Contains” Operator, and More


We’re deepening our integration with Marketo to extend users the ability to build data-rich, account-based profiles using their Marketo Activity behavioral data.

Modern Consumer Behavior in an Omni-Channel World [Infographic]


There have been plenty of predictions for the commerce industry in 2016. From drones and year round same-day delivery, to AI and wearable technology woven into our everyday fabrics.

3 Ways to Use Customer Behavior History to Predict the Future


One of your best friends when determining customer behavior predictions is your Google AdWords account. The more information you have about your visitors’ past behavior, the easier you can predict where they’ll go next.

Decode Your Customers’ Behavior Using Intent Data

KEO Marketing

Now that customers make so many of their decisions online, B2B marketers are faced with the challenge of determining content that resonates with prospects. Today’s content marketing needs to be customer-centric and fulfill what buyers want and need.

3 Ways to Optimize Your Landing Pages to Better Address Human Behavior


Conversion rate optimization (CRO) is, simply, understanding human behavior. According to the Fogg Behavioral Model for persuasive design , human behavior is a product of three factors: motivation, triggers, and ability. A facilitator makes behavior easier.

Influence of Buyer Perceived Value (BPV) on Buyer Behavior and Decisions

Tony Zambito

In my recent article, Buyerology: The New Science of Understanding Buyer Behavior , I introduced the concept of Buyerology and the need for a renewed focus on understanding buyer behavior in the Social Age.  Image by Will Lion via Flickr.

Buy 51

Automated Behavioral Segmentation: Personalized in Real Time


Automated Behavioral Segmentation: Personalized in Real Time Behavioral segmentation categorizes prospects in different groups based on their actions or engagement patterns. Grouping patterns may include such behaviors as: Status or Readiness – where are they in their journey?

Get More Email Opens and Clicks Using Behavioral Targeting

Modern B2B Marketing

Their personas and demographics tell you what they might be interested in, but their behavior tells you what they definitely are interested in. Behavioral data can be highly predictive of future decision-making patterns and road-to-purchase activity. Examples of Behavioral Targeting .

The Importance Of Goal-Directed Behaviors To Buyer Personas

Marketing Insider Group

More specifically, on what is referred to as goal-directed behaviors. Whereby, the focus is on goal-directed behaviors within a usage context. Zeroing in on the premise that usage behaviors are driven by a variety of either single or multiple goals. Whereby user personas represented an archetypal representation of users and their goal-directed behaviors and choices. We have seen a major shift in buying behaviors due to digital technologies.

Rethinking Market Strategy In A Digital Economy

Tony Zambito

Customer behaviors have significantly shifted in the last decade impacting conventional thinking on the role of marketing and sales and their abilities to connect with customers. Redefining market rules and design, as well as, impacting customer behaviors. Convergence of Behaviors.