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Why Buyers Buy

ViewPoint

Abraham Harold Maslow (April 1, 1908 – June 8, 1970) was an American psychologist who was best known for creating Maslow's hierarchy of needs, a theory of psychological health predicated on fulfilling innate human needs in priority, culminating in self-actualization. There are no basic needs or psychological needs (needs on Maslow’s hierarchy) to be satisfied by buying an opportunity to improve. The product was already great. Improve a product or service.

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

Modern Marketing

Editor's Note: Today's post comes courtesy of Tom Masotto, VP Product Marketing & Business Development at ON24 , a cloud-based webinar platform. An overwhelming majority (82%) of senior executives said that content was a significant driver of their buying decisions.

Trending Sources

Buy domain names for all your pages, products, and services

Biznology

” Well, it took forever but campaign-focused, product-focused, marketing-channel, and product-focused domain purchases seem to be the easiest way to do it. The post Buy domain names for all your pages, products, and services appeared first on Biznology.

The Best Promotional Product Videos Ever (And Why They Make You Buy)

Hubspot

One of the wisest things I've ever read about product marketing came from the writer of a children's book. "If The goal in crafting a perfect product video is not far off. If you want your video to resonate, it should be about more than just the product.

Lead Generation: How an insurance company reduced acquisition costs in purchased leads

B2B Lead Generation Blog

However, when you start supplementing organic leads with purchased leads from a third party, how can you be sure you are getting the most bang for your buck? Change the way leads are purchased. Lead Generation bad leads fraudulent leads lead gen purchased leads

Why A Content Marketer Needs to Buddy Up with their Company’s Product Marketer(s)

ScribbleLive

A content marketer and a product marketer can do really great work together when they make a concerted effort to integrate their specialized talents. A well-executed joint product/content marketing plan can build more awareness and interest in a product than both counterparts could accomplish without the help of the other. Together, the two marketing counterparts can help target buyers understand their product within the context of what problem it solves.

Starting to Think About Purchasing B2B Marketing Services? (Part 2)

Marketri

The purchase of B2B marketing services is typically a three legged journey. Top-of-the-funnel leads are realized when your B2B company becomes aware of a contact or firm that is interested in learning more about one or more of your products and services.

What You Get When You Buy Technology

Act-On

“Nobody ever got fired for buying IBM.”. As Corporate Visions notes , “In the 1980s, if you had to decide what computer hardware to buy for your company, these words rang through your head. It made your buying decision pretty easy. How to buy marketing technology.

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6 Ways to Avoid Regretting Your SaaS Software Purchase

Modern B2B Marketing

Author: Alexandra Nation I recently purchased a new pair of ballerina flats from Margaux New York, as they are a staple in my ‘ woman in tech ’ business uniform. Before I made my purchase, I first ordered a fitting kit to help me choose the right size.

New Report: Improve The B2B Buying Process With Social Proof Marketing

Influitive b2b

In fact, the 2015 B2B Buyer’s Survey Report (sponsored by DemandBase and Demand Gen Report), found the top three resources that buyers rely on when researching potential vendors were: In addition, access to all of this information is making the buying cycle longer.

How Inbound Marketing Aligns With the New Purchase Loop

Hubspot

Elmo Lewis developed the Purchase Funnel, the now familiar pathway customers travel from consideration to purchase. The Purchase Funnel. Awareness - A person becomes aware of the product either through advertising or the recommendation of a friend. In 1898, Elias St.

Confusing Customer Segmentation, Buyer Profiling, and Buyer Personas Harms Marketing

Tony Zambito

This is especially crucial as organizations continue to evolve in transforming their business model from product-centric to customer-centric models. Where views on which segments best represent ideal target customers can become muddied over a decade or more. Buying team structures.

Facebook ads vs Google adwords: 7 key criteria to decide

Biznology

Google is trying to answer that question, based on keywords for the product or service that meets that needs. And Facebook knows better than anyone, what are their interests and value to best connect with a business’ solution. BUYING CYCLE: Top or bottom of the funnel?

The Best Product Videos Ever (and Why They Make You Buy)

Hubspot

I could watch product videos all day long. If possible, I''d watch the length-equivalent of The Godfather Part III in product videos at work (assuming they were good enough and my boss allowed it). Arguably Boring Products, Inarguably Brilliant Videos.

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Amazon Buys Whole Foods: It's Not About Groceries

Customer Experience Matrix

The owners of those universes control the information their occupants receive, and, through that, control what they buy, who they meet, and ultimately what they think. So Amazon buys a grocery chain to give its customers one less reason to visit a retail store (because Amazon’s long-term goal is surely for customers to order online for same-day delivery). Both offer buying services that compete with Amazon.

Why Buying Stages Are Really Investment Stages

Modern B2B Marketing

You have the folks that are brand new and have yet to learn about you or your product. Then you have folks that have an idea of who you are but aren’t yet ready to buy. This content helps sell the product by helping the buyer make a purchase decision.

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The case for customer reactivation

Biznology

But some marketers may still be missing out of some of today’s best practices in reactivation marketing. Reactivation marketing applies to all kind of product and services categories, from consumer to business markets. But the path to purchase differs with each business.

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Turn B2B Buying Into a Social Experience

Tony Zambito

B2B marketing and sales has lived in a neat framework centered on the purchase transaction.    In some industries and marketplaces, this purchase transaction has been fairly straight forward.  Image via Wikipedia.

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Matching Webinar Content to the Buying Cycle

Modern Marketing

Editor's Note: Today's post comes courtesy of Tom Masotto, VP Product Marketing & Business Development at ON24 , a cloud-based webinar platform. To be most effective, your webinar content must be tailored to the specific objectives of each stage of the buying cycle.

Winning Executive Buy-In for Martech Investments

Captora

The best approach is probably a middle ground: be cautious and discerning, but be open to change. Supporting evidence : Case studies, reviews, or testimonials that prove the vendor (and their product) reliable. Average deal/purchase size.

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Why Irrational Consumers Will Always Make Irrational Buying Decisions

Content Standard

To illustrate the inherent challenges faced by irrational consumers seeking to make rational buying decisions, CSU-San Marcos marketing professor Vassilis Dalakas asked his students two sets of questions. When you go to Amazon to buy something, it doesn’t only feature the purchase price.

The 24 Best Interactive Websites of 2015

ScribbleLive

These are some of the best and brightest stars in a constellation of excellent interactive websites (we’re spending a lot of time in the dark this time of year—apologies for using a ridiculous metaphor). The New York Times: Is It Better to Rent or Buy?

Winning Executive Buy-In for Martech Investments

Captora

The best approach is probably a middle ground: be cautious and discerning, but be open to change. Supporting evidence : Case studies, reviews, or testimonials that prove the vendor (and their product) reliable. Average deal/purchase size.

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What Buying a New Phone Taught Me About Brand Narrative

Content Standard

Borderline intrusive advertising aside, the experience has given me a great lens through which to look at one of the more fascinating questions in marketing: How do brands work to create experiences and stories around products that already have enormous cachet and dedicated followings?

Buying vs shopping

Heinz Marketing

We don’t always buy the best, sometimes we buy from our favorite. The value of your insights trumps the quality of your product. This past weekend I needed a new pair, and if you are a runner you know how complicated that purchase can be. Buying online doesn’t cut it. Even buying at most big-box athletic supply stores isn’t going to help me make the right selection. They don’t focus on the product for sale.

Why People Buy Things Online [Data]

Hubspot

Just because we''re marketing things doesn''t mean we really know the science behind what makes people buy. Consumer debt is at its lowest point since 2006, indicating that buyers are prioritizing thoughtful purchases over conspicuous consumption. Cost of products and services - 55%.

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What is business video content marketing and how to get started

Biznology

For example, if you realize that 81% of B2B purchase cycles start with a web search , then you probably invest in SEO. As the buying cycle may be long, these B2B sales videos can be used at higher stages of the buying cycle or deeper into the funnel.

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Oracle Buys Eloqua: Winners and Losers for B2B Marketing Automation

Customer Experience Matrix

Oracle announced today that it has agreed to purchase B2B marketing automation leader Eloqua for $23.50 Oracle does have an existing B2B marketing automation product, based on the technology it acquired from Market2Lead in 2010.

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3 New Promotional Product Campaign Ideas for Your B2B Marketing

B2B Marketing Traction

Are you wondering if promotional products or giveaways make a difference? Last week Flora Taub , my friend and promotional products rep for Geiger in Southern California, sent me an email with a fun new idea – selfie sticks!

Buyer Decisions Are Not What You Think

Tony Zambito

Leading to many strategies and tactics devoted to attempts to market or sell to the rationale behind decisions and buying processes. Essentially another name for mapping the buying process. Content Deluge Is Counter-Productive. by Gregor Črešnar.

18 of the Best Content Marketing Strategy Guides of 2013

Webbiquity

What are the best practices and frameworks for creating such a strategy? Discover the answers to those questions are more here in 18 of the best guides to crafting a content marketing strategy of the past year.

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How to Build the Business Case for Purchasing Marketing Technology

SnapApp

If you want to make a change, such as purchasing a new marketing technology, you essentially have two options. What does it take to get your boss and your team to buy into that new tech you’re so excited about? Buying marketing technology can feel overwhelming. Change is hard.

How B2B Marketers Can Leverage Social Media Product Advertising

KoMarketing Associates

The latest evolution is with the advent of product ads. Both Facebook and Pinterest recently announced two new types of product ads – Dynamic Product Ads (Facebook) and Multi-Image Promoted Pins (Pinterest). Facebook Dynamic Product Ads. Product Catalog Set Up.

The Single Most Important Element for Increasing B2B Lead Gen and Sales

Webbiquity

Upon closer examination, the move toward consumerization seems to boil down to embracing one key concept long pursued by B2C brands: minimizing friction across the promotion and buying process. Compared to the typical B2B purchase—there is no comparison.

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

B2B Lead Generation Blog

The goal of lead nurturing is to help progress leads from initial interest toward purchase intent. 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.

Best Practices for Buying Marketing Technology: David Raab and Atri Chatterjee Discuss

Marketing Action

They held a three-part Act-On conversation which covered the obstacles to buying technology; common mistakes in buying technology; and best practices in buying technology. So David, tell us: How best can we make this purchasing decision?

Peaches, Netflix, and Sales Intelligence – Try Before You Buy

DiscoverOrg

“Try before you buy” is the new world order. Not because she doubted the vendor, but because at some point in her life, she’s purchased a bad peach, bad apple, etc. In this scenario, create an evaluation matrix for looking at both products side by side.

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43 Execs Explain How Millennials Impact B2B Buying Committees

SnapApp

. Today’s buying committees are diverse; Millennials are already taking their seats among Generation X and Baby Boomers at the buying table, making navigating the already complicated buying environment even harder thanks to their different preferences. .

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18 Tips for Planning a Flawless New Product Launch

Hubspot

If your product team is working on the next big thing , there ought to be an equally awesome launch plan in the works to accompany it. And that's where the product launch comes in. 18 Foolproof Product Launch Tips. Chat with them about their product philosophy.

7 Best Practices for Optimizing Sales Enablement

Act-On

Sellers tend to think in terms of features and benefits, but buyers think in terms of capabilities — the unique set of problems they can solve by purchasing your product,” says Candyce Edelen, CEO of PropelGrowth. Clearly, it pays to take some time to understand the best ways to go about implementing effective sales enablement methods. Here are seven best practices to help you succeed with your sales enablement efforts. Align content and tools to the buying cycle.