6sense

DECEMBER 8, 2021

In the world of business-to-business (B2B) marketing and selling, we probably need some help knowing when to lead and when to follow.Our natural instinct as sellers is to lead. Here is where the buyer chooses a solution, narrowing down a list of potential vendors to evaluate. You learn as you go. Sometimes you lead.

Marketing AI 62

Marketing AI B2B Marketing Management Top of Funnel 62

6sense

DECEMBER 8, 2021

Many business-to-business (B2B) sellers have adopted the Challenger sales model, which teaches sellers to educate, educate, educate through a process called “rational drowning.” Vendor comparisons or demos don’t enable early stage buyers, but acts of service like an assessment, case study or e-book help buyers begin their journeys.

Lead Ranking 62

Lead Ranking Intent Signal Act-On Lead Scoring 62

Sales Engine

JANUARY 25, 2016

Let’s say for example that you sell enterprise software to businesses and because of the large investment, most companies stay with their current vendor least five years before making major changes. That means one in five years, 20%, companies in your space are potentially in the market for new vendor. Especially extreme video.

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Industrial Marketing Today

SEPTEMBER 3, 2010

They are: Buyer Personas – deep insights on the people who buy your products and services Buying Process – the steps buyers go through to acquire your products and services Buyer personas go a lot deeper than just demographics. There is plenty of information out there about buyer personas.

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

SpotMe Blog

JUNE 2, 2021

Business-to-business (B2B) lead generation is the process of identifying potential business customers and attracting their interest through cold calling, content marketing, and other sales and marketing tactics. How Do You Generate B2B Leads? Your approach will then be tailored after your primary goals.

Webinar Metrics 52

Webinar Metrics Lead Generation Paid Content Lead Scoring 52

Tony Zambito

OCTOBER 9, 2015

As much as 80% say, “Vendors give me too much material to sort through”. These mirror my own findings in conducting qualitative buyer persona research interviews directly with buyers the past two years. Saying: “here is all the stuff they sent me through email and regular mail.

Effectiveness 100

Effectiveness Buyer Personas Content Marketing Forrester 100

Webbiquity

MAY 13, 2014

There’s been a raft of articles recently proclaiming the “consumerization” of all things business: the consumerization of sales, of IT, and of business-to-business (b2b) marketing most prominently. Business buyers won’t buy from vendors who lack visibility in search and social media.

Marketing Automation Services 100

Marketing Automation Services Lead Ranking Lead Scoring Sales Qualified Leads 100