Understanding How, When and Why Customers Buy

Type A Communications

The post Understanding How, When and Why Customers Buy appeared first on Type A Communications. March 8, 2018 By Carla Johnson Just because two customers are close in age, live in big cities and earn similar incomes doesn’t mean they spend the same way.

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Guiding Customers Through the Buying Process With Sales Acceleration

Marketing Insider Group

To get your customers from problem recognition to purchase, and even better, post-purchase loyalty, you need to be able to guide them through the buying process masterfully. The post Guiding Customers Through the Buying Process With Sales Acceleration appeared first on Marketing Insider Group.

The Importance of Personalization in the B2B Buying Journey

Act-On

B2B Marketing Marketing Strategy b2b buying journey B2B marketing personalization personalized marketingImagine you’re a marketer about to begin researching a new martech solution for your organization.

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How do you sell when your buyers can’t buy? Mounting dysfunction in the B2B buying process

Biznology

Everyone is aware that B2B buying is complex. In a large enterprise, this can take months, if not years, and involve dozens of individuals in the buying circle. But new research from CEB , now Gartner , suggests that things are even worse these days: it’s buying gridlock. But interestingly, what we’ve been seeing is that it’s become difficult for customers to buy today. years ago that we found the average buying group consisted of 5.4

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Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

Lead generation has become much more important because the buying process has changed, and marketers need to find new ways to reach buyers and get heard through the noise.

Why Buyers Buy

ViewPoint

There are no basic needs or psychological needs (needs on Maslow’s hierarchy) to be satisfied by buying an opportunity to improve. There are benefits that are reasons people buy things for their company that are driven by company goals; and there are benefits that are reasons why people buy things for their company that are driven by personal goals. Reasons why people buy for their company that are driven by company goals: Save money.

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New research: Empathy and solving buying problems

B2B Lead Generation Blog

But instead, we need focus on solving customer buying problems with empathy. Because buying is harder today than ever been. Help customers buy. What we find is that the larger the buying group, the more individual stakeholders feel not only their credibility.

Does Buying Instagram Followers Work?

Hubspot

There are plenty of services available that allow you to buy 1,000 followers for the price of a small Starbucks latte. Is buying Instagram followers legal and safe for your business? Can you buy Instagram followers? Should you buy Instagram followers?

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Are Your Influencers Buying Their Followers?

Onalytica B2B

Why are influencers buying their followers? The reason these influencers choose to buy their followers is down to the fact that the kind of brands they work with are willing to pay for quick brand exposure, so understandably prioritise reach.

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Developing a Conversational Approach

Speaker: Carlos Hidalgo, CEO & Founder of VisumCx

B2B buyers are more sophisticated than ever before, from the customers’ initial discovery, to the moment they commit to buy. Therefore, it is necessary for B2B marketing teams to align to this purchase path and to the buying committees.

Programmatic Ad Buying: What Does It Mean for B2B Marketers?

The Point

You could make the case, as I will, that of all the new technologies to enter the marketing technology landscape of late, the two with the potential to have the biggest short-term impact for B2B marketers are Predictive Analytics and Programmatic Ad Buying.

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Mapping Buying Experiences: Creating Growth Through Aligning With Buyer Goals

Tony Zambito

In order to learn how to create distinctive buying experiences, businesses are embracing new means and approaches. While in B2B marketplaces, these approaches may represent first-time efforts brought on by rapid changes in digital technologies and buying behaviors.

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How Not to Buy Leads

ViewPoint

It did not matter if they were ready to buy – or even qualified to buy. Neither one of these marketers were buying leads for low-cost commodities. Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. His definition of a lead was the loosest that I have ever heard. An employee of a targeted company needed only to download some content to be qualified as a lead.

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Analyze your target’s buying process, for greater marketing efficiency

Biznology

B2B selling is a complicated affair, but you can simplify your marketing strategies dramatically with buying process analysis. This means that you lay out your prospect’s buying process, stage by stage, and then develop a selling process that maps to it.

Aligning industrial marketing with the industrial professional’s buying process

Marketing Insider Group

One such trait is the fact that the buying […]. The post Aligning industrial marketing with the industrial professional’s buying process appeared first on Marketing Insider Group. By Jon Franko, Thinker & Partner at Gorilla 76.

Consider Proof of Concept When Buying Marketing Technology

Act-On

In this Rethink Marketing Podcast, David Raab share his insights on evaluating and proof of concepts when buying marketing technology. AI CRM GDPR Integration Marketing Automation Marketing Strategy

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How Many “Leads” Does $100,000 Buy?

ViewPoint

To the sales VP, a contact (you can buy 200,000 or more of them for $100,000) was undifferentiated from a sales qualified lead. First, it’s never wise to buy 200,000 contacts all at once. In my opinion, the reason that companies still use content aggregators is because they can buy a quantity of leads for what appears to be a reasonable price—and because sales reps don’t follow-up on the leads anyway—and marketing can check the box on delivering leads to sales that, well, aren’t.

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Buying vs shopping

Heinz Marketing

We don’t always buy the best, sometimes we buy from our favorite. 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. We talk a lot in B2B about buying journeys, but what is your buying experience like? The post Buying vs shopping appeared first on Heinz Marketing. One is transactional, the other is experiential.

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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. B2B Buying B2B Marketing B2B BuyerI’ve always wanted to use the word “Tao” in a blog post because the term has such profound (albeit esoteric) […].

Industrial Content Marketing for Engineers to Make a Buy Decision

Industrial Marketing Today

These Design Engineers often don’t have the final buying authority but unless the industrial parts are “designed in” […] The post Industrial Content Marketing for Engineers to Make a Buy Decision by Achinta Mitra appeared first on Industrial Marketing Today. Manufacturers want their industrial content marketing for engineers to generate Sales Qualified Leads (SQLs) and not just Marketing Qualified Leads (MQLs) from content downloads.

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B2B Marketers Are Buying Customer Data Platforms. Here's Why.

Customer Experience Matrix

To build some suspense, let’s first review who else has been buying CDPs. And, while I don’t have firm data, my impression is that online-only retailers have been slower to buy CDPs than their multi-channel cousins.

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Buying Triggers and Why They Matter

ANNUITAS

As consumers, if we are not in an active buying cycle, we are in a passive buying cycle. However, certain trigger events (tangible or intangible barriers that when met or breached cause another event or action to occur) cause us to move from a passive buying cycle into an active one.

B2B Customers Consult About Five Information Sources During Buying Journey

KoMarketing Associates

As marketers strive to deliver content that best suits their customers’ needs, new research indicates that B2B customers still prefer to consult a wide array of assets during the buying process. According to the “2018 B2B Buying Disconnect” report from TrustRadius, B2B buyers consult 4.9 different information sources on average during the buying journey. The majority of customers (80 percent) said they prefer to be contacted via email during the buying process.

3 Ways To Gain Executive Buy In

ANNUITAS

So, how can you share ideas and influence change within your organization and gain the often elusive executive buy in? Understanding the value and keys to of obtaining executive buy in is timely as event season is just about to kick-off. It has happened to all of us.

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Research Says "Bullies" Dictate Most Buying Decisions

B2B Marketing Directions

The conventional wisdom is that B2B buying decisions are made by buying groups that must reach a consensus. Why Didn't They Buy? They have a strong fear of taking risks, which means that the real unstated goal of the B2B buying process is to reduce fear by mitigating risks.

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5 tips to get people to buy online

Biznology

Here are 5 tips to get people to buy online. The post 5 tips to get people to buy online appeared first on Biznology. Online sales is a booming industry and the revenue is growing exponentially.

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Why Customer Experience Is Just Like Gift Buying

Modern Marketing

Today we're talking about customer experience and why it can be just like buying a gift, One Size Most Assuredly Does Not Fit All. Ok raise your hand if you have not even started your holiday shopping yet. Yes, my hand is firmly raised.

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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.

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Why You Shouldn’t Buy Followers for B2B Social Media

Schubert B2B

The thought of quickly turning your brand into a social media powerhouse by buying followers can be tempting. Buying followers, likes, or any sort of engagement also goes against the terms and conditions of most major social media platforms.

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Marketing Automation Dissatisfaction: Are Users Buying the Wrong Systems?

Customer Experience Matrix

b2b marketing automation buying marketing automation systems demand generation systems marketing automation evaluation criteria marketing automation failures marketing automation system selection

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Content Tech Overload? 3 Questions to Ask Before You Buy

Content Marketing Institute

Somebody buys a tool, points everyone to an hour-long training video, and says, “Now go! Maybe you’ll map your way to buying a shiny object or maybe you won’t. 3 Questions to Ask Before You Buy appeared first on Content Marketing Institute.

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Generating a Lead vs. Buying a Lead

Direct Response Coach

The post Generating a Lead vs. Buying a Lead appeared first on McCarthy and King Marketing. I get calls occasionally from people who want to know what I charge for a sales lead. For a while, I was confused by this … because, frankly, I didn’t have an answer for them.

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The Ultimate Guide to Buying Opt-In Email Lists

Digital B2B Marketing

Are you looking to grow your B2B marketing database by buying an opt-in list? What Are You Really Buying? Buying the same list from someone else won’t change that. You can’t buy an opt-in email list. Email B2B lists buying email lists Spam

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Don’t Just Sell: How To Make Customers Buy

Marketing Insider Group

Almost all businesses today say they want to focus on customers’ needs and delight them with great offerings in order to make them buy. However, only a handful of businesses in each industry successfully manage to make customers buy their products.

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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 Content Impacts the Buying Journey: ABM vs. Demand Gen

bizible

Define the personas involved in the buying process and create specific content directed at them. As more marketers transition from demand generation to account-based marketing, the question comes up of what to do with content.

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

Biznology

The post Buy domain names for all your pages, products, and services appeared first on Biznology. Infomercials and commercials have become smart. They’ve always given viewers unique promo codes 800-numbers, and “tell the operator you saw us on WXYZ.”

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

DiscoverOrg

“Try before you buy” is the new world order. There is a difference between trialing a product you’ve already been “sold” on before you buy it, and running an evaluation of multiple products. Whether it’s a free month of Netflix, a $0.99

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3 Problems You Need to Solve Before You Buy New Marketing Technology

The Point

But no company that I know of paved their way to marketing success solely by buying software. Have you identified key buying personas, and the specific concerns, pain points, and solution benefits for each of those personas?

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Software Buying Has Changed: Are You Ready?

The ROI Guy

When it comes to purchasing software, a significant 43% of your prospect's buying efforts were ad hoc, and not part of any established purchase plans. This according to Gartner’s latest research on tech buying trends.