The Impact of Peer Engagement on The Customer Buying Journey

Vision Edge Marketing

This trend has certainly added more twists and turns to the buying process. 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations influence more than 90% of all B2B buying decisions. ?

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4 Areas Of Actionable Buyer Insights Can Help You Deliver A Differentiating Digital Buying Experience

Tony Zambito

Marketing and Sales Leaders Can Leverage Buyer Insights To Create Rewarding Digital Buying Experiences For Buyers. One significant outcome of the COVID-19 pandemic is the increasing desire on the part of buyers for digital buying experiences. This is a significant buying behavior shift.

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Why Enabling Buyers To Buy Is The Future Of B2B

Tony Zambito

We are in that moment of hesitation when it comes to the future of how B2B buyers will engage in buying. Various studies from McKinsey, Gartner, Forrester, Salesforce, and others show increasingly that B2B buyers want seller-free buying experiences. To buy without friction.

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If You Cannot Answer Why Buyers Buy – You Cannot Lead

Tony Zambito

Perhaps no “Why” question is more important to B2B or B2C leadership than this: Why do our buyers and customers buy? Using buyer personas as a leadership skill to develop a common language on why their buyers and customers buy.

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6 Steps to Optimize Your Media Buys

When making media decisions, marketers need to get — and show — results for everything they do. See the 6 steps you can take right now to start optimizing media planning and pacing with a data-driven approach. Get the guide now!

Industrial Buying and the Rise of Buying Committees

Industrial Marketer

The industrial buying journey has never been easy to manage, given the challenges in closing the hefty deals needed to invest in manufacturing, packaging and distribution equipment — or the complexities and interdependencies of a supply chain, upstream or downstream.

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Who is really buying?

Heinz Marketing

There are a lot of psychological and emotional factors that play strongly in the buying process. Because there was an incomplete understanding of the psychological factors that go in the buying process – the human side of selling. The post Who is really buying?

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Coronavirus Will Change Buying Behaviors Forever. Will We Know How?

Tony Zambito

Perhaps none more important than – how will buying change? Will we know how buying will change? We simply do not know how buying will change. As a result of COVID-19, there will be new rules for buying emerging in the next year.

Seven Ways B2B Tech Buying Behavior is Changing [Research]


The way B2B technology buyers conduct research make buying decisions is changing. Those are just a few of the findings from B2B Buying Disconnect: Forecasting Radical Changes in Tech Buying Behavior just published by software rating site TrustRadius.

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Using Buying Groups to Accelerate Your Sales Process


Now, we have “Buying Groups.” The philosophy of buying groups is to identify and engage a set of personas involved in making a purchasing decision. What the Heck Are Buying Groups? This new way of thinking about people involved in making a purchasing decision is called buying groups. In simple terms, it is identifying and engaging everyone who will be involved in the buying decisions with the goal to get more and faster conversion through the funnel.

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New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Business Software Buying Stabilizes: Pandemic Stage 3


The good news for B2B software vendors is that buyers are buying again. Only about 1 in 10 firms say their buying process is getting less collaborative. In fact, many respondents reported having more collaborative buying experiences during COVID-19 than they had before the pandemic.

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Marketing Strategies to Reach B2B Buyers in a Constantly Changing Buying Environment

Launch Marketing

The B2B buying process has changed. To reach B2B buyers in a constantly changing environment, focus on these marketing strategies

A Tale of Two B2B Buying Journeys


The B2B marketplace is seeing a transformation of the buying journey, and it’s causing conflict. Buyers are decidedly digital-first, and a great many of them go through almost the entirety of their buying journey without directly engaging with solution vendors.

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


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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Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

How Buying Signals Rise from Layers of Data


Layering various customer buying signals on top of each other is a reliable, data-based approach to predict when a prospect is facing a business challenge that your product can solve. Buying Signals Reveal Interests.

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How the B2B Buying Process Works

Industrial Marketer

The B2B buying process usually involves multiple stages over long time periods. Unlike B2C buying, business-to-business buying isn’t generally a single-person process. Read more » The post How the B2B Buying Process Works appeared first on Industrial Marketer.

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To Generate Pristine Data, Lock Down Your Buying Group


It forces you and your team to get very, very specific about the people within an account who buy and to define and measure your wins. Allowing every salesperson to define their buying group differently, and record it differently in the CRM, no longer works in ABM. You have to define your buying groups with laser precision from the top-down. Defining your buying group. We all instinctively think in terms of leads because as consumers, that’s how we buy.

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How to Add a Buy Now Pay Later Payment Method in WordPress


Do you want to enable “Buy Now Pay Later” feature on your site? Buy Now Pay Later is a type of short-term financing that allows customers to buy products and pay for them in the future. Adding “Buy Now Pay Later” in WordPress.

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Maximize Your ABM

Speaker: Jeff Marcoux, VP Product Strategy & Marketing at TTEC

The process of buying new tools along with the massive organizational shift required for ABM can be overwhelming for even the most seasoned marketers. If you are considering implementing account-based marketing, chances are you have also explored technology options.

ITDMs vs. BDMs: B2B Buying Preferences for Cloud Tech


Craft a truly engaging campaign by tailoring your approach to ITDMs and BDMs in the cloud buying collective. Reports Resources B2B buyers BDM business decision maker Cloud Buyers Cloud Buying Collective Cloud Tech cloud tech buyers IT decision maker ITDM

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How to be selected in the B2B buying process

Hennie Lievense

How to be selected in the B2B buying process

Millennials Take Over B2B Tech Buying — Here’s How (and How Not) to Reach Them


Those were a few of the findings from the 2021 B2B Buying Disconnect report, published by TrustRadius at the end of 2020. And over 40% use a vendor representative in their B2B buying process…(but) vendors are facing a crisis of trust. Millennials are changing the B2B tech market.

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New Research: The Buying Experience of the Future

Heinz Marketing

2022 Buying Experience Insights. While most sales and marketing teams understand that delivering a competitive buying experience is essential to their success, many aren’t prioritizing these efforts as a part of their strategy.

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How to Improve Demand Generation with Empathy

Speaker: Brian Carroll, CEO & Founder of markempa

The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.

New research: Empathy and solving buying problems

B2B Lead Generation

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. Now I’m thinking about buying your CRM solution. I’m thinking about how to get my company to buy that solution, which I really want: I’ve got to go talk to someone in IT. The pain of buying .

B2B Buying Trends for 2021: Latest Research


Here are six of the most important findings about buying trends and plans for B2B marketers. Not surprisingly, those at-home shoppers increasingly expect a similar buying experience in their professional lives.

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Need Help Getting Buy-in for Litmus? We’ve Got Your Back


Follow our 3-step guide to getting buy-in for Litmus. Download our full buy-in guide to dive deeper into how to gather proof to educate your team and make the case to get buy-in for Litmus. The post Need Help Getting Buy-in for Litmus?

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Understanding the B2B Buying Disconnect


The 2018 B2B Buying Disconnect Report highlights the difference between how B2B technology buyers and vendors view the purchase process. How Vendors Can Address the B2B Buying Disconnect: Transparency & Resources. Survey participant in the B2B Buying Disconnect Report. Introducing transparency into your marketing efforts and offering a range of resources to potential customers are the most influential over the buying process.

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Omnichannel is Multichannel 2.0

Multichannel and omnichannel marketing are not the same. Many organizations are striving for omnichannel, but it can be a daunting journey—unless you have a map. Download your copy of the ultimate omnichannel guide today!

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. What do people mean by “programmatic ad buying”? (AF) AF) Simply put, programmatic ad buying is the automation of media buying and selling.

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Survey: B2B Marketers Working Against Longer Buying Cycle

KoMarketing Associates

As B2B marketers look to fine-tune the way they reach out to customers and prospects, new research suggests that B2B buyers are taking more time to think about potential purchases.

Jumpstart your Buying Committee Map with this Trick!

Heinz Marketing

Mapping a B2B buying committee is no easy feat. I’ll tell you a little story about a buying committee I was tasked with identifying this past month…. I was faced with a new situation, one where a tech company wanted our guidance on how to penetrate state governments’ buying committees.

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How To Explain Content Marketing ROI to Win (or Keep) Buy-In

Content Marketing Institute

Persuading your bosses to buy into the power of content marketing by explaining the inner workings and ROI of both content marketing and content strategy is difficult. Continue reading → Content Marketing Definitions Getting Buy In Measurement and ROI

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Stream On or Tune Out: Personalize Your Buyer Journey so Audiences Click Next

Speaker: Randy Frisch, Co-Founder, CMO and President, Uberflip

The way we engage with technology has changed—from the way we watch TV (Netflix), to the way we consume music (Spotify), to the way we exercise (Peloton). We have tuned out on old one-dimensional experiences. Your buyer expects each stage of the journey to be curated so they can stream away! Join Randy as he presents an actionable framework for creating experiences that will engage your buyers to stream through more of your content so they don’t tune out.

Building campaigns that connect with Buying Group members


The emergence of buying groups is changing everything for B2B marketers. Even in the buying group dynamic – where marketers engage and persuade the whole team that ultimately makes the purchase decision – you must still connect one-on-one with each individual member of the group.

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How to Recognize and Respond to Buying Signals (and Close More Deals!)


You’re armed with your prospect’s buying signals, right? What are customer buying signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. How to spot buying signals.

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Make It Super Easy to Buy From You

Tomorrow People

In addition to the primary navigation bar, we implemented a sub-navigation with a buy button that floats along the top of users' screen even as they scroll up or down through the product images and descriptions.

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The Future of B2B Buying is Closer Than We Think

Buyer Persona

B2B Sales and Marketing Executives Need To Adapt to Digital B2B Buying. I recently read a thought-provoking article on the future of B2B buying by Brent Adamson, the author of the Challenger Sale and The Challenger Customer. Specifically on the shift to digital b2b buying.

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Your Recipe for Inbound Success

Speaker: Jen Spencer, VP Sales and Marketing, SmartBug Media

How to secure organizational buy-in (and cooperation!). Recent studies have shown what a lot of B2B marketers already know - it’s hard to build a successful inbound marketing program.