SalesIntel

MAY 13, 2024

This scenario is all too common in B2B sales, where complex solutions and lengthy buying cycles can lead to frustrating interactions. Decision-Making: B2B buying involves multiple decision-makers. According to a Gartner study , the typical buying group for a complex B2B solution involves 6 to 10 decision-makers.

B2B Sales 52

B2B Sales Enterprise Management Work Management Marketing Management 52

ANNUITAS

NOVEMBER 1, 2016

Even if you, personally, know your buyers, can you say the same of every team member who could benefit from that knowledge? It’s true that it takes a village now more so than ever to make a purchase, but that buying committee does have a limit, and personas will help you narrow your focus to those audiences. Personas create focus.

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

ANNUITAS

NOVEMBER 1, 2016

Even if you, personally, know your buyers, can you say the same of every team member who could benefit from that knowledge? It’s true that it takes a village now more so than ever to make a purchase, but that buying committee does have a limit, and personas will help you narrow your focus to those audiences. Personas create focus.

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

Marketing Interactions

JULY 31, 2022

I’ve seen it and continue to see it morph into ever more confusing loops and detours as new channels come online, uncertainty increases with impending economic challenges, supply chain disruptions—you name it, the challenges continue to shift how buyers approach buying. In addition to environmental challenges, buyers have changed.

B2B 75

B2B Buyer's Journey Gartner B2B Sales 75

Marketing Interactions

AUGUST 24, 2021

Buyers need to complete specific jobs before consensus can be reached for a buying decision. They need information that helps them understand what to ask, do, understand, and evaluate. Yet a review by Gartner of over 500 supplier content assets found that only 20% could be categorized as buyer enablement content.

B2B Thought Leadership 62

B2B Thought Leadership Thought Leadership B2B Gartner 62

ANNUITAS

MARCH 8, 2016

Even if you, personally, know your buyers, can you say the same of every team member who could benefit from that knowledge? It’s true that it takes a village now more so than ever to make a purchase, but that buying committee does have a limit, and personas will help you narrow your focus to those audiences. Personas create focus.

Buyer Personas 100

Buyer Personas Demand Generation Buying Cycle Work Management 100

Adobe Experience Cloud Blog

JUNE 24, 2019

That’s what account-based marketing (ABM) is all about—helping companies to target prospects with the highest propensity to buy. It can recognize and organize company data into useful information that inside sales reps can use to engage each prospect personally. As decision makers move through the buyers’ journey , they have questions.

Marketing AI 134

Marketing AI Ideal Customer Profiles Account Based Marketing Lead Ranking 134

ANNUITAS

SEPTEMBER 29, 2015

Even if you, personally, know your buyers, can you say the same of every team member who could benefit from that knowledge? It’s true that it takes a village now more so than ever to make a purchase, but that buying committee does have a limit, and personas will help you narrow your focus to those audiences. Personas create focus.

Buyer Personas 100

Buyer Personas Demand Generation Buyer's Journey Buying Cycle 100

Marketing Interactions

JANUARY 25, 2022

Buyers expect consistent, helpful interactions that build confidence in your organization—and in themselves in relation to solving the problem. One of the most common memories of B2B buyers asked about their last buying experience is how complex, overwhelming, and difficult it was. They also want buying to be faster.

B2B Marketing 69

B2B Marketing B2B Budget Programs Marketing & Strategy 69

The Point

SEPTEMBER 9, 2014

They engage with sales people later in the buying process. According to Sirius Decisions, 67 percent of the buying cycle is now conducted online , regardless of sales involvement. Successful demand generation is no longer about beating buyers into submission, whether it takes 7 touches or 70. Or it could take months.

Demand Generation Agencies 100

Demand Generation Agencies Validation Demand Generation Rules 100

Mereo

NOVEMBER 7, 2019

What exactly is sense-making — and what do buyers need made sense of most? Sellers Should Identify and Make Buyers’ Pains Clear. 1 thing buyers need clarity on are their pains. Specifically it was when a business challenge is: New for the buyer (34.1%). Perceived as risky for the organization (21.1%).

Gartner 42

Gartner Buying Cycle High Quality Lead Differentiation 42

Vidyard

JUNE 15, 2020

Once your sales organization is sold on the idea of using video , it’s up to you to get everyone using—and succeeding with—it. If your organization uses a points system for tracking rep activity, assign points to creating videos and give them more weight during the rollout. Contents 1. Create Your Sales Rollout Plan for Video 1.1

Planning 91

Planning Video Marketing Effectiveness Case Studies 91

The ROI Guy

FEBRUARY 20, 2019

Every time a B2B buyer considers a purchase, they face internal struggles. Inundated with a ton of similar looking and solution-centric content, Gartner reports the average buyer squanders two-thirds of the buying cycle gathering, processing, and de-conflicting information to try to gain consensus and arrive at a purchase decision.

Gartner 45

Gartner Buying Cycle Differentiation Buyer's Journey 45

NuSpark Consulting

JANUARY 16, 2013

Coming up with really good long-tail keywords for your SEO or pay-per-click campaigns can sometimes be daunting if you don’t understand how buyers use Google, what buying cycle they are in, and how your content or offers align with those search terms people use to look for what you do. Google’s keyword research tool. Affordable.

Adwords 100

Adwords Keywords Work Management Paid Search Agency 100

Biznology

AUGUST 10, 2015

With the majority of research being done online, the use of business online video production is increasing every day because video helps decision makers get the information they need very quickly. Including video content into your buyers’ journey will build business value at every stage of the buying cycle.

Top of Funnel 80

Top of Funnel Buyer's Journey Video Marketing FAQ 80

Vidyard

JUNE 15, 2020

Once your sales organization is sold on the idea of using video , it’s up to you to get everyone using—and succeeding with—it. If your organization uses a points system for tracking rep activity, assign points to creating videos and give them more weight during the rollout. Contents 1. Create Your Sales Rollout Plan for Video 1.1

Planning 65

Planning Video Marketing Effectiveness Case Studies 65

Marketing Insider Group

MARCH 27, 2012

And the reason is simple: the decision making process in B2B is a bit more complicated than buying a pack of gum. And these relationships will help you gain more customers, more revenue and more effective marketing strategies… Why You Need a Content Destination. B2B Marketers have always been doing content marketing.

Inbound Marketing 100

Inbound Marketing Content Paid Search Agency Buying Cycle 100

The Mx Group

AUGUST 16, 2017

You will also want Sales’ agreement in defining what makes up the profile of the people and the organizations within those segments. Your company needs a common definition of the market that you’re going after, and of a lead, so the marketing and sales teams work together collaboratively and efficiently.

Buyer Personas 84

Buyer Personas Account Based Marketing Demand Generation Agencies Work Management 84

6sense

JANUARY 14, 2016

To truly understand what your sales team needs to be successful and drive revenue and growth for your organization, you’ll need to go to them. Predictive intelligence can serve to help marketing identity not only the budget and authority of a prospect, but also the need and timing.

Top of Funnel 48

Top of Funnel B2B Sales B2B Marketing Lead Ranking 48

KoMarketing Associates

DECEMBER 8, 2015

Hopefully, the performance metrics associated with your organization’s marketing programs have yielded success and validation for tactics proposed at the beginning of the year. 75 percent of B2B buyers said they research at least 25 percent of their work-related purchases online, even if they made the actual purchase offline.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

DealSignal

FEBRUARY 28, 2018

As SiriusDecisions’ Senior Research Director, Kerry Cunningham, explained when unveiling the model, “These are the fundamental units of demand that we really need to go out and identify, attract, engage and qualify if we want to sell anything.”. Photo credit: SiriusDecisions]. Enter ABM and the new Demand Waterfall. Ben Franklin.

Account Based Marketing 61

Account Based Marketing Ideal Customer Profiles ABM Work Management 61

Webbiquity

FEBRUARY 13, 2010

Here she expounds on the shift in technology buying processes I outlined in a previous post, How Social Media Changed the Sales Cycle into the Buying Cycle. Buyers today expect to be able to gather the vast majority of the information they need to make a purchasing decision without ever talking to a sales rep.

Emarketing 100

Emarketing Marketing Automation Services Manticore Marketing Management 100

Golden Spiral

FEBRUARY 26, 2019

A caution before we begin: your product launch will not live up to your expectations unless grounded in two things: You must fully understand your Buyer Matrix — who your buyer is, what motivates your buyer, and the real, career-challenging problem your buyer needs to solve. Get Your Organization Hyped.

Product 90

Product Webinar Metrics Cross-Selling Planning 90

Valasys

AUGUST 19, 2019

Furthermore, the personas are also segmented based on their demographics, technographics, firmographic, psychographic, ‘fit-data’ as well as the methodologies opted by them for researching about their buying preferences and based on their past buying habits. Focus on Personalizing Omnichannel Marketing: .

Lead Generation 40

Lead Generation Top of Funnel Lead Ranking Sales Qualified Leads 40

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

SEPTEMBER 17, 2010

The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? These three issues are having a measurable impact on marketing.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

JANUARY 25, 2011

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own. Content that Matters Most?

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. Failure to provide this content means that buyers are left on their own to determine how your solutions might deliver on these goals and to quantify for themselves what value the solutions might or might not provide.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Martech

JUNE 26, 2023

To do that, it’s important to evaluate how customers interact with your brand and where digital channels fit in the buying cycle. They might buy some and test it themselves first before making a bigger purchase for the business. This example] only needs digital touchpoints for the customer to purchase,” Mimaroglu said.

Digital Experience Platform 97

Digital Experience Platform Work Management Marketing Management Touchpoints 97

The ROI Guy

JANUARY 3, 2012

Most sales professionals will readily admit that buyers have taken control of the buying cycle, and are demanding a different more value-based sales approach. Overcoming this bias is important to increase sales tool adoption and usage, vital to meet evolving buyer expectations, facilitate buying cycles and fight Frugalnomics.

Tools 40

Tools Paid Search Agency Buying Cycle Work Management 40

Heinz Marketing

SEPTEMBER 6, 2021

So all the things about putting buyer needs first, and really understanding the personas that you’re marketing to, and making sure that you are starting with value and benefit oriented messaging, and all of the tactics that have been used in the public sector, a lot of them transfer over. They will typically buy a product.

Enterprise Management 111

Enterprise Management Work Management Marketing Management Paid Search Agency 111

Binary Demand

MAY 17, 2024

This process is useful for cultivating leads that are not yet ready to buy. It predicts what a buyer needs based on who they are (like their job title, role, industry) and where they are in the buying process. You need to organize them by the sales funnel stages or divide them into different personas.

Lead Ranking 52

Lead Ranking Lead Nurturing Sales Qualified Leads Lead Scoring 52

InsightSquared

OCTOBER 22, 2018

When there’s a breakdown in communication, we often hear comments like, “Marketing isn’t producing the content my buyers need,” from sales reps, or “Our sellers are using outdated content and always asking for customizations,” from marketers. Sound familiar?

Work Management 218

Work Management Marketing Management Customer Satisfaction Marketing & Strategy 218

NetLine

NOVEMBER 30, 2023

5 Steps B2B Marketers Should Take to Sync Up with the Buying Cycle In this post, we’ll look at the steps B2B marketers should take to align their sales content and assets with buyer activities and where they are in the buying cycle. Gong.io) that analyze interactions with buyers.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52

Webbiquity

JANUARY 3, 2012

Social media, content aggregation and curation , user-generated content and other developments have dramatically changed the B2B buying cycle over the past few years. Prospects often don’t surface until much later in the buying process than they did just a few years ago. Addressing Changes in the B2B Buying Cycle.

Sales Management 100

Sales Management B2B Sales Top of Funnel B2B Marketing 100

Inbox Insight

JULY 31, 2020

The people behind the buying decisions. The majority (80%) said they research at least 6 pieces of content before making a decision, with many reading or downloading 10+ items in the buying process. The typical buying timeline. When planning content, aligning your delivery with buyer timelines is a fundamental step.

Work Management 89

Work Management Marketing Management Research Top of Funnel 89

Kapost

APRIL 5, 2017

Organizations that use a mapping program to manage buyer and customer journeys average a 79% increase in cross-sell and upsell revenue, marketing research from the Aberdeen Group reveals. In the new B2B marketing landscape, buyers are in control of their journeys. The Easy-to-Convince Buyer. The Linear Model.

Top of Funnel 81

Top of Funnel Buyer's Journey Digital Marketing Funnels Buyer Personas 81