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.

Buy 130

Who Is Really Buying?

Akoonu

To be great, not just good, Sales Teams need to have more than charisma, industry expertise and sales process mastery. B2B SalesComplex B2B selling is exactly that: complex.

Buy 32

Trending Sources

The Real Cost of List-Building: Buy or Build Your Own?

DiscoverOrg

Your sales team is doing double duty: They’re selling to the leads delivered by your marketing department—and they’re de facto researchers. Even if you’re already purchasing sales intelligence data (most of us are), sales teams still spend over half of their day scouring LinkedIn, Twitter accounts, and forging through forests of phone trees for correct phone numbers and email addresses. Should sales update and add this sales intelligence data?

Cost 107

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

DiscoverOrg

“Try before you buy” is the new world order. So what do peaches and Netflix have to do with Sales Intelligence? I have some tips for running pilots and evaluating new technology that I hope will make it much easier on those evaluating sales intelligence tools.

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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.

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

Then you have folks that have an idea of who you are but aren’t yet ready to buy. Lastly, you’ll have folks that are well-educated, interested in evaluating your product, and could potentially buy from you. Buying stages should be called investment stages.

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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 others, there has been a mix of complex buying and selling cycles put into play to ultimately reach a purchase transaction.  Image via Wikipedia.

Buy 72

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

Tony Zambito

Customer segmentation lacks in helping you to understand what preferences buyers may have, what they work on, how they engage in buying activities, what their purchasing history may be like, and what initiatives they work on. Buying criteria and risk factors. Buying team structures.

Top 3 Media Buying Mistakes B2B Marketers Make

Digital B2B Marketing

He recently joined Business Insider as the Sales Director for the Southeast, after a number of years with CBSi, parent to B2B technology focused properties ZDNet and TechRepublic (among others). Jumping Straight to Sales. No, that doesn’t mean they want to buy from you.

Buy 109

Sales Lead Management Leads to the Most Efficient Media Buy

ViewPoint

Sales Leads Sales & Marketing Management Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed.

How B2B CMOs Can Achieve Customer-Centric Marketing With Buyer Personas

Tony Zambito

Personas can be insightful and informative towards decisions on designing user experiences, customer experiences, formulating marketing strategies, developing sales enablement programs, and devising content strategies. Particularly in strong sales-driven cultures. by Matt Brooks.

SiriusDecisions Summit 2015: The Un-Death of B2B Sales

ANNUITAS

In fact to borrow a graphic from Jeff Lash’s post, here’s how we felt: For years (four long years to be exact) we’ve heard, read and repeated in every presentation we’ve prepared that 67% of the buying process happens online. That’s right ladies and gentlemen… sales people still matter.

B to B 112

Winning Executive Buy-In for Martech Investments

Captora

They’re responsible for prospecting, nurturing leads, supporting sales development, winning loyalty after the sale, and turning loyal customers into advocates. How many hours will it save the sales team from typing follow-up emails?

Buy 78

Experiential Buying Behavior Takes B2B Center Stage

Tony Zambito

In my previous article, Enhance the Buyer Experience with Intelligent Engagement , I referenced a trend I called Experiential Buying.    In simplistic generalities, we can take a view of two experience categories that B2B buyers may seek: Self-Enabled Buying.

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.

3 Steps for Gaining Executive Buy-In for Marketing Automation

Salesfusion

Gaining executive buy-in for any new technology is not unlike pitching an idea in the shark tank. Marketing automation can support those initiatives by helping you drive more qualified leads, increase lead conversions and improve the hand off of leads between marketing and sales.

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Matching Webinar Content to the Buying Cycle

Modern Marketing

As prospects increasingly self-educate through the buying cycle, webinars have become a primary source of information that buyers turn to before making a purchase decision. To be most effective, your webinar content must be tailored to the specific objectives of each stage of the buying cycle.

The B2B Sales Role in the New Buying Process

ANNUITAS

I recently had the opportunity to attend the Sales 2.0 The conference was full of great content and information on the state and the future of B2B Sales. The B2B buyer is truly driving the buying process taking control out of the hands of sellers. the sales person).

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. Moreover, in most cases those BDRs are often chartered with only identifying sales-ready leads (those ready to engage with the account team immediately) and then discard the rest.

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Winning Executive Buy-In for Martech Investments

Captora

They’re responsible for prospecting, nurturing leads, supporting sales development, winning loyalty after the sale, and turning loyal customers into advocates. How many hours will it save the sales team from typing follow-up emails?

Buy 68

The Emerging Importance Of B2B Ethnography To Buyer Personas

Tony Zambito

This is still a narrow buying process perspective designed to view the buy/sales cycle to a “win” as opposed to a “loss”. Content, which suggests finding out basic demographics, pain points, personalities, and buying criteria.

Buyer Decisions Are Not What You Think

Tony Zambito

When marketing and sales leaders often think about how buyers make decisions, they are viewed through a prism of buyers making rational and process-driven decisions. Essentially another name for mapping the buying process. by Gregor Črešnar.

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation Blog

What motivates your prospects to buy from you? But motivation is arguably the strongest reason people buy something. Sales Leads B2B marketing Email marketing lead generation value proposition Tweet One day at the office, I decided to put a dollar bill on my cubicle wall.

How Do We Find People Who Are Ready to Buy Our Product?

The Point

A prospective client asks: “What are the best demand generation strategies for finding people who are ready to buy our product?”. So yes, by all means offer demos, free trials and late stage content to ensure that prospects who ARE in a “buying mode” find, and engage with, your company.

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Can Your Sales Reps Handle these Four Key Buying Objections?

The ROI Guy

The ability for your reps to “handle objections” is a key to achieving 2015 sales success, this according to a recent interview of Jim Ninivaggi, Sales Enablement Practice Director for SiriusDecisions. They want to buy, but want proof.

Buy 35

How Content Impacts the Buying Journey: ABM vs. Demand Gen

bizible

To achieve this, content can’t be too deep in the weeds or it will never reach the amount of people needed to fill the pipeline and provide enough leads to the sales team. Define the personas involved in the buying process and create specific content directed at them.

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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. Their survey included 25,660 individuals who were asked “What key factor influenced you to buy online instead of locally?” said no sales tax.

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The B2B Value Sale is Actually Three Distinct Sales

Avitage

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates.

Oracle Buys BlueKai and Puts Marketing Databases In the Spotlight

Customer Experience Matrix

Oracle announced this morning that it is buying BlueKai , a leading Data Management Platform (DMP) technology vendor and operator of one of the largest data marketplaces.

Buy 82

3 Reasons Video is a Phenomenal Sales Tool [Infographic]

Vidyard

It was only yesterday that we shared 11 of our favorite free sales tools so it seems timely that today we’re diving into one of the tools with the greatest potential for you to stand out and drive results with your sales outreach. Blog Field Sales Inside Sales Sales Leadership

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How to (Quickly) Get Content Marketing Strategy Executive Buy-In

Content Standard

According to the Content Marketing Institute (CMI), nearly a quarter (24 percent) of B2B enterprise marketers cite the “lack of buy-in/vision from [internal] higher-ups” as a major challenge. To get buy-in as fast as possible, you’ll need to follow an efficient process.

Buy 42

To Manage Sales You Must Manage Sales Leads

ViewPoint

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

4 Myths Preventing True B2B Customer Understanding

Tony Zambito

Myths Hurting B2B Marketing And Sales. Unknowingly, B2B executives can make important decisions relative to marketing and sales strategies based upon mythical assumptions. Myth 3: Buyers make buying decisions independently and mutually exclusive from other situations and decisions.

Buying B2B Email Marketing Lists: Challenges and Recommendations

Digital B2B Marketing

Buying email marketing lists. The challenge with buying email marketing lists is you don’t know if you are getting something worthwhile until it is too late and few marketers understand the email list market.

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7 Best Practices for Optimizing Sales Enablement

Act-On

Marketing and sales have traditionally had a bit of a contentious relationship in many companies. And out of that contentious relationship, a new role was born: sales enablement. Sales Enablement is a strategic, ongoing process to equip the sales team with the tools, resources and skills to make them more efficient, and ultimately improve sales execution and drive revenue. Communications (sales newsletters). Align content and tools to the buying cycle.

How to Create the Three Parts for Any Sales Funnel

Webbiquity

What is a Sales Funnel? Sales funnels are everywhere. This is the power of a sales funnel that’s ultimately designed to get sales. Sales funnels today are processes that mostly occur online, with the ultimate objective of driving sales.

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

B2B Lead Generation Blog

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. It’s not “following up” every few months to find out if a prospect is “ready to buy yet.”

Facebook Introduces “Buy” Button – What It Means for Your Biz

Vertical Response

Facebook is trying to take the e-commerce bull by the horns by introducing and testing its new “buy” button. With the release, Facebook, the world’s largest social network, is determining whether it can help businesses drive sales.

Buy 39

The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready to Buy?

B2B Lead Generation Blog

Nearly every company I talk to does some kind of lead scoring, but rarely do those lead scores align with their database in a way that allows their sales teams to determine – at a glance – which prospects are the right fit at the right time.

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