Why Buyers Buy

ViewPoint

How are these concepts related to marketing and sales in B2B environment? 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. B2B Sales

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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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Trending Sources

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. I interviewed Brent Adamson , Sales Principal Executive Advisor on Sales, Marketing, & Communications, and got the skinny. years ago that we found the average buying group consisted of 5.4

Buy 37

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.

Buy 109

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.

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?

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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.

Is B2B Content Engagement Heading In The Wrong Direction?

Tony Zambito

This is: Marketing and Sales Overly Focused On the Buyer’s Journey : This approach has come into vogue the past 2-3 years. The buyer personas identified use a different buying process for each specific scenario. by Juan Pablo Bravo. Sometimes more is truly less.

4 Ways The B2B Buying Process Has Changed in 2015

Crimson Marketing

Improving and creating effective marketing strategy means marketers need to thoroughly understand the B2B buying process and how it is evolving. Let’s explore the four key ways B2B buying is changing: 1. The Buying Process Is Growing More Complex.

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

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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5 tips to get people to buy online

Biznology

Online sales is a booming industry and the revenue is growing exponentially. There will no doubt be more causalities to come yet some retailers have embraced the change and are using online marketing and sales to enhance their business. Here are 5 tips to get people to buy online.

Buying vs shopping

Heinz Marketing

We don’t always buy the best, sometimes we buy from our favorite. Or in Challenger Sale parlance: How you sell is more important than what you sell. 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. They don’t focus on the product for sale. We talk a lot in B2B about buying journeys, but what is your buying experience like?

What Can You Buy With A MQL?

Modern B2B Marketing

The truth is that we need to be responsible for closed pipeline as well, which, admittedly, is scary because we aren’t sitting in sales meetings or cold calling target account lists. Marketing is a sales development team. It is our job to develop sales opportunities.

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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

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.

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.

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.

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.

Buy 38

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.

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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 78

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.

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).

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 to Get Your B2B Prospects to Buy Faster

Fusion Marketing Partners

Lots of sales reps and marketers are crossing their fingers hoping for a strong end to the quarter. They have […]. B2B Prospects Content Marketing Content marketing

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.

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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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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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

Why B2B Buying Cycles are Getting Longer

B2B Marketing Directions

New research reveals what influences B2B buying decisions and explains why the B2B buying process is getting longer. Other findings explain why the buying cycle has gotten longer. 52% of respondents said the number of buying group members had increased significantly.

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.

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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Why Irrational Consumers Will Always Make Irrational Buying Decisions

Content Standard

To illustrate the inherent challenges faced by irrational consumers seeking to make rational buying decisions, CSU-San Marcos marketing professor Vassilis Dalakas asked his students two sets of questions. Sales affect our brains in a similar way.

Buy 30

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.

Buy 58

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

What Buying a New Phone Taught Me About Brand Narrative

Content Standard

Sure, interruptive and memorable sales pitches might work for customers entering your space with no prior knowledge or opinion, but what about the loyal customer who needs more than fast promises to jump their brand ship?

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.

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.