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. And they benefit from B2B content that shows them how to do those things. Aim Earlier with Your B2B Content Marketing Strategy.

B2B Thought Leadership 62

B2B Thought Leadership Thought Leadership B2B Gartner 62

Marketing Interactions

JULY 31, 2022

But the older buyers are also still in the game, and many are taking cues from their younger counterparts. The number of touchpoints has increased (up to 27 per person, per Gartner) and only 3% want to speak to your sales reps for education. Marketing and selling can thrive in this inside-outside environment. Read that again.

B2B 75

B2B Buyer's Journey Gartner B2B Sales 75

The ROI Guy

NOVEMBER 18, 2010

Today’s buyers face several unique challenges that make content marketing ever more important to the successful vendor. Buyers are: More frugal, reeling from two economic downturns in the past decade, and forced to “do more with less”. But how can you get started on the journey to a successful content marketing program?

Marketing Management 40

Marketing Management Peer-to-peer Content Marketing Buying Cycle 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

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

JANUARY 17, 2011

These buyers need a reason to engage – and delivering personalized, proprietary and consultative benchmarks, insight and advice is essential. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998). Tom then served Gartner as a Managing VP.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

NetLine

NOVEMBER 30, 2023

But with the volume of content online continuing to increase, how exactly should B2B marketers highlight the right content for sales teams to use at the right time? A B2B sales astronaut celebrates as they’ve closed a deal, all thanks to the intent-led content provided by marketing.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52