KoMarketing Associates

DECEMBER 8, 2015

B2B buyers are exploring a number of different channels when conducting vendor. Over the past year, 83 percent of respondents said that they have turned to white papers for research. Buyers need thorough contact information to make informed purchasing decisions. Content Marketing.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

6sense

JANUARY 14, 2016

Like with any client, marketing will spend time working to understand the pain points, skill sets and business needs of their sales team. This will in turn create better qualified leads that are ready to connect with the sales team you have, not the sales team you’ve read about in white papers.

Top of Funnel 48

Top of Funnel B2B Sales B2B Marketing Lead Ranking 48

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

NOVEMBER 18, 2010

Buyers are: More frugal, reeling from two economic downturns in the past decade, and forced to “do more with less”. Content marketing provides a means to break through the noise, providing the consultative diagnostic and financial advice today’s buyer needs. But this is not the only way to get started.

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

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Is this digital spending allocation aligning with buyer needs?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Ambal's Amusings

MAY 27, 2010

When planning for content creation, B2B marketers need to take into account the information buyers need at different stages of the buying process. An additional consideration is the different needs among members of the buying committee—influencers. After the event, you have it transcribed.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

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

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. White Papers are Influence Kings, But Need Persona.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

MARCH 15, 2011

Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all.

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

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. Understanding the “why” is important, but sales pros also need a clear vision of how the tools can be used to change the process, and deliver the desired outcome.

Tools 40

Tools Paid Search Agency Buying Cycle Work Management 40

Sales Engine

APRIL 20, 2016

The internet gives the buyers a lot more control as they use the Internet to learn about best practices. They diagnose their own pain (for better or worse) and start searching for solutions by watching videos, downloading white papers, attending webinars, and using social media to check vendor references before ever talking to a rep.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

ANNUITAS

AUGUST 4, 2015

We have white papers for every buying stage, but we just can’t get enough people to download them.”. A Content Map plots your buyer personas against your buyer journey for their information needs at each stage. What their information needs are at each stage. Information Needs.

Content Marketing 100

Content Marketing Buyer Personas Buying Cycle Demand Generation 100

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

Sales Engine

AUGUST 23, 2016

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. The prospect performs a web search and they look at white papers, articles, videos, webinars, etc.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. The prospect performs a web search and they look at white papers, articles, videos, webinars, etc.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

KoMarketing Associates

APRIL 9, 2015

This year, we asked questions specific to three phases of the buyer’s journey: discovery, evaluation, and impact on the buying process specifically. While blogs and social media have some impact across all three stages of the buying cycle, this impact is not as significant as marketers may have assumed.

B2B 120

B2B Buyer's Journey Vendors Landing Pages 120

Content4Demand

SEPTEMBER 29, 2020

Choose a format like an E-book or white paper to present your findings. Marketing surveys make terrific sources for a slew of additional assets that can be used anywhere along the buyer’s journey. B2B buyer behavior has changed this year. Create derivative assets to flesh out your new content library.

Research 90

Research Webinar Metrics Marketing & Strategy B2B Thought Leadership 90

Inbox Insight

JULY 31, 2020

Not only does your content need to solve the pain points of HR managers. But you also need to create informative papers, reports, articles and videos for stakeholders across the business. Buying cycle. Similarly, 90% of the buyers we asked finalize the whole buying cycle in 12 months or under.

Work Management 76

Work Management Marketing Management Research Top of Funnel 76

Delivra

NOVEMBER 14, 2018

Buyer personas are a critical component of a successful B2B marketing automation campaign. Throughout every phase, you need to keep your focus on buyer personas. Meet potential buyers’ needs, desires, and expectations. Invest your efforts in answering prospective buyers’ questions with content.

Marketing Automation Services 45

Marketing Automation Services Marketing Automation Automation B2B Marketing 45

B2B Digital Marketer

OCTOBER 5, 2020

15:15 – The B2B buying cycle. Uh, and the tension that they’re trying to buy is here, take our demo. So, uh, and I’m glad you brought that up because you know, in the world of, uh, the B2B buying cycle, you know, it starts with awareness, right? What did they need? Timestamps/Outline.

Sales Management 52

Sales Management B2B Marketing Top of Funnel Planning 52

Webbiquity

OCTOBER 8, 2019

The next largest expense is usually content production: website copy, blog posts, marketing collateral, white papers, ebooks, video, infographics, social media posts, etc. That means the business buyer needs to justify the need (why is this better than the way we do things now?) Oh, and yes, some advertising, too.

Enterprise Management 232

Enterprise Management Work Management Marketing Management B2B Marketing 232

The ROI Guy

SEPTEMBER 28, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tuesday, September 28, 2010 Do White Papers Still Engage?

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40