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

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. Offer: Educational white paper.

Adwords 100

Adwords Keywords Work Management Paid Search Agency 100

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

Champion Communications

JANUARY 15, 2025

Differentiate your proposition HR technology suppliers looking to capture the attention of B2B buyers need a clear, differentiated proposition that makes it easy for potential customers to understand how your product addresses their pain points and delivers value. Build content and campaigns around data insights Want to stand out?

B2B Thought Leadership 62

B2B Thought Leadership Account Based Marketing B2B Differentiation 62

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

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

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

The Mx Group

MAY 5, 2017

Steve’s talk came down to this: The relationship between buyers and sellers has changed. Buyers’ needs, not yours, drive the purchase process. And your buyers demand an engaging experience. Because today’s buyers self-direct their purchase journeys, they choose what information and experiences to interact with.

Marketo 63

Marketo Marketing Automation Services Lead Scoring Marketing Automation 63

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 B to B 40

Sana Commerce

FEBRUARY 21, 2023

Key differences between B2C and B2B buying behavior B2C shoppers tend to buy mostly based on emotions, personal tastes and opinions. B2B buyers have a longer, more complex buying cycle and make decisions based on what’s best for their business.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

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. We call this the “Internet fueled buying cycle.&#

Work Management 40

Work Management ROI Marketing Management Marketing Budget 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 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

Lead Forensics

DECEMBER 6, 2024

So, how do you build trust with B2B buyers? Edelmans decades of research point to five key pillars that define trustworthiness in the eyes of decision-makers: Ability: Buyers need to feel confident that your organization has the expertise and proven track record to deliver results. Integrity: Honesty and transparency matter.

Top of Funnel 52

Top of Funnel Demand B2B Thought Leadership Thought Leadership 52

Madison Logic

AUGUST 9, 2023

T-Mobile for Business’s multi-channel approach with ABM Content Syndication and ABM Display Advertising allows their content to be where buyers need it. For example, when targeting top-of-funnel accounts, they can leverage thought leadership pieces and white papers to those buyers.

Account Based Marketing 52

Account Based Marketing ABM Top of Funnel Enterprise Management 52

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

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

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

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

Lead Forensics

SEPTEMBER 2, 2024

According to Demand Gen Report , 96% of B2B buyers want content with more input from industry thought leaders. This means incorporating white papers, case studies, and expert blogs that showcase your industry knowledge and position your company as a leader in your field.

Paid Content 52

Paid Content Marketing Websites B2B Lead Ranking 52

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

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

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

Lead Forensics

AUGUST 28, 2024

According to Demand Gen Report , 96% of B2B buyers want content with more input from industry thought leaders. This means incorporating white papers, case studies, and expert blogs that showcase your industry knowledge and position your company as a leader in your field.

Paid Content 52

Paid Content Marketing Websites B2B Lead Ranking 52