The ROI Guy

NOVEMBER 1, 2012

At the annual Gartner Symposium, the world's most important gathering of CIOs and senior IT executives in our hometown of Orlando, new and important IT spending research and trends are always presented. Already the purchase process is more complicated, with 40% more stakeholders involved in a typical IT purchase decision, according to IDC.

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Madison Logic

FEBRUARY 14, 2024

The desire for personalization among B2B buyers is growing louder. According to Gartner, 86% of B2B customers expect companies to be well-informed about their personal information during interactions. Most buying decisions involve an average of six stakeholders , each with distinct needs, concerns, and priorities.

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Personalization B2B Top of Funnel Multi-Channel 52

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. I agree with Gartner that this is a huge opportunity for marketers to help buyers by creating content that assists them with job completion.

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B2B Thought Leadership Thought Leadership B2B Gartner 62

NetLine

NOVEMBER 9, 2023

In a previous post, we covered how to get the sales handoff right and why first-party and validated buyer data is essential in this process. Here’s a look at sales enablement and why intent data should play a part in this vital part of the sales process. We already know that buyer-level intent data reveals who the buyer is.

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Only B2B

FEBRUARY 6, 2024

Must Read: Virtual Prospecting with Intent Data Personalized Content that Converts: Craft targeted messaging and content that resonates with specific buyer needs and preferences. Boosts Efficiency & Saves Resources: Eliminate guesswork and manual lead qualification processes.

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Intent Data Intent B2B Sales ROI 62

Martech

MAY 19, 2022

At a macro level, let’s break down what’s happening: The B2B buying-selling process is now predominantly digital and remote , with buyers conducting up to three-quarters of their research before engaging a B2B sales pro. Shifts in markets and needs are the number one reason companies invest in new vendors and solutions.

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Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing Management 128

Marketing Interactions

JULY 31, 2022

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. Because buying is a 2 nd job, they also jump in and out of buying activities making it tougher to pin down just where they are in their buying process—or even if they are actively in-market buyers.

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B2B Buyer's Journey Gartner B2B Sales 75

FunnelEnvy

DECEMBER 26, 2022

Other data shows meetings with potential suppliers now represent a relatively small portion of the B2B purchasing process: Gartner research says B2B buyers spend only 17% of the purchasing process on meetings with potential vendors. . Click To Tweet.

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Top of Funnel Marketing Automation Services Optimization Generation 76

Mereo

NOVEMBER 7, 2019

Sellers have a greater opportunity than ever to become a trusted advisor to their buyers. In a recent Gartner Inc. In a recent Gartner Inc. Gartner is referring to its new selling insight as a “Sense Making” revolution, something I discussed in this previous article. Sellers Should Identify and Make Buyers’ Pains Clear.

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Martech

OCTOBER 27, 2023

Dig deeper: Gartner : Give up on the complete view of the customer Brutal truth 3: Composable CDP is not a new paradigm Composable CDP proponents might lead you to believe this is an exciting new approach to managing customer data and your marketing programs. Business email address Subscribe Processing. Get MarTech! In your inbox.

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Madison Logic

JANUARY 18, 2023

Research from Gartner shows that meaningful personalization boosts the chances that a customer will make a high-quality purchase by 9%. These younger, digital-first buyers demand experiences that mirror their B2C journeys. They need brands to know who they are, what they care about, and what their expectations are. .

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Account Based Marketing ABM Work Management Marketing Management 52

The ROI Guy

FEBRUARY 20, 2019

One reason for the delay is that modern B2B buyers want help accelerating the decision process and assuring decision success. Every time a B2B buyer considers a purchase, they face internal struggles. Modern B2B buyers want help accelerating the decision process and assuring decision success.

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Gartner Buying Cycle Differentiation Buyer's Journey 45

Zoominfo

MAY 11, 2020

A product development team, on the other hand, may need to use big data analytics and the Internet of Things to differentiate their customer experience and engagements. As a cloud storage provider, the pain points associated with processing speed and data storage present another market opportunity with product development buyers.

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Planning Ideal Customer Profiles SWOT Verticals 100

Seismic

JULY 1, 2019

Buyers have grabbed control. Gartner says that they get 57% of the information they need on their own before engaging to sales. Sellers today need to beat their numbers. That’s because buyers want more: more value, more insight, more. How B2B buying has changed. Here’s what changed.

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Sales Cycle Cross-Selling Gartner B2B Sales 66

Customer Experience Matrix

DECEMBER 27, 2010

Recognizing that buyers will use the chart to select products no matter what I tell them, I settled on dimensions that are directly related to the purchase process: - product fit , which assesses how well a product matches buyer needs. This is a combination of features, usability, technology, and price.

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VisumCX

SEPTEMBER 26, 2017

In a newly published study , nearly two-thirds of buyers told Merkle that they are challenged by vendors and sales reps that are more interested in selling their products and services than listening to buyers needs. How was this conducted? on the farm.

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Ideal Customer Profiles Work Management Marketing Management Case Studies 53

The ROI Guy

SEPTEMBER 21, 2016

Did you know … 67% of the buyer’s journey is done digitally, making your content more important than ever in facilitating buyer decision making (Gartner) 83% of buyers remain overwhelmed by the amount of content available, wanting quality personalized content over quantity. The major buyer question: Why Change?

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Buyer's Journey Peer-to-peer Features Advertising Benchmark 40

Mereo

MARCH 26, 2020

you have nothing of which to serve your buyer. And over time, your buyers’ needs you first set out to alleviate change. Solution management is different from product management in that its inherent focus is broader and that its processes engage a wider audience. Not every input needs to be positive. Axway, a €300.0

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The ROI Guy

JULY 5, 2011

The latest IT spending metrics have been released by Gartner, and the news is good for the second half of this year and 2011 overall. Gartner’s forecasts are up significantly from estimates earlier in the year, when 5.6 % growth for 2011 was the prediction, despite the disaster and perceived pause in the global recovery.

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Adobe Experience Cloud Blog

JANUARY 6, 2014

When powerful technology meets effective implementation and internal process management, your company will soon find itself on a journey that leads to new heights of business success.”. Gartner predicted in 2012 that by 2017 , the CMO would spend more with IT than the CIO. 2 in Marketing Automation, #29 in the Overall Contest.

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Marketing Automation Services Marketing Automation Automation Enterprise Management 48

Adobe Experience Cloud Blog

JANUARY 6, 2014

When powerful technology meets effective implementation and internal process management, your company will soon find itself on a journey that leads to new heights of business success.”. Gartner predicted in 2012 that by 2017 , the CMO would spend more with IT than the CIO. 2 in Marketing Automation, #29 in the Overall Contest.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Automation Enterprise Management 48

Marketing Interactions

JUNE 13, 2021

Research from Gartner found that helping B2B buyers advance increased purchase intent by 16%. So perhaps we need to think more about understanding and helping than knowing about more personal stuff. Break the “If I don’t like it, they won’t like it” Evaluation Process. This one is a never-ending source of frustration.

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B2B Marketing B2B Gartner Purchase Intent 174

The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. Frugalnomics Reigns Since the technology bubble burst at the start of this decade, we have found that technology buyers have become more focused on quantifiable bottom-line proof points for most large investments.

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Work Management ROI Marketing Management Marketing Budget 40

6sense

NOVEMBER 4, 2021

According to a recent Gartner study , more than two-thirds of B2B buyers feel a bit overwhelmed by the amount of high-quality research material available to them — especially on the internet. Interestingly, Gartner also found that 77% of B2B buyers rate their purchase experiences as extremely complex or difficult.

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Gartner Account Based Marketing Content B2B Sales 62

Martech

MAY 16, 2023

Up to 89% of decision-makers said the content they encountered through the buying process was high quality, according to a 2019 Gartner research. Buyers were almost at the point of saturation in their cognitive ability to consume more information. You don’t need more content. Get MarTech! In your inbox.

Marketing AI 107

Marketing AI Top of Funnel B2B Intent Signal 107

Martech

MAY 16, 2023

Up to 89% of decision-makers said the content they encountered through the buying process was high quality, according to a 2019 Gartner research. Buyers were almost at the point of saturation in their cognitive ability to consume more information. You don’t need more content. Get MarTech! In your inbox.

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Marketing AI Top of Funnel B2B Intent Signal 104

NetLine

NOVEMBER 30, 2023

Identify the key themes and information needs of in-market buyers at each sales stage A good place to start is by pinpointing the key themes and information in-market buyers need at each stage of their journey by analyzing intent data to uncover common trends, pain points, and interests. Created using DALLE via ChatGPT.

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B2B Sales Intent B2B Marketing Digital Asset Management 52

Sana Commerce

AUGUST 21, 2023

The difference between B2B and B2C e-commerce customer journeys When we talk about the e-commerce customer journey, we refer to the process that each customer undergoes. Challenges B2B buyers face in their journey Studies that we have conducted in the past conclude that, on average, the entire B2B buying process takes 28.2

Optimization 52

Optimization Ideal Customer Profiles B2B Allocation 52

Sana Commerce

OCTOBER 4, 2021

Here’s the full picture: While it is true that traditional e-commerce sales make up only a fraction of those made offline, this is only true if you exclude sales that required any assistance or support from a sales rep during the purchase process. The growth of digitally-enabled sales will only continue to accelerate over time.

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Digital Transformation B2B Sales Enterprise Management B2B 52

The ROI Guy

NOVEMBER 29, 2010

Having the right content and tools to help fuel buyer’s decision making process is essential. Content and tools that help buyers assess the economic impact of implementing the proposed solutions, or the cost of “doing nothing”, are essential. Death of a Salesman?

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Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

Seismic

FEBRUARY 24, 2022

In this post, we’ll detail how your sales organization can leverage digital sales rooms to enable buyers to make a well-informed purchase decision. According to Gartner , there are five “B2B buying jobs” that purchasing teams must address as they navigate the buying process: Problem identification: We need to do something.

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Work Management Gartner Case Studies Sales Cycle 52

Webbiquity

JANUARY 3, 2012

Marketers need to think like publishers not only to improve their company’s visibility in search (which is where 93% of B2B buying cycles now start ) but also to address the differing information needs of buying team members, at different stages during the decision process.

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Sales Management B2B Sales Top of Funnel B2B Marketing 100

Choozle

JANUARY 20, 2020

B2B (also known as business-to-business) marketing reaches individuals at a business that is making a logical process-driven purchasing decision. B2B marketing speaks to the needs, interests, and challenges of individuals who are making purchases on behalf of their organization, which would make the organization the customer.

Enterprise Management 53

Enterprise Management Work Management Marketing Management Marketing Automation Services 53

KoMarketing Associates

APRIL 15, 2020

Fortunately, there’s quite a lot of research available to help us see how B2B buyers are navigating their purchase process. By the time a buyer contacts a Salesperson, their journey is largely complete. We’ve all heard different statistics about how much of the buyer’s journey happens before the company is ever contacted.

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Buyer's Journey Peer-to-peer Enterprise Management Work Management 157

B2B Digital Marketer

OCTOBER 5, 2020

And so if you can try to talk about how this maturation process works, because I think that kind of gets into the strategy. And let’s hone in on those, because guess what your sales reps, when they’re engaged in the buying process can talk about all the other things that you can do for them.

Sales Management 52

Sales Management B2B Marketing Top of Funnel Planning 52

Madison Logic

AUGUST 17, 2023

The days of schmoozing potential buyers with lavish lunches and cold calls are behind us. According to Gartner, sales reps only have a mere 5% of a decision-maker’s time during their B2B buying journey. It requires aligning key practices that keep marketers pacing with what buyers need.

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Storytelling Top of Funnel Buy Account Based Marketing 52

The ROI Guy

SEPTEMBER 28, 2010

Although B2B buyers are not all the same, the bulk of white paper marketing involves communicating the same information, in the same way, over and over to prospects as different as Joe’s Barber Shop and Exxon Mobil. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

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