B2B Marketing Directions

APRIL 2, 2023

In a 2021 paper published by The B2B Institute , Professor John Dawes, Associate Director at the Ehrenberg-Bass Institute for Marketing Science , described what has come to be called the 95:5 rule. The rule states that up to 95% of business buyers aren't in the market for many goods and services at any one time.

Rules 52

Rules B2B Marketing B2B Trigger Marketing 52

PureB2B

MARCH 28, 2022

One of the major challenges the healthcare technology industry faces with marketing is lead generation. It’s safe to say that there’s a large gap in the identification and conversion processes of marketing qualified leads, especially when looking at priority buyers. Don’t leave the prospect guessing about what you mean.

Lead Generation 62

Lead Generation Lead Ranking Lead Scoring Marketing Qualified Leads 62

6sense

JANUARY 14, 2016

The best B2B marketing teams all have­ one thing in common: they treat the sales team as one of their clients. This view makes marketing qualified leads not a metric for measuring campaigns, but a product delivered to sales development reps and executives. Find in-market buyers and connect them with sales.

Top of Funnel 48

Top of Funnel B2B Sales B2B Marketing Lead Ranking 48

NetLine

NOVEMBER 30, 2023

Naturally, marketing has a key role to play, too. 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? Gong.io) that analyze interactions with buyers. Intent data is an essential part of sales enablement.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52