Ambal's Amusings

SEPTEMBER 10, 2009

All case studies are not created equally. Why are some case studies more effective than others? We asked case study experts "What are the 3 important components that will make a great case study"? Get insights and recommended resources from Case Study Experts. Buyers need details, and especially results.

Case Studies 100

Case Studies Case Study Studies Work Management 100

Hubspot

OCTOBER 11, 2019

As a sales manager, you can use data in your CRM to see how your team is performing. How long is the typical sales cycle for your reps? To help you monitor your team's performance, you can create a dashboard and keep track of metrics including: Activity Sales Metrics. A long sales cycle. Avoid burnout.

Work Management 91

Work Management Burn Rate Business Sales Cycle 91

Seismic

JUNE 23, 2022

To say that the sales landscape looks different than it did just a few years ago is an understatement. Buyer needs and preferences have changed. Sales tactics and best practices that were once reliable are now considered old-school. New tools and technology that can streamline workflows are in high demand.

Training 52

Training Marketing Analytics Tools Budget Programs Case Studies 52

Strategic-IC

JULY 6, 2018

In the 2018 B2B Buying Disconnect - designed to track the changing dynamics of tech vendor and buyer relationships - TrustRadius investigate, and below, we share some key findings from the study. 4 How is the Relationship Between B2B Tech Buyers and Vendors Changing? B2B buyers need vendor support to build the business case.

Vendors 54

Vendors Trends Case Studies B2B 54

Cintell

FEBRUARY 10, 2016

We need to overcome some skepticism and resistance from other parts of the business.” ” In our recent Understanding B2B Buyers Industry Benchmark Study , the top challenge related to buyer personas was putting them to use internally. The Role and Importance of Personas.

Buyer Personas 100

Buyer Personas Advertising Agencies Paid Search Agency Webinar Metrics 100

Vidyard

JUNE 15, 2020

Demo the use of video to your sales team in three acts: 1) Why use video; 2) How to use video; and 3) The results they can achieve using video. Learn more about process Morgan used to implement video at HubSpot in this case study. Sales Video Scripts and Email Templates. Set Organizational Expectations. Download Now.

Planning 91

Planning Video Marketing Effectiveness Case Studies 91

Digital B2B Marketing

DECEMBER 11, 2012

In B2B marketing organizations, content marketing aims to help buyers buy. Content marketing provides the information buyers need to determine the type of solution they need, develop internal support for a change, create a short list of providers and address objections , all while positioning your company as a trusted resource.

Buy 100

Buy B2B Marketing Work Management Content Marketing 100

Hubspot

MAY 26, 2020

They’re also great for sales reps at this time, as they provide more in-depth detail on why your company is better (or worse) than a competitor, and in which aspect specifically. Multi-competitor battle cards are more often utilized in the researching phase where potential buyers need a lot of information distilled for them.

Template 82

Template Process Comparison Word of Mouth 82

Vidyard

JUNE 15, 2020

Demo the use of video to your sales team in three acts: 1) Why use video; 2) How to use video; and 3) The results they can achieve using video. Learn more about process Morgan used to implement video at HubSpot in this case study. Sales Video Scripts and Email Templates Use proven formulas to create sales videos that get results.

Planning 65

Planning Video Marketing Effectiveness Case Studies 65

Biznology

SEPTEMBER 26, 2013

King’s sales cycle is a long one, taking up as much as five years. This makes sense, since the buyers need to try out the product in their own labs, and often the chemical formulation is developed particularly to meet the customer’s specifications. King Industries, Inc., So get going.

Lead Qualification 80

Lead Qualification Lead Generation Lead Scoring Lead Ranking 80

Webbiquity

FEBRUARY 13, 2010

Marketing automation systems—from vendors like Eloqua , Marketo , Genoo , Manticore and others—are great tools for moving prospective buyers along the path from interest to desire to action. Without a solid content strategy to support that movement through the marketing and sales cycle, all you’ve got is a nice email system.

Emarketing 100

Emarketing Marketing Automation Services Manticore Marketing Management 100

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Early in the sales cycle, during the discovery phase, buyers need help in identifying issues and understanding what solutions might exist to help solve their priority opportunities.

Paper 40

Paper Interactive Marketing Process Comparison 40

The ROI Guy

MARCH 11, 2014

The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide. The Value Gap – Sales and marketing often falls way short in providing the key financial justification content buyers need to make timely and favorable purchase decisions.

Peer-to-peer 40

Peer-to-peer Sales Cycle Content Case Studies 40

A Better Jones

AUGUST 3, 2018

All too often marketing stops paying close attention to the buyer funnel once the lead gets passed to sales, but it’s marketing’s job to understand what steps a buyer takes throughout their journey - from lead to close, and from close to retention, referral, and beyond.

Top of Funnel 47

Top of Funnel Buyer Personas Peer-to-peer Paid Search Agency 47

The ROI Guy

JANUARY 18, 2013

According to a recent study by IDC’s Sales Advisory, the majority of sales reps are not able to effectively engage with today’s more empowered, skeptical and frugal buyer. Buyers indicate they too would like to reduce the time it takes to arrive at a purchase decision, by some 25%.

Peer-to-peer 40

Peer-to-peer ROI Sales Cycle Marketing Proposals 40

Ambal's Amusings

AUGUST 27, 2010

"Effective content for either technical or business buyers needs to address issues that keep them awake at night" Tom Pick's Bio. In short, effective content for either technical or business buyers needs to address issues that keep them awake at night, in the language they use. Blog Webbiquity Twitter TomPick.

Work Management 100

Work Management Marketing Management B2B Business 100

The ROI Guy

JANUARY 25, 2011

This marked the third year in a row that white papers were ranked as the most influential when compared to several other collateral types, including superior influence in driving purchase decisions over case studies / success stories, product brochures / data sheets, videos, and podcasts.

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

The ROI Guy

SEPTEMBER 17, 2010

To this end, are your marketing efforts connecting with these frugal buyers who don’t care about product features and benefits, and are instead value focused? Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

NOVEMBER 29, 2010

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. Sales teams are being engaged later and later in the sales cycle.

Peer-to-peer 40

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

Binary Demand

MAY 17, 2024

So, your teams might make efforts like this: Research team grabbing top-quality contacts Sales team is trying to convert them into customers Inbound channels making efforts to attract interested leads Despite the collective efforts of these teams, many leads still slip through the cracks. You might wonder?

Lead Ranking 52

Lead Ranking Lead Nurturing Sales Qualified Leads Lead Scoring 52

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. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

JANUARY 3, 2012

As contrast is a powerful mechanism to promote change, demonstrate just how antiquated the current product-oriented speeds and feeds approaches are in reaching today’s buyer, and do so side-by-side with the prescribed value-based sales tool driven approach, for easy head-to-head comparison.

Tools 40

Tools Paid Search Agency Buying Cycle Work Management 40

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. Is this digital spending allocation aligning with buyer needs? Can sales be made relevant and valuable again in these key stages of the buying cycle? Content is King?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

JULY 19, 2012

Now, these same techniques are being leveraged by B2B firms to great effect, combining emotional and logical content to achieve more favorable decisions and accelerated sales cycles. In fact, studies show that on average, we are 2x more likely to avoid risk than pursue gains. As a result, messages with “us” and “we” fall flat….

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 40

Hubspot

JUNE 27, 2011

MarketingSherpa writes in its "12 Top Email Copywriting Tips to Raise Funds” case study that "adopting the direct-mail tactic of putting a ‘p.s.’ Not every product or offer needs a testimonial. As a reminder, this product/service will not only save you money, but it will save you time, something almost as valuable.

Email Marketing 28

Email Marketing Urgency Marketing Landing Pages Copywriting 28

Heinz Marketing

SEPTEMBER 6, 2021

So all the things about putting buyer needs first, and really understanding the personas that you’re marketing to, and making sure that you are starting with value and benefit oriented messaging, and all of the tactics that have been used in the public sector, a lot of them transfer over. I don’t know.”

Enterprise Management 101

Enterprise Management Work Management Marketing Management Paid Search Agency 101

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.

Gartner 62

Gartner Account Based Marketing Content B2B Sales 62

Seismic

FEBRUARY 24, 2022

Buyers consume several pieces of content while researching and often “loop back” to it as they work through B2B sales cycles. Sales reps can quickly add value to the buying journey by simplifying the content experience for their prospects. Ongoing communication between meetings.

Work Management 52

Work Management Gartner Case Studies Sales Cycle 52

Adobe Experience Cloud Blog

OCTOBER 6, 2016

You might also want to consider adopting a modern sales enablement platform that provides a single, easy-to-manage repository for all your content and tools, and integrates with your existing systems to help streamline the selling process. Many sales departments don’t have the time or resources to evaluate and implement new technology.

Practices 134

Practices Best Practices Work Management Marketing Automation Services 134

SnapApp

OCTOBER 31, 2018

To illustrate the importance of CX in B2B marketing — and the impact it can have on business results — another study found 84 percent of organizations that focus on quality customer experience across the sales cycle report an increase in revenue. Final Thoughts.

Lead Qualification 59

Lead Qualification Sales Qualified Leads Lead Scoring Lead Ranking 59

Golden Spiral

OCTOBER 1, 2021

74% of the most successful marketers map content to specific stages of the buyer’s journey. Only 42% of content marketers actually talk with customers to understand their needs. Three Reasons Sales Cycles are So Long. Marketing influences buyers deeper and deeper into the funnel before the sales team becomes a factor.

Top of Funnel 118

Top of Funnel Work Management Marketing Management Content 118

Golden Spiral

OCTOBER 1, 2021

74% of the most successful marketers map content to specific stages of the buyer’s journey. Only 42% of content marketers actually talk with customers to understand their needs. Three Reasons Sales Cycles are So Long. Marketing influences buyers deeper and deeper into the funnel before the sales team becomes a factor.

Top of Funnel 109

Top of Funnel Work Management Marketing Management Content 109

Salesforce Marketing Cloud

JANUARY 11, 2024

Because businesses typically require chains of approval, closing a B2B sales deal usually involves detailed touchpoints, presentations, product demos, and negotiations with decision-makers, leading to a long sales cycle. Common traits of B2B sales High-cost and/or recurring contract pricing.

B2B Sales 59

B2B Sales Practices Work Management Marketing Management 59

Albacross

AUGUST 21, 2018

Both SDRs and researchers work at the early stages of a sales funnel to fill sales pipelines with high-quality leads. As an outsourced lead generation provider, our company CIENCE has studied both roles in depth along with associated best practices. What is a Modern B2B Sales Process? Sales cycles have grown longer.

Top of Funnel 71

Top of Funnel Ideal Customer Profiles Lead Ranking Buyer Personas 71

The ROI Guy

APRIL 21, 2010

Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. Did the Alinean Business Value Tools drive incremental sales, reduce sales cycles, increase deal size, generate more demand, and improve sales / consulting productivity as anticipated?

ROI 40

ROI Lead Scoring Lead Ranking Enterprise Management 40

LEADership

DECEMBER 2, 2014

So here is a fairly obvious statistic from the B2B 2015 Content Marketing Benchmarks, Budgets and Trends Study by Content Marketing Institute and MarketingProfs: 70% of B2B marketers are producing more content this year than last year. Content must be valuable and relevant for all parts of the sales cycle. Now that’s ROI!

Paid Content 40

Paid Content Lead Generation Planning Sales Qualified Leads 40

The ROI Guy

MAY 4, 2011

The survey responses indicated a decided lack confidence in newer tactics like social media, blogs and videos, and even some stall worth tactics such as white papers and case studies. Even print magazines, case studies, eNewsletters and webcasts are ineffective or less than effective for more than 40% of respondents.

Enterprise Management 40

Enterprise Management Marketing Management Marketing Budget Content Marketing 40