Zoominfo

DECEMBER 28, 2020

When B2B buyers need to solve a problem, they start researching online. Given that nearly 90% of pre-purchase research is done on the internet, this online content consumption is a significant signal for understanding buyer intent. The most straightforward way to access buying signals data is through a third-party vendor.

Lead Ranking 309

Lead Ranking Buy Work Management Marketing Management 309

Zoominfo

SEPTEMBER 30, 2020

Today, we have things like automation, data, and buyer personas to fall back on. People want personalization — in fact, in a recent survey, 97% of professionals said it was important to them that vendor websites have relevant content that spoke directly to their company. And in order to achieve that, you need buyer personas.

Ideal Customer Profiles 264

Ideal Customer Profiles Buyer Personas Planning Zoominfo 264

Top Rank Marketing

SEPTEMBER 4, 2023

Almost six out of ten (57%) of the buyers Wunderman Thompson surveyed for their report admitted that they felt “less loyal” to B2B sellers than they did pre-pandemic. B2B buyers need innovative solutions to keep up and get ahead, too, and, according to the research, they’re more willing to look to new sources for these solutions than ever.

Enterprise Management 83

Enterprise Management Work Management Marketing Management B2B Marketing 83

Martech

JANUARY 2, 2024

Any modifications or customizations will come from the developers of the software, or from a software development kit (SDK) created by the vendor. There are also proprietary software vendors that contribute to and use open-source projects in their software. Flexibility and customization. Rapid Innovation.

Work Management 68

Work Management Marketing Management Ideal Customer Profiles Digital Experience Platform 68

Content4Demand

JULY 7, 2021

Another 39% cite vendor websites. Once on vendor websites, easy access to relevant content (65%) and easy access to pricing/competitor information (65%) are cited equally as the biggest factors in evaluating the effectiveness of the site. Influencers are concerned with the timeliness of vendor responses.

Account Based Marketing 121

Account Based Marketing Peer-to-peer B2B Content 121

LeanData

MARCH 14, 2023

But, the shrinking inbound motion is also a proof point that B2B buyers behave markedly different than just a few years ago, and their new B2B buying journeys are forcing vendors to change almost everything they thought they knew about successful GTM strategies. There’s a New B2B Buyer Over 50 percent of the U.S.

Lead Ranking 52

Lead Ranking Marketing Management Peer-to-peer Marketing Analytics Tools 52

KoMarketing Associates

FEBRUARY 20, 2018

Some of the buyer persona data shared included: Existing Buying Process. Asking questions and examining this data has allowed us to pinpoint buyer needs and ensure all of our efforts are speaking to buyer needs and existing pain points. Decision Criteria. Barriers to Success. Success Factors. Final Thoughts.

Online Marketing 175

Online Marketing B2B Marketing Buyer Personas Ad Building 175

Marketing Interactions

JANUARY 15, 2023

They asked ChatGPT about what questions they should be asking of themselves and vendors, where they could go wrong, and about managing risks. As they drilled deeper, getting specific about vendors, the tool was unable to keep pace. They need our help. Forewarned is forearmed, as the saying goes.

Marketing Management 80

Marketing Management B2B Vendors Buy 80

B2B Marketing Directions

APRIL 2, 2023

Therefore, when something triggers a perceived need to buy something for their company, many business buyers will find it easy to identify an initial consideration set of potential vendors.

Rules 52

Rules B2B Marketing B2B Trigger Marketing 52

Sword and the Script | B2B

MAY 17, 2022

Buyers now exercise more due diligence than ever before, conducting more research and engaging in more conversations with vendors and third parties,” according to Forrester. B2B buyers require more interactions from sales and marketing. Maybe this will be the wake-up call B2B marketing needs to start being different.

Sales Cycle 75

Sales Cycle B2B Sales Studies Marketing Management 75

Madison Logic

JANUARY 5, 2023

B2B marketers need to generate content that delivers results and enhances the customer experience . A large part of this full-funnel approach is delivering content that buyers need to progress to the next stage of the customer journey.

Account Based Marketing 52

Account Based Marketing Top of Funnel Marketing Budget ABM 52

Sana Commerce

AUGUST 24, 2023

Meeting your buyers’ needs and helping them overcome their challenges will improve your customer satisfaction. So, understanding and meeting your buyers’ needs is crucial to your organization’s success. The real answer is simple: your customers. The result? An excess of inventory that might require a return.

Optimization 98

Optimization Customer Satisfaction B2B Terms and Conditions 98

Content4Demand

AUGUST 24, 2022

Buyer enablement offers support for those who are completing what Gartner identifies as the four buying tasks: problem identification, solution exploration, requirements building and vendor selection. Buyers want content that delivers the insights they need to make the best decisions for their teams and their businesses.

Gartner 87

Gartner Advertising Agencies Paid Search Agency B2B Sales 87

KoMarketing Associates

SEPTEMBER 29, 2014

Earlier this year, we released findings from a survey we ran in conjunction with Dianna Huff, asking B2B buyers about the role vendor websites play in the B2B buying process. First, B2B buyers need pricing and marketing collateral and they expect to qualify their vendors in a straight-forward process.

Customer Surveys 120

Customer Surveys Marketing Websites B2B Vendors 120

Avitage

AUGUST 10, 2017

It should deliver the information buyers need to accelerate their decision process in favor of the providing vendor. It is the “currency” that earns sales people consideration by prospects for initial conversations.

Content 120

Content B2B Sales Acquisitions Vendors 120

Navigate the Channel

MAY 22, 2023

Business buyers need to know they’ll produce a return on their investment when purchasing from you. A marketplace already has their trust, making it easier to convert buyers through the platform,” according to Shopify.

Amazon 65

Amazon B2B Sales CMS Development Enterprise Management 65

Engagio

AUGUST 23, 2021

The fact that B2B buyers have emotions means that no matter how disciplined a buying process is, they will use emotionally driven heuristics to simplify these complex decisions — often choosing the vendor that seems “safest.” Buyers need help to see possibilities and issues they wouldn’t think about on their own.

Demand Generation 149

Demand Generation Demand Generation B2B Thought Leadership 149

Seismic

SEPTEMBER 21, 2021

On average, buyers have engaged with 13 pieces of content and are nearly 50-to-60% through their decision-making process before they even speak to a seller. . Well-informed buyers aren’t looking for a hard sell, they’re looking for a relationship with a partner/vendor who will help them achieve their long-term business goals.

Top of Funnel 52

Top of Funnel Curation Digital Marketing Funnels Marketing Proposals 52

KoMarketing Associates

MARCH 10, 2014

What elements of the B2B vendor site were most valuable? Here are a few key takeaways, in addition to pre-release material we shared in the following blog posts ( here and here ): Key Takeaway #1: B2B buyers need pricing and marketing collateral. The B2B buyer expects to qualify a vendor in a straight-forward process.

B2B 120

B2B Demand Generation Agencies Validation Vendors 120

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. In the consideration stage, the lead is ready to see how your product works and how it will fit their needs.

Top of Funnel 179

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 179

Martech

OCTOBER 27, 2023

Buyers must beware of this trend, as there are some details that vendors aren’t fully explaining as part of their stories. The post Making sense of composable CDPs: What martech buyers need to know appeared first on MarTech. Let’s just find a new name or stick to a conversation around capabilities. Get MarTech!

Buyer Need 113

Buyer Need Work Management Marketing Management Budget Programs 113

Zoominfo

DECEMBER 28, 2020

How to Spot Buying Signals When B2B buyers need to solve a problem, they start researching online. Given that nearly 90% of pre-purchase research is done on the internet, this online content consumption is a significant signal for understanding buyer intent.

Lead Ranking 100

Lead Ranking Buy Work Management Marketing Management 100

Zoominfo

OCTOBER 5, 2021

What Are Buyer Personas? Basically, personas ensure that everything you do in terms of lead generation and customer acquisition is tailored to your targeted buyers’ needs. Is it centered around what you do, or is it focused on how what you do addresses customer needs? And How Can They Help Marketers?

Ideal Customer Profiles 130

Ideal Customer Profiles Buyer Personas Planning Zoominfo 130

6sense

JANUARY 19, 2022

In fact, 65% of buyers are likely to switch brands if a vendor doesn’t personalize their communications. Brass tacks: If you’re not explicitly addressing each buyer’s unique and specific needs on your website, they’ll find a vendor that does. . Revenue teams are scrambling to catch up.

Personalization 62

Personalization Marketing Websites Marketing Management Webinar Metrics 62

Seismic

JUNE 30, 2021

When buyers need to understand what resources it will take to implement a solution, customer success managers (CSMs) can help define success and connect the buyer’s goals to customers with relevant, real-world use cases. Technology vendors are working to understand buyers’ needs and build long-term relationships.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Marketing Analytics Tools 52

PureB2B

JUNE 14, 2022

This can be acquired from vendors who focus on data intelligence solutions (like DemandScience!). This information is extremely valuable when creating new campaigns or initiatives as it directly references what your buyers care about most. A great way to do that is through tech-install data.

Lead Ranking 62

Lead Ranking Top of Funnel Intent Data Demand Generation 62

Webbiquity

DECEMBER 4, 2018

Understanding how sales reps operate, what they need, where they are struggling, and what their goals are, can help to better equip them to build pipeline—faster. You also get to understand their abilities and properly map them to your buyers’ needs.

Sales Management 220

Sales Management Top of Funnel B2B Sales Tactics 220

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. In fact, the majority of B2B buyers (64%) conduct research on vendor websites before they ever contact a sales rep. Consideration Stage In the consideration stage, the lead is ready to see how your product works and how it will fit their needs.

Top of Funnel 130

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 130

KoMarketing Associates

DECEMBER 8, 2015

A total of 86 percent of respondents from a study by Research+Data Insights found that word of mouth from peers was the most influential factor in narrowing their options for potential vendors. B2B buyers are exploring a number of different channels when conducting vendor. Content Marketing.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

Customer Experience Matrix

AUGUST 22, 2013

I’ve nearly finished gathering information from vendors for my new study on Customer Data Platform systems and have started to look for patterns in the results. One thing that has become clear is that the CDP vendors fall into several groups of systems that are similar to each other but quite different from the rest.

Lead Ranking 120

Lead Ranking Lead Scoring Marketing Automation Services Ideal Customer Profiles 120

Madison Logic

JANUARY 18, 2023

In our ABM Success Series virtual event , guest speaker Nora Conklin, Principal Analyst at Forrester Research, shared the findings from Forrester’s 2021 Content Preferences Survey which reveals that nearly 90% of tech decision-makers say that it’s important for tech vendors to provide relevant content at each stage of the buying process.

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

Marketing Interactions

JANUARY 25, 2022

This shouldn’t be a news flash > Buyers are driving and they’re choosing the open highways, rather than the vendor-operated toll roads. B2B buyers overwhelmingly want control over a simpler, convenient experience unencumbered by pushy tactics and self-interested vendors.

B2B Marketing 69

B2B Marketing B2B Budget Programs Marketing & Strategy 69

Aberdeen

APRIL 21, 2021

Only a few performance marketing vendors are positioned to take this strategic approach.”. Industry analysts who understand buyers’ needs and the competitive landscape based on their real-world experience in: Technology (including analytics, big data, cloud and data center, IT security, and mobility). “The

Enterprise Management 52

Enterprise Management Research Marketing Management Marketing & Strategy 52

Biznology

OCTOBER 12, 2017

What B2B buyers need is authentic voices from within the company, primarily from product managers and development leads. These are the people who know the most about the products and can give the “inside” information B2B buyers are hungry for. Fortunately, I had one ready answer in my work at IBM.

Paid Search Agency 187

Paid Search Agency Work Management Marketing Management Advertising Agencies 187

Choozle

JUNE 2, 2022

Today, media buyers need greater transparency into the buying process and direct access to real-time campaign data. Programmatic platform operators are less reliant on multiple vendors and can act quickly and precisely during the strategic planning processes, as well as the execution and optimization phases.

Advertising Agencies 52

Advertising Agencies Allocation Paid Search Agency Planning 52

Aberdeen

DECEMBER 17, 2019

It’s why technology vendors spend more than $300 billion annually on marketing and sales. Somehow, out of all this, they have to find trusted vendors who can help them make the right purchase decisions. They want to connect to their customers and prospects because that’s how sales happen. The problem is that there is a lot of noise.

Marketing AI 69

Marketing AI Intent Data Intent Purchase Intent 69

ANNUITAS

MAY 13, 2014

This is why I believe many organizations struggle with content – they “tell” and when they tell, they tell the buyers the things that they want them to hear which is usually focused on the vendors product or service. When we look to engage buyers in a dialogue , it is a much different approach.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Marketing & Strategy Opt-out 100