Act-On

NOVEMBER 15, 2023

Sales enablement best practices: Know thy audience … define buyer personas When improving sales enablement, always start with your audience by building personas. Research finds that over half of organizations report higher-quality leads because they use personas. As you build your program, consider these five key areas.

Sales Cycle 229

Sales Cycle Practices Marketing Automation Services Buyer Personas 229

Tony Zambito

NOVEMBER 1, 2020

The coronavirus pandemic has become the fuel of the forthcoming future of the B2B buyer-seller dynamic. Various studies from McKinsey, Gartner, Forrester, Salesforce, and others show increasingly that B2B buyers want seller-free buying experiences. There is no room for guesswork on understanding buyers.

Buy 309

Buy B2B Buyer Personas Buyer's Journey 309

Tony Zambito

OCTOBER 26, 2015

Better, deeper, insightful, and well-rounded understanding of customers and buyers is on the top of the list for many CEOs and CMOs today. In recent studies by IBM and other research studies on CEO sentiments, customer insight and understanding are identified as a top focus for CEOs.

Buyer Personas 100

Buyer Personas B2B Paid Search Agency Ideal Customer Profiles 100

Tony Zambito

APRIL 17, 2016

This coincides with previous studies and surveys showing content marketing effectiveness continues to be an enormous struggle. Buyer Persona Research. When I first began my involvement with personas in the ‘90’s, they were primarily aimed at attaining a deeper understanding of user behaviors to inform overall design strategies.

Buyer Personas 100

Buyer Personas Research Personalization Marketing Budget 100

Tony Zambito

JANUARY 3, 2016

In 2016, we will mark the fifteenth year since buyer personas were first introduced. The journey, however, continues towards professionals and organizations gaining a true understanding of what buyer persona development entails. by Scott Lewis.

Buyer Personas 100

Buyer Personas Correlation Effectiveness Ideal Customer Profiles 100

SmartBug Media

JULY 21, 2020

Accurately understanding who your buyers are (start by developing buyer personas ) will ensure that you’re targeting the most valuable potential customers. Establishing your organization as a subject matter expert in your field will increase credibility and appeal to your more educated or knowledgeable personas.

Buyer's Journey 100

Buyer's Journey Sales Qualified Leads Buyer Personas Cold Calling 100

Binary Demand

FEBRUARY 23, 2024

Below are the few insights gathered from diverse surveys and research on B2B buyer behavior: Gartner, Inc. reveals that B2B buyers value third-party interactions, like customer references and expert consultations, 1.4x As per Deloitte , B2B buyers exhibit diverse digital behaviors. 75% now use more sources for research.

Demand Generation Agencies 116

Demand Generation Agencies Demand Generation Demand Account Based Marketing 116

SalesGrape

NOVEMBER 19, 2023

Another challenge lies in understanding complex buyer journeys within healthcare organizations. Identifying Target Audiences and Building Effective Buyer Personas for Pharmaceutical Companies To overcome these challenges, pharmaceutical companies need a deep understanding of their target audiences.

Cost per Lead 87

Cost per Lead Lead Generation CPL Generation 87

Tony Zambito

NOVEMBER 4, 2020

In our Center For Buyer Insights ongoing Buyer Outlook Insights study, we have been interviewing buyers qualitatively. Gaining insight into how buyer behavior is changing. The three buyer insights are notable. Gathering insights into how buyers’ goals and behaviors have changed is a must.

B2B 202

B2B Buyer Personas B2B Sales Buyer's Journey 202

Tiecas

APRIL 5, 2024

Clarity & Focus Targeted precision: Documenting buyer personas ensures laser-focused content and optimizes channel choices for niche industrial audiences. Goals mapped to the buyer journey: Outline SMART goals (Specific, Measurable, Achievable, Relevant, and Time-Bound) for each stage of the long industrial sales cycle.

Marketing Budget 92

Marketing Budget Advertising Agencies Marketing Strategy Marketing & Strategy 92

Tony Zambito

APRIL 28, 2021

Resentment can be an example of an attitudinal element in the makeup of a Buyer Mindset. Which, if you are not aware of it, can be a determining factor in how a buyer views an organization. Without a doubt, affecting how buyers go about accomplishing their goals, making choices, and arriving at decisions. .

Buyer Personas 208

Buyer Personas Planning Interactive Marketing Network Marketing 208

Tony Zambito

OCTOBER 26, 2020

Here is an example qualitative interview response from our Buyer Outlook Study: “We did have ambitious goals for expanding our shared services capabilities both in Europe and APAC. To reset their buyer strategy for post-pandemic revival, leaders can take four actionable steps: Do buyer research to learn how buyer goals have changed.

Marketing & Strategy 245

Marketing & Strategy Buyer Personas B2B Sales Interactive Marketing 245

Tony Zambito

OCTOBER 12, 2020

For buyers, they will have expectations of not being forced to choose a platform or channel because one experience is better than the other. Hear the voice of this interviewee from a recent buyer insight and buyer persona research effort: “ I stopped ordering online and went back to just calling in an order.

Buyer Personas 310

Buyer Personas B2B Amazon Fulfillment 310

SalesIntel

NOVEMBER 17, 2022

4 Marketing Learnings From a Study. Increased conversion rates : Studies have shown that video can increase conversion rates, as it can help to build trust and credibility with potential customers. Buyer Journey Mapping. Thus, mapping your buyer journey and nurturing them through the sales funnel is crucial.

Top of Funnel 98

Top of Funnel Marketing Budget Paid Content Paid Search Agency 98

Marketing Insider Group

JULY 10, 2023

The information is critical to building buyer personas that don’t suck. Buyer Intent Data Buyer intent data is an exploding field that uncovers online behaviors from your target audience. As the name suggests, you find out where prospects are in their buyer journeys and forecast who to target.

Budget Programs 238

Budget Programs Marketing Automation Services CMS Development Marketing Budget 238

Tony Zambito

APRIL 26, 2021

A significant shift in how buyers choose to interact with selling organizations has been underway for the past year. The global pandemic altering seller and buyer interactions in ways unimagined just a few short years ago. And, more importantly, developing selling capabilities that map back to their buyer personas.

Buyer Personas 153

Buyer Personas Outreach Buy Studies 153

Tony Zambito

MARCH 12, 2017

B2B companies are struggling to make gaining buyer insights more than the gathering of analytics, buyer intelligence, sales intelligence, and buyer personas couched in factual data. Let us examine 5 signs indicating to senior executives it is time to reboot: Your Buyer Personas Are Outdated.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Binary Demand

FEBRUARY 23, 2024

Below are the few insights gathered from diverse surveys and research on B2B buyer behavior: Gartner, Inc. reveals that B2B buyers value third-party interactions, like customer references and expert consultations, 1.4x As per Deloitte , B2B buyers exhibit diverse digital behaviors. 75% now use more sources for research.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Account Based Marketing 52

Tony Zambito

NOVEMBER 28, 2011

.  Well documented over the past two years is how buyers are typically 70% into their buying processes before encountering direct sales interaction.  External : the global marketplace as well as the global economy is proving to be a disruptive force in buyer decision models.    The Future. . 

Buyer's Journey 100

Buyer's Journey Trends Elasticity Fulfillment 100

Launch Marketing

JULY 6, 2022

Identifying this audience comes from in-depth research encompassing the various characteristics of buyer personas such as demographics and firmographics. Pinpointing specific job functions, technology needs and more of those that can benefit most from your solution can uncover what personas are ideal to market to.

Tactics 118

Tactics Marketing Strategy Marketing & Strategy Webinar Metrics 118

ClickDimensions

MARCH 14, 2023

Marketing Automation is a technology which businesses can use to help find, nurture, and convert prospects by guiding them through the buyer journey across multiple different platforms.

Marketing Automation Services 111

Marketing Automation Services Marketing Automation Automation Buyer's Journey 111

Trade Press Services

MARCH 4, 2024

When developing evergreen content, consider topics such as case studies, step-by-step guides, tutorials, checklists, industry glossaries, resource lists, comparison charts, and best practices. Organizational news can be shared through press releases, news outlets, case studies, and social media.

Top of Funnel 80

Top of Funnel Trends B2B Thought Leadership Buyer Personas 80

Launch Marketing

APRIL 19, 2023

These marketing efforts should keep customers top of mind at an individual buyer persona level while considering the broader needs of the organizations that these personas represent. Another element of customer marketing in B2B marketing is determining what’s needed at each stage of the buyer journey.

Top of Funnel 118

Top of Funnel Tactics B2B Marketing Work Management 118

Heinz Marketing

APRIL 29, 2021

With no alignment, the funnel breaks, prospects receive mixed messaging poorly targeted to where they are in the buyer journey. Types of content that you should include in sales collateral are assets like buyer persona documents, how-to guides, FAQs, playbooks, battle cards, and more. Develop Sales Collateral Content .

Top of Funnel 135

Top of Funnel Account Based Marketing ABM Practices 135

NetLine

APRIL 23, 2024

Criteria like content engagement, webinar registrations, and search queries can be vital indicators of a prospect’s position in the buyer journey. Whether it’s the value proposition, product features, or case studies, every aspect of the sales message should resonate with the prospect’s unique needs and interests.

Intent Data 52

Intent Data Top of Funnel Intent Outreach 52

ANNUITAS

JULY 28, 2015

ANNUITAS recently published the first B2B Enterprise Demand Generation Study to understand what drives this unique group of marketers. In it, the use of buyer personas was explored and surprisingly only 44% of enterprise B2B organizations use buyer personas as part of their Demand Generation planning.

Buyer Personas 100

Buyer Personas Demand Generation Case Studies Barriers 100

ANNUITAS

JANUARY 27, 2015

ANNUITAS recently published the first B2B Enterprise Demand Generation Study to understand what drives this unique group of marketers. In it, the use of buyer personas was explored and surprisingly only 44% of enterprise B2B organizations use buyer personas as part of their Demand Generation planning.

Buyer Personas 100

Buyer Personas Demand Generation B2B Sales Case Studies 100

KoMarketing Associates

MARCH 5, 2019

Whenever you read a marketing piece or go to a conference, you will hear that the B2B buyer journey is getting longer and more complex. Align Offers to the Stage of Buyer Journey and Advertising Platform. At this point, we have identified our buyer personas and where they are.

Multi-Channel 121

Multi-Channel Top of Funnel Advertising Channels Paid Search Agency 121

Tony Zambito

MARCH 6, 2016

According to various studies over the years (by credible institutions such as Harvard) regarding market and customer research, approximately 80% or better of B2B customer research is conducted to reinforce current assumptions about customers. And, most B2B executives may be unable to see or recognize the problem. What is this big problem?

Buyer Personas 100

Buyer Personas Ideal Customer Profiles B2B B2B Sales 100

Exo B2B

FEBRUARY 7, 2024

In this world where every purchasing decision can involve multiple stakeholders and take months of deliberation, understanding the nuances of B2B personas and the complex journey of the B2B buyer is not only useful, it’s essential. Buyer personas play a crucial role at every stage.

B2B 52

B2B Buyer Personas Work Management Case Studies 52

Tony Zambito

SEPTEMBER 28, 2016

What matters most is how the prospective buyer perceives, reacts to, and responds to progress. Unless you can help people and teams of people to believe, perceive, and feel like they are making progress towards achieving goals, then all the buyer journey mapping in the world will not help you. However, this is flawed.

Buyer Personas 100

Buyer Personas Buyer's Journey Case Studies Buy 100

Tony Zambito

MARCH 6, 2017

It is troubling to see in the world of buyer personas, for instance, many mistakenly created buyer personas representative of buyer intelligence rooted in the past. Buyer Insights That Matter For The Future. As opposed to being representative of true insights into the new era of business evolving today.

Digital Transformation 253

Digital Transformation Buyer Personas Lead Ranking B2B 253

ATAK Interactive

JULY 21, 2020

82% of B2B buyers today spend more time in the research phase, extensively evaluating a product or service before purchasing. Buyer power has increased and as such, B2B businesses have to adapt to this new buyer journey and integrate new techniques to win and retain these customers. Case Studies.

B2B Sales 148

B2B Sales Work Management B2B Thought Leadership Marketing Management 148

Kaon

SEPTEMBER 23, 2015

First and foremost, you need to understand your buyer persona, i.e. name, demographics, goals, habits, and needs. Then, you need to focus on the buyer’s journey. Many studies show that 2/3 of a buyers research is completed before even reaching out to sales. Your customers are your biggest advocates.

Top of Funnel 100

Top of Funnel Hubspot Conference Buyer's Journey 100

BenchmarkONE

APRIL 18, 2019

Define your buyer persona. This is where creating a buyer persona comes into play. A buyer persona is a fictional representation of your ideal customer. Some of the key characteristics to identify in this persona include: Age Gender Geographic Location Job Title Income Major Challenges.

Research 85

Research Marketing & Strategy Marketing Strategy Buyer Personas 85

ATAK Interactive

JULY 21, 2020

82% of B2B buyers today spend more time in the research phase, extensively evaluating a product or service before purchasing. Buyer power has increased and as such, B2B businesses have to adapt to this new buyer journey and integrate new techniques to win and retain these customers. Case Studies .

B2B Sales 128

B2B Sales Work Management B2B Thought Leadership Marketing Management 128

ANNUITAS

JULY 31, 2014

According to the results of the study: - Only 41% of respondents align their content to the buyers pain points and challenges. - Only 29.1% create specific content for each stage of the buyers journey. - While 78.2% Demand Generation Marketers Don’t Really Know Their Buyers- .

Webinar Metrics 100

Webinar Metrics Marketing Strategy Marketing & Strategy Buyer Personas 100