Industrial Marketing Today

SEPTEMBER 3, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Content Auditing and Mapping it to the Industrial Buy Cycle by Achinta Mitra on September 3, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing These days it is popular to say “Content is marketing currency.”

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Webbiquity

DECEMBER 4, 2018

You also get to understand their abilities and properly map them to your buyers’ needs. Crafting buyer personas for sales reps and treating them like customers by tailoring outreach, tools, and techniques to the needs of different teams will go a long way in improving their sales effectiveness. Map Content to the Buying Cycle.

Sales Management 221

Sales Management Top of Funnel B2B Sales Tactics 221

Zoominfo

JULY 25, 2018

Today, technology provides a wide range of demographic, firmographic, and technographic profiling resources to find audience segments. Use the resources available to develop buyer personas. Then, create your strategy around the details and behaviors outlined within your buyer persona profiles.

Top of Funnel 150

Top of Funnel Planning Buyer Personas Multi-Channel 150

Zoominfo

JUNE 28, 2023

Evaluating the resources used on customers (old and new) within marketing and product development teams will help with overall GTM execution. Support: How can you offer greater support during the buying cycle and beyond? GTM strategies also help with maximizing customer lifetime value (CLV).

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing & Strategy 130

Webbiquity

MAY 24, 2016

Where should savvy B2B marketers invest their resources to optimize results over the next few years? They’re adopting buyer personas , content targeting and matching content to stages of the buying cycle. What trends will drive B2B marketing over the next three to four years? Paul ( #SMBMSP90 on Twitter).

Social Media 160

Social Media Trends B2B Marketing Social Marketing 160

Marketing Insider Group

MAY 18, 2020

Thought leadership makes a lot of sense in most B2B content marketing scenarios, typically because the buying cycle is longer and may require multiple approvals. You should have well-developed buyer personas that include demographics, their preferences, and what matters to them. You don’t have to go it alone.

Thought Leadership 350

Thought Leadership B2B Thought Leadership Research Practices 350

SalesIntel

NOVEMBER 17, 2022

Buyer Journey Mapping. The buying cycle in the education industry is typically longer and often involves more decision-makers compared to other businesses. Thus, mapping your buyer journey and nurturing them through the sales funnel is crucial. Plan content ideas for buyer personas in this stage.

Top of Funnel 98

Top of Funnel Marketing Budget Paid Content Paid Search Agency 98

ViewPoint

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Don''t Treat Your Leads Like Buyers. Study Lead Behavior.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ANNUITAS

JUNE 9, 2016

As consumers, if we are not in an active buying cycle, we are in a passive buying cycle. Like it or not, in the course of our daily lives we are exposed to and consume so much information and content that buying something or acquiring something including experiences, goods, food or resources is always on our mind.

Buy 100

Buy Buying Cycle Trigger Marketing Buyer Personas 100

Zoominfo

MARCH 5, 2021

Demographics might focus on gender, income, and ethnicity (handy for building buyer personas ). Understanding your most valuable customers can minimize spending time and resources on leads whose budgets don’t fit your product’s price. However, for the B2B target customer segment, firmographics are a marketer’s go-to grouping.

Segmentation 100

Segmentation Account Based Marketing Lead Scoring Lead Ranking 100

SmartBug Media

MARCH 14, 2024

Creating a Go-to-Market Plan Every product you launch will have a unique GTM strategy, but following these foundational steps each time will empower your team to set a plan for success: Flesh out buyer personas and envision a customer journey : Before you enter the market, you must know your audience well.

Marketing Analytics Tools 59

Marketing Analytics Tools Enterprise Management Planning Ideal Customer Profiles 59

Marketing Insider Group

AUGUST 24, 2015

Before you can even start creating content, you need to get people within your company to understand and support your vision, especially the ones who will be providing you the resources, budget, and customer insights critical to the success of your content marketing plan. If not, these are the topics you want to produce content for.

Planning 100

Planning Marketing Plans Content Marketing Buyer Personas 100

EveryoneSocial

DECEMBER 5, 2017

As marketing works on writing field marketing materials and blog posts, without proper communication, these resources may not be of value, thus hinder the effectiveness of your social selling process. With your buyer personas, there is also various stages of their buying cycle that prospects will be in.

Buyer Personas 88

Buyer Personas Buying Cycle Enterprise Management Work Management 88

NuSpark Consulting

APRIL 29, 2017

For many years now, B2B marketers have spent time and effort carefully crafting buyer personas based on demographic profiles, needs analyses and former sales results, among other criteria. Examine historical data to get the value of former “good” deals and the typical length of the buying cycles for each one.

Account Based Marketing 159

Account Based Marketing Ideal Customer Profiles Budget Programs Enterprise Management 159

Tony Zambito

SEPTEMBER 8, 2010

Cohesion : In conversations with several B2B CEO’s, a recent issue is that while there have been new approaches related to areas such as demand generation, content marketing, and social media, there is a lack of cohesion in these efforts that contributes to the overall buyer experience.

Buyer Personas 100

Buyer Personas Buying Cycle B2B Lead Ranking 100

Tony Zambito

SEPTEMBER 22, 2010

.  Without investing in informing buyer insight, executives will be in the dark on how to craft buyer experiences that makes them part of an organization’s buying strategies. Buyer Personas. Buyer Personas, archetypal representations of real buyers, have enjoyed increasing attention over the past few years. 

Top of Funnel 100

Top of Funnel Buyer Personas Marketing Automation Services Buyer's Journey 100

Seismic

MARCH 7, 2023

As a result, the average B2B buying cycle has become even longer and more complex than it was in 2020. From researchers and consultants to digital strategists and marketers, sellers have to juggle various responsibilities in order to facilitate the sales cycle, foster relationships, and close deals.

Training 52

Training B2B Sales B2B Budget Programs 52

Tony Zambito

SEPTEMBER 27, 2015

Such pressing concerns have CMOs seeking better ways to understand the entire buying cycle, as opposed to marketing’s traditional concern with building awareness. The idea of understanding the customer journey or buyer’s journey has come into vogue during the past couple of years. Some are heeding to this call.

Allocation 100

Allocation Buyer Personas CMO Press 100

Tony Zambito

SEPTEMBER 20, 2010

.  Without investing in informing buyer insights, executives will be in the dark on how to craft buyer experiences that makes them part of an organization’s buying strategies. Buyer Personas. Buyer Personas, archetypal representations of real buyers, have enjoyed increasing attention over the past few years. 

Top of Funnel 100

Top of Funnel Buyer Personas Buyer's Journey Digital Marketing Funnels 100

NuSpark Consulting

JUNE 29, 2015

Content Marketing Conquers the Buying Cycle. It can move buyers through the buying cycle, attracting web traffic, converting visitors into leads, and transforming leads into sales opportunities. Your content should answer prospect and buyer questions. Source: Hubspot, State of Inbound 2014. Marketo ).

B2B Marketing 100

B2B Marketing Content Marketing Planning Cost per Lead 100

Content Marketing Institute

APRIL 10, 2018

“A poorly constructed persona can seem a lot like a stereotype, such as all millennials want information delivered via mobile devices,” says Kevin Smith of Kevin W. The key to powerful buyer persona development comes down to three important factors: grounded in fact, functional, and more than demographic data.”. Don’t be lazy.

Buyer Personas 108

Buyer Personas Ideal Customer Profiles Work Management Marketing Management 108

B2B Marketing Traction

MAY 22, 2012

Engage your B2B prospects that are the middle of the buying cycle. The engagement step is the middle of the buying funnel, or MOFU (middle of funnel). Just as with TOFU (top of the funnel – attracting qualified prospects), it is imperative that you know your buyer’s persona.

Top of Funnel 100

Top of Funnel Buyer Personas B2B Buying Cycle 100

Hubspot

AUGUST 30, 2012

Asking these types of questions will help you paint a clearer picture of your target customer -- what marketers like to call their " buyer persona " -- which will help you make smarter marketing decisions that always cater to the needs of your target customer. Not only will you be successful, you'll make your buyers happy!

Buyer Personas 28

Buyer Personas Advertising Agencies Landing Pages Thought Leadership 28

PureB2B

JULY 14, 2020

Bigger goals with less budget and resources are “the new norm” for B2B marketing orgs leading into 2020. The secret sauce is in engaging those in your target persona who have a need/challenge/problem that your solution will solve for. Enter content syndication—like novocaine, give it time and it always works. Tough crowd).

Demand Generation 62

Demand Generation Demand Planning Allocation 62

PureB2B

JULY 14, 2020

Bigger goals with less budget and resources are “the new norm” for B2B marketing orgs leading into 2020. The secret sauce is in engaging those I your target persona who have a need/challenge/problem that your solution will solve for. Enter content syndication—like novocaine, give it time and it always works. Tough crowd).

Demand Generation 62

Demand Generation Demand Planning Allocation 62

PureB2B

JULY 14, 2020

Bigger goals with less budget and resources are “the new norm” for B2B marketing orgs leading into 2020. The secret sauce is in engaging those I your target persona who have a need/challenge/problem that your solution will solve for. Enter content syndication—like novocaine, give it time and it always works. Tough crowd).

Demand Generation 62

Demand Generation Demand Planning Allocation 62

Ambal's Amusings

MAY 12, 2010

Recognizing that marketing automation tools are only effective when fed sufficient content to nurture leads throughout the buying cycle, more B2B organizations will commit a growing percentage of their budget to content creation. In 2010, marketers should: Develop comprehensive buyer personas. Recommended Resources.

Microsite 100

Microsite Buyer Personas Buying Cycle Emarketing 100

The Effective Marketer

MARCH 22, 2012

Buying cycle control (you need to facilitate the buying process and understand what is required of you as a result). The Customer Buying Cycle Framework. According to SiriusDecisions, buyers go through three stages and six steps during their buying process. The Complete B2B Persona.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

Tony Zambito

MAY 13, 2011

.  This supports recent observations I’ve had about buyers self-directing their buying cycles and it makes sense as they shift to this behavior the need for more information becomes essential. Reinvent B2B Sales With Buyer Personas (buyerpersonainsights.com). Related articles. buyerpersonainsights.com).

Buyer Personas 100

Buyer Personas WOM B2B Paid Search Agency 100

DealSignal

APRIL 10, 2024

B2B buyer behavior has shifted dramatically to independent, online research. Due to the volume of content and online resources in nearly every industry, most people on your buying committees can perform their own research on their own time and are likely to make a decision before ever talking to your sales team.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Marketing Automation Services 52

PureB2B

JANUARY 30, 2017

Knowing which of your sales leads have the highest potential to buy is key to effectively allocating your resources and optimizing your sales & marketing spend. The leads who show more interest in your product/service offering and those who fit your ideal buyer persona will end up getting the highest scores.

Lead Ranking 62

Lead Ranking Lead Scoring Sales Qualified Leads Effectiveness 62

PureB2B

FEBRUARY 15, 2017

While there’s no cut and dried answer to determine a precise timeline, you can come up with the best answer by determining your average customer’s buying cycle. For example, if the buying cycle typically averages four months from lead to sale, then that’s the amount of time you should allot to your lead nurturing campaign.

Top of Funnel 89

Top of Funnel Sales Qualified Leads Marketing Qualified Leads Lead Ranking 89

NuSpark Consulting

NOVEMBER 6, 2015

First, you have to understand your buyers and develop buyer personas. How can you possibly know what’s going on in the front end of the buying cycle when you’re not involved? Find out: What triggers buyers to look for a solution to their problem, prioritizing it over all the other pressing issues at the office?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Planning 100

NuSpark Consulting

DECEMBER 31, 2011

Understand the power of social media and search engines in the buying process; and do consider more time/resources/financial allocation towards inbound marketing and demand generation strategies that attract prospects to your funnel. Laser-focus your solutions to the target audiences most likely to buy from you.

Lead Generation 100

Lead Generation Budget Programs Sales Qualified Leads Paid Search Agency 100

PureB2B

JANUARY 30, 2017

Knowing which of your sales leads have the highest potential to buy is key to effectively allocating your resources and optimizing your sales & marketing spend. The leads who show more interest in your product/service offering and those who fit your ideal buyer persona will end up getting the highest scores.

Lead Ranking 67

Lead Ranking Lead Scoring Sales Qualified Leads Effectiveness 67

SmartBug Media

NOVEMBER 7, 2019

Plus, marketers will have a clearer understanding of where leads are in the buying cycle and how to best encourage a move down the funnel. We have plenty of resources on helping you establish these, including a free personas guide with templates. What resources tee up the most productive conversations?

Marketing Automation Services 71

Marketing Automation Services Marketing Automation Email Marketing Automation 71

Valasys

OCTOBER 15, 2018

Do you want to prioritize your prospects, convert more sales and make better use of resources? The value of each lead is generally characterized by the amount of interest shown by that lead in the company or the stage they are at in the buying cycle. Well, that is where lead scoring can help.

Lead Scoring 75

Lead Scoring Lead Ranking Sales Qualified Leads Marketing Qualified Leads 75