The ROI Guy

JULY 11, 2017

I n this session, Forrester boldly predicted that 1 million B2B salespeople would be displaced by 2020, as B2B buyers by-pass reps who just take orders or pitch products, instead favoring digital self-service and more value-added interactions with a select group of more capable, consultative sales reps.

Forrester 66

Forrester B2B Sales Disintermediation B2B 66

Only B2B

APRIL 3, 2024

Intent data transcends basic website visits, offering profound insights into a prospect’s purchase intent. This comprehensive data enables you to pinpoint prospects actively researching solutions akin to yours, indicating a heightened readiness to engage with your sales team.

Sales Qualified Leads 71

Sales Qualified Leads Intent Data Lead Ranking High Quality Lead 71

SalesIntel

DECEMBER 27, 2021

A lead is a potential customer for products provided by a company that has not yet made the purchase. The entire sales journey from the lead generation to the final lead conversion should be under the purview of lead nurturing. Lack of adequate research . Let’s look into them and find possible solutions to these core problems.

Lead Nurturing 132

Lead Nurturing Lead Scoring Lead Ranking Conversion 132

Martech

OCTOBER 28, 2021

If the user would reach your website while researching a topic, we would then map this topic to a first-party intent belonging to that specific account,” said Tabaran. He added, “Once you have a good amount of data, you can draw a conclusion about where that account is in their buyer journey. Act on buyer interest data.

Top of Funnel 117

Top of Funnel Account Based Marketing Ideal Customer Profiles Generation 117

Martech

FEBRUARY 17, 2022

Bruno previously spent almost five years at Forrester on the sales technology and B2B e-commerce beat. “I ” Additionally, it’s important to PROS to conduct internal research on the state of B2B selling. ” Buyers, Bruno observed, overwhelmingly start their journeys on a digital device.

Top of Funnel 95

Top of Funnel B2B Forrester B2B Sales 95

Sana Commerce

JANUARY 5, 2023

Studies by independent research company, Sapio Research, have shown that 51% of manufacturers have already invested in e-commerce. According to research done by McKinsey , at the end of 2020 only 30% of B2B buyers wanted to order from their suppliers in person. But the evolution does not stop there.

Trends 98

Trends Forrester Digital Transformation Order 98

NetLine

APRIL 23, 2024

Here’s how it is done: Identify actively researching prospects: When prospects are actively researching a product or service, they leave a trail of digital footprints. Buyer-intent data captures these footprints (signals) and provides insight into the research buyers are doing and what their interests are.

Intent Data 59

Intent Data Top of Funnel Intent Outreach 59

Marketing Insider Group

JUNE 26, 2015

It’s important for you to rethink your content marketing and social selling strategy to sherpa the buyer through their decision making process. Your Customers Are Researching For Answers To Help Them Buy. Forrester). B2B buyers engage with 11.4 B2B buyers engage with 11.4 Forrester).

Process 100

Process Cross-Selling Forrester Buyer's Journey 100

Square 2 Marketing

NOVEMBER 14, 2019

Everyone knows that people make their purchase decisions over a period of time. Regardless, those time frames are windows of opportunity for savvy marketers to take advantage of the prospect’s buyer journey and continue the conversation with them, online and offline. Demand Gen Report ).

Lead Nurturing 49

Lead Nurturing Leads Lead Marketing Qualified Leads 49

Aberdeen

NOVEMBER 5, 2019

Programmatic advertising can be adapted throughout the buyer journey. In fact, according to Forrester , programmatic advertising will account for the majority of all advertising spend over the next few years. What variables can you adjust (audience, time of day, device, buyer journey stage, creative size, etc.)?

Paid Search Agency 64

Paid Search Agency Lead Scoring Lead Ranking Ads 64

Albacross

NOVEMBER 4, 2021

Does this mean that buyers will decrease their online research when comparing different providers? 68% of B2B buyers prefer to research online independently. And 62% of B2B buyers can make their purchase selection solely based on digital content. Source: Forrester , 2021). Not exactly.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

PathFactory

MAY 10, 2022

Top industry analysts like Forrester have been following this disconnect for years, and found that highly aligned companies grow 19% faster and are 15% more profitable. Marta has no idea if her content can be attributed to revenue or closed deals; she doesn’t even know if her content is helping move people through the buyer journey.

Top of Funnel 52

Top of Funnel Ideal Customer Profiles Lead Ranking Planning 52

Martech

MARCH 10, 2022

Most of the B2B buying journey is conducted anonymously until the buyer gets closer to the point of purchase, which is why a tech-driven “zero-touch” demand gen strategy is critical for growth. 63% of purchases have more than four people involved in the buying group (up from 47% in 2017). Why use them?

Account Based Marketing 106

Account Based Marketing Ideal Customer Profiles Enterprise Management Work Management 106

ANNUITAS

JULY 16, 2015

According to a 2015 blog post by Forrester analyst, Lori Wizdo , B2B Buyer Journey Mapping Basics , 74% of buyers report conducting half of their research online before buying offline. And the numbers can be even higher with a large enterprise purchase involving buying committees. Does that warrant a call?

Buyer's Journey 100

Buyer's Journey Customer Satisfaction Buyer Intent Forrester 100

Mereo

SEPTEMBER 29, 2022

Buying committees are on the rise in the new B2B buyer journey. Your website and the thought leadership and resources you provide to buyers on it — as they spend nearly half their buying journey researching solutions online — matter. Can your solution help your buyer realize true gains?

Buy 41

Buy B2B Thought Leadership Buyer's Journey Case Studies 41

Sana Commerce

JANUARY 5, 2023

Studies by independent research company, Sapio Research, have shown that 51% of manufacturers have already invested in e-commerce. According to research done by McKinsey , at the end of 2020 only 30% of B2B buyers wanted to order from their suppliers in person. But the evolution does not stop there.

Trends 52

Trends Forrester Digital Transformation Order 52

Marketing Insider Group

AUGUST 11, 2015

All survey data is open to some interpretation (see this eMarketer writeup , and this coverage in MediaPost ) but from where I sit, this research is an encouraging indication of where B2B marketing is headed. Forrester and Gartner support the notion that today’s buyer embarks on an increasingly digital, empowered, and complex buyers journey.

B2B Marketing 100

B2B Marketing Marketing Management B2B Paid Search Agency 100

PathFactory

SEPTEMBER 15, 2021

This is especially pertinent with the rapid expansion of buying groups: champions, influencers, decision makers, ratifiers, and end users all require content to address their specific needs at different stages of the journey. According to Marketo , buyers engage 36 times on average before deciding to make a purchase.

Process 52

Process Multi-Touch Attribution Top of Funnel Marketing AI 52

ANNUITAS

MARCH 19, 2013

You don’t know the buyer JACK”! Recent research as well as the collective experience at ANNUITAS indicates that Si would be right. . Yes, a lot has been written lately on the use of buyer personas, or how content marketing “starts with the buyer, or the importance of mapping the buyer journey.

Buyer Personas 100

Buyer Personas Buying Cycle Forrester Buyer's Journey 100

TrustRadius Marketing

OCTOBER 3, 2022

Even before the pandemic, 68% of B2B buyers preferred to research online independently , according to Forrester. Research from Demand Gen Report highlights that intent data is already a pipeline accelerator for many companies, especially those in high-growth mode. Understand purchase intent.

Intent Data 52

Intent Data Top of Funnel Intent Work Management 52

SmartBug Media

NOVEMBER 11, 2019

Lead generation is broken down into sets of marketing activities that correspond with stages of the buyers journey, starting with generating traffic, then converting visitors into leads, and eventually converting those leads into customers. As data indicates, 88 percent of consumers research their buys online before making a purchase.

Sales Management 94

Sales Management Lead Scoring Lead Ranking Sales Qualified Leads 94

PureB2B

APRIL 20, 2016

When a prospect first puts their feet on the road toward a purchase only a few may be aware of the epic journey upon which they are about to embark. When a buyer is first starting out it’s important that they have the correct type of content to aid them in their journey. Inject Your Company into the Buyer's Journey.

Top of Funnel 62

Top of Funnel B2B Marketing Content Marketing B2B 62

PureB2B

APRIL 20, 2016

When a prospect first puts their feet on the road toward a purchase only a few may be aware of the epic journey upon which they are about to embark. When a buyer is first starting out it’s important that they have the correct type of content to aid them in their journey. Inject Your Company into the Buyer’s Journey.

Top of Funnel 62

Top of Funnel B2B Marketing Content Marketing B2B 62

Inbox Insight

AUGUST 12, 2019

Nurturing your active leads is almost as important as acquiring them in the first place, with a recent Forrester report finding that lead nurturing generated 50% more qualified leads at 33% less cost. Advanced re-marketing and nurture looks at delivering relevant messaging based on where the user sits within the content journey.

Lead Nurturing 81

Lead Nurturing Lead Scoring Lead Ranking Top of Funnel 81

LeanData

OCTOBER 5, 2021

The GTM processes might be complex, but the buyer journey has to be simple. Of course, with a new digital buyer, there now needs to be a new digital seller, and a GTM methodology that is much more experience-driven. With that experience understood, the team can then go about changing the business processes as necessary.

Marketing Analytics Tools 92

Marketing Analytics Tools Top of Funnel Lead Ranking Digital Marketing Funnels 92

BOP Design

APRIL 16, 2018

It’s a fact, clients want to know someone else’s experience with a product before they jump in for a purchase. According to Marketing Land , 90% of consumers say positive reviews influenced their purchasing decision. This “recommendation and review” culture for B2C buyers is the same for B2B buyers.

B2B Marketing 48

B2B Marketing Marketing Strategy Marketing & Strategy B2B 48

Sword and the Script | B2B

SEPTEMBER 24, 2020

According to the findings: “47% of buyers indicated they had been forced to put off purchases due to budget freezes, but more than half said the current COVID-19 crisis had not disrupted purchase plans.” click image for higher resolution) More stakeholders in purchase decisions There are more stakeholders involved too.

Sales Cycle 57

Sales Cycle B2B Sales Studies B2B 57

SWZD

APRIL 9, 2019

ABM has become the strategy baseline for B2B marketers as digital innovation has continued to change the behavior of B2B buyers and how they approach the decision and purchase process. Many of the following takeaways are known if you follow Gartner and Forrester (or even us!) B2B buyer behavior continues to evolve.

DemandBase 48

DemandBase Account Based Marketing ABM B2B Thought Leadership 48

KoMarketing Associates

SEPTEMBER 14, 2013

B2B buying behavior, specifically research and evaluation, is shifting more towards online mechanisms. Mobile device adoption brings information to the B2B buyer anytime and in almost any location. In fact, the whole buyer consideration process is changing – especially as you look at it from the customer buyer journey.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Top of Funnel 120

Biznology

SEPTEMBER 14, 2015

Researchers at a Silicon Valley area university were polled in regards to Gens X and Y, revealing that after buying whatever their heart desired, participants responded that spending their money on an experience or on a person you experience it with would add to their quality of life for a more sustained period of time. What makes us loyal?

Brand Identity 80

Brand Identity Branding Top of Funnel Loyalty 80

SnapApp

JANUARY 15, 2019

As we discuss in Demand Generation: An A-Z Guide for B2B Marketers (with Strategies & Examples), “Both Forrester and Gartner predict that by 2020, 80 percent of the buying process will occur without any human contact. Consumers are now in the driver’s seat in their buyer journey.”. It just isn’t so.

Demand Generation Agencies 99

Demand Generation Agencies Demand Generation Top of Funnel Webinar Metrics 99

Valasys

MAY 27, 2019

This strategic business marketing approach, to target an account or a company instead of individual buyers, creates better chances for conversions by shortening the buyers’ journey which boosts the Return on Investment (ROI). Source: SiriusDecisions). of the total sales closures are completed by a salesperson.

Account Based Marketing 69

Account Based Marketing Inbound Marketing B2B Marketing Marketing & Strategy 69

Tony Zambito

NOVEMBER 22, 2015

According to recent surveys by PWC, Forrester, IBM , and McKinsey, disruptive trends in customer and buying behaviors are expected to continue over the next five years. Here are seven elements CEOs and their teams must develop in order to make informed decisions to achieve growth: 1 – Research, Analytics, And Insights.

Buyer Personas 100

Buyer Personas Lead Ranking Buy Research 100

Adobe Experience Cloud Blog

MAY 10, 2013

Did you know that B2B buyers say that 70% of the content they read and study before making a purchase decision is actually found by – well, themselves? Marketers must become great at being found by buyers in their early research phase (the phases we call discover and explore). Discover and Explore.

Enterprise Management 48

Enterprise Management Work Management Marketing Management Service 48

Sharpspring

JUNE 9, 2017

Omni-channel marketing acknowledges that consumers have ready access to information and will move between devices and channels during the buyer journey. Research shows companies that prioritize the customer experience generate 60% higher profits than their competitors. 1) Create Buyer Personas. How are purchases made?

Advertising Channels 54

Advertising Channels Effectiveness Top of Funnel Marketing & Strategy 54

Outbrain

NOVEMBER 24, 2021

As with all complex decisions, it requires a lot of research, thinking, and planning on behalf of the consumer to define your brand as the best choice. The purchase journey in automotive requires multiple consumer interactions through digital touchpoints: car buyers visit 4.2 websites on average (1), and consume 11.4

Paid Search Agency 29

Paid Search Agency Top of Funnel Optimization Ads 29

PureB2B

APRIL 21, 2017

Individual users and businesses are becoming increasingly dependent on the internet as a research portal. If you’re familiar with the B2B buyer’s journey , then your business may benefit further from understanding the age-old but somehow underutilized concept of buyer intent. Uncovering Buyer Intent.

Buyer Intent 86

Buyer Intent Intent Work Management Marketing Management 86