Survey: B2B Marketers Working Against Longer Buying Cycle

KoMarketing Associates

B2B Marketing News Industry News B2B Marketing B2B Sales Cycle buyer journeyAs B2B marketers look to fine-tune the way they reach out to customers and prospects, new research suggests that B2B buyers are taking more time to think about potential purchases.

Crafting content for the buying cycle


The different prospects I’m encouraging you to focus on are really the same prospect at different stages of his or her buying journey. The post Crafting content for the buying cycle appeared first on Biznology. Content Marketing buying cycle content creation Content marketing Content strategy Digital marketing iContact Internet marketing MailChimp online marketingAll content is not created equal.


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Shortening the Industrial Buy Cycle in 5 Simple Steps

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Shortening the Industrial Buy Cycle in 5 Simple Steps by Achinta Mitra on June 8, 2010 in B2B Lead Generation , Content Marketing , Industrial Marketing Strategies , Search Engine Optimization (SEO) , Website Design & Development The other day I read an interesting article titled “5 Steps To Shorten The B2B Buying Cycle” by Kerry Spellman , Client Relationship Manager at iProspect.

Content Marketing and Your Buying Cycle


But one important way you may not have thought about segmenting your audience is by where they are in the buying cycle. Every industry and offering has different wrinkles in their buying cycles, of course, but here are four fairly universal steps on the path your audience is probably walking, and against which you should be aligning content. Photo credit: Shannon Paul.

Prove ROI and Make the Business Case for Industrial Content Marketing

Speaker: Achinta Mitra, Founder and President, Tiecas Inc.

It's the plight of an industrial marketer: over the course of a 12-18 month long buying cycle, you make contact with a whole host of influencers who read your content, who may or may not actually work in purchasing. By the time the RFQ comes in, the original project might be completely different. and your initial point of contact may be long gone! Meanwhile, the purchase somehow takes place, and Sales claims all the glory. How is a marketer supposed to make the business case for better content marketing? Join Achinta Mitra, Founder and President of Tiecas, Inc, as he explains how, despite the long, grueling buying cycle, you can prove the ROI of your content marketing. and win (or keep!) buy-in from your higher-ups.

Use of social networks in B2B marketing (2) The buying cycle!

Exo B2B

I would like to discuss in this post, the importance of social networks in the B2B buying cycle. If you use the right language according to their concerns and, if you emphasize what they value at each stage of the buying cycle, you will have a better idea of the tone to use.

Content Auditing and Mapping it to the Industrial Buy Cycle

Industrial Marketing Today

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.” And in a complex industrial buy cycle, things can get well…complicated.

Stop Wasting Time on Poor Leads: Get Access to Contacts and Companies That Are Already in the Buying Cycle


Stop Wasting Time on Poor Leads: Get Access to Contacts and Companies That are Already in the Buying Cycle. We help you construct firmographic profiles and identify pain points so that you can go after those prospects who are currently in the buying cycle.

Why B2B Buying Cycles Are So Long

B2B Marketing Directions

Since then, the number of people in the average B2B buying group has increased, and buying cycles are getting longer. New research by the Aberdeen Group explains why long buying cycles are still a fact of life for B2B marketing and sales professionals.) The Original Post New research reveals what influences B2B buying decisions and explains why the B2B buying process is getting longer. Other findings explain why the buying cycle has gotten longer.

Get Ahead of the Buying Cycle


So I’ve got all this amazing data and I’m now starting to feel all warm and fuzzy inside as I have a list of accounts that are showing active buying signals right at the start of the buyers journey. Let’s serve them content that is relevant to their business and where they are in the buying cycle. The post Get Ahead of the Buying Cycle appeared first on Account-Based Marketing – Demandbase

How Manufacturers Can Align Digital Content with Buying Cycles


… Read the rest The post How Manufacturers Can Align Digital Content with Buying Cycles appeared first on Fathom. B2B Content Creation & Strategy Manufacturing Industry buying cycle content content strategy manufacturing industry manufacturing online marketing If you’re a manufacturer and you’re not producing online content, you’re missing out big time.

Infographic – The Best Content Offers for Every Stage of the Buying Cycle

The Point

Aligning content offers with stages in the buying cycle is a critical factor in maximizing engagement. The post Infographic – The Best Content Offers for Every Stage of the Buying Cycle appeared first on The Point.

For Manufacturers Today, Content Is A Key Tool In The Buying Cycle


But the Internet has also changed some of the dynamics in the buying cycle for manufacturers – understanding these changes and how you need to adapt to them can mean the difference between mediocrity and truly thriving on the Web. The post For Manufacturers Today, Content Is A Key Tool In The Buying Cycle appeared first on Fathom. Hello manufacturers out there in Internet Land and Happy Manufacturing Month!

The Buying Cycle and Buyer Personas in B2B Marketing

MLT Creative

In developing b2b buyer personas you have to remember their connection to the buying cycle, as different stages in the buying cycle lead to different content. Demographic information is helpful in. MLT Creative B2B Ideas @ Work Blog. Our ideas, musings, thoughts, reviews on b2b marketing topics

Manufacturers, It’s Time to Take Back Control in the Buying Cycle


With marketing integrated into the sales cycle, armed with a true understanding of buyer needs and interests and the ability to tell the stories they want to hear, there is no reason why your brand cannot become a trusted partner rather than just another supplier. Marketing automation, paired with a customer relationship management (CRM) system, enables manufacturers to engage with customers and prospects throughout the entire sales cycle with relevant information at the right time.

Why B2B Buying Cycles are Getting Longer

B2B Marketing Directions

New research reveals what influences B2B buying decisions and explains why the B2B buying process is getting longer. Fifty-eight percent of respondents said that the length of their purchase cycle had increased compared to a year earlier, while only 10% said that the length had decreased. Other findings explain why the buying cycle has gotten longer. 52% of respondents said the number of buying group members had increased significantly.

4 Ways a Longer Consumer Buying Cycle Can Work FOR You


Author: Maggie Jones Marketing consumer products with a long buying cycle can be a blessing and curse. But on the other hand, a lengthy buying cycle means you’ll have more opportunities to communicate. And as we explore in our new ebook, Deliver More Purchase-Ready Consumers with Marketing Automation , more opportunities to communicate = more opportunities to convince your potential customers to buy.

How to Use Visual Collaboration at Each Stage of the Buying Cycle


In different phases of the buying cycle, they will be looking for different things. How do you build a relationship with your customer online, and what should you do to make sure that you address each phase of the buying cycle in a way that provides value and encourages sales? This is the final stage of the buying cycle – your customer has pretty much made their choice and they are ready to take the plunge. Customers are savvy these days.

10 Things to Consider in Your Consideration Phase

Industrial Marketer

The industrial buying journey has changed significantly in recent years, shaking up the buyer’s awareness stage, the consideration phase, and the decision-making process. Strategy b2b buying process industrial buying cycle Industrial Marketing Podcast

Industrial Buying and the Rise of Buying Committees

Industrial Marketer

The industrial buying journey has never been easy to manage, given the challenges in closing the hefty deals needed to invest in manufacturing, packaging and distribution equipment — or the complexities and interdependencies of a supply chain, upstream or downstream.

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Content Planning for Industrial Marketers

Industrial Marketer

As the industrial buying journey has become more elongated and complex, and more buyers are doing a majority of their research online before engaging with companies, solid content planning has become an essential starting point for industrial marketing.

How Social Media Changed the Sales Cycle into the Buying Cycle


Marketing and sales were still largely in control, but buyers were entering sales cycles with more and better information. Social media has the potential to lengthen marketing cycles but shorten sales cycles, and by enabling both sides to begin the process knowing more about each other, to allow for higher-value conversations.

A Working Definition of Industrial Marketing Illustrated through 5 Examples

Industrial Marketer

The narrow segments and complicated, elongated buying cycles can make lead generation especially challenging for industrial marketing, but these difficulties are also what help us trace the contours of a definition of industrial marketing.

CRM Implementation and Usage for Industrials

Industrial Marketer

The elongated industrial buying process is challenging, but it offers numerous opportunities to check in with prospects, and. Strategy Technology crm customer lifecycle industrial buying cycle sales enablement

5 Things You Can Do to Prepare for Account Based Marketing

Industrial Marketer

Strategy account based marketing industrial buying cycle Industrial Marketing PodcastIs account based marketing a way out of how uncomfortable lead generation has become? Let’s face it: We all know when we are being marked as a lead.

4 Keys to Successful B2B Lead Scoring

Industrial Marketer

Strategy b2b buying process industrial buying cycle Industrial Marketing Podcast lead scoringB2B lead scoring models are primarily based on two types of attributes — explicit and implicit.

Shifts in B2B Buyer Behavior Support New Priorities for Demand Gen Content

The Point

Here are just some of the key findings, along with what I believe these trends mean for demand generation marketers: FINDING : 59% of respondents say they now have formal buying groups or buying committees in place to review purchases. IMPACT : Use ABM strategies to deliver personalized, relevant content to specific buying roles within large accounts.

Content Marketing for Industrial Companies – Authenticity is Mission Critical

Industrial Marketing Today

Content Marketing Industrial Marketing Strategies Authenticity Buyer Personas industrial buy cycle Industrial Marketing Marketing sometimes gets a bad rap of being deceptive. There is a fine line between persuasion and deception. Stretching the truth, exaggerating the positives and putting a positive spin on the negatives have been staples of marketing for a long time. Today’s industrial buyers are far better informed and using deceptive marketing practices won’t get [.]

How HP Uses 6sense to Find Customers in Active Buying Cycles


With the rise of predictive intelligence and the ability to make sense of large amounts of customer data, HP wanted to take their marketing analytics to the next level and begin targeting customers in active buying cycles. With data driving the next wave of innovation, HP began looking for a partner who could help them improve their ability to predict timing and identify prospects in active buying cycles.

Leveraging digital for customer-focused insights


Once there, they can engage with product and service content designed specifically for each point in the buying cycle. This essentially takes a large set of unstructured keyword data and turns it into structured semantic maps of the content topics that will capture the targeted search opportunity at various levels of the buying cycle and direct those people to the relevant pages of the Healthfirm site.

How B2B CMOs Can Achieve Customer-Centric Marketing With Buyer Personas

Tony Zambito

And, B2B CMOs need to get the buy-in on all levels. Buyer’s journey are goal -directed: Understanding the key path to buying decisions today requires more than creating a buyer’s journey map. B2B CMOs can ensure that a buyer’s journey perspective incorporates how to help buyers achieve their goals throughout the buying cycle as well as the entire customer lifecycle. by Matt Brooks.

How Industrial Marketing Influences Buyers

Industrial Marketing Today

Industrial Marketing Digital marketing for manufacturers engineering buyers industrial buy cycle industrial buyers industrial digital marketing Manufacturing content marketingIndustrial marketing precedes industrial sales. That is the reality today. I understand manufacturers, distributors and engineering service providers may find it hard to accept that fact.

Lead nurturing via email series and content marketing

B2B Lead Generation

However, the key channel for lead nurturing is email — particularly using email to send a series of relevant content pieces or offers to prospects as they move through the buying funnel. The program was based around a 12 to 18-month sales cycle and targeted C-suite executives and large financial institutions with at least $1 billion in assets. From there the team mapped content to the early, mid and late stages of the buying cycle.

12 Secrets of the Human Brain to Use in Marketing

Buzz Marketing for Technology

Advertising Behavioral Targeting Buying Cycle Content Marketing Customer Experience Data Analytics Innovation Interactive Marketing Lead Generation Optimization Strategy Best Practices innovation Knowing how the human mind processes information and images—and putting that knowledge to use—can help you become a more engaging and effective marketer. Here’s a look at some fascinating facts about the human mind, from a marketing perspective.

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3 reasons to avoid Accelerated Mobile Pages (AMPs)


This might be okay for some B2C contexts, where people make impulse buys all the time. In a perfect world, you build all the content the user needs to go through the buy cycle, and you string the content together into client experiences that end in purchase, or advocacy, or renewal, or whatever your end goal is. I often get asked about IBM ‘s position on Accelerated Mobile Pages (AMPs).

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Report: B2B Buyers Engaging Earlier with Sales

The Point

Well, that very basic assumption, that business buyers prefer to be anonymous and self-directed, and uninterested in engaging with sales until they’re absolutely ready to buy, may be in question. B2B Marketing Content marketing Demand Generation Lead Management Lead Nurturing B2B agency B2B buyers b2b buyers cycle b2b buying cycle b2b marketing agency B2B Sales lead lifecycle lead management best practices lead management tips

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Quit Obsessing About the Customer Journey

The Point

And the more that your message and content reflect a prospect’s stage in the selling cycle, the better. If Joe Prospect downloads a case study, is Joe further along in the sales cycle? And so we hear comments like the following: “We want our nurturing program to reach the right person, at the right time, with content that reflects that person’s stage in the sales cycle.”.

Facebook ads vs Google adwords: 7 key criteria to decide


With any ad buy, Google lets you know the bid for a keyword that gets the best ad position. BUYING CYCLE: Top or bottom of the funnel? Do you need help with your Facebook or Google ad buy ? Consider these facts: Digital ad revenue in the U.S. grew by more than 20% last year to a record $72.5 billion. ( IAB ). Google and Facebook accounted for almost 100% of all the growth in U.S. digital ad revenue last year. ( IAB ).

11 inspiring case studies of digital transformation


NETSPRESSO : Had the desire with its digital transformation to win new customers, gain a deeper understanding of its customers, and manage complex buying processes. Its cloud solution serves as an innovation platform with a full-fledged sales solution capable of handling the entire buying cycle: pricing, quotes, and orders. 88% of companies report they are undergoing digital transformation (source: Altimeter Group ).

What is structured content?


intended audience, buy cycle state). The taxonomies are the structured lists of labels we give things, including things like product, topic, intended audience, buy cycle state, and other metadata. Structured content is the most important trend in digital marketing that you’ve probably never heard of.