The Point

JULY 17, 2017

IMPACT : Ensure that your content library includes relevant late stage content that proves demonstrable ROI (ex: ROI calculators, ROI white papers, case studies). FINDING : 89% of respondents stated that winning vendors provided content that made it easier to show ROI and/or build a business case for the purchase.

Paid Search Agency 241

Paid Search Agency Demand Marketing Automation Services Peer-to-peer 241

Webbiquity

JANUARY 19, 2023

In B2B marketing, decisions are often made by a committee or group within the company that involves several stakeholders who have an impact on the buying decision. This typically takes more time than in the case of individual consumer purchases where one person makes a simple decision based on their own needs and wants.

Work Management 217

Work Management Marketing Management B2B Marketing B2B 217

Biznology

APRIL 14, 2017

If you look at your marketing and sales process you do a mixture of activities like run-advertising and marketing campaigns to build awareness, send out email marketing, create sales brochures, white papers, case studies, and constantly crank out blog posts and new website content.

Top of Funnel 139

Top of Funnel B2B Thought Leadership Video Marketing Lead Ranking 139

The Point

APRIL 22, 2020

However, as much as it has a reputation as a way to generate “guaranteed” leads, content syndication is not a cure-all, and indeed, more than most demand generation channels, is likely to generate sales leads that gravitate towards the early stages of the buying cycle. A Nurture Strategy for Content Syndication Leads Click To Tweet.

Lead Ranking 162

Lead Ranking Lead Scoring Cost per Lead CPL 162

Sword and the Script | B2B

MARCH 26, 2024

Comment: A separate survey, which I covered recently, found that B2B prospects are “ 69% of the way through a buying cycle ” before they ever speak to a sales representative. Comment: This finding has shown up in the study in prior years as well. 43% said it “offers concrete guidance and case studies.”

B2B Thought Leadership 83

B2B Thought Leadership Thought Leadership Studies B2B 83

Exo B2B

FEBRUARY 7, 2024

The answers to these questions will help you personalize your communications (blog posts, case studies, demos, etc.) In this case, you need to have as much business intelligence as possible about this persona. The key is knowing when to expose them to your target companies in their buying cycle.

B2B 52

B2B Buyer Personas Work Management Case Studies 52

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. These challenges can be particularly daunting, but they also present opportunities for growth and innovation.

B2B Sales 108

B2B Sales B2B Buying Cycle Sales Qualified Leads 108

B2B Marketing Directions

NOVEMBER 14, 2021

The predominant view of B2B buying is that it involves expensive and/or complex products or services, large buying groups and long buying cycles. That's why marketing leaders should define relevant buying scenarios as part of their planning for 2022.

Buy 94

Buy Planning Marketing Management Buying Cycle 94

Sword and the Script | B2B

JANUARY 23, 2024

All these years later, a new report by 6sense, penned largely by a former Forrester analyst, has come to the same conclusion: when buyers first contact a seller, they are “69% of the way through a buying cycle.” The study had a range of B2B statistics that ought to resonate with anyone who’s spent time in B2B marketing or sales.

B2B Thought Leadership 69

B2B Thought Leadership B2B Sales Studies Thought Leadership 69

Webbiquity

APRIL 18, 2024

Image credit: Spiceworks Dynamic content enables you to tailor your messaging and content to each recipient’s specific interests, behaviors, and stage in the buying cycle. Automation helps you offer personalized content at scale. And this significantly increases the engagement and the likelihood of conversion.

Marketing Automation Services 159

Marketing Automation Services Ideal Customer Profiles Efficiency Marketing Automation 159

ClickZ

OCTOBER 22, 2020

30-second summary: We provide five examples of enterprise-level providers of marketing automation solutions including industry case studies. Each of these companies are leaders in marketing automation, with enterprise businesses (and, in some cases, SMBs) benefiting from their platforms, solutions, and technology.

Enterprise Management 133

Enterprise Management Marketing Automation Services Marketing Management Marketing Automation 133

ClearVoice

DECEMBER 18, 2023

Sharing relevant data points and case studies. Rather, understand where each customer stands in the buying cycle and reach out to them with the right type of content. Share examples pertaining to situations and problems your prospects already know.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

Trade Press Services

SEPTEMBER 25, 2023

It’s important to showcase organizational successes, strengths and industry reputation through case studies, testimonials, industry awards and accolades. Provide proof of concept through case studies, success stories, data and published content, but most importantly, by connecting with the prospect personally.

Lead Ranking 52

Lead Ranking Buying Cycle B2B Sales Pricing 52

Contently

DECEMBER 6, 2022

If you have a complex funnel with a longer buying cycle, it’s likely you use a multi- or omni-touch attribution model. Do you have a higher conversion rate after reading a case study, or are webinars more effective? We can’t always assume the last touch point was what clinched the deal.

Multi-Touch Attribution 130

Multi-Touch Attribution Top of Funnel ROI Multi-Channel 130

Webbiquity

DECEMBER 4, 2018

Map Content to the Buying Cycle. Gathering insight into the customer journey involves knowing which messaging prospects see during a demo, the case studies they access, and the content pieces they read before committing to a deal, as well as the common objections that must be addressed for a deal to advance.

Sales Management 218

Sales Management Top of Funnel B2B Sales Tactics 218

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

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. These challenges can be particularly daunting, but they also present opportunities for growth and innovation.

B2B Sales 52

B2B Sales B2B Buying Cycle Sales Qualified Leads 52

Hinge Marketing

MARCH 30, 2022

While some contacts are further along in the buying cycle, they are most likely still learning more about your firm. Depending on the length of your typical sales cycle, this first follow up should come between five and seven days after the initial content download.

Contact Marketing 83

Contact Marketing Contacts Top of Funnel B2B Marketing 83

Circle Studio

AUGUST 23, 2018

Some firms have an aversion to the term, so if that is the case then don’t use it. Case studies. According to research from Demand Gen Report , case studies are the top content preference for B2B buyers, with 78 percent using them when researching purchases or selection decisions.

Traffic 99

Traffic Marketing Websites Case Studies Case Study 99

Adobe Experience Cloud Blog

FEBRUARY 11, 2020

In most cases, they’ve already made somewhat of an assessment about your products based on your digital platform. According to studies, 80 percent of B2B organizations say that customer’s expectations are higher because of what they experience as consumers. Think of content as the fuel for all your marketing campaigns.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

ViewPoint

JANUARY 23, 2017

Their time and money was applied to generating leads that paid off, and included extensive nurturing across multiple buying cycles. I invite you to read our new Account-based Marketing case study where we go over the content above and much more. That means they didn’t waste effort on a scattershot approach.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ClickDimensions

NOVEMBER 16, 2022

Here are 3 key facts you need to know about changing B2B buying behaviors and how you can use them in your customer strategies. . 80% of businesses no longer rely on calendarized buying cycles to purchase software – Source . Reviews, however, should be 100% customer influenced.

Buy 97

Buy B2B Budget Programs B2B Sales 97

Zoominfo

JANUARY 11, 2021

What can you do now to ensure they love your product and want to buy from you again? See how having access to customer data can improve your sales cycle. See the video case study. It’s all about the data. Loyalty Stage: Build long-term trust You close the deal and get your customer set up.

Tips 130

Tips Work Management Gartner Top of Funnel 130

Zoominfo

JANUARY 11, 2021

What can you do now to ensure they love your product and want to buy from you again? See how having access to customer data can improve your sales cycle. See the video case study. It’s all about the data. Loyalty Stage: Build long-term trust. You close the deal and get your customer set up.

Tips 130

Tips Work Management Gartner Top of Funnel 130

Single Grain

MAY 5, 2023

But reading a Facebook Ads e-commerce case study is a little-known way to create a winning strategy the first time. Now, let’s look at four Facebook Ads e-commerce case studies to see how they increased ROAS. In reality, 426.8 million people in the 18-24 age group and 596.8

Case Study 52

Case Study Case Studies ROAS Cost Per Thousand 52

Hubspot

MARCH 14, 2018

Also, p eople who choose to download whitepapers often are further into the customer buying cycle. With that in mind, here are two use cases for a whitepaper: A Technical Case Study. It's been said that case studies, like ebooks, are very different from whitepapers.

FAQ 100

FAQ Case Studies Case Study Comparison 100

PureB2B

JUNE 9, 2022

For email marketing, you must segment your leads according to their appropriate stages in your buying cycle. For example, use customer success stories as case studies. Next, identify a case study that clearly demonstrates how your products or services helped these clients improve their business results.

Demographics 62

Demographics Personalization Campaigns Funnel Advertising 62

ClickZ

JANUARY 22, 2021

IRI’s exclusive SKU-level access to point-of-sale data enabled Vibenomics to perform four blind studies that showed promising results in several categories: hair shampoo/conditioner, skin care, dry packaged dinner mixes, and adult beverage. There are studies that show basket sizes actually increased,” says Brenner.

Advertising Agencies 105

Advertising Agencies Paid Search Agency Dwell Enterprise Management 105

DealSignal

APRIL 10, 2024

” Downloads of resources such as case studies and eBooks, especially those that are not simply informational and may indicate purchase intent. This can be vendor comparison guides, case studies, and more. Spikes in content consumption—either on your website or on third-party websites.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Marketing Automation Services 52

Only B2B

NOVEMBER 15, 2021

Subscribers, email sign up, and social media followers, for example, may all be found in many types of material, such as: Whitepapers and video series for training Expertise interviews on important subjects Ebooks Blogs Webinars Newsletters Case Studies Corporate Decks. Multichannel Marketing. Source: Salesforce.

Lead Ranking 118

Lead Ranking Marketing Qualified Leads MQL Work Management 118

Valasys

JANUARY 17, 2020

To perform a better job of selling their products to the B2B customers, marketers must understand how to talk to them & help them at the individual stages of their buying cycles. Publishing case studies help you emerge as Subject-Matter-Experts (SMEs) in your niche.

B2B Marketing 64

B2B Marketing Marketing AI Marketing Management B2B 64

KoMarketing Associates

SEPTEMBER 11, 2018

B2B buying cycles can take up to 18 months , multiple touch points can occur, and on top of all of that, many businesses don’t have the right tools in place to measure marketing efforts. Obviously, every case isn’t like the one mentioned above. It’s no secret measuring the success of a B2B SEO program can be tricky.

Top of Funnel 147

Top of Funnel Multi-Touch Attribution ROI SEO 147

Webbiquity

SEPTEMBER 7, 2010

Ask yourself and answer these questions: Do I understand my buyers’ buying cycle? You need to be able to map out your typical buyer’s buying cycle. It is the basis of any good nurturing campaign since you will building your nurturing campaign content and messages on each step of the buying cycle.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Buying Cycle Lead Management 100

Biznology

FEBRUARY 3, 2017

Before I get to the list, I’d like to invite you all to join me at the next Biznology webinar I’m giving in March, 10 Inspiring Case Studies of Digital Transformation. But channels and technologies don’t do justice to the ways some brands are putting it all together.

Paid Content 80

Paid Content Paid Search Agency Planning Advertising Agencies 80

Inbox Insight

OCTOBER 27, 2023

Some common reasons why a prospect is looking for a solution online include informational intent (they’re researching a topic), commercial investigation (comparing providers, products, solutions), and purchase intent (the final step in the buying cycle).

Buyer Intent 105

Buyer Intent Intent Data Intent Demand Generation 105

PureB2B

MAY 30, 2022

Downloads (whitepapers, case studies, eBooks). Most B2B buyers are already 57% of the way through the buying cycle by the time they reach out to a company for more information. Purchase intent (the final step in the buying cycle). For example: Reading specific articles on your website.

Buyer Intent 118

Buyer Intent Intent Data Intent Work Management 118

Scoop.it

MARCH 26, 2019

Case studies. Essentially, content that keeps high-value prospects educated, engaged and moving through the sales cycle. All these insights are valuable in preparing, creating and curating the right information for your sales reps from the start, and all the way to the close, of the buying cycle. Sales scripts.

Curation 59

Curation Top of Funnel Case Studies Case Study 59