Inbox Insight

AUGUST 30, 2020

Where do they go to research solutions? What information sources do they trust to aid their decision? Our latest research pulls together essential data about the way decision makers reach their outcomes, giving vendors and demand generation managers the inside track. How buyers do their research.

Work Management 98

Work Management Marketing Management Research Allocation 98

Sword and the Script | B2B

MARCH 26, 2024

The takeaway here is that prospects respond better to brands that set out to inform rather than sell. More than half (54%) said a solution provider “that consistently produces high-quality thought-leadership content has prompted them to research the organization’s offers or capabilities.” So, how can you get on a shortlist?

B2B Thought Leadership 85

B2B Thought Leadership Thought Leadership Studies B2B 85

Hinge Marketing

MAY 6, 2015

You create case studies. Case studies use the voice of "others" (i.e. your satisfied clients) to tell prospects why they should trust your firm and buy your services. In a recent research study, Hinge Research Institute asked buyers of professional services to identify the best ways to market to them.

Case Studies 48

Case Studies Case Study Studies Work Management 48

Webbiquity

DECEMBER 4, 2018

Sales teams are in the best position to inform marketers of the language prospects are using, while marketers are best able to create and develop messaging that takes the language into consideration. Map Content to the Buying Cycle. Sellers and marketers have to collaborate to develop this consistency in product messaging.

Sales Management 221

Sales Management Top of Funnel B2B Sales Tactics 221

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

Martech

DECEMBER 19, 2023

Since then, I’ve not seen any reports or research that indicates hard bounces for permanently undeliverable email addresses have gone through the roof. The DMA’s 2023 Consumer Email Tracker study found that only two of the fourteen possible actions consumers could take when they receive an interesting email will be attributed to email.

Marketing & Strategy 114

Marketing & Strategy Opt-out CAN-SPAM Work Management 114

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. It aims to enhance sales productivity, win rates, and revenue by equipping sales teams with the right information and support.

B2B Sales 52

B2B Sales B2B Buying Cycle Sales Qualified Leads 52

Inbox Insight

OCTOBER 27, 2023

According to our first party research conducted within our IFP community, 99% of B2B marketers have witnessed significant sales and ROI increases by harnessing the power of intent data. When we talk about buyer intent data, we refer to the information gathered about a person’s online behavior. What is buyer intent data?

Buyer Intent 106

Buyer Intent Intent Data Intent Demand Generation 106

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 . This methodology is what Gartner calls Solution Exploration : .

Buy 97

Buy B2B Budget Programs B2B Sales 97

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. Where do they normally get their information, and what platforms do they trust? To do this, analyze your prospect’s content consumption habits.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

Adobe Experience Cloud Blog

FEBRUARY 11, 2020

The new generation of digitally savvy customers does a bulk of their product research online. In most cases, they’ve already made somewhat of an assessment about your products based on your digital platform. This information can be gathered through existing contact forms, sign-ups for special offers, and newsletters.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

PureB2B

MAY 30, 2022

97% of consumers research products and services before making a purchasing decision. Intent data is information collected about a person’s behaviour online. Downloads (whitepapers, case studies, eBooks). Purchase intent (the final step in the buying cycle). What is intent data?

Buyer Intent 118

Buyer Intent Intent Data Intent Work Management 118

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

Zoominfo

JANUARY 11, 2021

Awareness Stage: Grab (and Keep) the Prospect’s Attention The first thing the B2B buyer will do after identifying that they need to solve a business problem is to jump online and start researching options. This slows the buying process. The buying process is a collaboration between marketing and sales and for the long-term.

Tips 130

Tips Work Management Gartner Top of Funnel 130

Zoominfo

JANUARY 11, 2021

The first thing the B2B buyer will do after identifying that they need to solve a business problem is to jump online and start researching options. This slows the buying process. The buying process is a collaboration between marketing and sales and for the long-term. See the video case study.

Tips 130

Tips Work Management Gartner Top of Funnel 130

NuSpark Consulting

APRIL 29, 2017

In the 2016 State of Account-Based Marketing (ABM) Study from Sirius Decisions, key findings showed more than 50 percent increase in the number of B2B companies practicing ABM. In some cases, actions can be carried out simultaneously, while in other instances you’ll find there are co-dependencies to consider. #1: Implementing ABM.

Account Based Marketing 159

Account Based Marketing Ideal Customer Profiles Budget Programs Enterprise Management 159

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

NOVEMBER 22, 2021

The intent is a powerful tool that assists B2B marketers in precisely targeting prospects based on their behavior throughout the buying cycle. On the other hand, the ‘intent data’ information is random, dispersed, and unconnected. Cognitive psychology is the scientific study of the mind as a data processor.

Intent Data 117

Intent Data Intent Marketing AI Lead Ranking 117

Hinge Marketing

MARCH 30, 2022

Our recent research on referrals concluded that over 80% of firms received referrals from someone who wasn’t a client. While some contacts are further along in the buying cycle, they are most likely still learning more about your firm. That’s not to say that personal relationships and client referrals aren’t extremely important.

Contact Marketing 84

Contact Marketing Contacts Top of Funnel B2B Marketing 84

SmartBrief - Marketing

OCTOBER 2, 2023

Customers look for authenticity and evaluate brands across all touch points of the buying cycle. In fact, the World Federation of Advertisers conducted a study in partnership with the Geena Davis Institute on Gender in Media and found that 54% of consumers do not feel culturally represented in online ads. Sign up today.

Marketing Strategy 52

Marketing Strategy Marketing & Strategy Planning Paid Search Agency 52

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. This often results in a more intricate and extended buying process.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. This often results in a more intricate and extended buying process.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Hubspot

MARCH 14, 2018

Typically, whitepapers require at least an email address for download (usually they require information more than that), making them great for capturing leads. The goal of a whitepaper is to inform and persuade based on facts and evidence, not tell the world why people need to buy your product right now. A product pitch.

FAQ 100

FAQ Case Studies Case Study Comparison 100

Webbiquity

APRIL 10, 2018

The research and observations presented here may not answer all of those questions, but provide a good start and a solid foundation. Here are half a dozen insights from 27 B2B marketing stats facts compiled from recent studies, plus one key conclusion no B2B marketer will want to miss. Business2Community ). KoMarketing ).

Marketing AI 248

Marketing AI Enterprise Management Stats Marketing Management 248

PureB2B

JUNE 9, 2022

Knowing basic but key information about your target audience enables you to customize campaigns, resulting in potentially higher conversion rates and, ultimately, more revenue. Using this information gives you insights into the tech stack your prospects are using and how your business can help them achieve their goals even faster.

Demographics 62

Demographics Personalization Campaigns Funnel Advertising 62

The Mx Group

AUGUST 8, 2018

After all, it’s hard to ignore stats like these: Companies who beat their sales goals are twice as likely to have formally documented personas (Cintell, “Understanding B2B Buyers: The 2016 Marketing Benchmark Study”). We believe there’s a spectrum of persona work and that there’s a way to get meaningful, useful information at any budget.

Buyer Personas 86

Buyer Personas Budget Programs Buying Cycle Deliverability 86

Kaon

DECEMBER 5, 2016

Today’s business-to-business buyers are increasingly more self-educated and turning to sources other than salespeople for product information. Ample research shows that buyers are already more than 70 percent through the buying cycle before reaching out to a sales rep. Check out Kaon Interactive for more information. .

Mobile Marketing 100

Mobile Marketing Paid Search Agency Interactive Marketing Buying Cycle 100

Exo B2B

JUNE 26, 2023

You’ve also probably read that it needs to be strategically researched, developed, optimized, shared and promoted. According to the Content Marketing Institute’s 13th annual study (2023), 71% of B2B content marketers say B2B content marketing is more important than it was last year. B2B content marketing.

Marketing AI 52

Marketing AI B2B Marketing Optimization Content Marketing 52

Outreach

JULY 15, 2021

Without a clear plan for the call, your prospect will likely have trouble retaining crucial information. One study found agendas were the most effective when both parties agreed upon the goals. You need to make a concrete case for how your product solves your lead’s problem or pain points in your call.

Tips 98

Tips Cold Calling Case Studies Outreach 98

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. Brands need to effectively propagate their message, propagate their vision, key features, & other relevant information that needs to be displayed.

B2B Marketing 64

B2B Marketing Marketing AI Marketing Management B2B 64

The Point

JULY 18, 2014

Over at Forrester Research, Vice President Laura Ramos recently talked to Advertising Age (“ Marketers Still Struggling to Get Results from Content Marketing “) about what she perceives as a general lack of return from the investment so many companies are making in content marketing. They simply want information of value.

Forrester 100

Forrester Work Management Content Marketing Demand Generation Agencies 100

Scoop.it

MARCH 26, 2019

Marketing teams provide sales organizations with tools and curated information. from your marketing teams, include third-party research, industry-wide news and competitor analysis as well. Informative blog posts. Case studies. Competitor research and analysis. Don’t just curate sales enablement content.

Curation 59

Curation Top of Funnel Case Studies Case Study 59

B2B Marketing Directions

NOVEMBER 10, 2019

The role of millennials in B2B buying decisions, and their distinctive attitudes and behaviors as business buyers have become major topics of interest for B2B marketing and sales professionals over the past five years. Other research has confirmed the growing responsibility and authority of millennial B2B buyers.

Peer-to-peer 49

Peer-to-peer Allocation B2B Work Management 49

TrustRadius Marketing

OCTOBER 3, 2022

You can now see which accounts are researching detailed information, such as specific products, pricing, and competitors, to build a healthy pipeline of qualified buyers much more likely to convert. . Suppose a salesperson is already engaged in a deal cycle with a company. Improving sales and deal intelligence.

Intent Data 52

Intent Data Account Based Marketing Intent ABM 52

PureB2B

MAY 30, 2022

97% of consumers research products and services before making a purchasing decision. Intent data is information collected about a person’s behaviour online. Downloads (whitepapers, case studies, eBooks). Purchase intent (the final step in the buying cycle). What is intent data?

Buyer Intent 62

Buyer Intent Intent Data Intent Work Management 62

markempa

APRIL 6, 2015

Keep the ‘giving of information’ at a comfortable leve l. They come to your site for information. People start to question the value of providing too much information on forms before you’ve earned their trust. Start with requesting basic information such as an email address.

Lead Ranking 120

Lead Ranking Sales Qualified Leads Lead Generation Lead Scoring 120

Tomorrow People

NOVEMBER 16, 2018

As customers seek access to more kinds of information, brand marketers can no longer rely on mass media advertising campaigns to deliver brand awareness and service utility. Our audience values expert content that is well researched, helps them solve a problem, and keeps them abreast of the latest industry trends.

Trends 166

Trends Content Marketing Advertising Agencies Software 166