Sword and the Script | B2B

MARCH 26, 2024

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.” A majority, (75%) of decision-makers said, “thought leadership has led them to research a product or service they were not previously considering.”

B2B Thought Leadership 84

B2B Thought Leadership Thought Leadership Studies B2B 84

Inbox Insight

AUGUST 30, 2020

Where do they go to research solutions? Our latest research pulls together essential data about the way decision makers reach their outcomes, giving vendors and demand generation managers the inside track. It’s about solving customer pain points in the right phase of the cycle. Our data sheds light on the process.

Work Management 98

Work Management Marketing Management Research Allocation 98

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

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 report sums it up this way: “Sellers have little influence over” the buying process once they’ve been contacted.

B2B Thought Leadership 69

B2B Thought Leadership B2B Sales Studies Thought Leadership 69

Webbiquity

DECEMBER 4, 2018

More than 75 percent of prospects feel the sales professionals who contact them lack knowledge of their specific business, role and responsibilities at work, or even the issues they’re trying to resolve, according to research from Forrester. Map Content to the Buying Cycle. Nurture Your Sales Team like Customers.

Sales Management 220

Sales Management Top of Funnel B2B Sales Tactics 220

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

Influitive

AUGUST 3, 2015

In fact, the 2015 B2B Buyer’s Survey Report (sponsored by DemandBase and Demand Gen Report), found the top three resources that buyers rely on when researching potential vendors were: In addition, access to all of this information is making the buying cycle longer. The answer: social proof marketing. Perfectly timed references.

Peer-to-peer 100

Peer-to-peer Marketing Report Buy Process 100

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

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. Things are more complicated when targeting high-value accounts with multiple decision-makers in the buying process.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

Zoominfo

JANUARY 11, 2021

Does your team have the process down? The customer lifecycle is the journey your customer takes with your brand — from their first interaction with your content to renewing their annual subscription or buying additional products. What about the customer success manager who must ensure a flawless customer buying process?

Tips 130

Tips Work Management Gartner Top of Funnel 130

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 . 77% of B2B buyers said their latest online purchase was difficult – Source .

Buy 97

Buy B2B Budget Programs B2B Sales 97

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. Instead, B2B transactions often involve entire teams or groups, each member potentially influencing the purchase decision-making 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. Instead, B2B transactions often involve entire teams or groups, each member potentially influencing the purchase decision-making process.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Zoominfo

JANUARY 11, 2021

Does your team have the process down? The customer lifecycle is the journey your customer takes with your brand — from their first interaction with your content to renewing their annual subscription or buying additional products. What about the customer success manager who must ensure a flawless customer buying process?

Tips 130

Tips Work Management Gartner Top of Funnel 130

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. LinkedIn Pulse ). KoMarketing ). KoMarketing ).

Marketing AI 246

Marketing AI Enterprise Management Stats Marketing Management 246

PureB2B

MAY 30, 2022

97% of consumers research products and services before making a purchasing decision. For most companies, this data provides deeper insights into the buying process to better tailor marketing strategies to their target audience. Downloads (whitepapers, case studies, eBooks). Product comparison and review pages.

Buyer Intent 118

Buyer Intent Intent Data Intent Work Management 118

Adobe Experience Cloud Blog

FEBRUARY 11, 2020

The new generation of digitally savvy customers does a bulk of their product research online. In fact, today’s customer is usually 57 percent of the way through their decision-making process before they directly connect with a company for the first time. And the buying phase often requires their sign-off.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

Circle Studio

AUGUST 23, 2018

Building a powerful growth-focused website is a top-priority for B2B marketing and business development, and driving website traffic is a vital component of the process. Case studies. Research reports and white papers. One of the key metrics to measuring the impact of your firm’s website is traffic.

Traffic 99

Traffic Marketing Websites Case Studies Case Study 99

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

The Effective Marketer

MARCH 22, 2012

There are over 20 presentations available, ranging from Social CRM and Lead Generation, to Case Studies and Sales Enablement. A must-watch presentation, though, is the keynote address “ The State of Demand Creation “, by Tony Jaros , SVP Research for SiriusDecisions. The Customer Buying Cycle Framework.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

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

markempa

APRIL 6, 2015

You’ll do better by thinking of lead generation as a process of micro-conversions that build an opportunity profile over time. At the same time, the company expanded its email follow-up process and was able to increase the amount of personal data collected over time. Identify the prospect’s stage in the buying process.

Lead Ranking 120

Lead Ranking Sales Qualified Leads Lead Generation Lead Scoring 120

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

PureB2B

JUNE 9, 2022

For email marketing, you must segment your leads according to their appropriate stages in your buying cycle. For example, for new prospects, send emails that promote your thought leadership content to help them familiarize with your brand, building trust between you both in the process.

Demographics 62

Demographics Personalization Campaigns Funnel Advertising 62

PureB2B

MAY 30, 2022

97% of consumers research products and services before making a purchasing decision. For most companies, this data provides deeper insights into the buying process to better tailor marketing strategies to their target audience. Downloads (whitepapers, case studies, eBooks). Product comparison and review pages.

Buyer Intent 62

Buyer Intent Intent Data Intent Work Management 62

Scoop.it

MARCH 26, 2019

from your marketing teams, include third-party research, industry-wide news and competitor analysis as well. Case studies. Competitor research and analysis. Here are some questions to ask your sales team: What pieces of content are performing best at each stage of the sales process? Case Studies and Testimonials.

Curation 59

Curation Top of Funnel Case Studies Case Study 59

Golden Spiral

FEBRUARY 8, 2017

Mini Creation Case Study #1: Uber. Let’s look at Lucro as an example of creation in the B2B technology space: Mini Creation Case Study #2: Lucro. The number of vendors vying for their business continues to expand exponentially, while providers’ resources and processes for vetting them have essentially remained the same.

Case Study 97

Case Study Case Studies Vendors Buying Cycle 97

Tomorrow People

NOVEMBER 16, 2018

Our audience values expert content that is well researched, helps them solve a problem, and keeps them abreast of the latest industry trends. You can really understand their pain points, where they are in the buying cycle, and how to solve their problems. We expect to continue to utilize short and simple case studies.

Trends 166

Trends Content Marketing Advertising Agencies Software 166

Anyword

JANUARY 26, 2022

It measures how viable a product or service is, and supports this with market research, case studies, and data. This will prove to be crucial, as stakeholders can use the GTM as a blueprint at any stage of the launch process to identify further steps to be taken to ensure that the organization is on the path to success.

Marketing Analytics Tools 52

Marketing Analytics Tools Marketing & Strategy Marketing Strategy Planning 52

Hubspot

APRIL 5, 2017

However, for the time poor (and that’s half the problem), here’s my top five take-outs of the talk: Clients contact agency suppliers much later in the buying process, many are 50-60% of the way into the buying cycle before they will even make contact with an agency.

Advertising Agencies 67

Advertising Agencies Paid Search Agency Ad Agencies Peer-to-peer 67

Biznology

AUGUST 10, 2015

With the majority of research being done online, the use of business online video production is increasing every day because video helps decision makers get the information they need very quickly. In June 2014, Aberdeen Research published a study called “Analyzing the ROI of Video Marketing.” Two of the stats revealed.

Top of Funnel 80

Top of Funnel Buyer's Journey Video Marketing FAQ 80

ClickZ

JANUARY 22, 2021

IRI’s case studies showed a sales lift even for established categories over a short period of time (e.g., A 6-week study across 63 testing locations vs. 63 control locations revealed a 9.35% sales lift for a skincare cleansing product which had considerable market maturity. skincare products).

Advertising Agencies 105

Advertising Agencies Paid Search Agency Dwell Enterprise Management 105

markempa

OCTOBER 27, 2014

Improve your lead qualification process to increase “sales ready” lead conversion rates. It’s critical in lead nurturing to know where a prospect is in their buying cycle so that helpful information relevant to the need at a specific point in time can be delivered. Improve Sales, marketing systems and process alignment.

Conversion Rate 120

Conversion Rate Lead Scoring Lead Ranking Ideal Customer Profiles 120

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

NuSpark Consulting

JANUARY 16, 2013

Coming up with really good long-tail keywords for your SEO or pay-per-click campaigns can sometimes be daunting if you don’t understand how buyers use Google, what buying cycle they are in, and how your content or offers align with those search terms people use to look for what you do. Google’s keyword research tool.

Adwords 100

Adwords Keywords Work Management Paid Search Agency 100

Hubspot

JANUARY 5, 2023

As a result, their buying preference has shifted to a self-service approach. In fact, 60% of buyers say that vendor sales aren't involved in their research phase, and 68% only involve sales at the last stage of the buyer's journey. You'll want to strengthen your implementation process. In 2022, many buyers don't trust sales.

Top of Funnel 75

Top of Funnel Buyer's Journey SMB Peer-to-peer 75

Biznology

FEBRUARY 17, 2016

Here are a few tips for making that part of your content marketing process easier. Walk Prospects Through the Buying Cycle. With all your content, not just your newly discussed trove of content, be sure you are adapting so that you have items of interest to prospects at all points along the buying journey.

Content Marketing 80

Content Marketing Generation Content Buying Cycle 80