Industrial Marketing Today

JUNE 8, 2010

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” She has focused on identifying the problem and providing a 5-step solution to shorten the buy cycle.

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

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

The Point

JULY 1, 2019

For the last decade or more, it’s been an accepted principle – almost a key tenet – of B2B demand generation that business buyers don’t want to talk to a sales rep until the last possible moment. There was once a time when we would generate a lead and our job would be done. Gated & Secondary Offers.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Ranking 124

Madison Logic

AUGUST 31, 2023

Multi-channel ABM engages target accounts with a unified content and messaging strategy across the most frequently used digital channels. It’s a proven method for generating higher clickthrough rates, web engagement, and pipeline. You can’t dictate where they research and explore solutions.

Multi-Channel 52

Multi-Channel Account Based Marketing Advertising Channels ABM 52

Martech

AUGUST 10, 2021

I didn’t explore the vendor’s website, download a white paper, or put on a t-shirt saying “Intent!”. That one Google search generated a steady stream of ads for the vendor — but on my personal social media. Marketers know that in many cases digital transformation has shortened the buy cycle. That’s all.

Work Management 112

Work Management Marketing Management Marketing Analytics Tools Digital Marketing Funnels 112

ANNUITAS

AUGUST 19, 2014

.’ Buyers are not linear in their progression often times so we really believe that to focus on any one area upstream which is Engage, midstream which would be nurture or Conversion, if you just focus on any one of those areas, you’re missing a good part of the buying process.”. How can we STOP DOING lead nurturing campaigns?

Top of Funnel 100

Top of Funnel Lead Nurturing Lead Ranking Lead Scoring 100

Madison Logic

AUGUST 9, 2023

As Senior Marketing Media Manager, Janice Barbosa manages paid media, account-based marketing (ABM), and demand generation for T-Mobile for Business’s enterprise and public sector groups. This solution portfolio enables Janice and her team to engage buyers at every stage of the buying journey with relevant content.

Account Based Marketing 52

Account Based Marketing ABM Top of Funnel Enterprise Management 52

The ROI Guy

SEPTEMBER 13, 2011

An Interactive White Paper dynamically customizes the content of a white paper for prospects based on the prospect’s registration profile (if available), and inputs to a few profile questions.

Paper 40

Paper Co-Registration Buying Cycle Comparison 40

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

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Peer-to-peer Demand 40

NuSpark Consulting

OCTOBER 24, 2011

Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago. The astounding growth in social media usage by B2B buyers reflects an accelerated tendency to eliminate salespeople from the early stages of the buy cycle. In complex B2B sales, people still buy from people.

Social Media 100

Social Media Cold Calling Peer-to-peer Media 100

NuSpark Consulting

OCTOBER 24, 2011

Information is available free (or close to it) today that you couldn’t buy for any amount of money five years ago. The astounding growth in social media usage by B2B buyers reflects an accelerated tendency to eliminate salespeople from the early stages of the buy cycle. In complex B2B sales, people still buy from people.

Social Media 100

Social Media Marketing Management Cold Calling Peer-to-peer 100

The ROI Guy

SEPTEMBER 13, 2011

Often, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance.

Paper 40

Paper Ideal Customer Profiles Buying Cycle Profiling 40

The ROI Guy

SEPTEMBER 13, 2011

Typically for an Interactive White Paper , as a rule of thumb, you don’t want more than 4 or 5 profile questions. Second, buyers expect that an interactive white paper will be customized to match their relevancy needs. Second, buyers expect that an interactive white paper will be customized to match their relevancy needs.

Ideal Customer Profiles 40

Ideal Customer Profiles Paper Order Profiling 40

Industrial Marketing Today

SEPTEMBER 13, 2010

In Needs Awareness and Research phases, the first two stages of the industrial buy cycle (see my earlier post Deconstructing the Four Stages of the Industrial Buy Cycle ) your prospects and customers use a variety of online content to find solutions to their current problems and needs.

Buying Cycle 60

Buying Cycle Marketing Automation Services Peer-to-peer Web 2.0 60

Webbiquity

FEBRUARY 13, 2010

Without a solid content strategy to support that movement through the marketing and sales cycle, all you’ve got is a nice email system. Here she expounds on the shift in technology buying processes I outlined in a previous post, How Social Media Changed the Sales Cycle into the Buying Cycle.

Emarketing 100

Emarketing Marketing Automation Services Manticore Marketing Management 100

Terminus

SEPTEMBER 24, 2019

Automatic ad nurturing is now available to all Terminus customers with access to Account Hub and Engage. Support sales with targeting ad messaging driven by funnel or opportunity stage. Here are three quick use cases — all starting with a list built through Terminus Account Hub — that you can now execute within Terminus Engage. . #1.

Sales Management 22

Sales Management Paid Search Agency Ads Demand Generation 22

KoMarketing Associates

JULY 12, 2018

Scheduling or using an on-demand online demo can be a great lead generation tool. Prospects that have gotten that far in the buying cycle are likely to be extremely interested in the product and want to see how it can work for them specifically. Online Training Formats.

Work Management 154

Work Management CMS Development B2B Marketing Marketing Management 154

Industrial Marketing Today

APRIL 20, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Social Media and B2B Marketing Do Pair Well by Achinta Mitra on April 20, 2010 in B2B Lead Generation , Industrial Marketing Strategies , Social Media Marketing , Social Networking For a while, it was difficult to find hardcore data to make a business case for social media.

Social Media 60

Social Media Social Marketing B2B Marketing Web 2.0 60

KoMarketing Associates

MARCH 7, 2013

“Revenue acceleration via sales & marketing strategy, demand generation, sales pipeline & process improvement, retention & renewals.” “MarketingSherpa provides B2B and consumer marketing professionals practical Case Studies, research and training on email, demand gen, search, social and more.”

Social Media 120

Social Media Ideal Customer Profiles Twitter Profiling 120

NuSpark Consulting

NOVEMBER 30, 2011

Any demand generation expert worth her salt (and consulting fee) will advise you to segment your sales leads. Among the more commonly used segmentation criteria are things like job title, industry, company size and the company’s position in the buying cycle. Case Mountain Communications, LLC. Michael Selissen.

Segmentation 100

Segmentation Work Management Marketing Management Paid Search Agency 100

NuSpark Consulting

DECEMBER 31, 2011

Understand the power of social media and search engines in the buying process; and do consider more time/resources/financial allocation towards inbound marketing and demand generation strategies that attract prospects to your funnel. Those objectives include revenue, market share, branding, and lead generation objectives.

Lead Generation 100

Lead Generation Budget Programs Sales Qualified Leads Paid Search Agency 100

Industrial Marketing Today

JUNE 29, 2010

Relevant marketing content – key to thought leadership Positioning your company as a thought leader is critical in complex technical sales that have long buying cycles with many decision makers involved. We are all used to seeing case studies and they are powerful marketing content. Post them to a site like slideshare.net.

Relevance 60

Relevance B2B Marketing Web 2.0 Branding 60

Marketing Insider Group

JUNE 30, 2020

Newsletters can do everything from promote your latest blog post or case study, talk about upcoming seminars or webinars, serve as a mini-article, and more. This allows you to be more specific in your newsletter content and helps you target a larger span of your audience, namely those who are looking for content that is more narrowly focused.

Work Management 362

Work Management B2B Marketing Marketing Management Content Marketing 362

Industrial Marketing Today

APRIL 22, 2010

You can buy the book from Amazon and visit his site at www.distributiontrap.com. I also found a fascinating video interview on Andrew’s blog that really drives home the point with a case study featuring Mr. Fred Whyte, President of STIHL Inc. This white paper aims to change that perception of them.

Distribution 60

Distribution Web 2.0 Lead Ranking Privacy Policies 60

Industrial Marketing Today

MAY 5, 2010

said it best when she wrote, “Passive reading of your content is not going to help online marketing initiatives shorten buying cycles or increase customer acquisition and revenues.” Your online content needs to play a much more active role in moving site visitors along in his/her buy decision.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

The ABM Agency

JANUARY 15, 2021

Do you want to speed up your average buying cycle? Account-Based Marketing and Demand Generation are both content-heavy but highly potent tactics going into 2021. Without quality, informative, highly tailored content, the campaign cannot progress or reach valuable targets. . What is your estimated timeline?

Budget Programs 52

Budget Programs Paid Content Paid Search Agency Marketing Budget Creation 52

Industrial Marketing Today

MAY 7, 2010

One would think lead nurturing would be very important if marketing is to be held more responsible for revenues but that was not the case, it was seen as the least important role by 14 percent of the respondents ? This white paper aims to change that perception of them. Get Engineers Can Sell white paper now.

Lead Generation 60

Lead Generation Sales Qualified Leads Web 2.0 B2B Marketing 60

The ROI Guy

SEPTEMBER 17, 2010

The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? These three issues are having a measurable impact on marketing.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

Industrial Marketing Today

OCTOBER 2, 2010

Are you targeting final decision makers, users and/or influencers? WHAT : What do you expect your list to do? While it is good to have multiple links in your email, don’t confuse your target audience by making multiple offers in the same email. How are you using email marketing to reach and engage with your target audience?

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

JANUARY 26, 2010

The content doesn’t have to be dull text; it could be a blog with posts written by in-house experts, “how-to” videos or white papers that position your company as a “thought leader” within the industry. The bottom line is for your content to engage your prospects and customers at every stage of the buying cycle.

Rules 60

Rules Marketing Websites Web 2.0 Buying Cycle 60

Adobe Experience Cloud Blog

OCTOBER 26, 2010

Hundreds of marketers have built robust lead nurturing programs, ranging from simple drip campaigns to sophisticated lead life-cycle campaigns , using only a few white papers or webinars. Unfortunately, they only have enough money for one white paper to be written, created and produced. What can they do? What can they do?

Lead Nurturing 48

Lead Nurturing B2B Thought Leadership Peer-to-peer Leads 48

Adobe Experience Cloud Blog

DECEMBER 7, 2011

It needs to be easy to share and contain targeted keywords that get indexed and show up in search engine page results. As you guide your prospects into the later stages of your content cycle you will want to begin to ask them for more information and follow up accordingly. Early stage content should be wide and broad.

Top of Funnel 48

Top of Funnel Marketing Qualified Leads Lead Nurturing Buying Cycle 48

Industrial Marketing Today

JULY 29, 2010

This white paper aims to change that perception of them. Get Engineers Can Sell white paper now. Search This Site Browse Industrial Marketing Topics B2B E-Mail Marketing B2B Lead Generation B2B Marketing Collateral B2B Marketing Videos B2B Media Planning Content Marketing Industrial Marketing & Web 2.0

B2B Marketing 60

B2B Marketing Top of Funnel BtoB Peer-to-peer 60

Adobe Experience Cloud Blog

JANUARY 20, 2010

Marketers have changed the way they handle online demand generation by using thought leadership like white papers, surveys and videos to drive interest in their industry or solution. Don’t expect a lead generated from inbound marketing to turn into a qualified prospect overnight. Create a lead-recycling program.

Sales Qualified Leads 48

Sales Qualified Leads Lead Ranking Lead Scoring Leads 48

Marketing Insider Group

JANUARY 24, 2013

. @ MarketingSherpa – MarketingSherpa – MarketingSherpa provides B2B and consumer marketing professionals practical case studies, research, and training on email, demand gen, search, social, and more. Write case studies, eBooks, white papers, etc. Jacksonville Beach, FL – [link]. Global – [link].

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

Industrial Marketing Today

MAY 14, 2010

However, industrial marketers face a challenge when it comes to producing a steady stream of fresh content to keep their target audience engaged. What do you do when the bulk of your marketing content, with the exception of case studies is product focused? This white paper aims to change that perception of them.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60