The Point

MAY 17, 2021

Whatever demand gen channels you use to generate marketing leads, there’s value in always promoting a mix of content and other offers that span the entire buying cycle: early-stage, mid-stage, and late-stage.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

B2B Marketing Directions

JULY 30, 2017

Each respondent in this study was qualified to have been involved in a B2B purchase decision within the 12 months preceding the survey. 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.

Buying Cycle 40

Buying Cycle Buy B2B Case Studies 40

KoMarketing Associates

DECEMBER 8, 2021

Here are a few stats that highlight the differences in the B2B buyer’s cycle: The B2B buying cycle is six to twelve months, much longer than the few weeks most consumers take to make a purchase. The discovery phase of the buying cycle is when businesses realize they have a problem and begin looking for a solution.

Top of Funnel 244

Top of Funnel Buyer's Journey Advertising Benchmark B2B 244

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

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

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 Scoring 139

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

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 Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

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 95

B2B Sales B2B Buying Cycle Sales Qualified Leads 95

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

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

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

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 155

Marketing Automation Services Ideal Customer Profiles Efficiency Marketing Automation 155

6sense

OCTOBER 27, 2016

The first blog of our two-part series tackled the marketing use cases of predictive intelligence. We discussed how predictive-powered account-based digital advertising and account-based lead generation allows B2B marketing teams to target audiences in active buying cycles, improve conversion rates and optimize how they budget.

Top of Funnel 48

Top of Funnel Lead Ranking Buying Cycle Telemarketing 48

Martech

DECEMBER 19, 2023

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. One that is in rhythm with your buying cycle. In this business case, email activity was just one of the many channels and metrics involved.

Marketing & Strategy 107

Marketing & Strategy Opt-out CAN-SPAM Work Management 107

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 220

Sales Management Top of Funnel B2B Sales Tactics 220

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

KoMarketing Associates

FEBRUARY 12, 2019

Many studies, of course, have shown B2C marketers ahead in terms of marketing technology and marketing best practices. Other research, like studies done by the Content Marketing Institute and Marketing Profs, found that B2B marketers have adopted marketing automation far more than their B2C peers.

Work Management 121

Work Management B2B Marketing Marketing Management Peer-to-peer 121

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

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

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

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

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

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

Optinmonster

MARCH 7, 2024

While testing, I examined different factors like key features and use cases. Recent studies have shown that personalized experiences can lead to a 20% increase in sales. Kennedy Blue, an eCommerce business in the wedding industry, has to overcome a long buying cycle plus many sales objections due to its innovative business model.

Enterprise Management 63

Enterprise Management Marketing Automation Services eCommerce Marketing Management 63

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

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

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.

Marketing Strategy 52

Marketing Strategy Marketing & Strategy Planning Paid Search Agency 52

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

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

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

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

NuSpark Consulting

FEBRUARY 18, 2016

This is an extreme case, of course, but it illustrates what happens when we put an offer out there without considering its appropriateness to the mindset of the prospect. So, in other words, we’re talking about where they are in the buying cycle. Buying Cycle Stages. You get the drift. In what stage are they?

Marketing Websites 100

Marketing Websites Buying Cycle Marketing Analytics Tools Sales Qualified Leads 100

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

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