The ROI Guy

MARCH 24, 2014

As technology buyers have changed, now more knowledgeable, empowered and in control of the purchase decision process, technology sales reps have not evolved to keep pace, this according to a recent article by Gartner. The Gartner research is outlined in this blog article by Tiffani Bova at: [link]. The evidence?

Gartner 40

Gartner Buyer Personas Paid Search Agency Demand Generation Agencies 40

Marketing Interactions

AUGUST 24, 2021

And they benefit from B2B content that shows them how to do those things. I agree with Gartner that this is a huge opportunity for marketers to help buyers by creating content that assists them with job completion. There’s a lot more to B2B content marketing than thought leadership, industry trends and infotainment.

B2B Thought Leadership 62

B2B Thought Leadership Thought Leadership B2B Gartner 62

Exo B2B

FEBRUARY 7, 2024

The key is knowing when to expose them to your target companies in their buying cycle. Although all marketers like to present it in a linear fashion, a more or less complex variant ranging from Interest->Consideration->Evaluation->Decision*, Gartner’s depiction of it is hardly a joke.

B2B 52

B2B Buyer Personas Work Management Case Studies 52

Marketing Interactions

SEPTEMBER 26, 2022

On the buyer side, 73% of technology buyers who have yet to implement those solutions indicate high regret, according to Gartner. Further, the downsides of regret are many, including slower buy cycles, frustrated teams, and lower retention or growth for those accounts.

Ideal Customer Profiles 80

Ideal Customer Profiles Buyer Personas Marketing Analytics Tools B2B 80

Valasys

JANUARY 13, 2020

Buyers like to have complete sovereignty in the methods they research about the potential solutions to their problems through specific products or services, engage with the pieces of content being delivered at various stages of their buying cycles & in ways they interact with the salespeople before they decide to close a business deal.

Account Based Marketing 59

Account Based Marketing B2B Marketing Marketing Management Marketing & Strategy 59

Oktopost

JANUARY 5, 2021

After all, we live in a world of hyper connectivity, one where up to 67% of B2B buyers are already halfway through the buying journey before they speak with an actual salesperson. We are all familiar with such statistics from people much smarter than I am, the likes of CEB, Forrester and Gartner. billion, are active social media users.

Buyer Personas 133

Buyer Personas Top of Funnel Enterprise Management Marketing Budget 133

The ROI Guy

JUNE 4, 2019

The buying journey is not only slowed, but often stalled. A recent Gartner study found 94% of the respondents have participated in a buying cycle where the effort was canceled before the purchase was completed. We think of the current buying cycle as not only broken, but frozen.

Optimization 40

Optimization Buying Cycle Gartner Amazon 40

Marketing Interactions

JULY 31, 2022

The number of touchpoints has increased (up to 27 per person, per Gartner) and only 3% want to speak to your sales reps for education. Because buying is a 2 nd job, they also jump in and out of buying activities making it tougher to pin down just where they are in their buying process—or even if they are actively in-market buyers.

B2B 75

B2B Buyer's Journey Gartner B2B Sales 75

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. B2B marketers need to optimize their website loading time & overall experience that it delivers to B2B customers.

B2B Marketing 64

B2B Marketing Marketing AI Marketing Management B2B 64

The ROI Guy

NOVEMBER 18, 2010

Today’s buyers face several unique challenges that make content marketing ever more important to the successful vendor. Content marketing provides a means to break through the noise, providing the consultative diagnostic and financial advice today’s buyer needs. But this is not the only way to get started.

Marketing Management 40

Marketing Management Peer-to-peer Content Marketing Buying Cycle 40

Valasys

APRIL 15, 2020

B2B lead nurturing is all about engaging with a targeted group of prospective customers by providing hyper-tailored solutions to their pain-points according to their specific stages in the buying cycles. Read more on How to Build Customer Loyalty with Content Marketing. Personalizing Your Lead Nurturing Campaigns.

Lead Nurturing 59

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 59

Launch Marketing

NOVEMBER 20, 2019

Recent Gartner research discovered that over 80% of organizations currently expect to compete primarily on customer experience (CX). Below, we’ll explore B2B buyer developments as well as how you can leverage content marketing to address your customers’ needs and exceed their expectations at every turn.

B2B 48

B2B Paid Search Agency Content Touchpoints 48

Madison Logic

OCTOBER 11, 2022

That’s the smallest chunk of time in the B2B buying journey with only 17% of a buying group’s time dedicated to meeting with potential providers. Look at the graphic below from Gartner: most of the time spent by a B2B buying committee is away from solution providers. Content Marketing and Demand Generation .

Intent Data 52

Intent Data Intent Marketing Budget Buyer Intent 52

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Having the right content and tools to help fuel buyer’s decision making process is essential.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

JANUARY 25, 2011

Understanding how to facilitate this buying lifecycle, especially how to connect and engage todays economic-focused executive, is a key to sales success, and establishes a roadmap for sales enablement. The Bottom Line Buyers are clearly in control of the buying cycle and are more frugal than ever before.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

Marketing Insider Group

JANUARY 24, 2013

. @ Savvy_B2B – Savvy B2B Marketing – Savvy marketers sharing insights, tips, resources, and war stories. CMIcontent – Content Marketing Institute – Content Marketing Institute for all things # ContentMarketing. Top B2B Marketing Influencers – Individuals. . Irvine, CA.

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

The ROI Guy

DECEMBER 6, 2010

At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Exo B2B

SEPTEMBER 27, 2017

The reason is simple: to understand and truly address the expectations, goals, needs and objections of your buyers, their role in their company’s buying process, the interactions that they have with other stakeholders (influencers, users, policy makers, etc.), CEB-Gartner study 2015 page 3. Why be so rigorous and detailed?

B2B 40

B2B Ideal Customer Profiles Buyer Personas Gartner 40

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

QuanticMind

JANUARY 21, 2020

Content marketing is one of the most common strategies B2B marketers use for demand generation. According to a recent Gartner survey, 75% of B2B customers agree that their purchase involved people from a wide variety of roles, teams, and locations. . Advertising gives marketers a unique opportunity to do this at scale.

Account Based Marketing 52

Account Based Marketing Demand Generation Agencies Demand Generation Lead Scoring 52

The ROI Guy

JANUARY 17, 2011

Providing the decision support early in the buying cycle is essential to engagement success- illuminating issues, identifying improvement opportunities and delivering strategic roadmap recommendations. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998).

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Ambal's Amusings

OCTOBER 15, 2009

Kristina Halvorson's Content Strategy for the Web. Velocity's The B2B Content Marketing Workbook. B2B Marketing Fundamentals Don't Change. Keeping a Closer Eye on Content ROI – CMO Council. How to Choose Your Carrot: Effective Lead Generation Offers for High-Technology Marketers (White Paper).

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

Top Rank Marketing

OCTOBER 9, 2023

Determine the decision makers Figuring out who makes the purchasing decisions in B2B is a bit more complicated than it is in B2C – which is exactly why prioritizing it when you break into a new market is so important. Think of your first customers in a new market as an audition of sorts – and crush it.

B2B Marketing 130

B2B Marketing Marketing Strategy Marketing & Strategy B2B 130

Valasys

AUGUST 14, 2019

The headless CMS helps businesses keep abreast with the dynamic digital era, wherein marketers need to optimize the users’ experiences (UX) by delivering personalized pieces of content via multiple channels, throughout the buying cycles of the customers. Enhances the Digital Experience Platforms : .

CMS Development 40

CMS Development Enterprise Management Digital Asset Management Work Management 40

WebMarketCentral

JULY 23, 2009

And people won't search for what they have no budget to buy. On the plus side, a recent study from Forbes and Gartner suggests that we may have turned the corner, with C-level executives now optimistic about the outlook for 2010. Search marketers embrace conversion reporting. "By Tags: Web Marketing.

Paid Content 20

Paid Content Search Engine Marketing Advertising Benchmark Search Marketing 20

SnapApp

DECEMBER 4, 2017

And as the content marketing landscape continues to rapidly evolve, it makes sense to look to research to identify trends and patterns that can help guide your strategy. That’s why we’ve gathered 54 content marketing stats all in one place – so you can start thinking about how this data will inform your plans for 2018. .

Paid Content 122

Paid Content Top of Funnel Stats Marketing Budget 122

NetLine

NOVEMBER 30, 2023

But with the volume of content online continuing to increase, how exactly should B2B marketers highlight the right content for sales teams to use at the right time? A B2B sales astronaut celebrates as they’ve closed a deal, all thanks to the intent-led content provided by marketing.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52

Oktopost

SEPTEMBER 6, 2022

According to Gartner , 77% of B2B buyers say that their last purchase was difficult or complex. Buyer enablement – the process of simplifying the buying cycle by providing customers with the resources they need to make quick, informed purchasing decisions, has significant benefits. create shorter content.

Work Management 62

Work Management Marketing Management Buyer Personas B2B 62

Webbiquity

JANUARY 3, 2012

Social media, content aggregation and curation , user-generated content and other developments have dramatically changed the B2B buying cycle over the past few years. social media ROI, lead quality, content marketing) will remain priorities in 2012. Just What Do Marketers Do, Anyway?

Sales Management 100

Sales Management B2B Sales Top of Funnel B2B Marketing 100

Single Grain

MARCH 9, 2021

The way you do this is via content creation, content marketing, link acquisition, and UX optimization of your website. Content marketing is a vital part of both B2B and B2C SEO. With a tailored content marketing strategy , you can fulfill all these criteria and attract key decision-makers’ attention.

Lead Scoring 137

Lead Scoring Lead Ranking Marketing Automation Services SEO 137

Valasys

JULY 16, 2019

The modern B2B world businesses are witnessing transcendence – by raising their digitization games to showcase their products or services & by enhancing their web presence leveraging integrated approaches to build full-proof multichannel strategies for their marketing endeavors.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Marketing Automation Services 40

Valasys

NOVEMBER 4, 2019

Harvard Business Review depicts content personalization as a powerful strategic move towards improving the contextual relevance of pieces of content for customers. Ways Content Personalization Benefits B2B Marketers. Customer experience is the new marketing.”.

Marketing AI 45

Marketing AI B2B Marketing Personalization Marketing Budget 45

NetLine

JULY 17, 2023

The amount of B2B marketing data can be overwhelming, but with the right foundations, you can use intent data to its full potential. The skills and competencies needed to get the most value out of intent data B2B marketers are faced with what seems like an ever-changing landscape where buying cycles are longer and often more complicated.

Intent Data 52

Intent Data Intent Lead Ranking B2B Marketing 52

Launch Marketing

SEPTEMBER 26, 2019

According to recent Gartner research , when B2B buyers are considering a purchase, only 17% of that time is spent meeting potential suppliers. Instead, you must deliver some element of value that correlates to what they’re looking for and consider what stage of the buying cycle they’re in. Content Marketing.

Top of Funnel 48

Top of Funnel Ideal Customer Profiles Practices Product 48

Oktopost

JULY 12, 2021

Source: Gartner. Specifically, buyer intent data can offer direct insight into the status of various individuals and organizations in the buying cycle. Content Marketing is Still King. Content marketing is a staple in any successful B2B marketing strategy.

Lead Generation 87

Lead Generation Marketing Qualified Leads Top of Funnel Lead Ranking 87

Valasys

DECEMBER 20, 2019

The marketers are increasingly operating from a place to improve the customer experience in an experience-driven economy & most of them aim to improve the traditional ways of customer experience management. Couchbase used social persona data & keyword volumes to eradicate the guess-work from its content strategy.

Advertising Agencies 59

Advertising Agencies Enterprise Management Work Management Marketing Management 59

Convince & Convert

SEPTEMBER 20, 2010

You need to determine why your company should be social, for whom your efforts are intended and where your audience is in the buying cycle, and how you’ll measure success. Creating and calibrating a social media strategy for any company should follow the same process. This is when it starts to be fun. Nicely said, Esteban.-=

Social Media 150

Social Media Media Webinar Metrics Marketing & Strategy 150