Customer Experience Matrix

MAY 27, 2009

In honor of the event, they sponsored a white paper by Yours Truly on the general topic of, um, why it’s important to make it easier for salespeople to review prospect behaviors that are captured by the demand generation system. At a minimum, it keeps the company in the consideration set during the early stages of the buying cycle.

Eloqua 120

Eloqua Paper Profiling Marketing Automation Services 120

Ambal's Amusings

FEBRUARY 4, 2010

How do you concisely convey the information you want to present in your white paper? How long should a white paper be to convey information and yet hold readers interest from start to end? We have invited White Paper Experts to shed light on the following question: "What is the ideal length of a white paper?"

Paper 100

Paper Enterprise Management Marketing Management Case Studies 100

Martech

MARCH 11, 2024

In reality, B2B buying committees have grown in size and different members will be at different stages of the buying cycle. If they’re in a buying cycle at all. It worked so well for Salesforce that the whole industry copied it. Verdict: No new tech needed 6. SDRs are such hardworking individuals.

Efficiency 93

Efficiency Marketing Automation Services Lead Ranking Brand Identity 93

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

Act-On

SEPTEMBER 24, 2023

SEO Funnel and Bottom-of-Funnel Keywords Certainly, keywords at all stages of the buying cycle are important — from top funnel keywords to lower funnel keywords. Seeking out lower funnel keywords takes a little more effort, but it’s worth the reward. Once you do this, you can align the content with the right keywords.

Top of Funnel 130

Top of Funnel Marketing Funnels Keywords Marketing Automation Services 130

NetLine

APRIL 14, 2022

Consumption within the Information Technology industry—the largest audience across NetLine’s platform—increased 7.1%. of all registrations), B2B Marketers promoted 20% more White Papers than eBooks. eBooks Were Requested 484% More Than White Papers. White Papers. of all downloads. Survey Report.

Intent 97

Intent Webinar Metrics Peer-to-peer Intent Data 97

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Paper 40

Paper Enterprise Management Marketing Management Lead Scoring 40

ClearVoice

DECEMBER 18, 2023

Rather, understand where each customer stands in the buying cycle and reach out to them with the right type of content. You can tell a lot from a prospect’s purchase readiness by looking at the resources they access: webinars, white papers, newsletters, or landing pages.

Account Based Marketing 95

Account Based Marketing ABM Tactics Top of Funnel 95

Webbiquity

DECEMBER 4, 2018

Marketing can use these insights to develop content in the form of a FAQ page, manuals, white papers, blog posts, or other content you can easily share to advance deals. Map Content to the Buying Cycle. Mary Ade writes for Highspot , the industry’s most advanced sales enablement solution.

Sales Management 220

Sales Management Top of Funnel B2B Sales Tactics 220

Industrial Marketer

OCTOBER 26, 2021

It starts with a scenario where we are asked to provide our name, email, and perhaps another piece of information in order to read a white paper, Read more » The post 5 Things You Can Do to Prepare for Account Based Marketing appeared first on Industrial Marketer.

Account Based Marketing 98

Account Based Marketing Paper Lead Generation Order 98

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers are designed to quickly personalize white paper content for relevancy. This occurs automatically on program launch, and means the user does not have to retype important profile information.

Paper 40

Paper Ideal Customer Profiles Profiling Peer-to-peer 40

The ROI Guy

JANUARY 25, 2011

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own. Content that Matters Most?

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

Trade Press Services

SEPTEMBER 25, 2023

Buyers evaluate your company’s reputation , values, commitment to customer satisfaction and industry expertise. It’s important to showcase organizational successes, strengths and industry reputation through case studies, testimonials, industry awards and accolades. Decision #5: About the time to buy.

Lead Ranking 52

Lead Ranking Buying Cycle B2B Sales Pricing 52

DealSignal

APRIL 27, 2023

The data behind Ideal Customer Profiles Ideal Customer Profiles are defined by firmographics (size, location, industry), technographic (deployed technology), and historical data. Bombora’s intent is based on activity such as keyword searches, article views, and white paper downloads. Intent, however, is ephemeral.

Ideal Customer Profiles 52

Ideal Customer Profiles Account Based Marketing ABM Intent 52

Circle Studio

AUGUST 23, 2018

It will help you earn search engine visibility (see #2), establish your people as industry experts, while also building a relationship with your audience and helping you achieve your larger marketing goals. Research reports and white papers. One thing worth noting: don’t get concerned with the “blog” vernacular.

Traffic 99

Traffic Marketing Websites Case Studies Case Study 99

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

Martech

AUGUST 10, 2021

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

Work Management 112

Work Management Marketing Management Marketing Analytics Tools Digital Marketing Funnels 112

Launch Marketing

JUNE 23, 2021

times more likely to have an easy purchase experience when they are delivered information that helps them advance in the buying cycle. Download the B2B Content Marketing White Paper for insights on using personas, content and personalization to boost CX. Prospects are 2.8 Looking to elevate your customer experience?

Tips 93

Tips Marketing Analytics Tools Buying Cycle B2B Sales 93

Industrial Marketing Today

JANUARY 25, 2012

It is very common to find marketing content from manufacturers and industrial companies that is all about how great their products are or that their technology is innovative. So ask yourself this question, “Is my industrial marketing content really helping my buyers make a more informed decision and is it moving them closer them to a RFQ?”.

Top of Funnel 60

Top of Funnel Buying Cycle Lead Ranking Digital Marketing Funnels 60

Industrial Marketing Today

AUGUST 3, 2010

However, accurately defining and measuring customer engagement in complex business or industrial sales is still elusive. Measuring customer engagement in complex industrial and B2B marketing is very important but it doesn’t have to be expensive and resource-intensive. Google Analytics may be all the power you need.

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

Adobe Experience Cloud Blog

FEBRUARY 11, 2020

For example, in the manufacturing industry, engineers are often a target persona. Second, let visitors fill out forms to access white papers or eBooks. And added insight on customer behavior will allow you to quickly respond with targeted messages that guide customers through the buying cycle.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

Industrial Marketing Today

JUNE 15, 2010

I am referring to updating, maintaining and sometimes marketing their industrial websites. My opinion is somewhat biased because I am an industrial and B2B marketing consultant. I make my living providing marketing services including designing and marketing industrial websites. Is that a good thing?

CMS Development 60

CMS Development Marketing Websites Work Management Web 2.0 60

Industrial Marketing Today

MAY 14, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website 7 Strategies for Using Content to Market Industrial Products by Achinta Mitra on May 14, 2010 in Content Marketing , Industrial Marketing & Web 2.0 , Industrial Marketing Blog I am a big fan of Content Marketing or as some people like to refer to it as Inbound Marketing.

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Litmus

APRIL 11, 2022

Regardless of your industry, audience size, or level of sophistication involved with your email program, it never hurts to experiment with new email marketing ideas that will help you drive growth. Using form-protected content like ebooks, webinars, or white papers that sit behind a “gate” helps you collect first-party data.

Email Marketing 83

Email Marketing Planning Webinar Metrics Click Rate 83

Industrial Marketing Today

JULY 23, 2010

Rule #1: Natural or organic search engine optimization (SEO) In the research phase of the industrial buying cycle , engineers and industrial buyers tend to use broad keywords and phrases that describe their current problem. The same holds true for video white papers. However, they do have a strong influence.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

Industrial Marketing Today

AUGUST 20, 2010

So I’m not only familiar with an industrial marketer’s target audience, I am the audience or at least a member of it. Having worked closely with many manufacturers and companies from the industrial sector, I have learned several valuable lessons about what works when it comes to marketing to engineers and technical buyers.

Web 2.0 60

Web 2.0 Planning Buying Cycle Lead Scoring 60

Industrial Marketing Today

SEPTEMBER 27, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Have Digital Marketing and Social Media Killed the Industrial Sales Job? by Achinta Mitra on September 27, 2010 in Industrial Marketing Strategies , Industrial Websites , Sales Strategies , Social Media Marketing Remember the very first music video ever played on MTV?

Social Media 60

Social Media Social Marketing Media Planning 60

Avitage

JUNE 15, 2012

Thought leadership traditionally positions the statement of the big idea in a “one size fits all,” white paper or webinar, as the project end deliverable.

Thought Leadership 120

Thought Leadership B2B Thought Leadership Deliverability Buying Cycle 120

Industrial Marketing Today

JULY 20, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Can Industrial and B2B Marketers Learn Creative Problem Solving from Fifth Graders? How can industrial and B2B marketers apply the same creative problem solving lessons in engaging with their prospects and customers? The four steps are: 1. Share your thoughts.

Creativity 60

Creativity B2B Marketing Lead Ranking Lead Scoring 60

Industrial Marketing Today

OCTOBER 25, 2011

B2B and industrial marketers are usually tasked with two main responsibilities: Fill the top of the sales funnel (ToFU) with high quality leads. That’s why more B2B and industrial marketers are turning to content marketing to lift their lead generation ROI. A similar trend is seen in the industrial sector. See chart ).

Top of Funnel 60

Top of Funnel Marketing Funnels Content Marketing High Quality Lead 60

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

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. Learn more: How to Use Account-Based Marketing to Acquire High-Value Customers.

B2B Marketing 64

B2B Marketing Marketing AI Marketing Management B2B 64

Tomorrow People

MARCH 8, 2018

Creating content in a powerful content marketing strategy is not about focusing on your selling cycle. It means creating a content map that matches your customer’s buying cycle and creating content to support that structure. To see an example, take a look at a white paper we created for our client, Coburg Banks.

Marketing Budget 267

Marketing Budget Top of Funnel Lead Scoring Lead Ranking 267

Sana Commerce

FEBRUARY 21, 2023

Key differences between B2C and B2B buying behavior B2C shoppers tend to buy mostly based on emotions, personal tastes and opinions. B2B buyers have a longer, more complex buying cycle and make decisions based on what’s best for their business. Use faceted search that can limit displayed items based to previous purchases.

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

Martech

MAY 12, 2022

Well, there’s that little industry that makes gazillions of dollars every year with pay-per-click ads, but let’s look at a better example on the B2B search. Read next: How Planful uses customer intent to speed up the B2B buying cycle. Maybe it’s time to do that. How do we know search works?

Intent 110

Intent Account Based Marketing Bombora Intent Signal 110

Industrial Marketing Today

OCTOBER 20, 2011

Traditionally used as customer support tools by manufacturers and industrial distributors, the discussion threads were primarily text-based. However, blogging is labor-intensive and creating a constant flow of new content has proven to be a hurdle for manufacturers and industrial companies. This kind of market intel is invaluable.

Communities 60

Communities Paid Search Agency Peer-to-peer Companies 60

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. Industry research and news websites.

Adwords 100

Adwords Keywords Work Management Paid Search Agency 100