Everything Technology Marketing

APRIL 8, 2010

By Holger Schulze Major shifts are taking place in B2B marketing that started a few years ago but have accelerated in recent months – in the marketplace as well as inside vendor organizations. This exercise will help you understand how your customers are progressing through the steps of the buying cycle.

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Buying Cycle Lead Ranking 100

The Effective Marketer

MARCH 22, 2012

Buying cycle control (you need to facilitate the buying process and understand what is required of you as a result). The Customer Buying Cycle Framework. According to SiriusDecisions, buyers go through three stages and six steps during their buying process. Stage 3: Vendor Selection. You see less.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

BOP Design

JANUARY 29, 2018

The Sales Cycle Is Longer. For many B2B companies, the sales cycle is often 6 weeks to a year. This longer sales cycle is due to a variety of reasons: The product or service is complex or has a lot of moving parts. Often, multiple decision makers/buy-in is required to move forward.

Work Management 49

Work Management Marketing Management Marketing Agencies 2 B2B Marketing 49

LeadSloth

AUGUST 17, 2009

Both vendors suggest to look at conversion metrics between buying stages: from inquiry, via qualified lead and opportunity to a closed deal. This is the best way to get quick indicator of improvements, because waiting for the closed deal can take a while if you have a long sales cycle. But how long should you wait?

Lead Management 100

Lead Management Lead Scoring Lead Ranking ROI 100

Webbiquity

FEBRUARY 13, 2010

Marketing automation systems—from vendors like Eloqua , Marketo , Genoo , Manticore and others—are great tools for moving prospective buyers along the path from interest to desire to action. Without a solid content strategy to support that movement through the marketing and sales cycle, all you’ve got is a nice email system.

Emarketing 100

Emarketing Marketing Automation Services Manticore Marketing Management 100

markempa

MARCH 2, 2017

Yet, it’s helpful to notice that all customer buying cycles fit into three distinct funnel stages. For example, a white paper can be broken into three to five articles that share a point of view. It’s important to continue nurturing leads whether it takes five touches or 25 touches to get them to the sales-ready point.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Tactics 120

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. 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.

Peer-to-peer 40

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

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

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. We call this the “Internet fueled buying cycle.&#

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

FEBRUARY 2, 2011

CFO Control Drives Frugalnomics Further This centralization of power to financial chiefs has important implications for the way the buying cycle is managed, and how B2B sales and marketing groups must navigate these more complex waters. Executives like CFOs do most of their research on-line on their own or via analysts / peers.

Work Management 40

Work Management Marketing Management Peer-to-peer Effectiveness 40

The ROI Guy

JANUARY 25, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

SEPTEMBER 29, 2010

Tech Media publishers have seen an exponential shift in buyer behaviour, recognizing that the B2B buying decisions these publications support are now Internet driven , and that buyers are in control of the buying cycle like never before - seeking trusted sources of diagnosis, advice and recommendations.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

The ROI Guy

DECEMBER 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. The Death of a Salesman?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

OCTOBER 5, 2010

As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. As a result, Internet fueled buying cycles have required B2B marketers to deliver more content and tools over more and more channels to actively engage ever more empowered, skeptical and frugal buyers.

Paid Search Agency 40

Paid Search Agency Companies Buying Cycle Budget Programs 40

The ROI Guy

SEPTEMBER 3, 2010

Because of Frugalnomics, an environment where buyers now demand bottom-line value from every investment, B2B sales teams are challenged more than ever to deliver expected results. Sales enablement seeks to address these challenges, providing the practices, resources, training and tools needed to help fight Frugalnomics.

Effectiveness 40

Effectiveness Forrester B to B Sales Cycle 40

The ROI Guy

SEPTEMBER 3, 2010

Successful demand generation programs are uniquely challenged today, and must address a changing landscape where: Economics are driving more decisions; The Internet is fueling a prospect driven buying cycle, and; Prospects are faced with information overload resulting in shorter attention spans than ever.

Demand Generation Agencies 40

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

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Your Sales & Marketing Ready to Do Business with F.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

MARCH 15, 2011

Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

ClearVoice

OCTOBER 27, 2023

Businesses often seek service providers or vendors to boost efficiency or address a specific challenge. Sales Cycle B2B SEO: In the B2B space, the sales cycle tends to be longer and more complex. B2C SEO: In B2C, the sales cycle is typically shorter.

Enterprise Management 97

Enterprise Management Work Management Marketing Management SEO 97

Madison Logic

JULY 27, 2022

Because B2B buying cycles are complex. A 2020 Forrester report finds that B2B buying cycles typically involve an average of 27 interactions between buyers and sellers where 95% of B2B purchases are made by a group of 3 or more individuals. . B2B sales cycles are complex and some can stretch weeks, months, even years.

Account Based Marketing 52

Account Based Marketing ABM Ideal Customer Profiles Work Management 52

The ROI Guy

MARCH 30, 2011

Empowered: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 40

Marketing Insider Group

JANUARY 9, 2024

Three Stages of the Sales Funnel to Nurture Leads Through Here’s the thing: Our customers don’t see our funnels. Yet, it’s helpful to notice that all customer buying cycles fit into three distinct funnel stages. For example, a white paper can be broken into three to five articles that share a point of view.

Lead Nurturing 150

Lead Nurturing Sales Management Top of Funnel Lead Ranking 150

Sales Engine

AUGUST 23, 2016

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Today, B2B buyers start with an anonymous Google search, which then leads to the consumption of white papers, webinars, videos, blogs, and so on. For sales, knocking on doors isn’t really an option.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Today, B2B buyers start with an anonymous Google search, which then leads to the consumption of white papers, webinars, videos, blogs, and so on. For sales, knocking on doors isn’t really an option.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

MARCH 24, 2016

During a long, complex buying process, marketers must help prospects take the next steps based on where they are in the buying cycle and what they need to know next. That process consists of both inbound and outbound content marketing. Henshaw believes that “there is no one way.

B2B Sales 149

B2B Sales B2B Inbound Marketing Cold Calling 149

Unbound B2B

JANUARY 11, 2023

SMB sales to better plan your B2B growth strategy. What are B2B Enterprise Sales? B2B enterprise sales mean large business contracts involving a full board with higher risks and longer sales cycles. These sales are million-dollar worth that can impact the GDP of a European nation.

Enterprise Management 40

Enterprise Management SMB B2B Sales Work Management 40

LeanData

DECEMBER 1, 2015

Brinker’s compilation of 1,876 vendors across 43 categories in his 2015 Marketing Technology Landscape Supergraphic is an eye-catching representation of the expanding universe of MarTech companies. Julie Schwartz , of the influential B2B research firm ITSMA , agreed with that sentiment – especially in the enterprise sales world. “If

Multi-Touch Attribution 56

Multi-Touch Attribution B2B Thought Leadership Budget Programs Sales Cycle 56

Markempa

APRIL 30, 2019

Yet, it’s helpful to notice that all customer buying cycles fit into three distinct funnel stages. For example, a white paper can be broken into three to five articles that share a point of view. Remember this: Our customer’s don’t see our funnels. Let me explain. For more ideas on content check out this post.

Lead Nurturing 70

Lead Nurturing Sales Qualified Leads Top of Funnel Lead Scoring 70

Terminus

OCTOBER 16, 2018

First, Masergy needed a way to uncover best-fit accounts in an active buying cycle. As a result, sales is no longer wasting time working accounts that aren’t in an active buying cycle, and marketing is no longer wasting budget marketing to them. 10% sales cycle reduction. 50% higher opportunity MRR.

Account Based Marketing 22

Account Based Marketing Sales Management ABM Top of Funnel 22

LeanData

DECEMBER 1, 2015

Brinker’s compilation of 1,876 vendors across 43 categories in his 2015 Marketing Technology Landscape Supergraphic is an eye-catching representation of the expanding universe of MarTech companies. Julie Schwartz , of the influential B2B research firm ITSMA , agreed with that sentiment – especially in the enterprise sales world. “If

Multi-Touch Attribution 40

Multi-Touch Attribution B2B Thought Leadership Budget Programs Sales Cycle 40

LeanData

DECEMBER 1, 2015

Brinker’s compilation of 1,876 vendors across 43 categories in his 2015 Marketing Technology Landscape Supergraphic is an eye-catching representation of the expanding universe of MarTech companies. Julie Schwartz , of the influential B2B research firm ITSMA , agreed with that sentiment – especially in the enterprise sales world. “If

Multi-Touch Attribution 40

Multi-Touch Attribution B2B Thought Leadership Budget Programs Sales Cycle 40

LeanData

DECEMBER 1, 2015

Brinker’s compilation of 1,876 vendors across 43 categories in his 2015 Marketing Technology Landscape Supergraphic is an eye-catching representation of the expanding universe of MarTech companies. Julie Schwartz , of the influential B2B research firm ITSMA , agreed with that sentiment – especially in the enterprise sales world. “If

Multi-Touch Attribution 40

Multi-Touch Attribution B2B Thought Leadership Budget Programs Sales Cycle 40

Single Grain

NOVEMBER 29, 2019

However, there are large bottlenecks that might choke your sales funnel if you do not solve the issue ASAP: The different bottlenecks that can affect your sales pipeline include the following: Manual management of leads by examining emails, spreadsheets, paper, etc. They aren’t ready to buy immediately. takes time.

Marketing Automation Services 124

Marketing Automation Services Digital Asset Management Marketing Automation Work Management 124

Ambal's Amusings

AUGUST 27, 2009

Her clients who are technology vendors and venture firms leverage her strategic marketing and go-to-market expertise. In the "middle date" stage, consider offering in-depth white papers, self-assessment worksheets and webinars. What if you don't know where prospects are in their buying cycles?

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

The ROI Guy

JUNE 29, 2011

Overall, buyers continue to prefer documents such as research briefs, white papers and blog posts as the most important form of content along each stage in the buyer’s journey. Understand the differences amongst different potential solutions and services.

Peer-to-peer 40

Peer-to-peer Webcast Buying Cycle B2B 40

B2B Marketing Zone Posts

JUNE 9, 2010

Is The White Paper Dead for B2B Marketing? Buzz Marketing for Technology , May 26, 2010 In a recent conversation I was having with the Bloom Group they believe “the practice of publishing white papers must come to a close because of the utter proliferation of white papers, and the poor content contained within so many of them.”

Paid Content 40

Paid Content B2B Marketing Marketing Management B2B 40

Ambal's Amusings

NOVEMBER 23, 2010

How can you create a white paper that serves it purpose - create high quality leads, provide useful information to potential customers etc. Well, like Stephen Covey said, "You begin with the end in mind" We asked our panel of white paper experts "W hat are the 3 key questions you ask before starting a white paper project?

Paper 100

Paper Work Management Marketing Management SME 100