Trending Sources

Confusing Customer Segmentation, Buyer Profiling, and Buyer Personas Harms Marketing

Tony Zambito

Compounding the issue today is the prevalent use of the term buyer persona to describe customer segmentation and buyer profiling efforts. The issue I am referring to is the confusion that can surround distinguishing between customer segmentation, buyer profiling, and buyer personas today.

4 Myths Preventing True B2B Customer Understanding

Tony Zambito

There is a big problem when it comes to B2B customer research. That is, making their buyer personas about customer research and not confirming existing buyer profiling assumptions. These assumptions can then get in the way of truly understanding their customers.

Three Ways To Bring Your Customers Into The Content Creation Process

B2B Marketing Insider

The post Three Ways To Bring Your Customers Into The Content Creation Process appeared first on Marketing Insider Group. Forward-thinking B2B firms are using interviews, surveys and editorial advisory panels to improve their content marketing programmes.

New Approaches To Understand Customers Needed In A Digital Transformation World

Tony Zambito

Strikingly, in these same few years, you will also find developing customer understanding also on the list of CEO priorities. What becomes clear considering these surveys is that many CEOs see growth resulting from a strong understanding of customers. Illustration by Nikita Kozin.

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. And they expect an optimized customer experience from end to end. always make more content, their customers can't make any more time.

How B2B CMOs Can Achieve Customer-Centric Marketing With Buyer Personas

Tony Zambito

A recent survey by B2B Marketing, in conjunction with the UK-based agency Tomorrow People, indicated only 38% of marketers considered their content to be “very customer-centric.” Strengthening The Common View Of Customers. 10 Essentials Of Becoming Customer-Centric With Buyer Personas.

4 Ways The B2B Buying Process Has Changed in 2015

Crimson Marketing

Improving and creating effective marketing strategy means marketers need to thoroughly understand the B2B buying process and how it is evolving. The Buying Process Is Growing More Complex. The Buying Process is More Competitive. The Buying Process is More Social.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance. One of the best ways to help B and C performers improve is to write out a prescriptive sales process.

Informed Customer Understanding Should Guide Marketing

Tony Zambito

While others portray that if you just do these few things, then there will be a proverbial pot of gold, at the end of the year filled with overflowing coins of new leads and customers. One thing that is clear is the dynamics of markets, customers, and sellers continue to unfold in new ways.

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. And they expect an optimized customer experience from end to end. always make more content, their customers can't make any more time.

MQL to SQL: The Qualification Process [Infographic]

B2B Marketing Insider

The customer lifecycle is a useful guide to help you gauge a lead’s readiness to purchase. The post MQL to SQL: The Qualification Process [Infographic] appeared first on Marketing Insider Group.

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New Report: Improve The B2B Buying Process With Social Proof Marketing

Influitive b2b

So, how can brands get in front of buyers during the research phase, and help speed up the process once they make the vendor shortlist? Having customers advocate on your brand’s behalf on forums, review websites and social media can help your product make the initial cut.

Social Intelligence adds value throughout the Stage Gate Process

Buzz Marketing for Technology

Social data is becoming increasingly important in the new product development processes of many companies. Information gathered as part of market analysis might signal that customers are showing strong preference for the features of another company’s competing product.

BlueVenn Bundles Omnichannel Journey Management, Personalization, and Single Customer View

Customer Experience Matrix

The company offers what it calls an omnichannel marketing platform that builds a unified customer database, manages marketing campaigns, and generates personalized Web and email messages. The Venn in BlueVenn The unified database process, a.k.a. BlueVenn has only been active in the U.S.

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. And they expect an optimized customer experience from end to end. always make more content, their customers can't make any more time.

Use Buyer Persona Research To Improve B2B Customer Experience

Tony Zambito

Customer experience has been and will continue to be one of the major influences on how buyers make choices. The idea that customer experience is of significant importance has been around for a couple of decades. State Of B2B Customer Experience Is Unhealthy. by Creative Stall.

Is B2B Content Engagement Heading In The Wrong Direction?

Tony Zambito

For example, in one organization I helped recently, they perceived there were 7 stages for a generalized buyer’s journey of their target customers. Applying processes and policies that are applicable to that situational scenario. by Juan Pablo Bravo. Sometimes more is truly less.

The Unsung Heroes of the Sales Process

LeanData

They are the architects of an efficient, repeatable and scalable process. The domain of Sales Ops is incorporating this brave new world of technology into a process that makes teams more productive. It’s about internal customer service.”. They work quietly in the shadows.

Get More Value Out of Your MarTech Investments: Balancing People, Processes and Technology

Modern Marketing

As an Adoption Advisor for the Oracle Marketing Cloud, I talk to a lot of customers about improving and extending their usage of marketing technology. Processes. Define & Document Your Process: Marketing runs on processes. Customer Experience

Should Customer Data Platforms Be "Marketer-Controlled"?

Customer Experience Matrix

Thomas Wieberneit argues in a thoughtful blog post that companies need one platform for consolidated customer data, but that Customer Data Platform isn’t it because the CDP is “marketer-controlled” by definition, and thus doesn’t support other departments.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. One of the best ways to help B and C performers improve is to write out a prescriptive sales process. By spelling out the steps that the A performer often uses intuitively in her sales process, you can develop the rest of your sales staff.

Feeding Sales Is a Process, Not a Project.

Sales Engine

They realize that engaging with prospects through the internet is a process and not a series of projects—and marketing’s job is to generate leads that create actionable sales intelligence. For sure, this process this is nonlinear, and there’s no way you could have predicted it.

My online influencer research and engagement process

Biznology

So, my process is: set up SDL SM2, add all the keywords I have collected through going down a Wikipedia rabbit hole, let it go to parse, search, and churn. The post My online influencer research and engagement process appeared first on Biznology.

How AI Can Improve Customer Experience

Modern Marketing

This is especially the case when one of the biggest customer complaints is the lack of personal interaction and care. However, there are other issues that impact a customer experience as well, including response time. Accelerating AI Integration Into the Customer Experience.

The Emerging Importance Of B2B Ethnography To Buyer Personas

Tony Zambito

Better, deeper, insightful, and well-rounded understanding of customers and buyers is on the top of the list for many CEOs and CMOs today. In recent studies by IBM and other research studies on CEO sentiments, customer insight and understanding are identified as a top focus for CEOs.

Four Sales and Marketing Processes that Demand Marketing Automation

Salesfusion

The post Four Sales and Marketing Processes that Demand Marketing Automation appeared first on Salesfusion. Best Practices Customer Interaction Nurture Marketing

How to Validate Your Blog Post Topics: A 3-Step Process

Hubspot

To help you avoid wasting time on topics and keyword plays that won't generate a meaningful return for your business, we've put together a simple process for validating your ideas before you start writing. How to Validate Your Blog Post Topics: A 3-Step Process.

Are Your Buyer Personas Data Overkill?

Tony Zambito

With many touted frameworks and processes being representative of buyer personas in name only. The notion of operations is implicit in science, systems, processes, analytics, and rules. And, more importantly, truly informs on customer strategies.

Pursuit Of Goals Drive Buyer’s Journey

Tony Zambito

Customer Journey by Rafael Garcia Motta. The idea of understanding the process by which buyers make choices and decisions has been around for quite some time. In sales for the past few decades, it has been called understanding the buying process.

How Unsubscribe Requests Can Affect Customer Experience

Modern Marketing

A critical component of this is letting customers opt-out on their own terms—as quickly and easily as possible. When a customer submits an unsubscribe request, it’s just that – a definitive request to no longer receive communications from that brand.

Streamline The Sales Process With Digital Marketing Solutions

Reachforce

Smart marketing and analytics, however, helps digital marketers know what customers want, […]. With the democratization of the Internet, businesses of all shapes and sizes have the same opportunities.

suitecx Offers Industrial-Strength Customer Journey Maps and More

Customer Experience Matrix

Customer journey mapping is now the buzziest of buzz words. None of this affects me personally, but if I were a real customer experience expert I'd be annoyed at cartoon versions being presented as the real thing. Process maps and campaign flows are under development.

Am I connecting with my customers enough? 10 tips for customer outreach

Biznology

How’s your customer outreach? You might be looking at how to secure new customers and follow up on leads, but are you also keeping your existing customers happy? We hear a lot about customer engagement and outreach these days. Your customers are a key part of your story.

The Relationship Between Customer Engagement, Loyalty And Revenue

Influitive b2b

Marketers know that finding ways to increase customer engagement is good for the bottom line. Customer engagement is highly correlated to customer loyalty ,” says Aimee Lucas , Customer Experience Transformist and VP at the Temkin Group , a customer experience research and consulting firm.

Continuum and Process vs. Event, Project or Campaign Thinking

Avitage

It’s past time to shift your thinking about your approach to marketing activities as an event, project or campaign, to continuum and process thinking. The content challenges of his customers are a real problem. The consensus is clear.

Gamification of the Sales Process

Sales Intelligence View

Turning the sales process into a game is not a stretch of the imagination for companies. In may ways companies with B2B sales people have already added game mechanics into the process on a small scale. This is where most companies end the game process but that is about to change.

Is Your Organization Ready For Market Strategy In A Digital Economy?

Tony Zambito

Causing shifts in organizational, consumer, and customer behaviors. Facing new threats from competitors, dynamically shifting market behaviors, and behaviors of customers being reshaped by digitization. Reaching 1 million plus customers in this time period.

Buyer Decisions Are Not What You Think

Tony Zambito

When marketing and sales leaders often think about how buyers make decisions, they are viewed through a prism of buyers making rational and process-driven decisions. Essentially another name for mapping the buying process. Reaching The Deeper Second Layer Of Customer Understanding.

What a Basic Sales Process Looks Like [Infographic]

Hubspot

Think of a defined sales process as the outline of selling. Without a concrete sales process, reps create their own strategies, which gives rise to two negative results: Depending on how the rep approaches sales, they might provide a bad experience for the buyer.