B2B Marketing Directions

JUNE 6, 2021

In a 2020 survey of senior marketing leaders by Gartner, participants were asked to identify their company's primary strategy for fueling growth into 2021. Other research by Gartner explored what factors drive growth from existing accounts and how marketers can support this objective.

RFI 52

RFI Effectiveness Gartner Paid Search Agency 52

KoMarketing Associates

DECEMBER 8, 2021

Tracking buyer journey benchmarks throughout the journey helps businesses determine where buyers are falling out of the funnel — and provides key insights into how to keep them on the path to conversion. According to the Gartner Group, between 11 and 20 people are involved in B2B purchase decisions. Trials/demos sign ups.

Top of Funnel 244

Top of Funnel Buyer's Journey Advertising Benchmark B2B 244

ClearVoice

NOVEMBER 1, 2022

This helps to increase the chances of prospects turning into qualified leads and, ultimately, customers. If your content does not provide the information they are looking for in their stage of the buying process, you may get overlooked for another company that has provided the content that aligns with their current needs.

Buy 59

Buy Process Webinar Metrics Marketing & Strategy 59

Content4Demand

AUGUST 24, 2022

Digital marketing content continues to win viewers, and buyer enablement content offers a shortcut to helping those viewers make better—and faster—buying decisions. Gartner says that 80% of B2B sales interactions between buyers and suppliers will be in digital channels by 2025. Good, old-fashioned “thank yous” still work.

Gartner 87

Gartner Advertising Agencies Paid Search Agency B2B Sales 87

Biznology

AUGUST 30, 2018

“Much like sales enablement, sales organizations must focus on what we call ‘buyer enablement’ ” Gartner research indicates that two-thirds of any B2B buying journey is devoted to “gathering, processing and de-conflicting information.” Billboard the chapter titles in a table of contents.

Video Marketing 120

Video Marketing Gartner Case Study Case Studies 120

Zoominfo

JUNE 22, 2022

Data from Gartner suggests that it takes an average of 22.5 To complicate matters even more, it also takes an average of three conversations to secure just one sales appointment or product demo. Rather than beginning the conversation by apologizing, consider saying “can you help me?” Not all calls are created equal.

Cold Calling 130

Cold Calling B2B B2B Sales Gartner 130

Sana Commerce

MARCH 12, 2024

Introducing Edge Cloud by Fastly What if there was a solution that helped your web store keep up with privacy regulations and B2B customer demands for a lightning-fast web store? Without manual certificate requests, your processes benefit from increased operational efficiency.

Privacy 52

Privacy Optimization Enterprise Management Peer-to-peer 52

InsightSquared

NOVEMBER 18, 2020

With next level analytics you spend less time search and more time improving processes to boost funnel health, stage progression and win rates. According to Gartner, 80% of sales interactions will be digital by 2025. Emails captured separately from call recordings will not help your team improve. Request a demo today.

Forecasting 156

Forecasting Top of Funnel Validation Digital Marketing Funnels 156

ClickZ

AUGUST 26, 2020

ClickZ conducted research with its audience and has created a new Tech Talk initiative to help marketers unpick the technology landscape. Tech Talks cover 15 key points and include a demo of the key features. Gartner has a nice illustration of the complexity of this process below: So, we have the problem… What’s the solution?

Gartner 98

Gartner Marketing Budget Budget Programs Spending 98

Zoominfo

MARCH 9, 2021

Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. Demand generation is the process of building awareness and interest in a brand’s products and services. These are just a few pillars that define demand generation. What is Demand Generation?

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Top of Funnel Demand 225

Heinz Marketing

MAY 29, 2023

How can sales enablement and marketing teams help sales organizations have more effective conversations with prospects? Matt: People probably don’t know your background– you’ve spent years at CBE which became Gartner and then years at Challenger and are now running The Brooks Group. Great to be here.

Ideal Customer Profiles 96

Ideal Customer Profiles Enterprise Management Gartner B2B Sales 96

Zoominfo

JUNE 10, 2021

Companies with SDR-specific teams convert leads at a much higher rate than organizations that don’t have them, according to Gartner. SDRs should drive these weekly meetings, accepting constructive criticism and constantly learning what their AEs are looking for in demos and prospect meetings. Creating an Internal Talent Pipeline .

Zoominfo 130

Zoominfo Sales Cycle Lead Ranking Paid Search Agency 130

LeanData

OCTOBER 6, 2022

In a recent Revenue Generator Podcast , Doug Bell described the fatal imbalance that occurs when a RevTech buyer comes to a demo armed with significantly better information than the SDR or AE selling to them. . An educated buyer paired with a less educated seller often taints the experience very early in the process.

Peer-to-peer 98

Peer-to-peer Buyer's Journey Blast Campaigns Gartner 98

Martech

NOVEMBER 1, 2022

While 61% of CMOs report they lack the in-house capabilities to deliver their strategy, spending on in-house labor remained static, per Gartner’s 2022 CMO Spend survey. . Processing. Put the checkbook or credit card away and cancel those martech vendor demos. ” Kudos to the 60% for being honest about it. .

Work Management 116

Work Management Marketing Management Marketing Budget Budget Programs 116

Zoominfo

FEBRUARY 26, 2021

We’ll keep it simple, Sales Automation in the process of leveraging software and artificial intelligence (AI) along with other digital tools to automate time-consuming sales tasks that normally take significant time away from selling activities. The future promised to consolidate applications supporting sales processes.

Automation 162

Automation Work Management Top of Funnel Marketing AI 162

Zoominfo

MARCH 31, 2023

Industry experts at Gartner estimate that poor data quality costs businesses about $13 million a year. Removing data silos helps ensure that teams can access the metrics that matter for them, and leaders can see how everyone’s efforts line up with broader initiatives. It’s important to emphasize the continuing nature of the project.

Enterprise Management 130

Enterprise Management Marketing Analytics Tools Zoominfo Work Management 130

Only B2B

MARCH 6, 2024

Understanding the lead generation vs lead qualification is crucial to smoothen your sales process and maximize conversions. This process involves assessing a lead’s fit for your offerings based on specific criteria. Leads with a higher score demonstrate a stronger interest and are prioritized for sales outreach.

Lead Qualification 71

Lead Qualification Lead Ranking Lead Generation Lead Scoring 71

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. A coach might find it helpful to point a sales rep to specific resources or develop an action plan for them.

Effectiveness 130

Effectiveness Peer-to-peer Zoominfo Analysis 130

Exo B2B

FEBRUARY 7, 2024

From the outset, we should say “buyer persona” because B2B personas are semi-fictional representations of the people involved in the decision-making process in your target companies. The answers to these questions will help you personalize your communications (blog posts, case studies, demos, etc.)

B2B 52

B2B Buyer Personas Work Management Case Studies 52

FunnelEnvy

MARCH 18, 2024

Buyer personas help you map out their needs and preferences at each stage. In addition, the COVID-19 pandemic acted as a significant catalyst for adopting remote and automated sales processes. Gartner and McKinsey both report that, in general, B2B buyers prefer a DIY sales journey over sales calls and conversations.

Buyer Personas 57

Buyer Personas Marketing AI Ideal Customer Profiles Webinar Metrics 57

Zoominfo

OCTOBER 5, 2021

Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. Demand generation is the process of building awareness and interest in a brand’s products and services. Get a Demo Demand Generation vs Lead Generation: What’s the Difference?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Top of Funnel Demand 130

Salesforce Marketing Cloud

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Today’s buyers come to the sales process more informed than ever, looking for in-depth information specific to their needs. Use them to help you build your relationships, close more, and ultimately, beat your sales targets. But not always.

Work Management 95

Work Management Cross-Selling Marketing Management Marketing & Strategy 95

PureB2B

MARCH 30, 2022

For another, the implementation of tech solutions can be a long and arduous process. Potential buyers are going to want to see demos, have an evaluation period, and require a lot of consultation as part of the service they’re buying. Additionally, there are several fundamental ideas you should be aware of to help turn B2B?technology

B2B Sales 62

B2B Sales Practices Marketing Management Ideal Customer Profiles 62

The Lead Agency

APRIL 13, 2023

The importance of B2B marketing collateral in the sales process is often overlooked, but by examining four key areas: building credibility and trust, nurturing relationships, guiding prospects, and setting the stage for long-term success, your marketing collateral can help generate B2B leads and win more deals.

B2B Marketing 62

B2B Marketing Marketing Automation Services B2B Paid Search Agency 62

SalesIntel

FEBRUARY 26, 2024

Gartner reports upwards of 70% of B2B decision-makers are willing to purchase without speaking to a representative. Resistance to Traditional Sales Approaches: B2B decision-makers want as little friction in the purchasing process as possible. Second, provide a free access demo or experience.

Buy 52

Buy Marketing Analytics Tools B2B Barriers 52

SalesIntel

FEBRUARY 26, 2024

Gartner reports upwards of 70% of B2B decision-makers are willing to purchase without speaking to a representative. Resistance to Traditional Sales Approaches: B2B decision-makers want as little friction in the purchasing process as possible. Second, provide a free access demo or experience.

Buy 52

Buy Marketing Analytics Tools B2B Barriers 52

Heinz Marketing

MARCH 18, 2022

According to Gartner, the average organization underwent five significant changes in just the past three years. That means roughly two-thirds of all changes either fail or don’t make much of a difference – wasting valuable resources in the process. Establish a Process for Change. ” Arguably, in many cases, yes.

Work Management 101

Work Management Marketing Management Training Paid Search Agency 101

Rev

SEPTEMBER 27, 2023

Need help building the perfect sales tech stack so you can easily hit your revenue targets? We’ll also share recommendations on 10 of the best sales tools that you can use to streamline your sales processes. A good sales CRM will allow you to track customer interactions, store contact information and automate sales processes.

Enterprise Management 78

Enterprise Management Work Management Marketing Management Budget Programs 78

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% Sure enough, Gartner has had to once again lower expectations , cutting in half their earlier growth estimates, now predicting only a 2% rise. Sometimes you don’t want to be right, and this is one of those times.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

Heinz Marketing

MAY 29, 2023

How can sales enablement and marketing teams help sales organizations have more effective conversations with prospects? Matt: People probably don’t know your background– you’ve spent years at CBE which became Gartner and then years at Challenger and are now running The Brooks Group. Great to be here.

Ideal Customer Profiles 59

Ideal Customer Profiles Enterprise Management Gartner B2B Sales 59

Marketing Interactions

NOVEMBER 29, 2021

Even though we know better, we seem unable to give B2B buyers what they want > unfettered access to information that helps them consider and manage change in the solving of their critical problems. Unless it’s a demo form—and sometimes not even then—filling out a form does not make someone a lead who is sales ready. No dead ends.

B2B 62

B2B Work Management Marketing Management B2B Thought Leadership 62

Madison Logic

MARCH 23, 2023

We’ll use these insights to emphasize changes and deliver recommendations that help marketers prioritize companies and content to increase engagement and conversion. These organizations are digitally transforming their resources and processes and are prone to attacks like hacking and data breaches. Why ML Insights?

Enterprise Management 52

Enterprise Management Marketing Management Account Based Marketing Lead Scoring 52

Zoominfo

OCTOBER 5, 2021

Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. Get a Demo 2. Identify “fit factors” to help score leads. Evaluate: Constantly challenge assumptions and improve the customer acquisition and retention processes.

Lead Ranking 130

Lead Ranking Marketing Qualified Leads Paid Content Top of Funnel 130

The ROI Guy

JANUARY 8, 2013

Gartner highlights that “business uncertainty is nearing resolution”, and that this is one of the key reasons for increasing their spending outlook. But is Gartner being overly optimistic? First, Gartner’s latest outlook mirrors similar rosy predictions from analysts at the beginning of the past three years.

Gartner 40

Gartner Spending Marketing Proposals Terms and Conditions 40

Zoominfo

JUNE 10, 2021

Companies with SDR-specific teams convert leads at a much higher rate than organizations that don’t have them, according to Gartner. SDRs should drive these weekly meetings, accepting constructive criticism and constantly learning what their AEs are looking for in demos and prospect meetings.

Zoominfo 100

Zoominfo Sales Cycle Lead Ranking Gartner 100

Engagio

OCTOBER 18, 2023

Patient – with less emphasis on short-term calls-to-action such as demos and more on high-value engagements such as meetings to share insights or trends. Early-stage accounts prefer educational content, while late-stage ones need help with vendor comparison and decision-making. I love the look and feel of Demandbase.”

DemandBase 71

DemandBase Sales Qualified Leads Account Based Marketing CAN-SPAM 71

DealSignal

NOVEMBER 9, 2022

All this makes targeting a challenge – but lead enrichment is there to help you follow closely what’s going on with your pool of prospects. Lead enrichment is the process of finding and adding important information to your lead records in order to keep your data accurate and focus your targeting efforts. What is Lead Enrichment?

Ideal Customer Profiles 52

Ideal Customer Profiles Lead Scoring Lead Ranking Sales Qualified Leads 52