Sword and the Script | B2B

MAY 30, 2023

That’s according to the latest Gartner 2023 CMO Spend and Strategy Survey : “CMOs have seen technology investments tumble into new lows of unproductivity, with utilization rates falling from 58% in 2020 to 42% in 2022.” Long-term planning – across people, processes and tech – is virtually impossible.

Gartner 54

Gartner Marketing Budget Creation Demand Marketing Budget 54

Tony Zambito

MAY 10, 2021

For instance, you most likely have heard or read something about the buyer-aligned sales process within the past few years. And let us not forget – new processes. This view also helps in gaining a glimpse at how buyers behave. Gartner analysts have been a proponent of a view of “enabling” buyers’ buying processes.

Top of Funnel 215

Top of Funnel B2B Sales Buyer Personas Process 215

chiefmartech

APRIL 16, 2020

One set of findings was particularly interesting to me — shown in the chart above — were the actions that digital transformation leaders (in contrast to laggards in their survey sample) take with processes and tools. This is a concept that Gartner recently confirmed is gaining momentum in their most recent marketing organizational research.

Digital Transformation 92

Digital Transformation Work Management Marketing Management Process 92

Martech

MAY 24, 2023

New Gartner research shows it as the most effective channel across multiple stages of the buying journey, from demand generation to driving conversions and customer loyalty. Through surveys, Gartner has found that the vast majority of both B2B and B2C customers feel overwhelmed by the number of emails they receive from brands.

Email Marketing 108

Email Marketing Gartner Peer-to-peer Privacy Policies 108

Vision Edge Marketing

SEPTEMBER 24, 2019

To “get things done”, Marketing like all functions in the organization runs on processes. Planning, reporting, model development, research, customer journey mapping, content creation, event management, campaigns, opportunity management, etc., are all examples of Marketing processes! To Improve a Process, Map It.

Process 130

Process Marketing Budget Creation Work Management Gartner 130

Vision Edge Marketing

MARCH 26, 2024

Gartner’s survey reveals a whopping 75% of B2B buyers prefer self-service, versus interacting with sales representatives, during the initial stages of the buying process. An IBM study found that chatbots can help businesses reduce their customer service costs by as much as 30%. Reducing costs is only one side of the coin.

B2B 242

B2B Customer Satisfaction Interactive Marketing Loyalty 242

ANNUITAS

AUGUST 19, 2022

The research supporting the shift to a Converged Growth model, led by a Chief Growth Officer, is significant: Gartner : “B2B organizations that unify commercial strategies and leverage multithreaded commercial engagements will realize revenue growth that outperforms their competition by 50%.” This results from a.)

Lead Ranking 130

Lead Ranking Paid Search Agency SIC Research 130

PureB2B

MARCH 29, 2022

Compared to B2C buying, B2B buying is a more complex process, first and foremost because it involves more than one person. The B2B buying process almost always begins with the recognition of a problem or need that must be addressed, usually by purchasing a product or solution. This process is different for every company.

Buy 62

Buy Process B2B Top of Funnel 62

Biznology

NOVEMBER 30, 2017

But new research from CEB , now Gartner , suggests that things are even worse these days: it’s buying gridlock. He also has a set of good ideas for how “prescriptive selling” can help us get out of this mess. . He also has a set of good ideas for how “prescriptive selling” can help us get out of this mess. .

Buy 131

Buy Process Gartner B2B 131

PureB2B

MARCH 29, 2022

Compared to B2C buying, B2B buying is a more complex process, first and foremost because it involves more than one person. The B2B buying process almost always begins with the recognition of a problem or need that must be addressed, usually by purchasing a product or solution. This process is different for every company.

Buy 62

Buy Process B2B Top of Funnel 62

Valasys

FEBRUARY 5, 2019

On the 29 th of January, an announcement was made by Oracle ERP Cloud; they have been named the Leader in Gartner’s Magic Quadrant research report for Cloud ERP for Enterprises that are Product-Centric and Midsize. What is a Gartner Magic Quadrant report? Gartner Disclaimer. Who is a Leader?

Gartner 58

Gartner Enterprise Management Marketing Management Analysis 58

Act-On

FEBRUARY 16, 2024

Of course, this is a quick summary of the process. Email nurture campaigns help you build affinity with both customers and prospects. And here’s something else to consider: Research shows that while most businesses make sales to between 5% and 20% of new customers, they close deals with 60% to 70% of existing customers.

Lead Nurturing 197

Lead Nurturing Lead Scoring Lead Ranking Top of Funnel 197

ANNUITAS

NOVEMBER 15, 2021

Now more than ever, trust is important in the buying process as prospects continue to carefully consider purchases. ANNUITAS Research conducted interviews with sales leaders across industries to see how this change has impacted both sales strategy and day-to-day life. ANNUITAS Research interviewee. ANNUITAS interviewee.

Work Management 246

Work Management Marketing Management Ad Building Sales Qualified Leads 246

Champion Communications

FEBRUARY 8, 2023

Then show how content has helped nurture this process. Meanwhile, the majority (82%) of the CEOs polled in Champion’s survey agreed that the metrics their CMO uses to demonstrate the value of PR are of no use to them. Then speak to the sales team about how prospects and leads have received coverage.

PR 62

PR Research B2B CMO 62

Webbiquity

NOVEMBER 29, 2022

According to Gartner , B2B buyers today spend only 5% or 6% of their time with sales reps while comparing multiple suppliers. Gartner also found that when B2B buyers are making purchase decisions, they spend most of their time independently researching the brand online. Invest in training your new employees and reskilling them.

Loyalty 312

Loyalty Lead Ranking Lead Scoring Budget Programs 312

Salesforce Marketing Cloud

JANUARY 26, 2024

Fortunately, knowing the right strategies and a few expert tips will help ensure sales success. An SQL is a lead that has expressed enough interest in your brand that they’re ready to move into your sales process. In all likelihood, an MQL that gets a hard pitch would disappear or go to a more helpful competitor.

Lead Ranking 59

Lead Ranking Marketing Qualified Leads MQL Sales Management 59

Hubspot

DECEMBER 7, 2020

We surveyed 502 marketing leaders (mostly senior-level marketing managers, directors, VPs, and CMOs) from across the United States and asked them how COVID-19 has affected their teams, processes, and priorities. Download the research here , and keep reading to unpack some of our most important findings. It can also help meet demand.

CMS Development 100

CMS Development Research Contingency Planning Paid Search Agency 100

The ROI Guy

AUGUST 20, 2018

Buying of B2B solutions isn’t just difficult, new research indicates that “it’s become nearly unnavigable”. Gartner says that today’s customers are spending around two-thirds of the buying journey gathering, processing and de-conflicting information.

Gartner 45

Gartner Tools B2B Sales Comparison 45

Vision Edge Marketing

APRIL 20, 2021

Various firms such as Gartner, PwC and KPMG have surveyed CEOs and business executives to gain insight into top priorities. Develop a Repeatable Segmentation Process to Consistently Identify a New Market. When we tackle segmentation , we take a data-informed approach, which our customers find very helpful.

Segmentation 234

Segmentation Gartner Work Management Domain 234

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

Hinge Marketing

DECEMBER 11, 2019

Scientists believe there is a tendency for cognitive processes or neural functions to be specialized to one side of the brain or the other. According to a major study by Google, Gartner and Motista , B2B buyers are more emotionally connected to the brands they purchase than B2C consumers. Relationships Between Research and Growth.

Marketing Budget 117

Marketing Budget Top of Funnel Work Management Research 117

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

The ROI Guy

MAY 18, 2017

According to Gartner, the average enterprise technology buying team now includes more than 13 people ! This means connecting, engaging and convincing different stakeholders during the earlier exploration phases, and then doing it all over again for others more heavily involved in the evaluation and selection process.

Gartner 65

Gartner Enterprise Management Disintermediation Business 65

Zoominfo

OCTOBER 23, 2019

Only 23% of businesses have incorporated AI into processes and product/service offerings today ( source ). The AI market will grow to a $190 billion industry by 2025, according to research firm Markets and Markets ( source ). billion in 2021, according to market research firm IDC ( source ). Keep reading! The Future of AI.

Marketing AI 247

Marketing AI Statistics Enterprise Management Work Management 247

Martech

SEPTEMBER 21, 2023

Before we dive into the roundup, here’s a quick look at some recent research on AI in the workplace: 60% of seller work will be carried out by generative AI within the next five years, up from less than 5% in 2023, according to Gartner. Business email address Subscribe Processing. Dig deeper: What does the future hold for genAI?

Marketing AI 113

Marketing AI Digital Asset Management Enterprise Management Gartner 113

Sana Commerce

JUNE 16, 2022

Business process automation is now increasingly the norm for many organizations looking to streamline operations and sustain growth. But what exactly do we refer to when we talk about business process automation, and exactly how can it create organizational impact for B2B companies adopting e-commerce ? Defining ‘business processes’.

Work Management 52

Work Management Process Automation Marketing Automation Services 52

Versium

JUNE 12, 2018

REDMOND, WA–(Marketwired – May 11, 2016) – Versium , a leading data technology company that delivers automated data technology solutions to marketing agencies and enterprises, today announced it has been selected as a “Cool Vendor” in the Cool Vendors in Retail, 2016 report by Gartner, Inc.,

Gartner 40

Gartner Vendors Lead Ranking Disintermediation 40

Martech

FEBRUARY 18, 2022

As a practice, sales enablement occurs when marketing teams create materials or share information that helps sales teams better convert prospects. However, certain marketing technologies called sales enablement platforms can help marketers to do just that. They also incorporate functions that help marketing collaborate with sales.

Digital Asset Management 106

Digital Asset Management Enterprise Management Work Management Marketing AI 106

Madison Logic

JULY 6, 2023

Although the widespread use of AI is predominantly observed among leading enterprise companies, there has been a significant surge in research on AI solutions by small and medium-sized businesses (SMBs). According to Gartner , SMBs are defined as organizations with 100 to 999 employees.

Advertising Mediums 52

Advertising Mediums Research Account Based Marketing SMB 52

The ROI Guy

APRIL 25, 2017

According to Gartner, survey data obtained from technology buyers – both from IT and lines of business – indicates that "value assessments are among the most important sets of information within a buying process”. The key is to paint a clear and concise picture of what success looks like after the deal closes. Context is king.

Gartner 45

Gartner Differentiation Paid Search Agency Features 45

Marketing Interactions

SEPTEMBER 9, 2021

One of the problems marketing and sales have as B2B buyers’ roles shift is that they start too late in the process. So, they’re not considered relevant while B2B buyers are dealing with early discovery about the change process they must complete before they can buy anything. ABM is a Great Construct for B2B Buyer Discovery.

Ideal Customer Profiles 62

Ideal Customer Profiles Account Based Marketing B2B ABM 62

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. Instead, B2B transactions often involve entire teams or groups, each member potentially influencing the purchase decision-making process.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

SalesIntel

DECEMBER 13, 2021

The sales process is becoming increasingly less linear and more dependent on video communication. The contemporary buyer spends 27% of their buying time researching independently online, 22% meeting with a buying group, 18% researching independently offline, 17% meeting with suppliers, and 16% of their time using other research methods.

Gartner 92

Gartner B2B B2B Sales Conference 92

Marketing Insider Group

FEBRUARY 1, 2021

Individual users and businesses are becoming increasingly dependent on the internet as a research portal. Source: Pew Research. You’re familiar with the B2B buyer’s journey : moving prospects through the awareness, consideration, and decision stages of the buying process. In 2019, 90% of all U.S. Source: G2. Source: Moz.

Buyer Intent 359

Buyer Intent Intent Work Management Marketing Management 359

Sword and the Script | B2B

JULY 18, 2023

Many are about surveys and studies because the process of asking questions and seeking answers often produces useful findings. Upping marketing spend during disruptive periods can drive profits, says Gartner. Strong brands help close B2B sales deals. Increased marketing spend in uncertainty drives profit.

Planning 52

Planning Statistics B2B Marketing Top of Funnel 52

Zoominfo

DECEMBER 16, 2020

And unlike most these applications, CRMs fail to help selling professionals, you know, sell. Instead, a CRM is predominantly used to tell a (retroactive) story about performance, without actually helping improve said performance. This isn’t an ‘eye of the beholder’ process. ZoomInfo Salesforce Sync for Territory Management.

Zoominfo 219

Zoominfo Marketing Management Peer-to-peer Opt-out 219

Webbiquity

NOVEMBER 28, 2023

This post aims to help you understand and tackle those challenges. B2B sales is, of course, the process of selling your products/services to other businesses. It’s the entire experience surrounding it, from making it easy to find important information to minimizing friction in the sales process. First, map out every step.

B2B Sales 182

B2B Sales Webinar Metrics B2B Peer-to-peer 182