Marketing Insider Group

FEBRUARY 1, 2021

The digital era has led to changes in the way brands market their products and services. With a holistic perception of buyer intent in your business, your marketing and sales teams can improve the lead-qualification process and enhance sales conversions. The Shift to Customer-Centric Marketing. In 2019, 90% of all U.S.

Buyer Intent 359

Buyer Intent Intent Work Management Marketing Management 359

Marketing Interactions

AUGUST 15, 2022

By gathering and applying in-depth buyer intelligence with buyer personas, you can mitigate non-consensus due to differing objectives that stall deals and escalate regret. Gartner’s approach to the issue of conflicting objectives is to recommend forgetting personas and focusing on what they call Enterprise Technology Adoption (ETA) profiles.

Buyer Personas 75

Buyer Personas Ideal Customer Profiles B2B Gartner 75

Marketing Interactions

OCTOBER 15, 2021

While the events I’ve attended and material I’ve read tend to apply the focus on sales as the central pivot for RevOps, I find that approach distracting for sales and a discredit to B2B marketers. But in a market driven by subscription business models, CS plays a key role in onboarding, retention, and expansion.

B2B Marketing 131

B2B Marketing Lead Ranking B2B Paid Search Agency 131

Binary Demand

FEBRUARY 23, 2024

[ps2id id=’Introduction’ target=”/]Based on a recent HubSpot report, 35% of surveyed marketers prioritized B2B demand generation activities in 2022, indicating a noticeable shift from tactical demand generation to a more strategic approach in the current and future of B2B demand generation marketing.

Demand Generation Agencies 116

Demand Generation Agencies Demand Generation Demand Account Based Marketing 116

ANNUITAS

DECEMBER 20, 2018

Data Driving Personalization and Account-Based Marketing While Protecting Buyer Privacy. In this new world where 42% of buyers become “annoyed” by non-personalized content, adoption of account-based targeting strategies and innovative marketing technology solutions is growing rapidly in marketing organizations.

Demand Generation 140

Demand Generation Account Based Marketing Demand Marketing AI 140

Marketing Interactions

SEPTEMBER 26, 2022

As the market shifts, much of what you thought was true about your buyer personas and ICPs may be different. These events in your target markets can quickly make your messaging irrelevant, rendering your marketing programs and sales plays ineffective. A Few Reasons an Update to Buyer Personas is Wise.

Ideal Customer Profiles 80

Ideal Customer Profiles Buyer Personas Marketing Analytics Tools B2B 80

Zoominfo

DECEMBER 16, 2020

Because like most sales and marketing technologies, CRMs are only as good as the data stored within its database. This latest product enhancement is just the latest chapter in our ongoing effort to put actionable data directly into technologies, channels, and workflows that go-to-market teams use and love. .

Zoominfo 219

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

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. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. This often results in a more intricate and extended buying process.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

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. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. This often results in a more intricate and extended buying process.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

DealSignal

NOVEMBER 17, 2020

Spend less time researching, acquiring, operationalizing, and cleansing data Before starting any campaign or targeted marketing effort, you typically start with the data you already have in your CRM. Instead, work with a data provider that can cover any persona, in any geography, in any niche market and deliver targeted decision-maker lists.

Work Management 98

Work Management B2B Sales Marketing Management Ideal Customer Profiles 98

PureB2B

JUNE 23, 2022

The increase in remote and hybrid working has acted as a catalyst for the digital transformation that was already well underway, requiring B2B vendors to adapt how they communicate with their potential buyers. With this set of common annoyances, what exactly are today’s B2B buyers looking for from their vendors? Read on to find out.

Top of Funnel 62

Top of Funnel Buyer's Journey Ideal Customer Profiles B2B 62

Oktopost

JANUARY 5, 2021

I speak daily with product, marketing, and sales professionals about the impact that social media can have on developing buyer personas, launching a product, building a brand, or even on individuals standing in their respective marketplace. Developing Your Buyer Personas. That’s Product Marketing 101.

Buyer Personas 132

Buyer Personas Top of Funnel Enterprise Management Marketing Budget 132

LeanData

OCTOBER 19, 2022

Buyers are decidedly digital-first, and a great many of them go through almost the entirety of their buying journey without directly engaging with solution vendors. B2B marketers and sellers, however, tend to be frozen in a different era. Marketers and sellers are now tasked with facilitating the buyer journey.

Ideal Customer Profiles 91

Ideal Customer Profiles Buy Marketing Analytics Tools Marketing Management 91

Champion Communications

JULY 29, 2021

And yet, despite technology being the much-heralded saviour for B2B businesses, it appears technology vendors are underdelivering when it comes to meeting their buyer’s expectations. Instead, they adopt a one-size-fits-all go-to-market strategy that doesn’t satisfy the specific needs of each individual within the buying group. .

B2B Thought Leadership 62

B2B Thought Leadership Gartner PR Buyer Personas 62

Content4Demand

MARCH 25, 2021

At this time of year when everything is fresh and blooming, it’s good to refresh your ABM content marketing strategy. ABM remains high on the priority list of B2B marketers, according to the 2021 Demand Generation Benchmark Survey Report. ABM helps focus on lead quality versus lead quantity, another priority for marketers.

Account Based Marketing 84

Account Based Marketing ABM Multi-Channel Content 84

Marketing Interactions

JANUARY 19, 2020

One of the first things potential clients say to me is something along the lines of how many buyer personas they think they need to create. The average is three to five B2B buyer personas. Which B2B buyer personas, when engaged, will help marketers drive contribution to revenues? Which B2B Buyer Personas Should You Build?

Buyer Personas 121

Buyer Personas Enterprise Management Work Management B2B 121

Binary Demand

FEBRUARY 23, 2024

[ps2id id=’Introduction’ target=”/]Based on a recent HubSpot report, 35% of surveyed marketers prioritized B2B demand generation activities in 2022, indicating a noticeable shift from tactical demand generation to a more strategic approach in the current and future of B2B demand generation marketing.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Account Based Marketing 52

B2B Marketing Directions

JUNE 27, 2021

For the past several years, industry analysts and other thought leaders have been urging marketing and sales professionals to shift from selling to helping buyers buy. Tony suggests that a better approach for marketers and salespeople to adopt is: "Helping buyers to accomplish future goals and meet future challenges."

Work Management 88

Work Management Marketing Management Buyer Personas Gartner 88

Martech

OCTOBER 30, 2023

Personalization is not just a marketing buzzword. It has come a long way from its origins in the 1990s and is now powered by advanced technology, behavioral data and a plethora of marketing tools. However, as personalization becomes a baseline expectation for consumers, it presents new challenges for chief marketing officers (CMOs).

Personalization 121

Personalization Practices Allocation Enterprise Management 121

SalesIntel

AUGUST 8, 2022

According to Gartner, 80% of sales interactions are expected to be in digital channels by 2025. You likely have tried using buyer personas in the past or created a few that you’re using. But, for your personas to be most effective, they must be highly detailed. Let’s learn how you can make sure your team is prepared.

High Quality Lead 52

High Quality Lead Lead Scoring Lead Ranking Cold Calling 52

Zoominfo

DECEMBER 16, 2020

Because like most sales and marketing technologies, CRMs are only as good as the data stored within its database. This latest product enhancement is just the latest chapter in our ongoing effort to put actionable data directly into technologies, channels, and workflows that go-to-market teams use and love.

Zoominfo 100

Zoominfo Marketing Management Peer-to-peer Opt-out 100

Martech

MAY 19, 2022

“What is the right go-to-market (GTM) strategy(ies) for our business?” ” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda?

Marketing Analytics Tools 116

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing Management 116

PathFactory

MAY 3, 2022

The first is “ Traditional B2B Sales and Marketing Are Becoming Obsolete ” posted on The Harvard Business Review by Brent Adamson, Vice President at Gartner. The trending move to incorporate a revenue-focused position into companies has helped further align sales and marketing. Everyone has pivoted to an ABM/ABX strategy.

Ideal Customer Profiles 59

Ideal Customer Profiles B2B Sales Top of Funnel Account Based Marketing 59

Engagio

OCTOBER 18, 2023

They bridge the gap between sales and marketing and act like the initial handshake in the B2B world — a crucial first step in a long-term relationship between businesses. In account-based sales development, the SDRs work in conjunction with marketing and AEs to create new opportunities for new and existing customers. What is ABSD?

DemandBase 71

DemandBase Sales Qualified Leads Account Based Marketing CAN-SPAM 71

Valasys

SEPTEMBER 21, 2021

Partnering with a data provider also allows you to make the most of your dollars invested, and to leverage your marketing intelligence in a way to improve data integrity, increase targeting accuracy in marketing, and close deals faster. They fuel your lead generation endeavors by the contact data of your target persona.

B2B Sales 52

B2B Sales B2B Marketing Ideal Customer Profiles Advertising Agencies 52

Marketing Interactions

JULY 25, 2019

Once B2B buyers figured out they could access whatever information they needed to understand a new subject, answer a question, or evaluate a product they no longer needed to talk to a vendor until they decided to invite them to the conversation. At last count by CEB (Gartner), there are nearly 7 people involved in a B2B buying decision.

Relevance 73

Relevance Work Management Marketing Management B2B Sales 73

VisumCX

SEPTEMBER 26, 2017

In a newly published study , nearly two-thirds of buyers told Merkle that they are challenged by vendors and sales reps that are more interested in selling their products and services than listening to buyers needs. A good number of B2B organizations have defined customer personas and profiles. How was this conducted? on the farm.

Ideal Customer Profiles 53

Ideal Customer Profiles Work Management Marketing Management Case Studies 53

Outreach

NOVEMBER 11, 2019

In the complex world of B2B Sales, the typical buying group for a B2B solution can involve 6 to 10 decision makers , according to Gartner. The number and personas of these stakeholders depend on the size, industry, buying process, and culture of each organization. 2 Decider/Approver (ranking executive). 3 Buyer/Payer.

Process 40

Process Marketing Management Buyer Personas Gartner 40

Madison Logic

NOVEMBER 30, 2023

B2B marketing is not just about selling a product or service. Gartner research finds that 70% of the buying journey is complete before a buying group reaches out to a provider. And while many marketers recognize the benefits of strong brand-building efforts, demand generation still dominates.

Demand 52

Demand Brand Identity Branding Work Management 52

Content Standard

APRIL 29, 2021

Content marketing partners help brands expand their reach, elevate their messaging, and get in front of new audiences. Often, these partnerships begin with a brand’s willingness to share insights, aspirations, and information to help content marketing partners succeed. Who are their challengers?

Advertising Agencies 79

Advertising Agencies Work Management Marketing Management Content Marketing 79

SmartBug Media

APRIL 30, 2020

Your customer service team may own the process of getting reviews of your SaaS solution, but it’s important for your sales and marketing teams to be involved in this initiative as well. Because ultimately, the sales and marketing teams need those reviews as social proof that your company is the solution provider that your prospects need.

Lead Generation 97

Lead Generation Work Management Paid Search Agency Marketing Management 97

Hinge Marketing

JUNE 12, 2019

According to Gartner , “Sales enablement is the activities, systems, processes, and information that support and promote knowledge-based sales interactions with client and prospects. To be truly effective, this process requires ownership from both the sales and marketing teams. Download The Marketing Planning Guide.

Top of Funnel 91

Top of Funnel Planning Enterprise Management Webinar Metrics 91

Content4Demand

SEPTEMBER 24, 2021

We recently gathered 10 intent data experts and power users and collected their tips and insights in The Content + Data Connection: 10 Top Marketing Executives Explore the Rewards of Integrating Intent Data into Content Strategies. Intent can be used as an ingredient in the determination of a Marketing-Qualified Account (MQA).

Intent Data 78

Intent Data Top of Funnel Intent Lead Ranking 78

Engagio

JULY 10, 2017

There are also 4 types of data that are essential for building your Account Based Marketing foundation: firmographic, technographic, intent, and engagement. Choosing Your List for Account Based Marketing. One of the key elements of a Marketing Qualified Account is understanding intent. Account engagement by persona.

Account Based Marketing 67

Account Based Marketing ABM Reachforce Bombora 67

Launch Marketing

NOVEMBER 20, 2019

Recent Gartner research discovered that over 80% of organizations currently expect to compete primarily on customer experience (CX). Below, we’ll explore B2B buyer developments as well as how you can leverage content marketing to address your customers’ needs and exceed their expectations at every turn.

B2B 48

B2B Paid Search Agency Content Touchpoints 48

6sense

DECEMBER 8, 2021

This got me thinking about our go-to-market jobs. To succeed, we have to make it easier for buyers, what Gartner Inc. Vendor comparisons or demos don’t enable early stage buyers, but acts of service like an assessment, case study or e-book help buyers begin their journeys. How Revenue Teams Apply Love Languages.

Lead Ranking 62

Lead Ranking Intent Signal Act-On Lead Scoring 62

Seismic

SEPTEMBER 8, 2019

Perhaps the most significant changes are the shift in the balance of power in the B2B purchase process, from the vendor to the buyer, and the changing expectations that prospects have of sales reps and the sales experience. Identify the prospect’s persona (i.e. The prioritization of customer retention. Accelerate the sales cycle.

Sales Management 45

Sales Management B2B Sales Top of Funnel Work Management 45