B2B Marketing Directions

APRIL 2, 2023

In a 2021 paper published by The B2B Institute , Professor John Dawes, Associate Director at the Ehrenberg-Bass Institute for Marketing Science , described what has come to be called the 95:5 rule. The rule states that up to 95% of business buyers aren't in the market for many goods and services at any one time.

Rules 52

Rules B2B Marketing B2B Trigger Marketing 52

Martech

MARCH 11, 2024

However, much of this martech stack is designed to convert prospects into leads and track them through the marketing funnel. While this approach works well for roughly 5% of actively in-market buyers, it creates a poor experience for the remaining 95% of future customers who aren’t yet ready to buy.

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PureB2B

MARCH 28, 2022

They’re more apt to fill out a contact form to download a well-timed or interesting white paper than to ask to be a part of a sales pitch. This is why content syndication is such a valuable marketing solution for demand generation marketers. This very reason is why white papers and ebooks perform so well. Intent Data.

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PureB2B

MAY 19, 2022

B2B buyer’s journey. Since LinkedIn is home to B2B users, business-related content—from news articles to white papers—will be warmly received. These materials are highly sought after by B2B buyers looking to research suppliers. Use Content Syndication to Attract In-Market Buyers. find in-market buyers.

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Lead Generation Linkedin Tactics Sales Qualified Leads 62

PureB2B

JULY 2, 2019

Then when your BDR calls up and says “you recently answered questions from a vendor and it seems like you may be in the market for a new XYZ solution in the next 3 months, can we schedule a demo next week? There are many other ways to find better and more in market buyers than by executing a standard BANT style program.

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NetLine

MARCH 7, 2022

Sometimes, no matter how hard we work on our content, it’s just not what our ideal buyers are looking for. . By using Buyer-Level intent, you can close the loop on your content syndication campaigns and gain increased levels of refinement. Getting the Most Out of Buyer-Intent Data.

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B2B Marketing Directions

AUGUST 27, 2017

To learn more about the limitations of intent data, take a look at this post by Jingcong Zhao at the Marketo blog, this post by Todd Berkowitz at the Gartner blog, and this white paper by Infer. The bottom line is, business and marketing leaders should be cautious about relying on their ability to accurately identify in-market buyers.

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