How Buyer Personas Can Improve Your B2B Lead Generation Aim

The Forward Observer

With properly researched buyer personas you can make sure your content is always on target. In fact, studies show that in B2B sales, buyers are 60% to 90% through their purchase research before they first contact a vendor. What Are Buyer Personas?

20 Questions to Ask When Creating Buyer Personas [Free Template]

Hubspot

Buyer personas are a crucial component of successful inbound marketing, particularly for the sales and marketing departments. Download our free buyer persona template here to learn how to create buyer personas for your business. Which metric(s) is your persona responsible for?

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Case study in data-driven B2B customer acquisition marketing

Biznology

While preparing case studies for book, I had the fun of interviewing a bunch of very smart B2B marketers to learn how they were applying data and analytics to their marketing objectives. Five9 also looks at individual personas among their customer base, using a similar process.

How PeopleHR Found the Right Marketing Automation Vendor

Marketing Action

Finding the best marketing automation vendor for your business can be a difficult proposition. Here’s how his vendor evaluation resulted in a partnership with Act-On Software, an integrated suite of marketing automation tools and resources.

4 Tactical Takeaways from Case Studies Presented at SiriusDecisions Summit 2013

Modern Marketing

He currently runs B2B Fusion , a vendor neutral business helping business-to-business sales and marketing leaders accelerate revenue growth by connecting marketing investment to new revenue opportunities. Not one case study has had a ‘go it alone’ approach in seven conferences.

Buyer Personas: The Missing Piece of Your SEO Strategy

Zoominfo

In today’s blog post we explain why buyer personas are a critical—but often missing—element of your SEO strategy. What is a buyer persona? Buyer personas are created using quantitative analysis, market research, anecdotal observations, and many other data sources.

Looking Outside In: Know Your Buyer First

ANNUITAS

ANNUITAS recently published the first B2B Enterprise Demand Generation Study to understand what drives this unique group of marketers. Demographic information is critical for most marketers using buyer personas according to the ANNUITAS research.

What’s the Difference Between a Persona Score and a Predictive Score?

Leadspace

The two most common ways to score your database are via persona and/or predictive score. Related: 5 Crucial Considerations When Choosing a B2B Predictive Scoring Vendor. Watch — How Leadspace predictive scoring works: Persona Scoring.

Looking Outside In: Know Your Buyers First

ANNUITAS

ANNUITAS recently published the first B2B Enterprise Demand Generation Study to understand what drives this unique group of marketers. Demographic information is critical for most marketers using buyer personas according to the ANNUITAS research.

6 Ways You Could Be Dooming Your Case Studies Before You Even Start Writing

Marketo

Case studies are loved by marketers and sales teams alike for their ability to educate prospects and turn sales pitches and marketing spiels into verified, credible claims. But for all their perks, case studies are notoriously time-consuming. How do you seek out potential case studies?

The Telltale 8% Drop In Content Marketing Effectiveness

Tony Zambito

The annual Content Marketing Institute and MarketingProfs B2B Content Marketing Benchmark Study 2016 is quite startling. As much as 80% say, “Vendors give me too much material to sort through”. Use Buyer Personas To Understand How To Help Buyers Achieve Their Goals. by Aha-Soft.

Everything Marketers Need to Research & Create Detailed Buyer Personas [Template]

Hubspot

To recap Kim Goodwin in Designing for the Digital Age , "personas are archetypes that describe the various goals and observed behavior patterns among your potential users and customers." Okay, so personas are a really important part of your business. What keeps your persona up at night?

Case Studies; How to Get Them Approved and Presented Publicly

NuSpark

Case Studies are an important part of internet marketing and lead nurturing, and can be the decisive factor when a prospect decides to engage with you. Many times he and his staff had done the work to write up a complete case study, only to find that they couldn’t get the client to sign off on it. A good customer case study is a valuable asset, and if a good customer refuses to do a case study, there is an opportunity cost to your company.

Case Studies; How to Get Them Approved and Presented Publicly

NuSpark

Case Studies are an important part of internet marketing and lead nurturing, and can be the decisive factor when a prospect decides to engage with you. Many times he and his staff had done the work to write up a complete case study, only to find that they couldn’t get the client to sign off on it. A good customer case study is a valuable asset, and if a good customer refuses to do a case study, there is an opportunity cost to your company.

Plan for the Social Buyer Before It’s Too Late

Tony Zambito

  Morgan Stanley (2010) recently reported in a study that there are now more social network users than email users.    An even more profound and sobering fact is that 80% of business buyers today say that they found their vendors as opposed to vendors finding them. 

Why Demand Generation Should Be Perpetual

ANNUITAS

In this years study 59% of the respondents stated that they run approximately one campaign per month, with almost half running 15 campaigns per year. Design content for every buyer persona: According to our 2015 study, only 34.9%

3 Demand Generation Trends to Watch in 2019

ANNUITAS

This was the year Gartner released its first global magic quadrant for personalization engine software solutions , noting its featured vendors had projected a 35% increase in revenue between year over year. Adobe’s 2018 Digital Trends study revealed that content and experience was the primary focus for marketing, creative and IT professionals worldwide, and their top performing organizations were more than twice as likely to be using AI in their marketing efforts.

Reinvent the B2B Buyer Experience to Grow Revenues

Tony Zambito

  This is of critical importance since various studies sampling B2B buyers (i.e. Image by jackanapes via Flickr. Optimizing revenue growth is by far the toughest assignment for sales and marketing today. 

There is More to Knowing Customers Than Big Data

ANNUITAS

According to a recent Forbes Insight Study 69% of CEOs either agree or strongly agree they certainly are. The study reports that 74% of CEOs have “limited insight” into how customers are engaging with their products and what their likes and dislikes are.

More Marketing Will Be Outsourced in 2013

B2B Marketing Traction

More businesses are considering outsourcing staff in the future, according to a study by Randstad. The study included a survey by Harris Interactive involving 225 HR managers and 2,035 employed adults. The main benefit cited by the study is increased flexibility while reducing costs.

The Role of Emotions in B2B Marketing: Telling a Story, Making a Sale

Marketing Action

Watermark Consulting studies the cumulative total stock returns for two model portfolios (comprised of the Top 10 [“Leaders”] and Bottom 10 [“Laggards”] publicly traded companies in Forrester Research’s annual Customer Experience Index ranking.

You Don’t Know the Buyer, JACK!

ANNUITAS

Yes, a lot has been written lately on the use of buyer personas, or how content marketing “starts with the buyer, or the importance of mapping the buyer journey. This question is addressing the idea of personas, or profiles. What is a persona? It’s all well and good to understand the buyer persona, but having profile information only paints part of the picture. At some point, this persona is going to begin the buying process.

What Role Should Marketing Play in a Product-First SaaS Company?

SmartBug Media

Build Personas to Make Sales More Efficient. One of the first marketing exercises a product-first SaaS company should engage in is the creation of personas. A buyer persona (also called marketing persona) is a representation of your target customer. Create Case Studies and Broaden Calls to Action. A good old-fashioned case study is a mainstay in any B2B SaaS sales enablement content library. Would you rather listen to this blog instead of reading it?

The Role of Content in the B2B IT Buying Process

Avitage

She is referencing the recently released IDG 2012 Customer Engagement Study report. In complex sales, there are often well over 4 “personas” who are active in the buying process. In fact, often, discovery of a key idea or vendor may be made by someone not even on a vendor’s “people map.” Content Marketing Content Publishing IDG content study

The Role of Content in the B2B IT Buying Process

Avitage

She is referencing the recently released IDG 2012 Customer Engagement Study report. In complex sales, there are often well over 4 “personas” who are active in the buying process. In fact, often, discovery of a key idea or vendor may be made by someone not even on a vendor’s “people map.” Content Marketing Content Publishing IDG content study

5 Essentials To Build A Survey

ANNUITAS

We rely on data and statistics from various surveys, vendors and publications to form opinions and develop insights into our lives and our business. So, we decided to build our own study and then share the data with the B2B market to help us all become better marketers.

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Email Personalization Basics (+American Express Travelink’s Email Success Story)

Marketing Action

Build personas. A persona is a detailed representation of an actual good customer profile of yours. You create personas through research, including interviewing your best customers to discover their common needs, characteristics, and behaviors.

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How B2B Purchasing Decisions Have Changed

MarketJoy

Whereas consumers have no problem switching from one vendor to the next at the drop of a hat, companies don’t have the same agility. Typically, businesses seek out long relationships with their vendors. For larger businesses, switching vendors can cost a lot of time and money because it causes them to change their internal processes. A recent CEB study featured four surveys of over 5,000 stakeholders who were involved in B2B purchasing decisions. Written By.

Make it a Match: How to take a prospect from “Who?” to “I Do!”

Televerde

The purpose of developing buyer personas and mapping their journeys is about relevancy—delivering the right message, to the right person, at the right time. This means understanding your ideal buyer personas and curating content to meet them where they’re at in the buyer’s journey.

Inbound Marketing or Outbound? Which is the Winner?

Act-On

With the rise of internet-empowered buyers, inbound marketing has helped vendors take control of the initial pieces of the buyer’s journey. Today, it’s all about learning about your prospects and what they want so you can develop personas that represent them accurately.

Asset Vue Gets 80 Hot Leads and Counting with MarketJoy

MarketJoy

Their previous vendor failed to deliver the commitment given by them. As we came into the picture, we started by gathering information on the company’s marketing and sales goals, key buyer personas, current marketing tactics, and existing email templates. Real-time data research involved identifying ways to target and attract their key buyer personas. case studyWritten By. Rahul Thakur. Share. Get a Free Quote. contact-form-7].

Leader of the Pack! Forrester Wave Results Revealed for Predictive Marketing

6sense

The Forrester Wave ranks all the vendors in four categories: the leaders are first. In the recent Forrester Total Economic Impact (TEI) study conducted on behalf of 6sense, Forrester showed that the 6sense predictive intelligence platform delivered a 405% ROI. Oh, and PS – you can compare 6sense to other vendors here too. Forrester has just released The Forrester Wave TM : Predictive Marketing Analytics for B2B Marketers, Q2 2017.

My Journey from What If to What’s Next

6sense

In 2013, Forrester released a Forrester Wave report (aka Forrester’s evaluation of vendors in a software, hardware or services market) in the Identity and Access Management space for the cloud. This year, identity in the cloud was merged with access management, which includes all large IT vendors: Oracle, IBM, Microsoft and CA Technologies.). The whole world is going digital – and companies everywhere must adapt to compete. No industry is immune.

The 2 Most Important Concepts For B2B Content Marketing Success

The Forward Observer

In the latest B2B Content Marketing Benchmarks, Budgets and Trends (North America) study from Content Marketing Institute and MarketingProfs , 86% of survey respondents reported using content marketing. The study showed that many B2B marketers do not have a documented strategy.

The new ABCs of Selling: Always Be Challenging!

The ROI Guy

53 Engage me or lose me Forever Did you know that 94 % of customers have discontinued communication with a vendor because they received irrelevant promotions & messages?

B2B Content Marketing for SaaS Companies: 4 Keys to Success

KoMarketing Associates

Establish Clear Buyer Personas. What challenges will they face once they start to evaluate different vendors? From blog posts and infographics to eBooks and case studies, be sure to create content that supports the buyer’s journey through each phase.

Understanding the B2B Buying Disconnect

Cintell

But according to a recent report from TrustRadius , many vendors fall short in this arena. The 2018 B2B Buying Disconnect Report highlights the difference between how B2B technology buyers and vendors view the purchase process. So how can vendors address the disconnect? .

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The 2 Things You Must Nail For Lead-Generating B2B Content

Marketing Insider Group

Studies show that 60% of the B2B sales cycle is over before a prospect first talks to a salesperson ( Corporate Executive Board ). Most every other study pegs that percentage even higher. Buyer Persona. This can provide insights into what’s keeping your buyer persona up at night.

3 Steps To Email Marketing That Nurtures Leads And Closes Sales

Marketing Insider Group

Think about your buyer persona. In Adele Revella’s “ The Buyer Persona Manifesto ,” she offers this definition of a buyer persona: “It’s an archetype, a composite picture of the real people who buy, or might buy, products like the ones you sell.”.

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Are These 5 Mistakes Preventing Your B2B Marketing Success?

Marketing Insider Group

One new set of insights published by DemandGen Report and Marketo is the 2015 Demand Gen Report Benchmark Study. Putting off Buyer Personas. Interestingly, the study found that 31% of respondents don’t have buyer personas in place today – but plan to build them in coming year to help boost the effectiveness of their demand gen efforts. Not Actually Using Buyer Personas. I love this time of year.