Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). It’s about helping your sales organization do what they do best. The Elements of a Winning Sales Enablement Strategy for 2021.

Top of Funnel 130

Top of Funnel Webinar Metrics Work Management Marketing Automation Services 130

BOP Design

JANUARY 7, 2022

B2B marketing is unique because it typically involves multiple decision-makers, a longer sales cycle, and higher-priced products or services (compared to B2C). So targeted that a B2B company may only have 30 prospective clients in the entire world. Inbound acts as the magnet to identify prospects at a buying stage.

B2B Thought Leadership 117

B2B Thought Leadership Paid Search Agency B2B Thought Leadership 117

Biznology

OCTOBER 24, 2013

Simply posting a blog per day won’t amount to anything if you’re not taking your customers’ sales cycles into account and adjusting your marketing strategy accordingly. What’s a sales cycle, you ask? Understanding Sales Cycles. Once your buyers are segmented, you can then assign various sales cycles.

Top of Funnel 80

Top of Funnel Sales Cycle Content Marketing Planning 80

The Point

APRIL 19, 2017

The best demand generation campaigns start with content that your prospects want. Does the topic help to qualify the prospect as someone suffering from a problem or pain point your product/service can solve? Personally, I’ve seen some white papers continue to generate leads year after year with only minor updates.

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

Vision Edge Marketing

DECEMBER 15, 2020

70% of B2B buyers fully define their needs on their own before engaging with a sales representative, and 44% identify specific solutions before reaching out to a seller. ? B2B buyers complete the majority of their research, outreach, and evaluation during the first three months of the sales cycle. Clarify their role.

Peer-to-peer 285

Peer-to-peer Buy Sales Cycle B2B Sales 285

Biznology

APRIL 14, 2017

If you look at your marketing and sales process you do a mixture of activities like run-advertising and marketing campaigns to build awareness, send out email marketing, create sales brochures, white papers, case studies, and constantly crank out blog posts and new website content.

Top of Funnel 139

Top of Funnel B2B Thought Leadership Video Marketing Lead Scoring 139

Act-On

SEPTEMBER 24, 2023

And the reason we love terms at the bottom of the funnel is that prospects are very close to purchasing. With B2B sales cycles getting longer, this is a critical point. Whatever action you choose, make sure it moves the prospect closer to the purchase finish line. So, where do you start? First, select a “seed word.”

Top of Funnel 130

Top of Funnel Marketing Funnels Keywords Marketing Automation Services 130

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). It’s about helping your sales organization do what they do best. Making such an involved process work starts with strategy.

Top of Funnel 100

Top of Funnel Webinar Metrics Work Management Marketing Automation Services 100

Only B2B

FEBRUARY 28, 2024

Choosing the right platform is like choosing the canvas to picture the specific needs, purpose, and budget of the prospect. Targeted Content Creation: Share relevant content like blog posts, case studies, or white papers that align with their specific interests and stage in the buyer journey.

Intent Data 71

Intent Data Intent Intent Signal Sales Qualified Leads 71

Tomorrow People

APRIL 10, 2018

A content marketing strategy is dead in the water if it can’t deliver significant sales-ready leads. The B2B sales cycle has undergone a complete change and the length of the B2B sales cycle is shrinking as prospects engage later after doing their own research. How good is your content strategy?

Lead Scoring 176

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 176

Industrial Marketing Today

MAY 5, 2010

That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Using content or Inbound Marketing , you are able to make that key connection with your prospects by delivering specific content needed in order to make an informed decision.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

The ROI Guy

NOVEMBER 29, 2011

Iron Mountain needed to better connect and engage with busy executives, to help these prospects understand the potential risk mitigation and costs savings from improving eDiscovery best practices. Alinean worked with Iron Mountain subject matter experts to create the Cost Savings Advisor Interactive White Paper.

Paper 40

Paper Cost Sales Cycle Sales Qualified Leads 40

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Paper 40

Paper Enterprise Management Marketing Management Lead Scoring 40

NuSpark Consulting

FEBRUARY 24, 2018

The content is aimed at addressing the problems of your ideal customer, with the intention to develop trust and credibility for your solutions and attract qualified prospects. Demand generation is the lynchpin supporting the overall marketing and sales cycle. It sets the scene for conversion of a prospect into a customer.

Demand Generation Agencies 206

Demand Generation Agencies Demand Generation Inbound Marketing Lead Generation 206

markempa

OCTOBER 6, 2006

« Webinar: A Multimodal approach to Lead Nurturing for Complex Sales | Main | How to Become a Thought Leader and Attract Customers » White Papers and Lead Generation, Key for BtoB Marketers Complex sales cycles make the development of multi-modal marketing strategies critical.

BtoB 120

BtoB Lead Generation Paper Generation 120

Only B2B

MARCH 27, 2024

Sales Qualified Leads (SQLs): Leads who successfully pass the sales team’s qualification process. These are your hottest prospects, most likely to convert into customers. The sales team can now prioritize efforts on nurturing these leads and closing deals. SQLs and SALs became the bridge between marketing and sales.

Sales Qualified Leads 71

Sales Qualified Leads Lead Ranking Marketing Qualified Leads Ideal Customer Profiles 71

BOP Design

APRIL 19, 2021

In a B2B sales cycle, there are usually more people involved in the decision-making process. This means it typically takes longer to turn prospects into leads, and eventually into customers. In B2C industries, marketers are primarily striving to promote goods and services to an individual.

Email Marketing 131

Email Marketing B2B Marketing Planning B2B 131

Adobe Experience Cloud Blog

OCTOBER 8, 2020

Relevant and personalised content everywhere and all the time : Interactions with prospects have become 100% virtual and the need for engagement has never been more relevant. Your prospects and customers expect you to understand them, to anticipate their expectations by offering fresh and adapted content. .

Marketing Automation Services 129

Marketing Automation Services Multi-Touch Attribution Marketing Automation Relevance 129

Zoominfo

APRIL 18, 2019

As a sales professional, you know how difficult it can be to reach decision makers. Whatever it may be, if you’re looking to shorten the sales cycle, you need to understand who your best buyers are in order to fuel your pipeline with new contacts. Fastest sales cycles? Build Targeted Lists for Prospecting.

Top of Funnel 140

Top of Funnel Lead Scoring Lead Ranking Generation 140

The Point

APRIL 22, 2020

If your average sales cycle is 6 months, don’t expect content syndication leads to magically convert to opportunities in a matter of days. MOFU and BOFU content like case studies and analyst reports will result in fewer downloads and a slower pace of leads, but typically from prospects that are further along the buying cycle.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

EMagine B2B Blog

MARCH 2, 2010

OK, so you’re convinced that your B2B needs a good white paper – or two or three – to help nurture prospects through your sales cycle. Problem is, no one in your organization even remotely claims to be an expert in writing them. The good news is that, with the help of Michael Stelzner’s recent post, [.].

Paper 40

Paper Rules Buy Sales Cycle 40

Prospectr

FEBRUARY 28, 2017

But, you can do some things to heat prospects up fast. In fact, written right, they can bypass nearly the entire sales cycle and literally almost close your leads for. In fact, written right, they can bypass nearly the entire sales cycle and literally almost close your leads for. Here’s a few: 1.

Tactics 164

Tactics Lead Scoring Lead Ranking Autoresponders 164

Webbiquity

JANUARY 19, 2023

Therefore, B2B marketers must focus on creating an ongoing relationship between the company and its prospects. This is typically done through content marketing such as white papers, webinars, and long-form articles that will educate potential buyers about the product or service they offer.

Work Management 217

Work Management Marketing Management B2B Marketing B2B 217

Only B2B

FEBRUARY 21, 2024

We’re entering a new era where personalization reigns supreme and the key to unlocking its potential lies in a powerful tool: intent data Think of B2B intent data as the secret sauce that unlocks a deeper understanding of your prospects. Explicit Intent: This is like your prospect shouting their needs from the rooftops.

Intent Data 71

Intent Data Intent B2B Sales B2B Marketing 71

The Marketing Blender

DECEMBER 16, 2019

While creating workflows and triggers that send a series of emails based on the actions that a prospect takes increases the likelihood of converting them into a paying customer. Buyers continue to do more of their research online, so your marketing must take on more of the work of traditional prospecting and consultative selling.

Marketing Budget 128

Marketing Budget Trends B2B Marketing Marketing Automation Services 128

Tomorrow People

MARCH 8, 2018

Done the right way, content management allows you to: Maintain and engage with your prospect community more deeply and profitably than your competition. Improve your pipeline of qualified prospects. Deliver more high quality leads for your sales teams. How content management grows business leaders. Reduce your marketing budget.

Marketing Budget 267

Marketing Budget Top of Funnel Lead Scoring Lead Ranking 267

The Point

MARCH 3, 2010

In a recent article (member access only), Marketing Sherpa offers up some intriguing research into how prospective tech buyers view email offer content, and how those views can differ dramatically from common assumptions held by marketers. It’s the working assumption of B2B marketers that prospects don’t want to be sold to.

Lead Scoring 100

Lead Scoring Lead Ranking Lead Nurturing Webcast 100

Launch Marketing

OCTOBER 28, 2020

Often times sales teams are solely focused on short-term gains and not interested in the longer nurturing processes. A strategic lead nurturing campaign enables you to stay engaged with these prospects until they are ready to purchase. At this point, begin with a soft sales approach to introduce the lead to your company.

Sales Management 114

Sales Management Lead Nurturing Lead Scoring Lead Ranking 114

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Paper 40

Paper Personalization Buying Cycle Ideal Customer Profiles 40

Martech

MARCH 18, 2022

A first-touch model tells you how you got that customer at the very beginning of the sales cycle. An even-spread, multi-touch model tells you a bigger story about what happened in the entire sales cycle. ” The challenge is that prospects who are just “poking around” often don’t identify themselves.

Marketing Attribution 124

Marketing Attribution Multi-Touch Attribution Full Circle Insights Lead Ranking 124

Industrial Marketing Today

MAY 11, 2010

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals. This white paper aims to change that perception of them.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

Zoominfo

APRIL 18, 2019

As a logistics sales professional, you know how difficult it can be to reach decision makers. Whatever it may be, if you’re looking to shorten the sales cycle, you need to understand who your best buyers are in order to fuel your pipeline with new logistic contacts for your transportation solution. Fastest sales cycles ?

Top of Funnel 100

Top of Funnel Lead Scoring Lead Ranking Generation 100

The Marketing Blender

DECEMBER 16, 2019

While creating workflows and triggers that send a series of emails based on the actions that a prospect takes increases the likelihood of converting them into a paying customer. Buyers continue to do more of their research online, so your marketing must take on more of the work of traditional prospecting and consultative selling.

Trends 104

Trends Marketing Budget B2B Marketing Paid Search Agency 104

Biznology

FEBRUARY 25, 2020

We especially hear from industrial prospects all the time: B2B has lagged and it’s costing them. But what if you’re a mid-tier manufacturer of intermediate goods that have very long sales cycles. White Papers and Case Studies. It’s probably something like downloading a white paper or filling out a contact form.

B2B Marketing 118

B2B Marketing Work Management Marketing Management B2B 118

ViewPoint

AUGUST 23, 2012

Click to start video at this point — Asked about recommendations to improve demand generation results, Tim talks about a new wave of demand generation that is “going to be sort of out with the white papers and analyst reports and all those heavy text things and in with video-oriented content.”. What processes they’re using today.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel? Build it and they will come.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

Only B2B

JANUARY 27, 2022

These are some of them: Top Of The Funnel (ToFu): This level mainly relates to digital techniques for bringing fresh visitors and prospective leads into your marketing funnel without really distressing or censoring discussions. Consider sophisticated ebooks, case studies, webinars, white papers, and other similar materials.

Lead Generation 117

Lead Generation Marketing Qualified Leads Sales Qualified Leads Lead Ranking 117