Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. Your marketing and sales teams need both. All of these signals show optimal conditions for a sale.

Lead Ranking 309

Lead Ranking Buy Work Management Marketing Management 309

Martech

NOVEMBER 6, 2023

In the crowded B2B space, reaching your target audience is challenging. Product alone is not enough to engage and retain B2B buyers. But surprisingly, B2B businesses often overlook the importance of a great customer experience for their buyers, which is typically a top priority for B2C. Who are B2B customers?

B2B 135

B2B Customer Satisfaction Lead Scoring Lead Ranking 135

Top Rank Marketing

SEPTEMBER 4, 2023

Complacency has never been an option in B2B marketing. Getting ahead in B2B marketing has always been about innovating faster at scale than everyone else. 2023 has created something of a perfect storm for B2B marketing. As the economy continues to slow, B2B marketers aren’t the only ones who are feeling the sting.

Enterprise Management 98

Enterprise Management Work Management Marketing Management B2B Marketing 98

Strategic-IC

JULY 6, 2018

Is the dynamic between tech buyers and vendors changing in 2018? What do modern B2B buyers expect - and are service providers able to meet shifting expectations? The Disconnect Between B2B Tech Buyers and Vendors. The Disconnect Between B2B Tech Buyers and Vendors. Related: 2.

Vendors 54

Vendors Trends Case Studies B2B 54

Zoominfo

SEPTEMBER 30, 2020

There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. Today, we have things like automation, data, and buyer personas to fall back on. And in order to achieve that, you need buyer personas. What Are Buyer Personas? By now, you probably know what a buyer persona is.

Ideal Customer Profiles 264

Ideal Customer Profiles Buyer Personas Planning Zoominfo 264

ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. But that’s much more likely to happen when a vendor has an existing relationship with a customer.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

Sana Commerce

AUGUST 24, 2023

For B2B businesses that sell online, e-commerce returns management is a crucial component of the customer experience. According to the latest B2B Buyer Report , which collates results from over 1000 B2B buyers across industries, a third of all orders placed online include order errors. The result?

Optimization 98

Optimization Customer Satisfaction B2B Terms and Conditions 98

Marketing Insider Group

JANUARY 30, 2024

There’s something interesting you should know about B2B companies and their content strategies. They’re focusing on what each part of their business needs, tailoring their content to these specific areas. Too often the people doing this work don’t have the right experience, access to buyers, or research resources.

Ideal Customer Profiles 218

Ideal Customer Profiles Marketing & Strategy Work Management Marketing Management 218

LeanData

MARCH 14, 2023

A common refrain is being heard from revenue teams across the B2B space — Where have all the inbound leads gone? Lately, however, the inbound sales pipeline has shrunk for a great many sales and marketing organizations. There’s a New B2B Buyer Over 50 percent of the U.S. It’s becoming a topic of great importance.

Lead Ranking 52

Lead Ranking Marketing Management Peer-to-peer Marketing Analytics Tools 52

Marketing Interactions

JANUARY 15, 2023

As I keep seeing all these posts about marketers going gaga over ChatGPT, I wonder if we’re missing a more confounding impact from the tool > our B2B buyers using it. Buyers Are Already Using ChatGPT. As they drilled deeper, getting specific about vendors, the tool was unable to keep pace. They need our help.

Marketing Management 80

Marketing Management B2B Vendors Buy 80

KoMarketing Associates

FEBRUARY 20, 2018

Tailoring B2B online marketing programs to meet and exceed client expectations is at the core of what we do at KoMarketing, but accomplishing this requires internal legwork and alignment with our clients. Lead Generation Tactics and Lead Scoring Model – key benchmarks for leads to move through the sales funnel. Decision Criteria.

Online Marketing 175

Online Marketing B2B Marketing Buyer Personas Ad Building 175

Avitage

AUGUST 10, 2017

As B2B selling organizations attempt to transition from a product to solution or value sale, they must deal with the new realities of selling in a digital era characterized by self-educating teams of buyers. Two of the most under-served B2B functions when it comes to content are direct and channel sales organizations.

Content 120

Content B2B Sales Acquisitions Vendors 120

Engagio

AUGUST 23, 2021

And as we’ll see, for B2B companies, that means creating your brand on a foundation of trust. B2B buyers are still people. In fact, whether the buyer realizes it or not, the decision is often made long before the buying process is completed. This is why the Challenger Sale approach is so effective.). Engage online.

Demand Generation 149

Demand Generation Demand Generation B2B Thought Leadership 149

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. Your marketing and sales teams need both. All of these signals show optimal conditions for a sale.

Lead Ranking 100

Lead Ranking Buy Work Management Marketing Management 100

Martech

MAY 19, 2022

” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). In B2B , GTM strategies have been a part of company planning forever. So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda?

Marketing Analytics Tools 119

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing Management 119

Content4Demand

AUGUST 24, 2022

Digital marketing content continues to win viewers, and buyer enablement content offers a shortcut to helping those viewers make better—and faster—buying decisions. Gartner says that 80% of B2B sales interactions between buyers and suppliers will be in digital channels by 2025.

Gartner 87

Gartner Advertising Agencies Paid Search Agency B2B Sales 87

Madison Logic

JANUARY 5, 2023

2023 will pose challenges to B2B marketers as they navigate global economic uncertainty and a push to maximize their marketing spend and ROI on account-based marketing (ABM) campaigns. B2B marketers will need to be more strategic in working with audience privacy . What are their motivations for researching a solution? .

Account Based Marketing 52

Account Based Marketing Top of Funnel Marketing Budget ABM 52

Zoominfo

OCTOBER 5, 2021

There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. Today, we have solutions like automation, data, and buyer personas to fall back on. What Are Buyer Personas? Is it centered around what you do, or is it focused on how what you do addresses customer needs? And who wouldn’t?

Ideal Customer Profiles 130

Ideal Customer Profiles Buyer Personas Planning Zoominfo 130

Pam Didner

JANUARY 12, 2022

I was glancing at Harvard Business Review during the holidays, and this article, Sensemaking for Sales (Jan-Feb edition, Page 122-129 by Brent Adamson), caught my attention given that I am always looking for ways to understand sales better from a marketing perspective. They do so by emphasizing simplicity over comprehensiveness.”.

Work Management 82

Work Management Marketing Management Curation Best Practices 82

6sense

JANUARY 19, 2022

Savvy sellers know that these days, B2B customers demand personalized buying experiences now more than ever. In fact, 65% of buyers are likely to switch brands if a vendor doesn’t personalize their communications. PathFactory is an intelligent content platform for B2B marketers. Revenue teams are scrambling to catch up.

Personalization 62

Personalization Marketing Websites Marketing Management Webinar Metrics 62

KoMarketing Associates

DECEMBER 8, 2015

It is also important for B2B marketers to evaluate new and emerging trends, as well as shifts in the competitive landscape, to help determine where to set budgets and forecasts moving forward. 75 percent of B2B buyers said they research at least 25 percent of their work-related purchases online, even if they made the actual purchase offline.

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

Sana Commerce

FEBRUARY 21, 2023

Many B2B companies worry that turning to online sales will hurt their long-standing customer relationships. Personalized marketing in B2B e-commerce is a great way to maintain these business relationships by treating your buyers as individuals online — just as you would offline. Why do users respond to personalization?

Personalization 98

Personalization B2B Sales Qualified Leads Business 98

Aberdeen

DECEMBER 17, 2019

They want to connect to their customers and prospects because that’s how sales happen. It’s why technology vendors spend more than $300 billion annually on marketing and sales. Somehow, out of all this, they have to find trusted vendors who can help them make the right purchase decisions. AI vs. Intent Data.

Marketing AI 69

Marketing AI Intent Data Intent Purchase Intent 69

Madison Logic

JANUARY 18, 2023

Because buyers, not sellers, have all the power in B2B. While they appreciate our clever wordsmithing and attractive graphics, these mean nothing if we’re not giving them the experience they want in the buyer’s journey. They expect us to understand who they are, what they need, and when they need it.

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

FunnelEnvy

DECEMBER 26, 2022

In today’s B2B tech and software world, many buyers are from the millennial age range – born between the mid-1980s and early 1990s. Studies have shown that this group has a distinct preference for a few specific styles of sales and marketing. According to research, many buyers want to do business precisely this way.

Top of Funnel 76

Top of Funnel Marketing Automation Services Optimization Generation 76

PureB2B

JUNE 14, 2022

B2B sales is often reliant on your ability to recognize what’s going to influence the person you’re selling to and adjusting your proposal to emphasize those influences. What it really boils down to, though, is applying your discovery skills to each interaction to better understand what your client’s needs are.

Lead Ranking 62

Lead Ranking Top of Funnel Intent Data Demand Generation 62

Marketing Interactions

JANUARY 25, 2022

The beginning of the year is an appropriate time to take a stand about the payoffs of commitment in B2B marketing strategies. The beginning of the year is when a lot of B2B companies look at what they want to accomplish this year as a clean slate. Buyer Expectations Aren’t as Fickle as Marketing Campaigns.

B2B Marketing 69

B2B Marketing B2B Budget Programs Marketing & Strategy 69

Customer Experience Matrix

AUGUST 22, 2013

I’ve nearly finished gathering information from vendors for my new study on Customer Data Platform systems and have started to look for patterns in the results. One thing that has become clear is that the CDP vendors fall into several groups of systems that are similar to each other but quite different from the rest.

Lead Ranking 120

Lead Ranking Lead Scoring Marketing Automation Services Ideal Customer Profiles 120

Seismic

SEPTEMBER 21, 2021

The transition to virtual selling has fundamentally changed the way sellers engage buyers. In the digital-first landscape, sellers are engaging with buyers earlier in the sales cycle, most notably, in social media channels. In an era of more informed prospects, buyers are rewriting the rules of engagement.

Top of Funnel 52

Top of Funnel Curation Digital Marketing Funnels Marketing Proposals 52

Salesforce Marketing Cloud

OCTOBER 31, 2023

Creating a buyer persona lets you target prospects with key messaging that emphasizes your product’s unique problem-solving value. Find ready-to-buy prospects faster Learn how Sales Cloud can help you score your best leads and prioritize them by how likely they are to close. Here’s how Sales Cloud does this.)

Work Management 119

Work Management Marketing Management Marketing Strategy Marketing & Strategy 119

Outreach

FEBRUARY 23, 2021

Sales teams are now looking toward the future and connecting with their customers. Today, B2B buyers expect sales teams to engage with them and curate experiences that focus on their interests, passions, and challenges. In the new remote sales world, your reps may be struggling to reignite lost conversations.

Conversion 59

Conversion Curation Forrester B2B Sales 59

Aberdeen

DECEMBER 17, 2019

They want to connect to their customers and prospects because that’s how sales happen. It’s why technology vendors spend more than $300 billion annually on marketing and sales. Somehow, out of all this, they have to find trusted vendors who can help them make the right purchase decisions. AI vs. Intent Data.

Marketing AI 52

Marketing AI Intent Data Intent Purchase Intent 52

Contently

JULY 27, 2017

Miss your sales quota, and you may be looking for work. According to a recent study from DiscoverOrg, a sales intelligence platform, not many B2B salespeople are successfully walking this tightrope. Martin , surveyed more than 230 decision-makers across industries and departments about their experience with B2B sales processes.

Studies 133

Studies B2B B2B Sales Verticals 133

The Point

SEPTEMBER 9, 2014

On a recent conference call with a prospective client, the Vice President of Sales chimed in with a question: “How many touches do you think it takes before someone becomes a lead?”. In fairness to my VP friend, he won’t be the last to ask the question (or its close cousin, “How many touches does it take to make a sale?”)

Demand Generation Agencies 100

Demand Generation Agencies Validation Demand Generation Rules 100

Hubspot

NOVEMBER 9, 2020

One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. But is it the best sales advice for modern reps? While the close is an important event within the sales process, there are many events long before the deal is closed that also require time, attention, and effort. Not necessarily.

Sales Management 100

Sales Management Work Management Top of Funnel Marketing Management 100

Seismic

DECEMBER 9, 2021

Analyst firm Aragon Research recently awarded Seismic the 2021 Innovation Award for Sales Enablement. At last week’s Aragon Transform , the annual Aragon Research awards ceremony, Seismic was formally presented with the 2021 Innovation Award for Sales Enablement. Looking forward to 2022, enablement innovation won’t slow down.

Research 52

Research Work Management Marketing Management Marketing Analytics Tools 52

Golden Spiral

MAY 19, 2021

We are still far away from equilibrium in the healthcare marketplace, but enterprise buyers are decidedly embracing the reality of a more self-service, digital sale. This is not a new trend by any stretch, but for the sale of high-ticket complex solutions, the market has moved from unproven to undeniable. Tell the stories.

Top of Funnel 62

Top of Funnel Marketing Automation Services Marketing Websites Digital Marketing Funnels 62