ClearVoice

JANUARY 26, 2024

So whether you’re here because you’re a content person looking to enhance your business case for more content dollars or because a content person wants you to understand their perspective on why content is (still) queen, you’ve come to the right place. At ClearVoice, we understand that not all people are content people.

Paid Content 92

Paid Content Top of Funnel Work Management Marketing Management 92

The Point

APRIL 19, 2017

In broad terms, early stage content tends to work best for top-of-the-funnel lead generation, when not everyone is interested (yet) in ROI, case studies or vendor comparisons. Are the topics and stats current—no more than a year or so old?

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

DiscoverOrg

APRIL 17, 2019

Believe it or not, it’s a great comparison for how companies buy technology: It can be complex if you aren’t familiar with the industry, and it has a higher price point. In this case, that means getting a gift for my fiancée. Read the study: Which Data Points Predict More Sales? Step 2: Vetting the market.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

The ABM Agency

APRIL 10, 2023

Create comparison guides, case studies, and white papers that showcase how your product or service stands out from competitors. Use attention-grabbing subject lines and include relevant case studies or testimonials from similar organizations for added credibility. Use personalization tokens (e.g.,

Account Based Marketing 97

Account Based Marketing Top of Funnel Enterprise Management Work Management 97

SalesIntel

APRIL 15, 2024

Lengthy Sales Cycles Unlike B2C purchases, which often involve smaller transactions with fewer decision makers, B2B transactions typically entail longer and more complex sales cycles. Closing substantial deals with large decision-making teams results in protracted sales cycles.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

SalesIntel

APRIL 15, 2024

Lengthy Sales Cycles Unlike B2C purchases, which often involve smaller transactions with fewer decision makers, B2B transactions typically entail longer and more complex sales cycles. Closing substantial deals with large decision-making teams results in protracted sales cycles.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

DealSignal

APRIL 10, 2024

” Downloads of resources such as case studies and eBooks, especially those that are not simply informational and may indicate purchase intent. This can be vendor comparison guides, case studies, and more. Spikes in content consumption—either on your website or on third-party websites.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Marketing Automation Services 52

Salesforce Marketing Cloud

FEBRUARY 19, 2024

Document the sales process with reps Collaborate with sales representatives to outline each stage of the sales cycle. Document tactics that have been effective at each stage, such as using case studies in proposals or specific negotiation techniques.

Examples 59

Examples Work Management Marketing Management Marketing Proposals 59

Scoop.it

MARCH 26, 2019

For example: Invaluable to salespeople who come across competitor objections on a regular basis, this UpLead content provides a detailed comparison against one of their competitors. Don’t just curate sales enablement content. Sales enablement content includes: Sales presentations. Case studies. One-pagers.

Curation 59

Curation Top of Funnel Case Studies Case Study 59

SmartBug Media

JULY 21, 2020

This makes it even more important for manufacturers to ensure they’re creating valuable content which can help guide buyers further down the sales cycle. Comparison sheets are another great way to help convert buyers in this stage. Ensuring visibility in this phase is important.

Buyer's Journey 100

Buyer's Journey Sales Qualified Leads Buyer Personas Cold Calling 100

Rev

AUGUST 30, 2023

Consider creating content that addresses different stages of their buying process, from early-stage education to late-stage product comparisons and success stories. According to a HubSpot study, 60% of prospects only want to engage with sales after they’ve researched and shortlisted all of their options.

Practices 78

Practices Work Management Marketing Management Best Practices 78

Sales Engine

MAY 22, 2016

The Crippling Cost of Big Sales – With the increasing reliance on the expertise of your (the Seller’s)(expensive) Subject Matter Experts, and the increasing difficulty that buyers have in navigating their complex buying decisions, the cost of selling is skyrocketing for consultative types of sales.

Allocation 136

Allocation RFP Consulting Paid Search Agency 136

Hubspot

MAY 26, 2020

Types of Sales Battle Cards. Sales battle cards can be utilized as a comparison to one of your competitors, or as a comparison to multiple competitors. These are still sales collateral pieces, and while it’s important to be truthful, make sure your battle card doesn’t create more harm than good in the sales cycle.

Template 82

Template Process Comparison Word of Mouth 82

BOP Design

JANUARY 29, 2018

This is often not the case for B2B. In addition to having a variety of end users, B2B products and services often have a variety of use cases. Understanding all the use cases of the software is critical for the B2B marketing company to ensure they properly position the product and provide the necessary resources for all users.

Work Management 49

Work Management Marketing Management Marketing Agencies 2 B2B Marketing 49

B2B Digital Marketer

MARCH 28, 2024

25:55 – 28:16) The journey of a startup’s rise through strategic advertising and product excellence, showcasing a successful B2B advertising case study. (32:26 38:41 – 41:36) Navigating the complexities of selecting a B2B advertising agency, with a comparison of in-house experts versus external agencies. (42:40

Paid Search Agency 52

Paid Search Agency Ads B2B Advertising Agencies 52

NetLine

JULY 5, 2023

To put it simply: customer intent is important because it allows businesses to cater their sales and marketing strategy to meet prospects and customers where they are currently. This typically means shorter sales cycles and more closed-won deals. They may be comparing features, pricing, etc.

Intent 98

Intent Work Management Marketing Management Business 98

Marketing Insider Group

AUGUST 3, 2015

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. Or in the case of media relations, an editor had to be pitched (or begged) to gain exposure. Slow down! Consideration.

Lead Generation 100

Lead Generation Top of Funnel Work Management Marketing Management 100

Hubspot

FEBRUARY 6, 2020

Because the buyers journey and sales cycle differ between ecommerce and other types of businesses, some platforms may lack the tools and features you need to manage the customer lifecycle. Many, if not all, platforms will claim they have an intuitive and easy-to-use platform — but this isn't always the case.

Marketing Automation Services 96

Marketing Automation Services eCommerce Marketing Automation Automation 96

Hubspot

MAY 5, 2021

The top-middle-bottom funnel is a classic model used by sales teams, which focuses on sparking interest, informing potential customers, convincing them to purchase, and building loyalty so they become repeat buyers. The detail of your funnel depends on your sales process — the longer your sales cycle, the more complex your funnel.

Top of Funnel 101

Top of Funnel Optimization Conversion Cost per Acquisition 101

Biznology

JULY 23, 2014

You’ve got a tighter decision-making unit and shorter sales cycles. a Boston-based agency that just published a new study on how SMBs buy today. They like print materials, for brochures, checklists, handbooks, case studies. And you’ve got a lot of company. One new set comes from Bredin, Inc.,

SMB 80

SMB Peer-to-peer B to B Paid Search Agency 80

Zoominfo

AUGUST 18, 2021

Our research has shown how much sales calls have changed in the last year. Longer sales cycles. Incorporate an extensive study of competing products into your sales management strategy. Of course, it’s not just a case of droning on and listing every product feature.

Rules 130

Rules Sales Qualified Leads Lead Scoring Lead Ranking 130

Only B2B

OCTOBER 11, 2017

Once your lead reaches a particular threshold, the sales team can reach out to them. Create content for each stage of the sales cycle. They are most likely interested in content like comparison sheets, webinars, checklists, case studies etc which can help them decide which solution is good for them.

Lead Ranking 91

Lead Ranking Top of Funnel Sales Qualified Leads Marketing Qualified Leads 91

Content Marketing Institute

NOVEMBER 12, 2018

As a content marketer, you can obtain the agenda of sales onboarding and the curriculum of continuous training from your sales team. In some cases, you may be surprised that you and the training team use the same subject matter experts from the business units or product marketing teams to create similar content. Case studies.

Lead Ranking 95

Lead Ranking Lead Scoring Work Management Content Marketing 95

DealSignal

NOVEMBER 1, 2022

How to use B2B intent data Operationalizing intent data: Three use cases The importance of quality intent data eBook: The Definitive Guide to Evaluating & Choosing a B2B Data Provider Learn more about Intent Data. This can be vendor comparison guides, case studies, and more. Sales outreach cadences.

Intent Data 52

Intent Data Intent Marketing Automation Services Ideal Customer Profiles 52

Martech Advisor

FEBRUARY 10, 2020

Longer sales cycle, educated users, multiple decision makers, thorough vetting before conversion and larger stakes on account renewal and customer continuity, are some of the unique aspects that B2B CX planners have to be mindful of. This article unveils the top 5 B2B customer experience (CX) best practices for 2020.

Practices 57

Practices Work Management B2B Best Practices 57

Zoominfo

AUGUST 18, 2021

Our research has shown how much sales calls have changed in the last year. Longer sales cycles. Incorporate an extensive study of competing products into your sales management strategy. Of course, it’s not just a case of droning on and listing every product feature. More C-level participation on calls.

Rules 100

Rules Sales Qualified Leads Lead Scoring Lead Ranking 100

Strategic-IC

MAY 29, 2018

At the Consideration stage, more middle of the funnel content is needed; such as case studies, webinars, or more in-depth videos. At the Decision stage, nurture content might be a free trial or demonstration, vendor comparisons or other bottom of the funnel content. 33% cut in sales cycle length since implementing a bot.

Lead Nurturing 48

Lead Nurturing Top of Funnel Lead Ranking Marketing Qualified Leads 48

Convince & Convert

MAY 19, 2016

Offer them a case study ; 54 percent of marketers believe it is the most effective form of content marketing. Philips Color Kinetics shines a light on its products with a bright case study on how the company’s LED nodes for large installations beautified the entranceway to a new headquarters for DIRECTV. Feature Study.

Top of Funnel 96

Top of Funnel Webinar Metrics Marketing Funnels Content 96

Only B2B

OCTOBER 11, 2017

Instead, try “ learn more ” or link to a “ case study ”. You can track this progress in the sale’s cycle using marketing automation software and set up a lead scoring system (LSS) to assign a value for each action. Once your lead reaches a particular threshold, the sales team can reach out to them.

Top of Funnel 48

Top of Funnel Lead Scoring Lead Ranking Marketing Automation Services 48

Unbounce

MARCH 2, 2020

And it’s not just us—you can do the same comparison with any SaaS brand that’s been in the landing page game for a long time. Plus, most SaaS businesses are targeting a very specific niche, in an industry that’s constantly changing—and there’s typically a longer sales cycle, too. million conversions. AI Dialer”).

Landing Pages 145

Landing Pages Top of Funnel Work Management Sample 145

Oktopost

JANUARY 12, 2021

B2C and B2B CX both require beguiling customers into closing sales. B2C is a fluid, fast-paced transaction, with a relatively short sales cycle that relies primarily on retailers and mass-marketing campaigns to achieve commercial success. How is B2B CX Different from B2C CX? How do you measure B2B CX?

Paid Content 101

Paid Content B2B Marketing Top of Funnel Work Management 101

SalesIntel

JULY 10, 2023

This data helps sales and marketing teams prioritize their efforts and resources on prospects more likely to convert, leading to a higher return on investment (ROI) and increased revenue. Personalize Outreach Efforts: With intent data, businesses can tailor their messages and campaigns to align with prospects’ interests and needs.

Top of Funnel 71

Top of Funnel Intent Data Marketing Funnels Ideal Customer Profiles 71

Strategic-IC

FEBRUARY 16, 2021

And this isn't necessarily the case for Acxiom. But what we’re seeing in the market is (with the concept of Account-based Marketing ) if you’re selling into mid-market and enterprise, with a more complex sales cycle length there is a lot of pressure on traditional demand generation programmes to still deliver the leads.

Account Based Marketing 71

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 71

WriteSpark

MARCH 26, 2009

Complex technology products typically involve a lengthy sales cycle and a purchase decision made by a committee instead of an individual. Influencing a purchaser's evaluation criteria in advance of the product comparison activity is known as " setting the agenda." However, direct product comparisons must be done carefully.

Comparison 120

Comparison Copywriting Banner Ads Press 120

DealSignal

MAY 3, 2021

” Downloads of resources such as case studies and eBooks, especially those that are not simply informational and may indicate purchase intent. This can be vendor comparison guides, case studies, and more. Higher-quality leads funneling from marketing to sales each week. Sales outreach cadences.

Intent Data 52

Intent Data Ideal Customer Profiles Intent B2B Sales 52

Madison Logic

AUGUST 31, 2023

Accelerate Qualified Opportunities (Bottom of Funnel): Employ display advertising, social advertising, and last-mile content such as product sheets, case studies, and comparison guides to move prospects closer to conversion. Pipeline metrics may involve pipeline velocity, conversion rates, and sales cycle length.

Multi-Channel 52

Multi-Channel Account Based Marketing Advertising Channels ABM 52

GreenRope

MARCH 8, 2016

Now, with automation and the amount of data we have at our fingertips, marketers are able to map content to fit every buyer’s needs at any point in the sales cycle. Reviewing how-tos, case studies, select vendors, etc. This used to be a very manual, hands-on experience. Content Types.

Lead Nurturing 40

Lead Nurturing Marketing Automation Services Marketing Qualified Leads Lead Ranking 40