Zoominfo

OCTOBER 10, 2019

After all, the B2B buyer’s journey has become increasingly complex, as each prospect engages with a number of digital touchpoints on their path to becoming a customer. Over the past year, multi-touch attribution has become the predominant form of attribution modeling ( source ): Of B2B marketers who have adopted marketing attribution, 45.3%

Trends 160

Trends B2B Marketing Channels 160

Zoominfo

FEBRUARY 17, 2020

‘Emotions’ and ‘feelings’ aren’t words that come up often in the B2B world. B2B products tend to be complex and more practical than flashy– so B2B organizations often value logic and reason over emotions. But, emotions play a larger role in B2B purchase decisions than you may realize. Enter, sentiment analysis.

Analysis 130

Analysis B2B Airlines Marketing 130

Pipeliner

OCTOBER 19, 2023

Instagram marketing is effective for B2B brands because it’s where the customers are. Also, since Instagram gives marketers access with real-time data for marketing strategy adjustments, brands and businesses are assured that they’re doing B2B marketing right.

B2B 52

B2B Marketing Social Media Survey 52

Crunchbase

SEPTEMBER 25, 2020

COVID-19 has changed the world of B2B sales. About 50 percent of B2B buyers are holding off on purchases because of the pandemic, according to McKinsey & Co. Over the last decade, the B2B industry has experienced substantial changes. Consider value-based or ROI selling. What Is Value-Based, Or ROI, Selling?

ROI 96

ROI Lead Rank Automotive Lead Scoring 96

MarketJoy

APRIL 7, 2022

Why You Need Effective Buyer Personas for B2B Lead Generation. If you’re outsourcing your B2B lead generation to an agency, they will need to understand your ideal customer profile in order to run an effective campaign. Buyer personas can be created through research, surveys, and interviews. Why do they buy?

Buyer Persona 98

Buyer Persona Ideal Customer Profile Lead Generation Outsourcing Services 98

DiscoverOrg Sales

OCTOBER 5, 2017

In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. It may be true that some sales professionals are, shall we say, less than professional; but B2B buyers have to get their products and services somewhere, so it’s important to make this inevitable relationship a positive one.

Vendor 145

Vendor Study Buyer B2B 145

Appbuddy

NOVEMBER 11, 2021

That’s why some B2B email marketers are searching for inspiration in unlikely places: their B2C counterparts. To deliver equally targeted messaging, B2B marketing teams should prioritize the acquisition of zero-party data (data customers share intentionally and proactively). This is an untapped opportunity in the B2B world.

B2C 98

B2C Email Marketing B2B Marketing 98

Janek Performance Group

MARCH 26, 2024

The Importance of Buyer Personas A recent Janek survey showed 83 percent of best-in-class sales organizations have clearly defined buyer personas. As B2B transactions grow more complex, with an increasing number of stakeholders, creating accurate buyer personas is critical. Engage with existing customers through surveys and interviews.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Zoominfo

DECEMBER 28, 2020

These efficient processes are critical, considering that more than three-quarters of surveyed B2B buyers described a recent purchase as “very complex or difficult.”. When B2B buyers need to solve a problem, they start researching online. And you improve your ROI. Read more… B2B Sales.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

AUGUST 11, 2019

B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. As these statistics show, webinars have become a favorite tactic of many B2B marketers: Over 60% of marketers use webinars as part of their content marketing programs ( source ). Keep reading! Keep reading!

Paid Content 100

Paid Content Webinar Metrics B2B Marketing 100

Lead411

APRIL 13, 2023

Best Cold Calling Scripts for B2B Sales in 2023 Cold calling is a common strategy for B2B sales, but success can depend on a variety of factors, including the quality of the script, the target audience, and the skill of the salesperson. Here are some tips and examples of successful cold call scripts for B2B sales: 1.

Cold Calling 52

Cold Calling B2B Face-to-face Case Study 52

Zoominfo

MAY 3, 2020

The modern B2B customer journey is more complex and multilayered than ever before. This is especially helpful in the B2B world, where sales cycles tend to be longer than B2C sales cycles. While responses varied, the survey results showed a general increase in spending on channels like content marketing, paid search, and organic search.

Paid Content 130

Paid Content B2B Lead Rank Top of Funnel 130

No More Cold Calling

APRIL 15, 2021

Not getting the ROI you expected from your lead-gen tactics? And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates. B2B salespeople all look the same to our buyers. Try this instead. That’s a fact. Have We Met?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Janek Performance Group

APRIL 2, 2024

For example, McKinsey’s Future of B2B sales: The big reframe lists the following: More hybrid sales roles with a focus on business development in outperforming organizations Customer preference, including remote human interactions or digital self-service These changes can determine your approach, resource allocation, and competitiveness.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

The ROI Guy

JULY 29, 2015

Value Selling & ROI Tools are a key characteristic of innovative organizations, and as with other Sales Tools, the majority indicates that Value Selling & ROI Tools can contribute to significant revenue growth. Value Selling & ROI Tools were found to be a key “strategic personality” of firms that are more innovative.

ROI 83

ROI Tools Compensation Territories 83

Mereo

JANUARY 18, 2023

Out there sits the threat of B2B buyer indecision, ready to freeze any buyer, and all other parties involved, in their decision-making tracks. We can agree this indecision is frustrating and harmful for all involved, but we can also come to understand where it stems from given the current B2B buyer journey.

Buyer 41

Buyer B2B Lead Rank Lead Scoring 41

DiscoverOrg Sales

DECEMBER 20, 2017

At a recent Marketing Technology conference, I informally surveyed a group of marketing leaders I happened to be seated with during lunch. ” To me, these expectations echo the hype surrounding the possibilities of what AI can do … rather than the reality of what B2B AI is actually capable of today.

B2B 150

B2B Marketing Data System 150

Pipeliner

FEBRUARY 6, 2020

For both B2B and B2C marketers, marketing automation is an essential commodity. CommuniGator has teamed with Smart Insights to conduct a survey on the insights of how B2B marketers make use of this technology and to discover why some businesses are not using marketing automation to its full capacity.

Lead Rank 80

Lead Rank Lead Scoring B2B Marketing 80

Zoominfo

MAY 5, 2019

Yet, B2B marketing professionals continue to rank the channel high on their list of preferred marketing tactics. In fact, email marketing has a median ROI of 122%– more than 4 times higher than other marketing channels, including social media, direct mail, and paid search ( source ). The reason for this is simple.

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

SBI

MARCH 15, 2018

Derek: At Dun & Bradstreet, we are seeing that B2B relationships are growing increasingly complex and that access to accurate data is critical to driving growth. Nancy: How have companies determined the ROI of your solution? Matt: Our State of Sales Acceleration Report provides perspectives from today’s B2B buyers and sellers.

Hoovers 139

Hoovers Pipeline Data B2B 139

Zoominfo

JANUARY 22, 2021

In the world of B2B and SaaS, this usually refers to anyone with buying capabilities at an organization. For B2B companies, take the following steps to identify a target market: 1. You can learn a lot about your existing customers through surveys, and sales and CRM data. Identify The Value(s) Your Product Provides.

Ideal Customer Profile 221

Ideal Customer Profile Marketing Buyer Persona B2B 221

The Pipeline

OCTOBER 3, 2019

According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. A survey done by CEB found that individual stakeholders who perceived content to be tailored to their specific needs were 40% more willing to buy from that supplier than stakeholders who didn’t.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). What Is a B2B Marketing Plan and Strategy? B2B marketing plan and strategy is about how you plan to raise brand awareness. What is a b2b marketing strategy? What Are the Main B2B Marketing Plan Channels? B2B Content marketing.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Sales Hacker

SEPTEMBER 29, 2023

The annual Gartner 2023 CMO Spend and Strategy Survey was conducted in March and April 2023. See figure below based off CMO’s survey responses on where to cut martech spend in 2023. This week we are peeling back the layers and digging into which marketing channels have been driving the strongest ROI.

Top of Funnel 100

Top of Funnel Marketing Ideal Customer Profile Channels 100

Zoominfo

MAY 31, 2023

Industry surveys show that account-based marketing is consuming an ever-larger share of B2B budgets, and it’s easy to see why: smarter targeting, increased efficiency, and better ROI are enough to make any CMO’s eyes light up.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 130

Zoominfo

JANUARY 20, 2021

Consider this: more than half (55%) of B2B professionals in a Folloze survey say personalization leads to higher rates of sales conversions and future growth. High quantities of new leads need to meet with low costs spend per lead to accomplish the highest ROI in your sales funnel strategy. How Do You Plan a Sales Funnel?

Top of Funnel 162

Top of Funnel Funnel Sales Cycle ROI 162

Zoominfo

MAY 20, 2021

You’ll get high ROI. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. In fact, for the past ten years in a row, email has been the channel that produces the highest ROI for marketers. Source: Campaign Monitor.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

DiscoverOrg Sales

FEBRUARY 21, 2019

A 2018 HubSpot survey reports that 73% of marketers feel generally or tightly aligned (up from 22% of companies reporting close alignment in 2017!). According to the same survey, sales and marketing teams that have a SLA in place experience: higher ROI from inbound marketing. We’re moving in the right direction!

ROI 171

ROI Survey Webinar Metrics Channels 171

Sales and Marketing Management

SEPTEMBER 7, 2020

If you’re going to obsess over B2B outbound marketing strategies, try fixating on the right ones. They are often meaningless, inflated numbers that tell you little about your campaign’s ROI. Avoid zeroing in on anything that doesn’t provide an acceptable ROI. According to a 2019 Edelman survey, 56% of individuals trust brands.

Outbound 177

Outbound Ideal Customer Profile Marketing Campaigns 177

The ROI Guy

AUGUST 24, 2016

In an increasingly crowded B2B marketplace, B2B buyers are discerning, wanting to work with vendors that don’t just blindly pitch products and talk up features, but who deeply understand their business and how the solution can help solve real challenges. What are you doing differently today to address your evolving B2B buyers?

ROI 40

ROI Buyer Vendor Report 40

MarketJoy

AUGUST 24, 2022

According to a recent survey, 70% of B2B marketers cite improving the quality of leads as the most important objective of a lead generation strategy. So, gathering more B2B data is the key to developing a more unique customer profile for your company. Let’s compare both from the standpoint of ROI. Lead Quality and ROI.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 98

Showpad

FEBRUARY 9, 2024

It’s a must-have — because 57% of B2B customers expect content that is tailored to their unique needs (Forrester Personalization At Scale 2022 ). 57% of B2B customers expect content that is tailored to their unique needs. Align sales and marketing teams: Misalignment can lead to poor ROI and lost revenue.

Scale 52

Scale Face-to-face Decision Maker Survey 52

Mindtickle

APRIL 10, 2024

When it comes to B2B sales, content is still king. According to the Demand Gen Report , more than half of B2B buyers rely on sales content to guide their purchase decisions more now than in the past. The harsh reality is that most B2B sales content ends up on the shelf. How does sales content analytics help your B2B sales team?

Top of Funnel 52

Top of Funnel Analytics Revenue Closing 52

Sales Hacker

SEPTEMBER 8, 2022

Companies targeting B2B buyers must work twice as hard to retain clients who may be looking to cut costs. Ideally, you can provide a simple number that demonstrates the ROI of your solution and really showcases your product’s value. Unfortunately, B2B customers have less brand loyalty than ever before. Putting it all together.

Maximizer 110

Maximizer Survey B2B Loyalty 110

No More Cold Calling

JUNE 20, 2013

You turn heads when you talk ROI. In fact, 90 percent of corporations require quantifiable proof of bottom-line benefits on most projects, according to an IDC survey of B2B buyers. And they expect you to do the ROI legwork. Read “ Without ROI, Your Sale is DOA.”). How to Begin the ROI Conversation.

ROI 191

ROI Loyalty Referrals Cold Calling 191

Zoominfo

JULY 17, 2018

B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. As these statistics show, webinars have become a favorite tactic of many B2B marketers: Over 60% of marketers use webinars as part of their content marketing programs ( source ). Webinar costs. Attendee feedback.

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

Zoominfo

OCTOBER 18, 2022

There are essentially two competing schools of thought among B2B marketers. Sales enablement Includes playbooks, ROI tools, and battle cards 4. Market intelligence Includes internal surveys, external focus groups, and SWOT analyses Why is this distinction important? Because your needs will change as your company grows.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130