[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

Ecommerce and brick-and-mortar stores spend millions of dollars influencing B2C buying behavior: indirect lighting, relaxing music, mirrors, and a host of other factors all affect a customer’s purchase decision. Sales development reps, account executives, and other sales professionals will find a trove of actionable insights in this comprehensive study. Research goals of the B2B buyer study. Overall, study participants rated 12% excellent, 23% good, 38% average, and 27% poor.

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B2B is Dead – Long Live B2P

DiscoverOrg Sales

B2B vs B2C vs B2P. The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world. For clarity’s sake, both B2B and B2C are influenced by customers, but that’s not the point.

B2B 217

Sales Tips: 3 Things to Know Before Selling to the B2B Market

Customer Centric Selling

In recent years, selling to the B2B market has presented new challenges for companies such as buyers’ growing tendency to vet vendors using online research and the interplay between the B2B and B2C buyer experience. Buyers expect B2C excellence from B2B vendors.

Tom Pisello: The ROI Guy: Social Media ROI a Requirement for 2011

The ROI Guy

This is indicated vividly in a new report from Bazaarvoice, a poll of 175 B2C and B2B CMOs across various industries, with 74% of CMOs predicting they will finally tie social efforts to hard ROI in 2011. Gartner CIO Study Highlights Need for Outcome-Base.

Yes, Gender is a Factor in B2B Buying Decisions: Selling to Men and to Women

DiscoverOrg Sales

But that’s the B2C space,” you might be thinking. “In Download our full study to see: who cares about pricing discounts. Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover.

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Foo Really, A Viable Keyword?

Increase Sales

” According to an Adestra study that analyzed the email subject lines for over 2.2 This particular study looked at not only keywords, but phrases in six (6) key industry areas: B2B publishing. B2C publishing. B2C events.

B2C 139

New Book will Improve Your Account Managers' Relationships

Understanding the Sales Force

Most of the books that are written about great customer experiences only cite best practices by large, well-known B2C companies like Amazon, Apple, Starbucks, and Zappos. You know how I feel about studies that only cite big companies.

Do We Even Need Sales People Anymore

Partners in Excellence

Much of Drucker’s work is also based on idealized, “free markets,” which in any case–B2C, B2B, B2B2C, or others, is far from the reality. we shouldn’t be surprised about the declining need for of sales people in B2C sales.

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Should You Use Pinterest for B2B Marketing? Yes or No in 5 Minutes

Sales Benchmark Index

Pinterest , Not Just B2C. B2C companies leveraging Pinterest have experienced tremendous success driving revenue. Breaking down the recent pew Internet research study, women are about 5x as likely to be on the site as men. As a Marketing Leader, you hear Pinterest in the news.

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Personalize B2B Mobile Site to Grow Revenues

Score More Sales

There are still some things that differentiate a B2B (business-to-business) transaction from B2C (business to consumer). B2C has been much more adopted and understood – we are learning more about B2B and know at least this: Buyers need a level of trust before buying.

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Negotiating a B2B Sale? Be Proactive versus Reactive

Sales and Marketing Management

B2B sales are typically more complex than B2C. Preparation – Study the target business and consider how the process may unfold. Author: Andres Lares, Shapiro Negotiations Institute A sales negotiation is a process, not an event.

B2B sales – is more better?

Sales Training Connection

In Carlson and Shu’s study , more claims were better – until the 4 th. If you want to read a brief summary of the study, you can find it in the New York Times.]. But, as is always the case, it’s wise to examine the study details. But the study was about B2C sales.

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Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

Unlike B2C marketing, in the B2B world, not all the people who read your blog post or express interest in your product or service are a great fit. Get the study: Why Didn’t They Buy? It’s easy to give up after a few tries. You run ads, bring in leads, and then follow up.

Sugar Sweetens Tyson Foods’ Recipe for Success

SugarCRM

Building on its existing $39B per year success, the company wanted to further develop the B2C arm of the business as part of its sales outreach, which sparked a search for the right CRM platform to support their ambition.

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Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing

Pointclear

B2B buyers look for unbiased confirmation about products or services before buying, just like B2C buyers do. Study: Email Lands More Customers Than Facebook or Twitter, but Still Fewer than Organic Search.

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

Decisions aren’t made in a vacuum – not usually in B2C, and definitely not in B2B. Read the study: Which Data Points Predict More Sales? ?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg.

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The B2B Marketer’s Guide to Virtual Reality

Zoominfo

While B2C brands have embraced VR/AR on a large scale, B2B marketers have been slower to adopt this new technology. Unlike their B2C counterparts, B2B marketers often fail to appeal to buyer emotions. The B2B buyer’s journey is long and complex compared to the B2C buying cycle.

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Leverage the Need for Immediacy to Grow Your Inbound Lead Revenue

SalesLoft

Buyers have a need for immediacy – regardless of whether it’s a B2B or B2C interaction. There’s a lot of meat in this study about how businesses are (and are not) making lead response a priority. This was just a small preview of the whole study.

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

Unlike B2C marketing, in the B2B world, not all the people who read your blog post or express interest in your product or service are a great fit. Get the study: Why Didn’t They Buy? It’s easy to give up after a few tries. You run ads, bring in leads, and then follow up.

A Virtual Sales MBA

Partners in Excellence

A course of study or “virtual MBA.” They are always reading and studying. It was a B2C environment (also, B2 Retailer). I asked him, “Jerry, why did you hire us, we don’t know anything about B2C?”

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Analysing the impact of the ‘Amazon Effect’ on B2B Sales

Artesian Solutions

There’s a new normal that blurs the lines between B2B and B2C”. According to an InsideSales study up to 50% of sales go to the sellers that is first to respond, because the first to respond is best able to frame the conversation and define the value proposition.

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Types of Sales Tools That Boost Productivity

Highspot

Social selling used to be a predominantly B2C strategy, but more and more B2B buyers are turning to social media to research products these days. How do you guide your sales team to achieve better results? The answer lies in using the right tools and strategies to improve sales productivity.

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Sales Tech Game Changers: Why You Should Incorporate Customer Advocacy in Your Sales Cycle

Smart Selling Tools

A 2017 study by LinkedIn said “Trust” is the number one factor in purchase decisions. In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers.

Are you in Social Media Denial?

Sales Benchmark Index

This statement covers B2B, B2C and B2G. To recap: Buyer Anthropology – The study of buyer behavior, such as trends , culture, and actions. Buyers are evolving and changing. The question is, are you evolving and keeping pace with your buyers?

How B2B Purchasing Decisions Have Changed

MarketJoy

Major differences between B2B and B2C. First off, let’s make the distinction between B2B buyers and B2C buyers because these businesses differ drastically with respect to approach and transaction values. You could consider B2C “ low involvement ” and B2B “ high involvement “ A Longer Decision Making Process. A B2C buyer may only be making a decision for herself or with her spouse. In that study, CEB found that an average of 5.4

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Automation: Who Is This Human Being?

Pipeliner

Through the tremendous number of studies on human behavior, we know that human behavior is unpredictable. Yes, automation has already replaced some lower-level B2C sales positions, but with more complex B2B sales, live reps will always be needed.

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4 Ways to Hack Your Growth With AI

Sales and Marketing Management

Growth – more opportunities, higher sales velocity and expanding market segments – is the prize of victory and the successful growth hacking tactics of business to consumer (B2C) companies are becoming more popular in B2B. A study of high-performing marketing teams shows they are twice as likely to have a close collaboration with their sales counterparts. Author: Matt Amundson The world of business to business (B2B) selling is like a gridiron.

Social Selling Training Course

The Digital Sales Institute

Any business in the B2B (and increasingly in the B2C space) can leverage social selling to drive increased customer or prospect engagement. Case studies and real social selling ROI.

90+ Important B2B Content Marketing Statistics

Zoominfo

In comparison, 86% of B2C marketers use content marketing ( source ). Buyers say they will share information in exchange for webinars (79%), white papers (76%), third-party/analyst reports (66%), e-books (63%), and case studies (57%) ( source ).

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The Not-So-Fab Four

Sales and Marketing Management

Twenty to 30 years ago, the deal was that you went to school, studied hard and got a job. B2B and B2C firms are similar in the sense that they are both forms of commercial transactions. Companies that have the capital to control their experiences, be it B2B or B2C, have an advantage.

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Digital Selling Strategies

The Digital Sales Institute

Another trend impacting digital selling strategies is that B2B buyers are now engaging with content similar to their B2C counterparts, meaning salespeople need to adapt their selling routines to stay relevant.

Customer expectations – how are they evolving, what is driving them, what should sellers do to keep up, and how to improve customer experiences

Artesian Solutions

Their B2C experiences influence their B2B buying behaviours and decisions. According to a recent Salesforce study on the state of the connected customer, changing customer expectations means that 82% of business buyers expect the same experience as they get with personal buying.

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6 Steps for More Compelling B2B Product Pages

Zoominfo

We also recommend including proof of value in the form of customer testimonials and case studies. Here’s why: Case studies and testimonials promote trust. Testimonials and case studies are based on data and factual evidence. And—case studies do just that.

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Is It Time for B2B Sales Teams to Ignore Speed-to-Lead?

Chili Piper

This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. Second, that HBR study is actually often misquoted. You’ve heard the stat 1,000 times….

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The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

Pointclear

According to MarketingSherpa research, 64% of B2C and 48% of B2B marketers send out some automated version of this. Consider this case study: Email Marketing: 17.36% higher average clickthrough rate in 7 personalized subject line tests. This year I've been talking a lot about Nurturing.

10 Most Popular Marketing Articles of 2018

Zoominfo

In fact, studies show consumers are 64% likelier to purchase a product after watching an online video ( source ). Brand storytelling is a staple of B2C content marketing, but it’s less common in the B2B world. Recent studies show this trend is here to stay.

The Importance of Branding in Today's B2B Customer Acquisition

Sales Benchmark Index

You can read more about the specific SAP branding efforts through a Columbia Business School case study. The attributes are tracked in brand studies to provide quantitative data that shows the traction and lift over time. Crest) and recommend Colgate to B2C consumers. As B2B CMO’s work to transition their teams to lead generation there is a danger of abandoning brand stewardship. There’s intense pressure to show a return.

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How to Shorten Your Sales Cycle with Social Media

Zoominfo

Given the complex nature of the modern buyer’s journey, it should come as no surprise that the typical B2B sales cycle is longer than the typical B2C sales cycle. Whereas, it might make more sense to promote a case study to an audience who is further along in the decision-making process.

6 Key Components of B2B Pipeline Generation

Highspot

Before diving in, let’s first take a look at channels that are most impactful on your business pipeline: SEO : According to a study from Hubspot , SEO is the best avenue to drive B2B leads. With CTRs almost 50% higher in B2B email communication than B2C, it’s likely you’ve already activated this trusted channel in some capacity. It’s no secret — B2B pipeline generation is a challenge.

How Enterprises Are Adopting Social Selling

Tenfold

B2C does not need that one to many approach, so I would argue that social selling is more appropriate to B2B for that reason.” Interestingly, among the B2B companies surveyed in the Forrester study, there is a decreasing resistance to social selling.