Let’s face it: in today’s B2B landscape, the buyers call the shots. Buyers today are proactive, research
their own options, and often include many decision makers rather than just one who can be wooed on
a golf course or over dinner.
So, where does that leave the salesperson? To succeed in this new landscape, sales professionals must
understand how the buyer’s journey has changed and unlock the advantages that data analytics and
statistical modeling can offer. Sales and marketing teams must also learn how to align their efforts to
present a truly coordinated experience.
Read this paper to learn how to take advantage of untapped opportunities for helping sales teams
evolve in today’s buyer-empowered landscape.
As the lines between business-to-business (B2B) and business-to-consumer (B2C) marketing continue to blur, the B2B marketing environment looks set to change, with companies seeing more demands placed on their operations to satisfy their audiences. To stay competitive, B2B marketers must expand their existing operating models to incorporate data-driven decision-making, relationship engagement, and digital technologies that enable individualized communications.
As a B2B marketer, you know it’s important to be “customer obsessed,” but you might be missing a critical piece of content strategy that can make a huge difference on your bottom line. According to Content Marketing Institute, 77 percent of the most successful B2B content marketers use personas. By developing strong personas, you can deliver highly customized content to your audience and improve their experiences with your brand. If it seems daunting, we recommend taking a “crawl, walk, run” approach.
Marketing is evolving and B2B Marketers that fail to embrace this change will become irrelevant. While shocking to some, this perspective is not new; it's simply becoming increasingly apparent to the B2B marketing community.
Published By: Uberflip
Published Date: Jan 03, 2019
No matter what industry you’re in or role you have, we
all share a universal interest in trends. As marketers,
we look to Google Trends to understand what keywords
and search terms are most popular; we look for trending
hashtags and conversations on social to inform the
content we put out; and we put “Trends” sessions on our
agendas at conferences because we know they’ll draw
an audience. We’ve tapped into this almost universal desire
to understand what the masses are doing.
Published By: InsideView
Published Date: Aug 17, 2015
Creating alignment between sales and marketing can be a challenge—competing priorities, differing success measures, and even separate terminology.
We had the pleasure of hosting Forrester’s Laura Ramos, Vice President and Principal Analyst Serving B2B Marketing Professionals.
Laura charted the path to successful sales and marketing alignment and share critical steps to strengthen the partnership and increase revenue success. You will learn how sales and marketing can:
· Make revenue generation more efficient and predictable.
· Move from a relationship of open hostility to one of smooth collaboration—ultimately becoming high-performance partners.
· Work together to create lifelong customer engagement—the lifeblood of every successful company.
Published By: Proofpoint
Published Date: Jun 22, 2017
Human targeted attacks continued to lead the pack in 2016. Attackers’ used automation and personalisation to increase the volume and click-through rates of their campaigns. Taking a page from the B2B e-marketer’s playbook, cyber criminals are adopting marketing best practices and sending their campaigns on Tuesdays and Thursdays when click-through rates are higher. Meanwhile, BEC and credential phishing attacks targeted the human factor directly--no technical exploits needed. Instead, they used social engineering to persuade victims into sending money, sensitive information and account credentials.
Timing is everything—attackers know that hitting your employees with a well-crafted email at the just the right time produces the best results. Of course, this varies by region. So if you are responsible for worldwide SecOps, you need visibility into not only attack patterns but also when and which employees tend to click.
B2B buyers are learning on their own and delaying contact with suppliers until late in the purchase. Most B2B marketers are fighting back with thought leadership—but it’s not working. The Challenger Marketing approach helps marketers stand out amongst the noise and more reliably reset the customer’s purchase criteria decisively in their favour.
We’ve seen Omnichannel Marketing in action across a wide range of companies and we’re convinced that marketing teams need to move to a customer-centric model. In this eBook, we’ll help you do exactly that.
To help forward-thinkers find success with marketing and sales ops, we’ve developed a comprehensive framework that defines the pillars and core responsibilities of Revenue Ops and will encourage innovative companies to build a world-class Revenue Ops
Marketing automation is quickly becoming a competitive necessity for most organizations. According to a recent Demand Gen Report, 42% of b2b marketers identified marketing automation as the tool they plan to test or deploy in 2016—beyond predictive analysis, account-based marketing, lead nurturing, and attribution modeling.
Download this white paper to discover how to use marketing automation to attract, engage, and convert buyers across all marketing channels by streamlining workflow, monitoring social, and managing content.
As a B2B Marketer, you spend a lot of your time coming up with new ways to reach the right prospect, at the right time, with the right message. Account-Based Marketing (ABM) is a tried-and-true strategy to help you do all three. By treating each account as a market of one, you can deepen your relationships with individuals at key accounts and ultimately increase revenue.
For more ways ABM can help you up your marketing game, download this eBook.
Account-Based Marketing (ABM) is one of the truest ways to align your sales and marketing operations to drive holistic account interactions that yield higher returns. According to the Alterra Group, “84% of marketers find that ABM provides significant benefits for retaining and expanding existing client relationships, while 97% say that it delivers a higher ROI than other marketing methods.”able revenue.”
Download this brief to discover how ABM can help guide sales strategies, improve prospecting, and increase conversions.
As more and more industries clamor to adopt an Account-Based Marketing program, B2B marketers must re-think how they drive revenue. According to SiriusDecisions, 92% of companies call ABM a B2B must-have—while 84% of B2B marketers say that ABM delivers higher ROI than any other approach. This is good news, but it gets even better. Now you can deliver Account-Based Marketing directly form your Marketing Automation System (MAS) using Demandbase and Oracle Eloqua.
Download this infographic to see how you can optimize your ABM and MAS systems, align with sales, and drive revenue for B2B success.
The practice of using predictive analytics for marketing is becoming much more commonplace, but, in many ways, this field is still immature. Marketers are using analytics to identify new prospects, qualify leads, predict close rates, and optimize pricing, but there are still many ways to refine these methods -- along with many pitfalls to avoid.
Download this white paper to learn how to win the B2B marketing analytics poker game.
Why personalization is particularly difficult for B2B
How marketers are using data to customize content today
Clear steps to making your database mission-ready
How to prioritize your personalization efforts for the highest returns
Did you know that the average health of marketers’ data is only “questionable?”
Dun & Bradstreet analyzed 695M customer contact records and surveyed more than 500 B2B marketers to provide the truth about the state of B2B marketing data. Download the fourth annual report to discover how you can turn improved data quality into a competitive advantage.
• The trends and pitfalls every data-driven marketer needs to know
• The true state of B2B marketing data quality
• Benchmarks for assessing your own data quality
• Dun & Bradstreet’s research of B2B marketers’ data-fueled priorities for 2016
Do you have the data strategy you need to deliver on your marketing goals? Download the B2B Marketing Data Report to find out!
Is your well-worn playbook in need of a refresh? What worked best for B2B marketers last year may not help you optimize a moment with a customer or prospect today. All too often, baked in processes get in the way of delighting customers.
If you’re a B2B marketer who wants to be a game changer, you have come to the right place. This reader is for marketers who crave to poke and pull apart the “tried and true”.
Break the cycle of “best practice” rituals and ask yourself these questions:
- When was the last time you made a truly bold move in your marketing?
- Do you have any idea how bad your data problem really is?
-How long will you continue to create sales content nobody uses?
We answer these questions and more- download the free guide today!
Business-to-business CMOs need to stay current on emerging technologies that improve customer engagement. This Forrester Research report overviews new technologies marketers us to improve customer acquisition and engagement at different stages of the customer life cycle.
B2B buyers are learning on their own and delaying contact with suppliers until late in the purchase. Most B2B marketers are fighting back with thought leadership—but it’s not working. The Challenger Marketing approach helps marketers stand out amongst the noise and more reliably reset the customer’s purchase criteria decisively in theirf avor.
The key to a balanced budget is finding the right mix of growth and efficiency. The challenge is that often this budget is spent on activities that are skewed toward the top of the funnel or that are not necessarily aligned to revenue. So how can they possibly balance this budget and prove it is aligned to their assigned revenue contribution? The key is finding the right mix of "muscle" (volume) and "brains" (improved conversion).
Published By: Uberflip
Published Date: Mar 16, 2018
When it comes to content production, marketers across
the globe can let out a collective “we’ve got this.” Content
marketing is now the cornerstone of most organizations’
marketing strategies. In fact, 91 percent of all B2B companies
use content marketing. And 38 percent of North American
marketers say they expect their content marketing budget
to increase in the next 12 months. We’ve invested heavily in
it because it works.
Engaging potential buyers in today’s complex and noisy B2B environment demands time, effort, and intelligence. All sellers can do is hope to guide them along their journey and influence their decisions. But even the best prospects are delaying interaction with sales and are often unresponsive to traditional marketing tactics. This is forcing organisations to use relevant, timely, and holistic data to guide interactions and communications across all channels.
As marketers chase after the same people with the same tactics, traditional marketing has become less worth the time—and the money.
Email outreach worked until spam clogged up inboxes. Content marketing worked until everybody started to put out sub-standard material. And search engine marketing worked until it became inundated with new players clamoring for attention. Even inbound tactics aren’t delivering the results they once did.
And as the need for performance continues to climb, so does the status of account-based marketing (ABM). In the B2B sphere it’s on the tip of everyone’s tongue.
Download this whitepaper to learn more about ABM, a potent approach that puts sales and marketing together.
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