Creating an authentic connection between the salesperson and the prospect is considered fundamental to buyer-centric selling.
Lead Generation & Management Articles
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B2B Buyers Outline Their Most Valuable Content Types At Each Stage of the Purchase Journey
Webinars are the top format for the early stages of the purchase journey, but are also valued in the middle stages.
Where Are Businesses Seeing Opportunities with Video Marketing?
Businesses are hoping to boost online engagement through short-form and explainer videos.
To Boost Conversion Rates, B2B Marketers Look to Better Understand Their Pipelines
Improving lead quality helps to boost conversion rates, but so does improving pipeline analysis.
Very Few B2B Salespeople Say They Typically Deal With A Single Decision-Maker
4 in 10 salespeople reported that the number of stakeholders involved in the buying process has increased over the last year.
Do B2B Demand Gen Priorities Differ This Year?
Marketing and sales alignment continues to be key, while there’s less emphasis on nurturing leads to avoid missing opportunities.
B2B Marketers Remain Enamored with Content Marketing
Content marketing is considered to be the channel that produces leads with the highest ROI.
US Online Media Spend in 2022 and the Outlook for 2023
Total US online media spending is expected to grow by 10.8% this year, capturing 6 in 10 media ad dollars.
Where Are B2B Marketers Seeing Success with Chatbots for Demand Gen?
B2B marketers are using chatbots to better understand their audiences and to generate new leads.
82% of Marketers Say Content’s Importance As a Revenue Driver Has Grown
Almost 6 in 10 expect their content budgets to grow this year.
Where is Technology Proving Most Valuable in Account-Based Marketing?
Technology is proving important in executing and measuring account-level ad campaigns as well as measuring account engagement.
In Which Areas Are B2B Marketers Most Proficient with ABM?
ABM teams appear to need some help with their proficiency in data analytics for ABM.
Inaccurate Information Roils B2B E-Commerce Sites
More than 9 in 10 B2B buyers encounter at least one reason that prevents them from placing orders online.
Advertisers Tout CTV’s Value Across the Funnel
About half are using CTV to achieve lower-funnel objectives.
Here’s How Social Media Marketers Spend Their Time
Social media marketers wish they had more time to respond to customers and to engage in strategic planning.
Here’s How Paid Media Budgets Are Allocated by Journey Stage
Slightly more than half of paid media budgets are being spent on consideration and conversion.
B2B Marketers Tout Social Media’s Influence in the Buyer Journey
Social media is perceived to be the most effective tactic for both top-of-funnel and bottom-of-funnel goals.
Where is Intent Data Proving Useful in B2B Go-to-Market Strategies?
Intent data is said to be effectively solving critical go-to-market challenges.