New Research Revealed At Forrester’s SiriusDecisions Summit 2020 Shows Coronavirus Pandemic Is Accelerating Modern B2B Buying Behavior

Environmental factors are forcing a reliance on digital interactions, with 42% of B2B purchases now being made online Rapidly evolving environmental factors due to the coronavirus pandemic are driving profound changes in the behaviors of B2B buyers. This poses a risk to all B2B organizations unless they adapt quickly and pivot their strategy to be more customer-centric and digital. To lead by example, Forrester transformed its flagship Summit 2020 into a four-day virtual event, which concluded earlier today. Attendance…

Sales Intelligence 101: Demystifying the State of B2B Buying in 2018

Enabling Better Sales Conversations Begins with a Better Insight into the Market and Prospects, Says TechTarget CMO In the challenge to win B2B buying game, every marketing and sales teams are drawn to the same line -- Score with the right account with personalization and real-time intent. In a candid chat with TechTarget's CMO, John Steinert reveals why better sales motions and sales conversations are keys to mastering the rising tide of B2B buying using sales intelligence tools. Tell us about the ‘State of B2B Buying’…

B2B Buying Disconnect: Are You Targeting the Right Set of Customers?

While Authenticity and Validation Through Independent Resources Are Key Factors For All B2B Buyers, It's Even More Important for Millennial Buyers, Says Megan Headley of Trust Radius In a recent report on B2B SaaS buying trends, TrustRadius revealed major disconnects and key opportunities for vendors in the industry. The report, titled "The 2018 B2B Buying Disconnect", included the vendor perspective, enabling a direct comparison between how vendors attempt to influence buyers versus how buyers make purchasing decisions.…

2020 Marketing Trends Outlook – B2B Buying Shifts to Online

B2B buying is changing. We knew this in 2019, but as we begin our journey into a new decade, it stands out in sharp relief. Businesses are moving away from traditional enterprise buying habits at a rapid pace – in search of greater speed, transparency, and simplicity. Looking to the B2C shopping journey as a key example, there are strategic elements implemented by brands that drive customer satisfaction and should be replicated by B2B sellers, such as price transparency, free trials and demos, and the ability to compare…

ZoomInfo Launches ‘Intent’ Solution to Help B2B Companies Identify, Prioritize and Engage Sales Leads Based on Buying Signals

Pairing proprietary machine learning technology and market-leading data, ZoomInfo Intent enables go-to-market teams to reach the right prospects at the right time during the research and buying process ZoomInfo, the global leader in go-to-market (GTM) intelligence solutions, today announced the launch of ZoomInfo Intent, a new, B2B-specific solution that leverages proprietary machine learning technology to shed light on purchasing signals for marketing and sales professionals. ZoomInfo Intent pinpoints what prospects and…

BrightTALK Introduces New Insights Feature To Help B2B Marketers Analyze Prospects’ Buying Intent

BrightTALK, the leading B2B content and demand marketing platform used by eight million professionals to participate in online talks and events, announced the launch of a new intent insights tool that empowers customers to gain a unique perspective into the viewing and buying behavior of the professionals in its communities. The tool brings a new level of precision to BrightTALK’s intent-based marketing product, Intent Leads. Launched in early 2019, Intent Leads is part of BrightTALK’s full-funnel suite of demand gen and…

Informa Engage’s Content Engagement Centers Deliver Bingeable Content to Move B2B Buyers Through the Buying Journey Faster

Sixty-eight percent of B2B marketers prioritize content marketing as a top tactic to engage decision makers and 55% find measuring success their number one content marketing challenge, followed by driving traffic to content. (Informa Engage Research) To address these challenges, Informa Engage has developed Content Engagement Centers. Content Engagement Centers are highly interactive digital content hubs that offer highly relevant bingeable content to B2B buyers in various stages of the buying journey. With a focus on an…

Predictions Series 2018: The Predictive ‘Buying Center’ in the Middle of B2B Demand Gen Revolution

Triblio CMO, Jason Jue, Narrates How Demand Gen Executives are Smartly and Effectively Switching Strategy  from Leads-Based to 100% Account-Based In the age of rapid B2B marketing disruptions, we are looking at the rise of Account-based marketing as a ubiquitous approach for demand generation. The phenomenal explosion of B2B content and marketing-sales convergence (thanks to underlying intelligence driving both) have enabled demand gen marketers to build integrated campaigns and a unified contact strategy with consistent…

The Evolution of B2B Consumer Preferences in 2021

B3B consumer preferences have changed forever. 2020 has been one for the record books with the global pandemic radically shifting the way buyers and sellers engage, maybe forever. Buyers had already begun showing a preference for digital channels, but the enforcement of global lockdowns procedures has only accelerated this trend. In fact, McKinsey reported that the U.S. eCommerce experienced ten years worth of growth in three months. So what are the implications of this shift to digital channels? Business leaders must…

B2B Sellers Report 200%+ Increases in Performance as Use of Video in Sales Skyrockets

As business-to-business (B2B) sellers adapt to a digital-first reality, many have found new ways to not only maintain their performance but to radically improve their sales effectiveness and efficiency. New data from Vidyard, the video platform for businesses, suggests that in response to the shift to digital selling, the use of video for sales –both live video conferencing and personalized video messaging–has grown exponentially in 2020, and so too has its impact on sales performance. Recent research from Demand Metric…

CoSell Launches LinkedIn For B2B Sales Partnerships

CoSell, a SaaS platform for B2B companies to find customer overlaps with partners to facilitate warms introductions, announced it has raised $2MM million in seed funding to accelerate its growth and help companies unlock revenue with every partnership. The round was led by Pivot North with participation from SaaStr Fund.  Marketing Technology News: Zipari Announces Strategic Growth Investment from Thoma Bravo Co-founders Brendon Cassidy, Pete Ryan, and Andrew Burleson believe that, by leveraging the CRM between…

What Netflix Teaches B2B Marketers About Creating Binge-Worthy Digital Experiences

Most of us have succumbed to the “Netflix effect”—the company’s ability to draw us in with personalized, binge-worthy movies and shows. The business of filling our evening and weekend hours is a lucrative one: Netflix reported more than $20 billion in revenue in 2019. And in recent months, the company’s power has only intensified as other entertainment options fell by the wayside. When lockdowns first hit this spring, Netflix touted 16 million new sign-ups. I’ve always been fascinated by Netflix’s unique, and highly…

Fortella Releases “State of B2B Marketing: 2021” Report, Examines the Traits of Top-Performing Marketing Departments

Survey finds that driving revenue is the main priority for most B2B marketers, while top marketers show better use of data, a segment-driven approach to marketing, and closer alignment with sales A research report released from Fortella, a revenue-driven B2B marketing platform, found that most B2B marketers claim to drive a return on investment between 4x and 7x for their companies, with two-thirds of marketers ranking revenue generation as their primary responsibility. Titled “The State of B2B Marketing: 2021,” the…

NetLine Launches Game-Changing B2B Buyer-Level Intent Discovery Technology

NetLine Corporation unveiled its Intent Discovery solution; the company's latest product designed to provide deeper insight into in-market behavior at the buyer-level. By offering marketers dramatic scale beyond the limitations of their own content, NetLine can deliver first-party sourced intent-rich data to propel accelerated sales outcomes. NetLine, the company that strives to democratize B2B lead generation, sought to address the challenges Demand Gen Marketers have in consistently producing rich buyer-level insights…

Dun & Bradstreet Launches Buyer Intent, To Help Increase ROI For UK B2B Marketing Teams

Early adopters realise 37% increase in email open rates and 20% increase in return on ad spend Dun & Bradstreet, a leading global provider of business decisioning data and analytics, announced the availability of D&B Buyer Intent in the UK, which enables B2B marketing and sales teams to unmask early-stage buying signals from companies in the market to buy. This early detection of digital signals enables sales and marketing teams to increase the timeliness, relevancy, and impact of their go-to-market strategy.…

MarTech Interview with Clayton Ruebensaal, EVP of Global B2B Marketing at American Express

"Terms like “business isn’t personal” went out the window. We all got to know each other a lot better and worried about each other more. One of the lessons we learned about customers was that business owners were stuck with more questions than answers during this crisis." Hi Clayton, please tell us about your journey into marketing technology and how you started at American Express. Throughout my career, I’ve held leadership roles at some of the world’s most creatively awarded advertising agencies, BBDO, Deutsch, I ran…

Leading International B2B Technology Intelligence Now Available on Marketing Automation and CRM Platforms

NetFinder+ integrations now enable B2B technology marketers to access decision-makers across Europe from their existing desktop interface Rhetorik, the technology sales accelerator, announces the integration of Salesforce, HubSpot, Microsoft Dynamics, and Marketo with NetFinder+, its multi-national sales and marketing intelligence platform for enterprise tech vendors. The integrations offer enhanced buyer prospecting and enrichment for Accounts and Contacts across 28 EMEA countries, providing the highest-quality data that…

Post-Pandemic, Prioritizing B2B Digital Experience Is No Longer an Option

The pandemic has accelerated a long overdue shift to the digitization of B2B sales. In this environment, seamless digital experiences and a renewed focus on the brand are vital to engage buyers and maintain customer relationships. For too long, B2B digital customer experience has lagged behind that of their consumer counterparts. The perceived wisdom on this matter suggests that complex products, and the importance of personal relationships, make shifting to a digital sales experience unattainable, which is simply not the…

GWI and LinkedIn B2B Institute reveal ‘Generation BETA’

Impact of the changed world of work on digital natives showcased in new report By the end of 2020 the BETA generation will deal with an average of almost 8,500 emails per year BETAs spend an extra 550 hours per year on their smartphones compared to older professionals -that’s an additional 68.5 working days Almost 1 in 5 BETAs have no dedicated workspace at home GlobalWebIndex (GWI), the leading target audience company, together with LinkedIn’s B2B Institute, launched “Work in BETA: The Rising B2B Decision…

Merkle B2B Study Reveals Gaps in Customer Expectations and Experiences

Merkle, a leading technology-enabled, data-driven customer experience management (CXM) company, has released its new e-book titled "Architecting the Ultimate B2B Experience: The Four Brand Superpowers that Make It Happen." Drawing from interviews with business-to-business (B2B) buyers and decision-making influencers across nine countries, the e-book analyzes the key factors driving the expectations of B2C-like experiences in B2B interactions. Marketing Technology News: Infobip to Acquire OpenMarket, Creating a Leading…