The Chaos of Buying in Manufacturing
B2B buying has changed more in the last five years than any time in history. Your buyers are more numerous, more digital and more demanding. They do anonymous research and want it to stay that way. What does that mean to you? All these lengthen sales cycles and ultimately, damages...
SiriusDecisions Defines and Measures B2B Buyer Engagement
Why Read This Report? "B2B marketing organizations are increasingly focused on supporting the entire buyer’s journey instead of just handing off potentially interested leads to sales and moving on. But the metrics that marketing uses to help understand its contribution, beyond sourcing leads, are still catching up to this new...
Jabmo named a leader by Forrester in ABM New Wave report
Update: Check out the latest Forrester New Wave: ABM Platforms, Q2 2020 Report. The Forrester New Wave™: ABM Platforms, Q2 2018, Forrester Research, Inc. Why Read This Report? This report details Forrester's findings about how well each ABM Platform vendor scored against 10 criteria and where they stand in...
Demand Gen Report: Manufacturers Extend Digital Transformation to Sales & Marketing
The old way of selling in the manufacturing industry was quite simple – manufacturers made competitive products in a cost-effective manner and sold to as many customers as possible. But the digital transformation has changed everything. While the use of technology and automation has advanced product operations, the process of...
The CMO’s Guide to Account-Based Advertising
Today’s world of selling requires understanding and communicating with the self-educated-buyer. Your buyers expect you to know their business, but refuse to speak to your sales team until they’ve almost made their final decision. They research anonymously, expect personalized content and consult with multiple decision makers. This makes the sale increasingly...
The New B2B Buying Cycle
As a result of the buyer’s self-sufficiency and anonymous activity, it has become harder to influence the buying journey and decision. In order to be truly effective, B2B sales and marketing operations need to understand that the new buyer – born into the brave new digital world – has changed. Embrace...
The KPIs of Account-Based Marketing
New methods, fresh outlooks, and key pointers! By concentrating sales and marketing resources on a list of target accounts, ABM significantly changes the way you evaluate the performance of your B2B marketing. It’s no longer enough to have a purely quantitative approach aimed at booking the highest number — more...
The Business Impact of Account-Based Marketing
Many of today's manufacturers have yet to adapt to the chaos in B2B buying. In addition to longer sales cycles, the new breed of B2B buyers are increasingly digital and refuse to engage until the very end when it's time to negotiate price. Without knowing who their top accounts are,...