Research and Insights on Attracting and Converting the Modern B2B Buyer

The pressure for B2B marketers is on. Modern B2B buyers have an increasing tendency and capacity to research purchasing decisions online long before they engage with Sales. They are empowered with information, and are reluctant from a persistently struggling economy. Winning over modern B2B buyers requires organisations to revolutionise their marketing approach, and the barriers to success are vast.

Facing great scrutiny, we must act on the buyer’s terms, tie all activities into revenue, and continually optimise performance.

Overall success will depend on our ability to influence change throughout organisational levels, and build strategies for buyer-centric lead generation and funnel optimisation. The 2012 edition of the B2B Marketing Benchmark Report examines the top challenges B2B marketers are facing, the barriers that exist in preventing success, and best practices in overcoming them to attract and convert the modern B2B buyer.

Information and collective wisdom of 1,745 B2B marketers
More than 1,700 B2B marketers shared their knowledge and results in one of the most extensive studies in the industry – the Marketing Sherpa 2011 B2B Marketing Benchmark Survey. Now, you can use this valuable knowledge to benchmark your organisation’s practices and performance against other organisations like yours, and learn top tactics and strategies to optimise campaign performance.

Benchmark data from multiple lenses, organised for quick reference
The 2012 B2B Marketing Benchmark Report is a comprehensive reference guide containing more than 150 charts with analytical commentary, hundreds of informative insights from your peers, several abridged case studies of real-life social marketing success stories, and more. To help you quickly locate the information most relevant to your marketing situation, we have segmented data throughout this report by:

  • Average of all respondents
  • Key industry sectors
  • Organisation size
  • Phases of marketing maturity

Highlights of this year’s study

  • The strategic priorities of CMOs and senior marketing executives      for B2B marketing
  • How organisations allocate B2B marketing budgets and key      performance indicators
  • Top tactics B2B marketers use to generate leads including social      media, email marketing and more
  • The opportunities that exist for B2B marketers in funnel optimisation      for lead generation ROI

To view the full report, click here to view it on ADMA Dialogue


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