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New Research on B2B Buying
With the project partners Google, Business.com, Marketo, Demandbase and Covario, Enquiro's new primary research takes a fresh look at B2B lead acquisition and management strategy.
Business buying decisions are notoriously complex. Knowing why people do what they do has become an area of specialty for Enquiro. Multiplying the complexity of that question many times by making it an organizational buying decision including several people and corporate objectives, the entire process becomes extraordinarily convoluted and challenging.
Building on the past research presented by Enquiro on B2B buying behavior, this project takes a joint qualitative/quantitative approach to studying business buying. Through a series of webinars and whitepapers, marketers will get a new perspective on how to more effectively market to B2B purchasers. The findings point to actionable strategies and tactics as they apply to search marketing, marketing automation, online advertising, and the sales process itself.
With the project partners Google, Business.com, Marketo, Demandbase and Covario, Enquiro's new primary research takes a fresh look at B2B lead acquisition and management strategy.
Business buying decisions are notoriously complex. Knowing why people do what they do has become an area of specialty for Enquiro. Multiplying the complexity of that question many times by making it an organizational buying decision including several people and corporate objectives, the entire process becomes extraordinarily convoluted and challenging.
Building on the past research presented by Enquiro on B2B buying behavior, this project takes a joint qualitative/quantitative approach to studying business buying. Through a series of webinars and whitepapers, marketers will get a new perspective on how to more effectively market to B2B purchasers. The findings point to actionable strategies and tactics as they apply to search marketing, marketing automation, online advertising, and the sales process itself.
Download White Paper
We would like to thank our five research partners that have made this study possible:
The BuyerSphere Series:
Webinars
Beyond the B2B Buying Funnel - view archived webinar
Mapping the BuyerSphere - view archived webinar
Integrating Online and Offline - on-demand version coming soon
Maximizing Your Online Touch Points - view archived webinar
Maximizing your Web Assets as a Business Building Platform - June 9
The Rise of the Digital Native: B2B in Flux - June 24
White Papers
Mapping the BuyerSphere - download now
Integrating Online and Offline - download now
Maximizing Your Online Touch Points
Using Your Web Assets as a Business Building Platform
The Rise of the Digital Native
Beyond the B2B Buying Funnel - view archived webinar
Mapping the BuyerSphere - view archived webinar
Integrating Online and Offline - on-demand version coming soon
Maximizing Your Online Touch Points - view archived webinar
Maximizing your Web Assets as a Business Building Platform - June 9
The Rise of the Digital Native: B2B in Flux - June 24
White Papers
Mapping the BuyerSphere - download now
Integrating Online and Offline - download now
Maximizing Your Online Touch Points
Using Your Web Assets as a Business Building Platform
The Rise of the Digital Native
In this third paper of the BuyerSphere series, Gord Hotchkiss explores how companies can support the process of persuasion, building trust and eliminating risk online. What little divide that exists between our online and offline worlds is rapidly melting away. Increasingly, the first place we turn for information is online. Previously we accepted the fact that we couldn’t know everything, that every piece of information wasn’t accessible to us. But today, theoretically, it is. It’s just a keyword search away.
Find out what kinds of search terms indicate the intent to purchase, as well as typical website scanning methods used by your customers depending on where they are in the buying funnel. This white paper also explains the significance of price and value as opposed to legacy when choosing a vendor.
Based on Enquiro's latest research on B2B buyer behavior, the paper covers best practices for leveraging search marketing role in the B2B relationship. We show how to carry touch-points between each of the online channels continuing to reduce the risk gap between vendor and buyer.
The white paper is published by Enquiro with the help of Google, Business.com, Marketo, Demandbase and Covario.
Find out what kinds of search terms indicate the intent to purchase, as well as typical website scanning methods used by your customers depending on where they are in the buying funnel. This white paper also explains the significance of price and value as opposed to legacy when choosing a vendor.
Based on Enquiro's latest research on B2B buyer behavior, the paper covers best practices for leveraging search marketing role in the B2B relationship. We show how to carry touch-points between each of the online channels continuing to reduce the risk gap between vendor and buyer.
The white paper is published by Enquiro with the help of Google, Business.com, Marketo, Demandbase and Covario.
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