Are Your B2B Sales Tactics Derailing the Customer Buying Journey?
B2B sellers can upgrade the B2B customer buying journey by treating it as less of a numbers game and focusing more on relationship building.
B2B Lead Nurturing: How to Woo Your MQLs
As a B2B marketer, your job is to guide (not push) buyers along their journey. Learn when & how to make your move for optimal lead nurturing.
B2B Sales Strategy: Plan Before the Rain
Don’t get complacent. B2B sellers and their leaders need to plan ahead and develop a B2B sales strategy for when times are rough.
B2B Churn Rate: Don’t Be A Chump About Churn
CRM data can’t tell you everything about your B2B churn rate. Here are 4 reasons you may not have considered, based on Cascade Insights’ own research.
B2B Buyer’s Journey: 7 Reasons Prospects “Swipe Left” Instead of Reaching Out
Some prospects just find you unworthy. Learn 7 reasons why they swipe left instead of contacting you in their B2B Buyer's Journey.
B2B Customer Experience Research: Because The Whole Company Needs Voice of the Customer Data
Customer experience research uncovers the voice of the customer data your organization needs to smooth the buyer’s journey & boost sales.
Know Before You Go (To Market): Key Go-To-Market Research Questions
Make sure your GTM Strategy is guided by the voice of the customer. Key go-to-market-research questions to ask your target market.
5 Clues Your Product Team Needs B2B Jobs-To-Be-Done Research
Are you focusing on the features that buyers will actually use- not just what they say they want? B2B Jobs-To-Be-Done Research can help.
Rebranding A Company: Dos & Don’ts
Dear B2B tech sector, there is a lot to consider before rebranding a company. Here’s what to keep in mind in order to avoid costly mistakes.
COVID-19: The End of the Beginning
13.5% of respondents saw an increase in business activity – 4x better than the last time we fielded the survey.
5 Clues It’s Time for Brand Research
Which of your business problems are being caused by customer brand perception? Learn the signs it’s time for brand research.
Nearly 80% of Business Activity Is Disrupted By Coronavirus
Coronavirus is disrupting business operations regardless of industry and company size - and is particularly impacting leadership roles. See more data on how the pandemic is impacting business.
Online Research Communities: Observe the B2B Buyer in their Natural Habitat
Get real-time customer reactions and capture the big picture with Online Research Communities.
How Do Customers Really Feel About Your Product? B2B Longitudinal Research
B2B longitudinal research reveals customers’ unfiltered views about the experience of interacting with your product or service.
B2B Marketing Strategy: What’s a Real Differentiator?
A solid B2B marketing strategy requires differentiators that actually stand out. But, unfortunately, in B2B tech, great differentiators are hard to come by. Here's how to do better.
B2B Buyer Personas: Delete the Fluff
Too often, B2B buyer personas rely on obvious or irrelevant info. Instead, they should give real insight into key buying criteria and the buyer's journey.
Don’t GTM Before You’re Ready (Ignore The True Believers)
You need customer input to understand where the opportunities are (and where they aren’t) when crafting your GTM strategy.
B2B Market Segmentation Research: Real Buyers vs. Imaginary Friends
Are you building solutions for an imaginary buyer? This happens all too often. Take the guesswork out of your B2B market segmentation strategy.
“I Have No Idea What Your Product Does”: A Cautionary Tale of Marketing Buzzwords
Everything promises to accelerate, optimize, and transform. But, um, what does it do? Your B2B content strategy should prohibit marketing buzzwords.
B2B Messaging: It’s Harder than B2C
B2B messaging is rewarding to create, challenging to make, and requires expertise to effectively test. Great customer insights can help you get started in the right way.
The Answer is Still No
Having a key account take up more than 20 percent of your P/L is business suicide. Key account management means being tough. Just say no.
B2B Quant: Not Your Average Survey
Recruiting for B2B quantitative research works differently than in B2C. B2B personas change relevant roles and responsibilities far more frequently.
B2B Focus Groups: Aim for Alchemy, Avoid Anarchy
B2B focus group moderators need a solid understanding of both the business and technical context in order to effectively gain insight from participants.
Hero’s Quest: The B2B Buyer’s Journey
Improve the B2B buyer's journey: flip the funnel, up your LinkedIn ad game, get customer feedback, leverage influencers, & more.
Win-Loss Analysis: Is Your Sales Team Set Up To Succeed?
With our B2B win-loss analysis research experience, we have found that simple adjustments to your sales team can result in improved win rates.
B2B Brand Research: Don’t Skip the Qual
B2B brand research requires a specifically B2B approach and upfront qualitative research before surveying larger samples of B2B buyers.
The Future of Connected Health
On the B2B Revealed show, Dr. Joe Kvedar shares why the Healthspan is so much shorter than the Lifespan and why the future for Connected Health is bright.
Win-Loss Analysis: 6 Reasons Why You’re Losing Deals
Win-loss analysis from 200+ interviews with B2B buyers. How to avoid common blunders like inflexible pricing, misguided messaging, and bad sales strategy.
Are You Shouting Into The Void? Market Research Lessons For Marketing
What we learned when we market researched ourselves... and how it sharpened our B2B marketing strategy.
Failure To Launch Syndrome: Do You Have The Symptoms?
After hundreds of market research projects for B2B tech companies, we know the warning signs that a product will fail. Before your next B2B product launch, make sure you aren’t experiencing any of the following symptoms.
Ageism in Tech: The Silent Career Killer
Oddly, there just doesn’t seem to be a lot of hard data out there about ageism in tech. However, we found that LinkedIn ad targeting reveals a lot.
You Can’t Always Have Quant With Your Qual
Smaller populations & insufficient samples often plague B2B quantitative research. Qualitative B2B research may actually give you more valuable information.
How Good Researchers Give Bad News
Good B2B market research is designed to illuminate areas that could use some work. Here's our approach to delivering bad news in a constructive way.
The Gender Gap: A Look at 50 Tech Giants
Is LinkedIn ad targeting a valid source of information for company demographics? We took a closer look at the tech gender gap to find out.
Big Data Ethics: Math Responsibly
Big data can be used to create a powerful supporting argument for nearly anything. It has never been more important to use math responsibly.
B2B Market Research: 3 Steps to Recruiting a Superb Sample
When it comes to B2B studies, having the right people is just as important as asking the right questions. How to do B2B market research recruiting right.