Case Study – How to use B2B Buyer Personas to Persuade Decision Makers
Here's how one of our clients was able to gain approval from all members of the B2B buying committee with buyer persona research.
Video: Top 5 Types of B2B Market Research
We often get the question: what are the most popular kinds of B2B market research projects? Here's our answer.
Why SaaS Companies Need Market Research
SaaS companies require specialized B2B market research partners that understand their unique challenges. The following case studies illustrate exactly how we’ve managed to meet those needs.
Video: Expert Networks vs. Panel Providers for B2B Research Studies
Expert networks are a fast-moving new industry that comes with both risks and rewards. These are the potential benefits B2B companies could gain – or what risks they might face – by working with expert networks.
Video: B2B Market Research Recruitment – Right People, Right Questions™
Here are the best ways to recruit the best participants for a B2B research study – and how to get the most valuable info from them.
4 Ways B2B Buyer Persona Research Supports the Sales Process
Just as actors rely on their script to perform well in a movie, sales people rely on B2B buyer persona knowledge to understand buyers throughout the sales process.
B2B Messaging Frameworks: Grounded by Research, Activated by Marketing
The best messaging frameworks come from research and marketing teams working together. Here’s how to make it happen.
3 Types of Market Research to Benefit Healthcare Cybersecurity Startups
Here’s how market research can help a rapidly-expanding healthcare cybersecurity startup grow in the right direction.
Panel Providers Vs. Expert Networks: Who Gives the Highest Quality Respondents?
Research vendors should field surveys with high-quality respondents. But as we have discovered, that’s not always the case. Our investigative journey digs into the issues we found with some vendors and how we made those discoveries.
5 Pieces of Bad News a Competitive Landscape Analysis Can Deliver
A competitive landscape analysis has the potential to shock marketers with bad news. Here are five examples of things to look out for and how to respond.
4 Types of Bad News B2B Brand Research Delivers
Brand research can sometimes reveal bad news to good marketers. Here’s how to take the negative news and use it to improve your company’s brand.
B2B Buyer Persona Research: Truth Over Templates
Are you wasting your time with buyer persona templates? These case studies show how customized B2B buyer persona research can make a difference.
B2B Buyer’s Journey: Buyers and Marketers in the Blender
Are you in a new role? Has your marketing budget been slashed? You’re not alone. The B2B Buyer’s Journey has changed, and you need research to stay ahead.
Customer Satisfaction Research: Common Mistakes to Avoid
Customer satisfaction research is an important tool in your market research toolbox. Learn from these customer satisfaction research horror stories to improve your B2B customer satisfaction research strategy.
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 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 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.
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.
Going Beyond Brexit: Doing Business in the UK, France, and Germany
In this episode, we discuss how Brexit will impact the world of B2B with Martina Bozadzhieva, market research Europe expert at DuckerFrontier.
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.
Horror Stories: B2B Tech Messaging
After scores of B2B message testing projects, we've seen the good, the bad, and the horrifying. Here's what to avoid in your B2B tech messaging.
Ready to Book It? Probably Not
In the latest episode of B2B Revealed, Sean Campbell interviewed Caleb Breakey, CEO of Speak It To Book. They discussed the best way to transform your business views into a story worthy of publication. Here's a hint: a fancy title is not the same as recognized thought leadership.
Heat Up Your Cold Email
In this episode of B2B Revealed, Cascade Insights CEO Sean Campbell chats with Replyify Co-Founder Ryan O'Donnell on how to use cold email to increase audiences and avoid the spam filter.
Your Favorite B2B Podcasts of 2017
The B2B Market Research Podcast became B2B Revealed. Our focus broadened to a myriad of issues that impact our clients in the B2B technology sector.
Your Favorite B2B Posts of 2017
It was a good year for B2B content. As we reflect on 2017, we bring you a countdown of our most read articles of the year.
People-Centric Marketing: Wisdom From Tom Shoemaker
Tom Shoemaker, CMO of itslearning, explains why customer satisfaction research is essential to marketing strategy.
Coaching Your Channel: An Interview With Steve Smith
Steve Smith, president of GrowthSource Coaching discusses channel sales strategies and other IT Services firm survival strategies.
The Spy Who Wasn’t – Clarifying Competitive Intelligence
What is competitive intelligence? A nuanced understanding of the marketplace in which you and your competitors are situated? Yes. Corporate espionage? No.
This Is Your Brain On Notifications: An Interview With Jill Konrath
Author, Jill Konrath discusses key points in her latest book, “More Sales, Less Time” and taking control of your time with productivity apps.
Mastering The Mid-Market: Lessons In Leadership With Charlie Nooney
CEO of MobiTV, Charlie Nooney, explains how to lead in times of transition, mastering the mid-market transition, and the current state of IPTV services.
Sell Like The Avengers: Learning From Nic Read
Nic Read explains how to develop new B2B sales strategies to gain customers’ trust, and different marketing tactics to attract customers.
Creating The Category – An Interview With Matt Ipri
When a product is the first of its kind, mid-market marketing isn't easy. But, a savvy marketer knows how to create a whole new category for their product.
Welcome to the B2B Revealed Podcast
Having what amounts to a collective PhD in B2B comes with the responsibility to share some of our knowledge with the world. We’ve done that for years through The B2B Market Research podcast.
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.
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In-Depth Interviews: The Answer To ‘None of The Above’
In-depth interviews (IDIs) are basically the Leatherman of B2B market research. They can reveal the context you weren't even aware of.
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Your Favorite 2016 B2B Market Research Posts
See our ten most popular posts of the year. Take a look back at our coverage of the buyer's journey, competitor customers, talking to the C-suite, and more. -
Sales Needs A Say In Strategy
Your sales team is doing qualitative research all the time. Talking to them is your best chance to achieve a strong sales strategy. -
The Pre-Flight Checklist for Research Presentations
Follow this simple checklist to avoid crashing and burning during your next market research readout. These PowerPoint tips will be a lifesaver. -
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.
-
Welcome to the B2B Revealed Podcast
Having what amounts to a collective PhD in B2B comes with the responsibility to share some of our knowledge with the world. We’ve done that for years through The B2B Market Research podcast.
-
Sell Like The Avengers: Learning From Nic Read
Nic Read explains how to develop new B2B sales strategies to gain customers’ trust, and different marketing tactics to attract customers. -
Mastering The Mid-Market: Lessons In Leadership With Charlie Nooney
CEO of MobiTV, Charlie Nooney, explains how to lead in times of transition, mastering the mid-market transition, and the current state of IPTV services.
-
This Is Your Brain On Notifications: An Interview With Jill Konrath
Author, Jill Konrath discusses key points in her latest book, “More Sales, Less Time” and taking control of your time with productivity apps. -
The Spy Who Wasn’t – Clarifying Competitive Intelligence
What is competitive intelligence? A nuanced understanding of the marketplace in which you and your competitors are situated? Yes. Corporate espionage? No.
-
Coaching Your Channel: An Interview With Steve Smith
Steve Smith, president of GrowthSource Coaching discusses channel sales strategies and other IT Services firm survival strategies.
-
Your Favorite B2B Podcasts of 2017
The B2B Market Research Podcast became B2B Revealed. Our focus broadened to a myriad of issues that impact our clients in the B2B technology sector.
-
Heat Up Your Cold Email
In this episode of B2B Revealed, Cascade Insights CEO Sean Campbell chats with Replyify Co-Founder Ryan O'Donnell on how to use cold email to increase audiences and avoid the spam filter.
-
Ready to Book It? Probably Not
In the latest episode of B2B Revealed, Sean Campbell interviewed Caleb Breakey, CEO of Speak It To Book. They discussed the best way to transform your business views into a story worthy of publication. Here's a hint: a fancy title is not the same as recognized thought leadership.
-
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.
-
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.
-
Going Beyond Brexit: Doing Business in the UK, France, and Germany
In this episode, we discuss how Brexit will impact the world of B2B with Martina Bozadzhieva, market research Europe expert at DuckerFrontier.
-
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 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.
-
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 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 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.
-
Customer Satisfaction Research: Common Mistakes to Avoid
Customer satisfaction research is an important tool in your market research toolbox. Learn from these customer satisfaction research horror stories to improve your B2B customer satisfaction research strategy.
-
B2B Buyer’s Journey: Buyers and Marketers in the Blender
Are you in a new role? Has your marketing budget been slashed? You’re not alone. The B2B Buyer’s Journey has changed, and you need research to stay ahead.
-
B2B Buyer Persona Research: Truth Over Templates
Are you wasting your time with buyer persona templates? These case studies show how customized B2B buyer persona research can make a difference.
-
4 Types of Bad News B2B Brand Research Delivers
Brand research can sometimes reveal bad news to good marketers. Here’s how to take the negative news and use it to improve your company’s brand.