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B2B Concept Testing

Make Better Decisions With B2B Concept Testing

February 11, 2021/in B2B Market Research Blog, Blog Posts, Concept Testing, Product/Service Research /by Krista Daly
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Concept testing a new idea with your target market could ultimately save your business from the kiss of death. While startups and small businesses are at a much greater risk for collapse if a product fails, enterprises risk seriously damaging their reputations and losing substantial sales.

Concept testing your solution can help you make better decisions about designing, developing, and investing in your new idea for the best possible success.

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5 Clues It's Time for B2B Concept Testing

5 Clues It’s Time for B2B Concept Testing

February 9, 2021/in B2B Market Research Blog, Blog Posts, Concept Testing, Product/Service Research /by Katie Swigart
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“If you build it, they will come” is a great saying, but it’s not the wisest strategy for B2B tech. The only way you’ll have a successful product/service launch is if the market finds value in the concept and trusts your solution more than rival options. B2B Concept Testing lets you know whether or not this is the case.

Here are five indications you should invest in B2B Concept Testing before you finalize your launch strategy.

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B2B Sales Enablement

B2B Sales Enablement Strategy: Shorter Proposals Win

November 25, 2020/in B2B Marketing Blog, Blog Posts, Sales Enablement Marketing, Sales Enablement Research /by Sean Campbell
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Proposal writing is somewhat counter-intuitive. Many sellers seek to impress with doctorate thesis style proposals. But, the truth is, the best proposals are shorter rather than longer. Smart B2B sales enablement strategies and tactics focus on the customer instead of the firm. Proposals also need to answer buyers’ unasked questions.

Unfortunately, the vast bulk of proposals I’ve seen over my life fail to meet any of these criteria. Here are some of the frequent errors I’ve seen with B2B tech sector sales enablement strategies and tactics and how to correct them.

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Lead Nurturing: How to Woo MQLs

B2B Lead Nurturing: How to Woo Your MQLs

October 7, 2020/in B2B Customer Experience Research, B2B Customer Journey Mapping, B2B Market Research Blog, B2B Marketing Blog, Blog Posts, Marketing Enablement, Marketing Strategy /by Laura Johnson
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B2B leads don’t become customers overnight. B2B marketers need to master the art of lead nurturing to guide prospects in their buying journey. At this phase, your content has piqued their interest enough to fill out a contact form or download a whitepaper. Now your job is to keep their interest. You have to convince them that your solution is the best fit.

Knowing how and when to make contact with your marketing qualified lead (MQL) is the key to winning them over. But, there are a few things you need to consider before you make your move.
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B2B Sales Strategy

B2B Sales Strategy: Plan Before the Rain

September 30, 2020/in B2B Market Research Blog, B2B Marketing Blog, Blog Posts, Sales Enablement Marketing /by Sean Campbell
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B2B sales strategy is centered on holding a strategic viewpoint- not just a tactical one. Great B2B sellers develop and revise plans for their accounts, rather than simply taking tasks as they come.

We get it, it’s hard to remember to be strategic when a lot of opportunities are knocking at your door. In this scenario, it’s easy to just keep writing proposals, scheduling meetings, and working on statements of work. But if you aren’t regularly checking back in on the big picture, your B2B sales strategy is likely to lag far behind organizational changes and opportunities in your accounts.

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B2B Buyer's Journey

B2B Buyer’s Journey: 7 Reasons Prospects “Swipe Left” Instead of Reaching Out

September 7, 2020/in B2B Customer Experience Research, B2B Customer Journey Mapping, B2B Market Research Blog, Blog Posts, Marketing Enablement /by Laura Johnson
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First impressions matter, especially in the B2B buyer’s journey. Buyers identify the problem or need their company is experiencing and begin exploring their vendor options. They swipe left or right on potential matches based on nothing more than what they see on vendors’ websites.

The amount of time a prospect spends on all of that content you’ve produced is minuscule compared to the time you spent developing it. For example, Google Analytics data suggests that a reasonable target for average session duration on a B2B website is two minutes.

So much like a social media or dating profile, your site needs to be engaging right from the start.

Finally, buyers spend nearly half of their B2B buyer’s journey flying solo. A 2019 study from Gartner shows that buyers spend nearly half (45 percent) of their time in the journey doing independent research. Many potential leads are lost in this phase—without sales or marketing even realizing it. Why? Because something makes that prospect swipe left before they ever fill out a contact form, send an email or pick up the phone.

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Customer Experience Research

B2B Customer Experience Research: Because The Whole Company Needs Voice of the Customer Data

August 26, 2020/in B2B Customer Experience Research, B2B Market Research Blog, Blog Posts /by Ava Anderson
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Let’s face it, most departments, in most organizations, aren’t super familiar with what their buyers perceive, expect, and want. Why? Because, other than sales, most teams aren’t in regular, direct contact with customers. Even sellers miss a big piece of the puzzle, because they aren’t hearing from would-be prospects that have never heard of them or were turned off early in the buyer’s journey before becoming a lead.

Well-executed B2B customer experience research provides a holistic understanding of the voice of the customer (VOC). That is, current, potential, and competitors’ customers. This understanding is necessary to dodge common pitfalls in sales, marketing, product, and business leadership.

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Rebranding A Company: Dos & Don'ts

Rebranding A Company: Dos & Don’ts

June 26, 2020/in B2B Market Research Blog, B2B Marketing Blog, B2B Messaging, Blog Posts, Brand Research, Marketing Strategy, Message Testing Research /by Sean Campbell
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Rebranding a company sounds like an exciting project to most marketers. A rebrand promises a fresh new look, maybe a new logo, perhaps even a new company name. But, rebrands are also expensive, and risk alienating or confusing current customers. In short, when they go wrong, rebrands can be career-enders.

So when to rebrand or not to rebrand? And if you decide to pull the trigger, what do you need to watch out for? Read on…

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COVID-19: The End of the Beginning | Cascade Insights

COVID-19: The End of the Beginning

April 21, 2020/in B2B Market Research Blog, B2B Marketing Blog, Blog Posts /by Philippe Boutros
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Dark clouds remain, with some increase in business activity.

We first fielded a survey on the business impact of COVID-19 on March 18-20. The same week that San Francisco issued a shelter-in-place order.

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No company size or industry is immune to disruption from COVID-19.

Nearly 80% of Business Activity Is Disrupted By Coronavirus

March 25, 2020/in B2B Market Opportunity Research, B2B Market Research Blog, B2B Marketing Blog, Blog Posts /by Philippe Boutros
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A new study on coronavirus business disruption shows that while every industry has been gravely impacted, some, like tech, are faring better than others.

Cascade Insights’ survey reveals how the crisis is affecting business operations across company sizes, sectors, and job roles. (Hint: no business type, size, or function is immune.)
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B2B is a complex and challenging field, but most of all, it is fascinating. Join Sean Campbell, CEO of Cascade Insights, as he shares over 20 years of experience in the B2B market.

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