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Eloqua Presents Real Intel for Sales from Marketing - 2013 B2B Modern Marketing Roundup

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Eloqua's Tony Galindo shares best practices on the information B2B marketers can share with their sales counterparts. B2B marketers should place themselves in the role of sales to see what is …

Eloqua's Tony Galindo shares best practices on the information B2B marketers can share with their sales counterparts. B2B marketers should place themselves in the role of sales to see what is valuable. Presented at the 2013 B2B Modern Marketing Roundup in Seattle with Heinz Marketing.

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  • 1. Real Intel FOR Sales FROM Marketing Selling To The New B2B Buyer Tony Galindo, RSM, Eloqua #MMR
  • 2. The B2B Buyer Reality• B2B buyers are adopting increasingly complex decision- making processes that require them to find, share and evaluate more information than ever before. – 67% of buyers say they are using a wider variety of sources to research their vendor options – versus 47% of the buyers surveyed in 2011; – 55% say they spend more time researching purchases than they did in the past – compared to 47% of the buyers surveyed in 2011; – 50% allow more internal team members to provide input into the decision- making process – compared to 30% of the buyers surveyed in 2011; Demand Gen Report - 2012 B2B Buyer Behavior Survey #MMR
  • 3. 57% of The Buying Process is Completed BeforeSales is Contacted Demand Gen Report - 2012 B2B Buyer Behavior Survey #MMR
  • 4. Imagine if Marketing Gave You This #MMR
  • 5. DemoFrom Prospect to Close #MMR
  • 6. #MMRYour NameTitleSocial Media Contact Info (if desired)Contact Info for Follow Up Questions
  • 7. #MMRYour NameTitleSocial Media Contact Info (if desired)Contact Info for Follow Up Questions

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