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.

1. Real Intel FOR Sales FROM
Marketing
Selling To The New B2B Buyer
Tony Galindo, RSM, Eloqua
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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
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3. 57% of The Buying Process is Completed Before
Sales is Contacted
Demand Gen Report - 2012 B2B Buyer Behavior Survey
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4. Imagine if Marketing Gave You This
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5. Demo
From Prospect to Close
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6. #MMR
Your Name
Title
Social Media Contact Info (if desired)
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7. #MMR
Your Name
Title
Social Media Contact Info (if desired)
Contact Info for Follow Up Questions