ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. There's a lot of discussion in the marketplace about articles you've written, including "The Lead-Nurturing Payoff For The Tech Industry." Second, behavior changes depending on whether customers think they know how to buy.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

Vision Edge Marketing

MAY 9, 2023

In this article, we’ll explore: Skills required for B2B company leaders to make better business decisions and the benefits of doing so. To stay competitive, accelerate customer acquisition, and excel at customer-centricity, leaders need to be able to make informed decisions based on accurate data and actionable insights.

Business 159

Business Customer Satisfaction Acquisitions Forrester 159

SmartBrief - Marketing

JANUARY 22, 2024

This, along with developing a strategy for its purposeful utilization, creates an environment in which marketer and machine get smarter together and empower the customer-obsessed future of work. Let’s take a look at three trends in AI for B2B marketing that Forrester sees.

Marketing AI 83

Marketing AI B2B Marketing Trends Planning 83

Navigate the Channel

JULY 27, 2023

According to a recent study by Forrester Research, Inc., these strategies have proven highly effective in engaging customers and driving sales. Content Marketing: Crafting Customer-Centric Messages Gone are the days when generic marketing messages could sway B2B customers.

Database Marketing 65

Database Marketing Product Ad Building Content Marketing 65

Martech

JANUARY 4, 2024

New channels, new platforms, new customer expectations, how do you keep on top of them all? LinkedIn: Gretta van Riel (41K followers) Instagram: Gretta (237K followers) Facebook: Gretta Rose van Riel (23K followers) Brendan Witcher Brendan is vice president and principal analyst for Digital Business Strategy at Forrester Research.

eCommerce 110

eCommerce Multi-Channel Marketing Analytics Tools Broadcasting 110

Sword and the Script | B2B

JANUARY 23, 2024

Forrester analyst Lori Wizdo wrote those words eleven years ago. All these years later, a new report by 6sense, penned largely by a former Forrester analyst, has come to the same conclusion: when buyers first contact a seller, they are “69% of the way through a buying cycle.” It hadn’t even been imagined.

B2B Thought Leadership 69

B2B Thought Leadership B2B Sales Studies Thought Leadership 69

BenchmarkONE

SEPTEMBER 16, 2021

A well-conceived knowledge base can act as a useful virtual self-service portal for your customers. If you’re confused about why you should invest time and effort into creating one, look at the following statistics: As per Forrester , customers prefer knowledge bases over all other self-service channels.

Knowledge Base 78

Knowledge Base Tips FAQ Content 78

Marketing Insider Group

AUGUST 18, 2015

He’s the guy who coined the classic business advice “the aim of marketing is to know and understand the customer so well the product or service fits him and sells itself,” years ago. Customer-centricity is a leading initiative. This Age of the Customer is causing many organizations to double-down efforts to become customer-centric.

Examples 100

Examples Paid Search Agency Companies Cross-Selling 100

Sword and the Script | B2B

MAY 17, 2022

“Buyers now exercise more due diligence than ever before, conducting more research and engaging in more conversations with vendors and third parties,” according to Forrester. Forrester conducted a “buyer’s survey” in the years 2017, 2019 and 2021. That’s up from 17 interactions in 2019. Moreover, buyers value both types of engagement.

Sales Cycle 75

Sales Cycle B2B Sales Studies Marketing Management 75

Marketing Insider Group

JULY 29, 2020

Take your closing rate as a percentage, multiply that by the number of leads generated by your campaign, and then multiply again by the average value of the lead, both in terms of immediate sales and in customer lifetime value. Customer Engagement and Retention Rates. New customers cost big bucks to acquire.

Top of Funnel 349

Top of Funnel ROI Lead Scoring Lead Ranking 349

Porch Group Media

JANUARY 26, 2021

Creating exceptional experiences for your customers and prospects can set yourself from the competition. This can be anything from providing consistent experiences across channels, providing excellent customer service, or recognizing a customer both offline and online. Customers no longer base their loyalty on price or product.

Demand 69

Demand Marketing Budget Mobile Marketing Marketing Budget Creation 69

Vidyard

APRIL 19, 2017

Which of your customers are the happiest? To this end, customer support videos can do more to improve the cost-per-quality of your support, educate them with less effort, and retain them better than any other support tool. They’re a fraction of the cost, at $0.10, and customers enjoy them more. Here’s why. Email: $2.50

Video Marketing 105

Video Marketing Emarketing Multi-Channel Forrester 105

Martech Advisor

DECEMBER 17, 2019

Tapping into omnichannel and digital customer experience (CX) trends will be the key to success for business leaders, marketers and CX planners in 2020. In this article we explain why mobile-first, customer data centralization, VR, chatbots and more, will be the key driving trends of great customer experiences in 2020.

Trends 102

Trends Gartner Paid Search Agency Marketing Management 102

Top Rank Marketing

DECEMBER 29, 2023

B2B growth plan: perfecting partner ecosystem marketing 45 percent of B2B marketing decision-makers at typical B2B organizations have said that new or renewed ecosystem partners were their primary revenue source, as more B2B companies have moved towards broadening their partner ecosystems, according to newly-published Forrester Research data.

Paid Search Agency 107

Paid Search Agency B2B Marketing Advertising Agencies Linkedin 107

Kapost

JANUARY 3, 2017

Disjointed customer experiences are limiting the growth of B2B companies. When internal teams aren’t aligned around a unified message or story, customers experience confusing transitions as they move from one piece of content to the next. Understanding, Mapping, and Delivering an Effective Customer Experience. a sales rep).

Marketing Management 94

Marketing Management Touchpoints Forrester B2B Sales 94

InsightSquared

APRIL 7, 2020

According to Forrester SiriusDecisions, companies that align their revenue operations grow 12-15 times faster than their peers and are 34% more profitable. At InsightSquared, we had the incredible opportunity to hear directly from Anthony McPartlin, Principal Analyst, Forrester at our company kickoff. Here are a few key takeaways: .

Peer-to-peer 156

Peer-to-peer Marketing Analytics Tools Forrester B2B Sales 156

Top Rank Marketing

OCTOBER 20, 2023

They’re after the broader picture: customer experience, profitability, and overarching strategies. They embrace a hub-and-spoke model, with original studies at the center, branching out into thought leadership articles, social media, region-specific content, PR pitches, and more.

B2B Thought Leadership 110

B2B Thought Leadership Thought Leadership Top of Funnel Optimization 110

Only B2B

FEBRUARY 1, 2024

.” – Mary Meeker, Partner at Kleiner Perkins With the ocean of customer data at your fingertips, identifying the right buying intent aligning your business offerings is critical to driving sales. This optimization not only increases customer engagement but also contributes to generating more revenue for your business.

Intent Data 71

Intent Data Intent Marketing Strategy Marketing & Strategy 71

Biznology

DECEMBER 17, 2020

Andy Hoar , former Forrester analyst, saw a hole in the B2B events marketplace and co-founded B2BNext , a lively conference dedicated to B2B eCommerce. This year she published a terrific new book, Unapologetically Ambitious , which was just named one of Fortune’s ten best business books of 2020.

B2B Marketing 197

B2B Marketing Paid Search Agency Advertising Agencies Marketing Management 197

Biznology

JUNE 30, 2021

In fact, according to a recent Forrester report , 88% of organizations agree that the CMO’s position has drastically transformed over the last several years. A CMO takes care of your company’s customer-centricity, which leads to measurable business results. Great CMOs focus on customer experience, loyalty and engagement.

CMO 104

CMO Planning Work Management Paid Search Agency 104

Marketing Insider Group

AUGUST 21, 2015

One of the recurring themes over the past three years is the yin and yang of attempts to engage customers and buyers through digital and content marketing. The statistics on surveys from Forrester, McKinsey , IBM , Sirius Decisions, and others have all been surprisingly constant. Customer Engagement: The Primary Driver Of Growth.

Fulfillment 100

Fulfillment Forrester Customer Surveys Statistics 100

Martech

FEBRUARY 8, 2024

We were one of Eloqua’s first customers and that’s where my adventure with marketing automation began. SiriusDecisions, the analyst firm now part of Forrester, had entered the conversation, pioneering the marketing funnel that became a staple of B2B marketing for the next 15 years. ICPs: Ideal customer profiles.) Lead scoring.

Marketing AI 114

Marketing AI Lead Ranking Ideal Customer Profiles B2B Marketing 114

ANNUITAS

OCTOBER 27, 2016

I just received the latest issue of ABM in Action (October 2016), a monthly eMagazine dedicated to Account-Based Marketing from the publishers of Demand Gen Report, and I had to comment on the lead article.

Account Based Marketing 168

Account Based Marketing Marketing Management Planning ABM 168

Martech

JANUARY 26, 2022

In previous articles, I addressed how CMOs and leaders have had to navigate an array of emerging trends, from new digital demands and customer preferences to growing workforce dispersion and diversity. According to McKinsey , the future of work is hybrid, and Forrester dubbed 2022 the “year to be bold” as demands only grow stronger.

Trends 83

Trends Customer Satisfaction Forrester Touchpoints 83

Marketing Insider Group

AUGUST 30, 2021

I see with marketing (and sales) this: we get clinical and treat our customers as objects to convert rather than people who need help. As I listened, I realized that there’s a greater need for customer empathy. But, it’s become harder to connect and build trust with customers. Why do you need to build customer empathy?

Paid Search Agency 292

Paid Search Agency B2B Sales Marketing & Strategy CMO 292

Contently

NOVEMBER 10, 2022

Keith Johnston, VP and research director serving CMO professionals at Forrester , notes the rise of data-driven communication: “We’re at the tipping point where we’re trying to decide what marketing really means in this era.” ” Evaluate new ideas by potential revenue.

Lead Ranking 130

Lead Ranking Enterprise Management Lead Scoring Work Management 130

Tony Zambito

NOVEMBER 22, 2015

Changes in customer and buying behaviors continue to rock the very foundations of many industries. According to recent surveys by PWC, Forrester, IBM , and McKinsey, disruptive trends in customer and buying behaviors are expected to continue over the next five years. 7 Critical Elements Of Customer Understanding.

Buyer Personas 100

Buyer Personas Lead Ranking Buy Research 100

Seismic

MARCH 11, 2021

This week, Seismic was named a Leader in The Forrester Wave : Sales Social Engagement Solutions, Q1 2021 report. Six months ago, almost to the day, Seismic was also named a Leader in The Forrester Wave : Sales Content Solutions, Q3 2020 report.

Personalization 52

Personalization Forrester Content Social Media 52

Madison Logic

FEBRUARY 7, 2024

Delivering personalized experiences is paramount to customer engagement. And while genAI is only expected to grow more sophisticated, solely relying on it to produce customized content will lead to a generic and irrelevant story that won’t resonate with your audience.

Marketing AI 52

Marketing AI Work Management B2B Marketing Marketing Management 52

SmartBrief - Marketing

JULY 25, 2023

Meanwhile, customer expectations continue to grow as consumers expect brands to meet them wherever they are across their preferred apps and social channels. In contrast, less than 15% of the marketing leaders surveyed by Forrester said they planned to cut their marketing technology budget or social media marketing spend.

Campaigns 52

Campaigns Marketing Budget Forrester Budget Programs 52

Martech

MARCH 29, 2022

More of a dance than a race, marketing is evolving to look at the entire lifecycle and how to care for the customer relationship at each phase. It does this through carefully crafted buying group personas and delivering custom campaigns to buying team members. As part of this evolution: Buying Group Marketing (BGM).

Top of Funnel 87

Top of Funnel Buy Lead Ranking Account Based Marketing 87

Aberdeen

NOVEMBER 14, 2019

In a recent Forbes article , professional consultant Nicole Martin delves into the importance of using data to build marketing campaigns and promotions. 5 B2B Marketing Predictions for 2020 by Forrester. B2B marketing could be in for some key shifts in 2020, according to the latest predictions released by Forrester.

Intent Data 67

Intent Data Buyer Intent Account Based Marketing Intent 67

Marketing Insider Group

SEPTEMBER 14, 2020

I recently had a conversation with an Account Director responsible for new market and existing customer growth for an Oracle Supply Chain and ERP partner that has offices throughout the US, Asia, and UK. Tends to be responsive to customer-defined needs rather than creating a need, which cuts deal sizes by 10% to 30%.

Differentiation 181

Differentiation Enterprise Management Work Management Marketing Management 181

Oktopost

OCTOBER 8, 2023

In this article, we’ll explore four strategies to effectively nurture prospects through the sales cycle so you can close more deals. Sales cadences are designed to optimize engagement, maintain consistency, and increase the likelihood of converting prospects into customers.

Top of Funnel 131

Top of Funnel Marketing Management Buyer's Journey Sales Cycle 131

Industrial Marketing Today

NOVEMBER 14, 2013

Let me give credit where credit is due, I first heard the phrase “The Age of the Customer” from Forrester Research. Please click on the headline to read the full article. Inbound Marketing Industrial Marketing Sales Strategies Age of the customer Conversions Digital marketing' It has a nice ring to it and IMO, [.].

Forrester 60

Forrester Inbound Marketing Marketing & Strategy Marketing 60

Heinz Marketing

MARCH 20, 2021

Thanks Forrester. 5 Reasons Why a Virtual Workforce Could Be the Key to Enhanced Customer Experiences in 2021. Thanks for the informative article, Karen Staughton. Thanks for the article, Jennifer V. Thanks for the insightful article, Ayaz Nanji. Delivering Compassion Compassionately. What Should Companies Do Now?

B2B Thought Leadership 78

B2B Thought Leadership Thought Leadership B2B Forrester 78

Tony Zambito

MARCH 12, 2017

Relying on the predictability of long-ago established customers. Multiple studies over the past three years from the likes of PwC, Deloitte, Forrester, and IBM indicate that 75% or more of CEO’s are identifying building out competencies in insights as one of their top goals. A Time For A Reboot. Reading Future Signals.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251