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." Does that figure depend on the type of solution? But, like any average, it’s wrong.

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Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

MARCH 6, 2012

As Forrester analyst Jeff Ernst says i , “…to gain respect, keep from being viewed as a cost center and justify budgets; marketing must be a driving force in what tops the agendas of boards of directors, CEOs, and CFOs: sustainable profitable revenue growth.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

SEPTEMBER 24, 2013

I have written articles and blogs against BANT (as a lead qualifying criterion) for years. Jeff Ernst (Forrester). BANT is an acronym for Budget, Authority, Need and Time Frame. A couple of months ago I read a blog by Ardath Albee entitled “BANT is Bunk, BS and Irrelevant”.

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MAY 5, 2015

In the same blog he goes on to quote Forrester’s Laura Ramos: In earlier studies, Forrester found that at least half of B2B marketers surveyed did not have well defined L2RM processes or failed to follow the ones they did have in place for activities like lead scoring, nurturing and recycling and management. Increased use of video.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120