Article, Forrester and Sales Leads

Forrester thinks Content Marketing Isn’t Working – They’re Half Right

The Point

JULY 18, 2014

Over at Forrester Research, Vice President Laura Ramos recently talked to Advertising Age (“ Marketers Still Struggling to Get Results from Content Marketing “) about what she perceives as a general lack of return from the investment so many companies are making in content marketing.

Forrester

Forrester Work Management Content Marketing Demand Generation Agencies

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. If you ask a sales rep how many deals they'll close, they'll tell you 60 or 80 percent.

Forrester

Forrester Work Management Marketing Management B2B Sales

How AI is Changing the Sales Process

InsightSquared

AUGUST 14, 2019

In fact, Gartner reported by the year 2020, AI will become a more integral part of the sales process for up to 30% of companies around the world. With the potential to maximize sales leads, reduce costs, increase sales, and optimize return on investment, AI is soon to become a sales rep’s best friend.

Sales Management

Sales Management Marketing AI Process Top of Funnel

Webinars

Scan to Success: How to Leverage QR Codes for Offline and Online Marketing Power

Cracking the Code: Turning Intent Data into Go-to-Market Success

MORE WEBINARS

CMOs fail to go beyond brand awareness on LinkedIn

Biznology

AUGUST 11, 2016

A recent MarketingLand.com article, “ 5 CMOs Who Are Turning To LinkedIn ,” shows how CMOs at Xerox, Lithium, Wiley, XOJet and G2 Crowd are focused on brand awareness and brand engagement instead of buyer engagement. Forrester reports that 99% of leads don’t convert, and LinkedIn says 87% of leads don’t convert.

Linkedin Top of Funnel Marketing Automation Services Sales Qualified Leads

How Personalization Affects Lead Nurturing

PureB2B

FEBRUARY 19, 2017

Get to know their interest by analyzing the articles they’ve been reading. Lead nurturing can be a relatively long process, but it’s worth the hard work when you can see the positive results. It’s hard to argue against a 50% increase in sales leads generated at a 33% lower cost per head, according to Forrester Research.

Lead Nurturing

Lead Nurturing Personalization Lead Ranking Lead Scoring

How Personalization Affects Lead Nurturing

PureB2B

FEBRUARY 19, 2017

Get to know their interest by analyzing the articles they’ve been reading. Lead nurturing can be a relatively long process, but it’s worth the hard work when you can see the positive results. It’s hard to argue against a 50% increase in sales leads generated at a 33% lower cost per head, according to Forrester Research.

Lead Nurturing

Lead Nurturing Personalization Lead Ranking Lead Scoring

Top-10 Marketing Automation Blogs

LeadSloth

APRIL 24, 2009

Brian Carroll ’s B2B Lead Generation blog ( @brianjcarroll ). Brian is the author of the authoritative book “Lead generation for the complex sale” and has a wealth of interesting articles on his blog. Mac McIntosh ’s Sales Lead Insights blog ( @B2B_Sales_Leads ).

Marketing Automation Services

Marketing Automation Services Marketing Automation Automation B2B Thought Leadership

5 Mistakes Companies Make When Automating Their Marketing

ANNUITAS

APRIL 10, 2014

*This article first ran in VentureBeat on April 2, 2014. A recent Forrester study showed that of 25 different tactics listed, B2B organizations are using on average 15 different tactics in their demand generation mix. Carlos Hidalgo is CEO of ANNUITAS and has been named to the Top 50 Most Influential in sales lead management.

Paid Search Agency

Paid Search Agency Enterprise Management Marketing Management Automation

B2B Lead Generation Blog: The One Piece Of Advice You Cant Generate Leads Without

markempa

AUGUST 30, 2007

" The result was a special 36-page report with 10 all-new articles (mine included) aptly named "The One Piece Of Advice You Cant Generate Leads Without." This is a series of articles from various thought leaders in the B2B marketing industry based around the question "Wh. " I think youll find it valuable.

Lead Generation

Lead Generation Generation B2B Thought Leadership Leads

B2B Content Marketing - Less is the New More?

Ambal's Amusings

MAY 27, 2010

You may also want to consider writing individual blog posts or articles to address meaty questions that were asked during the webinar for even more touch points. But, if you start small and add on, always adding appropriate information, you’re more likely to reach a qualified sales lead. Related Articles.

B2B Marketing

B2B Marketing Content Marketing B2B Planning

How to measure ROI on creating and marketing content?

Ambal's Amusings

NOVEMBER 12, 2010

Forrester Blog for Interactive Marketing Professionals. Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. Related Articles. Marketo's Modern B2B Marketing.

ROI

ROI Top of Funnel Work Management Marketing Management

Using Buyer Intent to Drive Your Marketing Efforts

PureB2B

APRIL 21, 2017

Every website they visit, every article they read, and every other online action can give you tidbits about their motivation and purpose. According to Forrester , the first vendor who makes contact with an interested prospect closes the deal over 85% of the time. In doing so, buyers leave digital footprints called intent data.

Buyer Intent

Buyer Intent Intent Work Management Marketing Management

Does 'Being Findable' mean 'Being Everywhere'?

Ambal's Amusings

FEBRUARY 18, 2010

” Being findable is not about seeding one article here and there in hopes it will draw attention. It’s about building a credible presence in the places you’ve determined are the best attraction sources for prospects who could become sales opportunities. Forrester Blog for Interactive Marketing Professionals.

Demand Generation Agencies

Demand Generation Agencies Paid Search Agency Emarketing Inbound Marketing

ClickInsights: Biggest roadblock to converting marketing leads

Ambal's Amusings

JANUARY 21, 2010

Forrester Blog for Interactive Marketing Professionals. Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. Related Articles. Marketo's Modern B2B Marketing.

Sales Qualified Leads

Sales Qualified Leads Lead Scoring Lead Ranking Marketing Leads

Does your B2B Marketing have Consistent Messages?

Ambal's Amusings

JULY 22, 2010

Forrester Blog for Interactive Marketing Professionals. Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. Related Articles. Marketo's Modern B2B Marketing.

B2B Marketing

B2B Marketing Planning B2B Trade Show

How to put the "Viral" in B2B Marketing Viral Campaigns?

Ambal's Amusings

MARCH 18, 2010

Also, by using lots of links, we were guaranteed to get 100+ people to share the article. Keep in mind, the article was “in front of the gate”, i.e., there was no registration page associated with it which is another key to “going viral” Recommended Resources from B2B Marketing Experts. Related Articles.

Viral Marketing

Viral Marketing B2B Marketing Campaigns B2B Thought Leadership

How should B2B content differ for Business and Technical Decision Maker?

Ambal's Amusings

AUGUST 27, 2010

Forrester Blog for Interactive Marketing Professionals. Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. Related Articles. Marketo's Modern B2B Marketing.

Work Management

Work Management Marketing Management B2B Business

The Content Marketing Question: To Gate or Not To Gate?

Ambal's Amusings

APRIL 29, 2010

Lead generating content: (Gated, email required). Forrester Blog for Interactive Marketing Professionals. Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center.

Top of Funnel

Top of Funnel Marketing Automation Services Webinar Metrics Content Marketing

Why Is Search…So…Darn…Hard!

Marketing Insider Group

OCTOBER 14, 2010

Paid search is an important part of our marketing mix and one that has driven…(fill in something quantifiable like sales, leads or contacts followed by the number of total impressions because that usually sounds like an impressive number). James Oct 18 2010 Great article.

Paid Content

Paid Content Paid Search Agency Budget Programs Marketing Budget

7 Amazingly Effective Lead Nurturing Tactics

Hubspot

MARCH 15, 2016

Implementing an effective lead nurturing strategy can have a huge impact on the results of your inbound marketing strategy. Research conducted by Forrester has shown that marketers see an average 20% increase in sales opportunities from nurtured vs non-nurtured leads. So you are probably wondering….

Sales Management

Sales Management Lead Nurturing Lead Ranking Lead Scoring

300+ Digital Marketing Stats to Drive Your Marketing Strategy

Marketing Insider Group

FEBRUARY 5, 2024

OrbitMedia) 70% of consumers prefer learning about a company through articles over advertisements. Orbit Media) 88% of marketers incorporate visuals in more than half of their blog articles. Marketo) 68% of B2B companies will use landing pages to nurture new sales leads for future conversion. PwC) Customers are 2.4x

Paid Content

Paid Content Stats Marketing Budget Webinar Metrics

ClickInsights: What was your "Aha" moment in 2009? - Part 2

Ambal's Amusings

DECEMBER 17, 2009

Forrester Blog for Interactive Marketing Professionals. Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. Related Articles. Marketo's Modern B2B Marketing.

Marketing Automation Services

Marketing Automation Services Work Management Marketing Management B2B Thought Leadership

ClickInsights: What ROI metric should B2B marketers use in this digital marketing era?

Ambal's Amusings

OCTOBER 15, 2009

Forrester Blog for Interactive Marketing Professionals. Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Related Articles.

ROI

ROI B2B Marketing Paid Search Agency Planning

ClickInsights: How B2B marketers should forge customer relationships by providing compelling content?

Ambal's Amusings

SEPTEMBER 17, 2009

Forrester Blog for Interactive Marketing Professionals. Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Related Articles.

Work Management

Work Management Marketing Management B2B Marketing B2B

B2B Lead Generation Boosters: 25 Rocket-Fueled Strategies and Ideas to Propel Your Pipeline

NetLine

AUGUST 2, 2023

With that in mind, here are 25 rocket-fueled strategies and ideas that can help propel your pipeline and turbocharge your B2B lead generation efforts. Before we do, let’s have a quick refresher on what B2B lead generation is and define the different types of sales leads that exist in the B2B world.

Lead Generation

Lead Generation Lead Ranking Sales Management Lead Scoring

Measuring the Impact of Social Media in B2B Marketing

Webbiquity

OCTOBER 27, 2010

Forrester recently released a report by Laura Ramos and Augie Ray on How to Assess the Impact of Social Media in B2B Tech Marketing. Few marketers say that they can measure the impact of social activity on sales lead productivity&# reinforce the value of social media as more of a PR-like tool than a direct marketing channel.

Social Media

Social Media Allocation Social Marketing B2B Marketing

ClickInsights: How can B2B marketers use content effectively for demand generation?

Ambal's Amusings

AUGUST 27, 2009

Forrester Blog for Interactive Marketing Professionals. Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. Blog Sales Leads Insights Twitter B2B_Sales_Leads.

Demand Generation Agencies

Demand Generation Agencies Demand Generation Demand B2B Marketing

54 Content Marketing Stats to Guide Your 2018 Strategy

SnapApp

DECEMBER 4, 2017

The average reader only spends 37 seconds reading an article or blog post. With an average read time of less than one minute, more content writers are realizing the importance of structuring easily scannable articles and using bolding, bullet points, and italics to make important themes stand out from the page. . NewsCred Insights.

Paid Content

Paid Content Top of Funnel Stats Marketing Budget

B2B Lead Management Market Heats Up

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.

Enterprise Management

Enterprise Management Work Management Marketing Management Lead Management

ClickInsights: How to make marketing messages memorable?

Ambal's Amusings

NOVEMBER 19, 2009

Forrester Blog for Interactive Marketing Professionals. Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Rebel Brown's blog Phoenix Rising.

Work Management

Work Management Marketing Management Demand Generation Agencies Paid Search Agency

Numeric Scoring: The Key To Lead Management Success

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « We’re renaming the blog | Main | New networks in the news » April 16, 2008 Numeric Scoring: The Key To Lead Management Success [Posted by Laura Ramos ] Recently I saw a preview of Eloqua’s spring release and it got me thinking about the role lead scoring plays in determining campaign effectiveness.

Lead Ranking

Lead Ranking Lead Scoring Enterprise Management Work Management

Demand Generation Marketing: A Catalyst for Professional Services High Growth

Hinge Marketing

MARCH 21, 2019

Lead scoring is a great way to measure the effectiveness of your content as well. Lead nurturing is the perfect way to work with the 75% of the leads generated that are not ready to move forward as a sale. According to Forrester, fully 100% of business decision makers use social media for work purposes.

Demand Generation Agencies

Demand Generation Agencies Demand Generation Marketing Automation Services Work Management

64 B2B Marketing Tools and Resources

Adobe Experience Cloud Blog

NOVEMBER 11, 2008

Using White Papers to Generate and Nurture B2B Leads (podcast with Michael Stelzner). Five Lead Management Tools and Resources. These tools will help you get started improving your own lead management capabilities. Optimizing Marketing and Sales Lead Management with Marketing Automation (workbook from the analysts at IDC).

Budget Programs

Budget Programs Marketing Automation Services Resources Marketing Budget

The Ultimate Guide On How To Nurture Leads (+ Convert Them To Paying Users)

Albacross

AUGUST 7, 2018

Want to learn how to nurture leads? In this article, we explain exactly what lead nurturing is, and why it’s necessary. On top of that, we also do a deep dive on 3 different lead nurturing tactics that you can apply to your own company. What Is Lead Nurturing? A Final Word On How To Nurture Leads.

Lead Scoring

Lead Scoring Lead Ranking Adwords Top of Funnel

Lead Nurturing: The Definitive Guide (2019)

Albacross

JULY 11, 2019

Consider this: According to research from Forrester, companies that excel at lead nurturing generate 50% more sales at a 33% lower cost. Okay, one more statistic for the road: Despite the many advantages of lead nurturing, a study by MarketingSherpa shows that only 36% of marketers actively nurture their sales leads.

Lead Nurturing

Lead Nurturing Lead Scoring Lead Ranking Leads

Forrester thinks Content Marketing Isn’t Working – They’re Half Right

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

Webinars

Trending Sources

How AI is Changing the Sales Process

Webinars

CMOs fail to go beyond brand awareness on LinkedIn

How Personalization Affects Lead Nurturing

How Personalization Affects Lead Nurturing

Top-10 Marketing Automation Blogs

5 Mistakes Companies Make When Automating Their Marketing

B2B Lead Generation Blog: The One Piece Of Advice You Cant Generate Leads Without

B2B Content Marketing - Less is the New More?

How to measure ROI on creating and marketing content?

Using Buyer Intent to Drive Your Marketing Efforts

Does 'Being Findable' mean 'Being Everywhere'?

ClickInsights: Biggest roadblock to converting marketing leads

Does your B2B Marketing have Consistent Messages?

How to put the "Viral" in B2B Marketing Viral Campaigns?

How should B2B content differ for Business and Technical Decision Maker?

The Content Marketing Question: To Gate or Not To Gate?

Why Is Search…So…Darn…Hard!

7 Amazingly Effective Lead Nurturing Tactics

300+ Digital Marketing Stats to Drive Your Marketing Strategy

ClickInsights: What was your "Aha" moment in 2009? - Part 2

ClickInsights: What ROI metric should B2B marketers use in this digital marketing era?

ClickInsights: How B2B marketers should forge customer relationships by providing compelling content?

B2B Lead Generation Boosters: 25 Rocket-Fueled Strategies and Ideas to Propel Your Pipeline

Measuring the Impact of Social Media in B2B Marketing

ClickInsights: How can B2B marketers use content effectively for demand generation?

54 Content Marketing Stats to Guide Your 2018 Strategy

B2B Lead Management Market Heats Up

ClickInsights: How to make marketing messages memorable?

Numeric Scoring: The Key To Lead Management Success

Demand Generation Marketing: A Catalyst for Professional Services High Growth

64 B2B Marketing Tools and Resources

Top 60 B2B Marketing Posts and Hottest Topics November 2010

Top 40 Posts and Hot Topics of Inbound Marketing and Social Media

The Ultimate Guide On How To Nurture Leads (+ Convert Them To Paying Users)

Lead Nurturing: The Definitive Guide (2019)

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