Martech

FEBRUARY 8, 2024

Tracking prospect activity on our website. 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. For a while, all was well in B2B marketing. In a way that is prospect versus pipeline-centric?

Marketing AI 112

Marketing AI Lead Ranking Ideal Customer Profiles B2B Marketing 112

Velocity Partners

APRIL 9, 2024

At most B2B companies, the marketing/sales relationship has taken a wrong turn. They’re emailing prospects, investing heavily in third-party intent platforms like 6Sense, and generally doing their own messaging and outreach. Because the B2B go-to-market playbook — what worked before — no longer matches the reality of how customers buy.

Sales Management 78

Sales Management Top of Funnel B2B Lead Ranking 78

Outreach

MARCH 8, 2021

With a bit more than a week behind me, since I finished my second act at Forrester, I am thrilled to announce that I have joined Outreach as its first-ever Global Innovation Evangelist. Three to four years ago, I predicted that B2B sales roles and methods were headed for transformational change.

Forrester 105

Forrester Outreach B2B Thought Leadership Thought Leadership 105

Only B2B

MARCH 20, 2024

This statistic, highlighted in a Forrester Research report, underscores the crucial role of lead qualification in B2B marketing. Cons: Missed Opportunities: Overly stringent HQL qualification criteria might lead you to miss out on good prospects who haven’t reached the HQL stage yet. All that glitters is not gold.

High Quality Lead 62

High Quality Lead Lead Ranking Marketing Qualified Leads MQL 62

Zoominfo

JANUARY 4, 2022

Here are four B2B marketing trends to implement (or at the very least, be on the lookout for) in 2022. B2B Marketing Technology Trends Trend #1: Consolidation of martech systems We see digital marketing headed toward consolidated tech stacks with strong integrations. It’s an antiquated system. “In And it goes on and on.”

Trends 130

Trends Account Based Marketing B2B Marketing Paid Search Agency 130

Engagio

OCTOBER 11, 2023

The right data underpins everything from building target account and contact lists to fueling sales prospecting and cleaning existing databases. This is why I was pleased to see Demandbase’s inclusion in Forrester’s recent landscape report on B2B marketing and sales data providers.

Marketing AI 77

Marketing AI Marketing Management B2B Sales Marketing Analytics Tools 77

Only B2B

FEBRUARY 6, 2024

The global B2B intent data market is expected to reach a value of USD 2.16 billion by 2027, growing at a CAGR of 22.7% – [ Forbes report ] At this point, where the marketing landscape is full of noise, the most successful B2B businesses are already reaping the benefits of intent data — to maximize revenue.

Intent Data 62

Intent Data Intent B2B Sales ROI 62

The ROI Guy

JULY 11, 2017

Two years ago, I was sitting amongst a shocked audience, listening to analyst Andy Hoar pronounce the “Death of the B2B Sales Rep”. Now, two years on, the forecast from Forrester is even gloomier, with faster than anticipated disintermediation. Source: Death of A (B2B) Salesman: Two Years Later - March 2017, Andy Hoar.

Forrester 66

Forrester B2B Sales Disintermediation B2B 66

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.” This is true generally in innovation.

B2B Thought Leadership 69

B2B Thought Leadership B2B Sales Studies Thought Leadership 69

Biznology

DECEMBER 29, 2017

B2B sales and marketing are evolving quickly as buying behavior changes and new technologies take hold, so there’s a lot to talk about. But I will limit my predictions to just seven and hope they provide food for thought to my fellow followers of the B2B marketing scene. Predictive analytics becomes an essential tool in B2B.

Marketing Management 199

Marketing Management Marketing AI B2B Marketing Marketing Automation Services 199

KoMarketing Associates

MAY 29, 2018

New research suggests that transparency and communication are critical components to developing successful relationships between B2B businesses and their customers. Statistics showed that the majority of B2B marketers (60 percent) believe that poor communication is the most likely factor to stall a customer relationship.

Transparency 185

Transparency Marketing Report B2B Marketing B2B 185

PathFactory

JUNE 7, 2022

Toronto, ON – June 6, 2022 – With more than 20 years of experience in B2B marketing , content strategy, and operations, Christine Polewarczyk joins PathFactory from Forrester where she was an evangelist for content strategy, content marketing , and content operations. . In my role at Forrester, I saw the landscape of players.

Forrester 52

Forrester Product Advertising Agencies Gartner 52

Martech

SEPTEMBER 29, 2023

B2B marketers are getting a lot from the huge amount of new marketing technology, but it comes with more than a few challenges: Systems integration, budget woes, demonstrating ROI to name a few. Which products are best suited to the B2B world? Automated prospecting emails: Sales reps hate writing emails, so why not let AI do the job?

Marketing Automation Services 86

Marketing Automation Services Budget Programs B2B Marketing Enterprise Management 86

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. They simply want information of value.

Forrester 100

Forrester Work Management Content Marketing Demand Generation Agencies 100

Webbiquity

DECEMBER 4, 2018

Here are five tactics your B2B marketing team needs to master to empower sales people to close deals faster. To close deals, product language has to be consistent from the top of the funnel down to when a prospect becomes a client. A sales organization improves its effectiveness when it speaks the language of prospects.

Sales Management 220

Sales Management Top of Funnel B2B Sales Tactics 220

LeanData

MAY 6, 2022

Forrester bills its B2B Summit North America as “the premier event for B2B marketing, sales and product leaders to empower their strategies, fuel the revenue engine and drive the business forward.” What is the B2B Revenue Waterfall? Identifying the Need to Transition to a B2B Revenue Waterfall .

De-duping 96

De-duping Marketing Automation Services Lead Ranking B2B 96

Tomorrow People

MAY 30, 2022

When it comes to B2B marketing, businesses often focus on customer acquisition. According to a study conducted by Gallup, only 29% of B2B customers are fully emotionally and psychologically engaged with the companies they do business with. 8 tips for marketing to existing B2B customers. That’s where customer retention comes in.

B2B Marketing 156

B2B Marketing Work Management Marketing Management Cross-Selling 156

Only B2B

FEBRUARY 16, 2022

But, in 2022, what are you going to do better to enhance your B2B lead generation strategies? Conventional lead generation tactics for B2B marketers will not work in 2022. If you look at the most recent B2B market trends, you can notice how much has changed in such a short time. Put The Customer First. The answer is both.

Lead Generation 118

Lead Generation Marketing Budget Generation Webinar Metrics 118

Valasys

DECEMBER 5, 2019

With the proliferation of technology & the Internet of Things (IoT), the B2B marketing world has transformed & evolved. Marching to an ecosystem that is ever-transcendent & dynamic, the B2B marketers need to learn about the amazing B2B marketing trends for 2020. The Key B2B Digital Marketing Trends for 2020.

Marketing AI 110

Marketing AI Trends B2B Marketing Top of Funnel 110

Martech

APRIL 3, 2023

If your B2B go-to-market strategy doesn’t prioritize delivering a personalized and engaging experience for your audience, you could be missing out on potential customers and growth opportunities. This article is a guide to conversational marketing and why it should be a key component of your B2B go-to-market strategy.

Marketing Analytics Tools 123

Marketing Analytics Tools B2B Marketing Conversion Marketing & Strategy 123

KoMarketing Associates

FEBRUARY 13, 2020

There are many elements that influence a successful B2B marketing strategy – your unique industry, target audiences, brand strength, budget and more. For these reasons, there is no one-size fits all solution for B2B marketing success. 5 B2B Marketing Best Practices You Can’t Ignore. Now, that’s engaging your audience!

B2B Marketing 157

B2B Marketing Practices B2B Thought Leadership B2B 157

Only B2B

APRIL 3, 2024

Consider this scenario: Your prospect is actively seeking your solution and is prepared to engage with your sales team. Read on to delve into how intent data can illuminate your prospect’s intent, leading to the identification of sales-qualified leads and increased deal closures.

Sales Qualified Leads 71

Sales Qualified Leads Intent Data Lead Ranking High Quality Lead 71

ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. B2B marketing and sales teams must agree on the sales-ready lead definition.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

PathFactory

MAY 2, 2019

With artificial intelligence disrupting nearly every industry, it’s poised to launch B2B marketing into an exciting new era that puts buyers in the driver’s seat of their own hyper-personalized journeys. Everyone’s talking about it yet there seems to be confusion around what it means and its implications for B2B marketers.

Forrester 40

Forrester Marketing Report Lead Ranking Work Management 40

Zoominfo

APRIL 20, 2022

But as B2B sales gets more competitive and complex, simply knowing who sourced a lead may no longer be good enough. Instead, B2B marketers are turning their attention to key performance indicators that showcase how full-funnel marketing efforts can deliver increased performance. In 2020, that figure was down to 47%.

Multi-Touch Attribution 130

Multi-Touch Attribution Zoominfo Account Based Marketing Lead Ranking 130

Top Rank Marketing

AUGUST 30, 2023

For over 22 years , TopRank Marketing has had the honor of helping a diverse selection of the world’s top B2B marketers and major global brands elevate beyond merely being competitive, to truly standing out from the crowd with creative and award-winning successes. Don’t be afraid to get creative and lean into the unknown.

Enterprise Management 98

Enterprise Management B2B Marketing Work Management Marketing Management 98

6sense

JUNE 22, 2017

Forrester has just released The Forrester Wave TM : Predictive Marketing Analytics for B2B Marketers, Q2 2017. In the first report of its kind for the predictive marketing analytics space, Forrester named 6sense a leader among predictive analytics providers. And of the industry. How this Wave went down.

Forrester 48

Forrester Lead Ranking Lead Scoring Marketing Budget Creation 48

Zoominfo

JUNE 27, 2022

Also, by automating much of the manual data-related tasks, good data management frees up teams to focus on high-value, strategic initiatives, and prospecting. THE VALUE OF GOOD DATA Forrester states in its Data Ethics and Technology Report that, “the quality of business decisions you make using data will depend on the integrity of the data.”

Purchase 130

Purchase Work Management Marketing Management Lead Ranking 130

Only B2B

FEBRUARY 1, 2024

Must Read: Advantages of Intent Data in B2B Marketing Intent data refers to information collected during the buyer’s online activity to determine- • Who are the potential customers? Enter the world of B2B intent data, a tool that will revolutionize the way you generate leads in 2024. What are they interested in?

Intent Data 71

Intent Data Intent Marketing Strategy Marketing & Strategy 71

Martech

FEBRUARY 17, 2022

Our perception is that changes in consumer expectations and buying practices are reflected in similar changes for the B2B buyer. Bruno previously spent almost five years at Forrester on the sales technology and B2B e-commerce beat. “I In his role, Bruno spends a lot of time listening to the B2B sales teams that PROS serves.

Top of Funnel 92

Top of Funnel B2B Forrester B2B Sales 92

Zoominfo

SEPTEMBER 14, 2021

These upgrades focus on three areas: Easier access to Chorus’ Momentum Insights feature Automatic transcription of calls from ZoomInfo Engage More accurate data feeding into Chorus The integrations help revenue teams develop stronger prospect and customer relationships, make better decisions, and win more business.

Zoominfo 130

Zoominfo Forrester Forecasting B2B Sales 130

Biznology

JANUARY 16, 2017

B2B companies tend to focus more resources on attracting new customers than retaining current customers. Because it’s much tougher to “switch brands” when it comes to complex B2B products and services, B2B companies make the mistake of taking their customers for granted. B2B customers don’t often get surprises.

Pricing 80

Pricing Price Loyalty Forrester 80

Only B2B

JULY 5, 2023

In the ever-changing landscape of B2B marketing, demand generation plays a pivotal role in driving business growth and success. As we enter 2023, it is crucial to adapt to the evolving nature of B2B demand generation and discover effective strategies to generate demand and engage target audiences.

Demand Generation 62

Demand Generation Demand Sales Qualified Leads Account Based Marketing 62

Zoominfo

DECEMBER 20, 2021

Marketing teams spend a huge amount of time and money to find out what motivates their prospective customers. When a prospect finally lands on your website, those efforts have reached a critical moment: you have their attention, and it’s time to build a relationship.

Conversion 130

Conversion Account Based Marketing Zoominfo Planning 130

Content4Demand

FEBRUARY 15, 2023

The lucky marketers registered for the 2023 B2B Marketing Exchange have some pretty fantastic sessions in store for them. You’ll meet plenty of your fellow B2B marketers at receptions and networking events—even in the marketplace, where of course you’ll find members of the Content4Demand team at Booth 309. to 11:15 a.m. to 11:55 a.m.

Marketing Analytics Tools 94

Marketing Analytics Tools B2B Marketing Ad Exchange B2B 94

Only B2B

AUGUST 21, 2023

In the realm of B2B marketing, building a high-quality and targeted list of quality leads is paramount. B2B list building is the foundation upon which successful B2B lead generation campaigns are built. Manual B2B list building , while traditional, is not without its challenges.

Marketing Automation Services 62

Marketing Automation Services Ideal Customer Profiles Lead Ranking Lead Generation 62

PureB2B

JUNE 23, 2022

While online B2B buying habits have changed dramatically in the past decade, today's B2B buyer journey looks a lot different than it did just a couple of years ago. Therefore, as Forrester states, the role of B2B marketing is “no longer to attract and persuade; it’s really to engage buyers and help them through their journey.”.

Top of Funnel 62

Top of Funnel Buyer's Journey Ideal Customer Profiles B2B 62