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Forrester Research, Inc. Benchmark Report: How Top Marketers Do Lead Generation, Part 1

Marketing Action

That’s according to a December, 2013 Forrester report by VP and Principal Analyst Peter O’Neill,  Gauging Your Progress and Success , a benchmark-style assessment of what top-performing marketers do. And it’s the focus of this 2-part series where we’ll share key takeaways from the Forrester report. The post Forrester Research, Inc. Lead -Generation: Socialize.

New Forrester Benchmark: How Top Marketers Do Lead Generation, Part 2

Marketing Action

But as a result, according to a new Forrester Research, Inc. It’s the focus of today’s post, the second part of a 2-part series where we share key takeaways from Forrester’s December 2013 report, Gauging Your Progress and Success , written by Peter O’Neill and other leading analysts, that benchmarks what top-performing marketers do. Last hired, first fired. Recommendations.

Lead to Revenue Management Programs: How to Invest and Select the Right Agency Partners (Forrester Report Review)

Fathom

It’s written for companies that are evaluating their investment options in a Lead to Revenue Management (L2RM) strategy , a term first coined by Forrester in 2010, categorizing the marketing processes involved from lead generation to sales close. Figure 3  in the Forrester  breaks down the investment categories for a L2RM program by size of firm and type of cost.

No Decision is No Excuse

The ROI Guy

Scott Santucci ex-Forrester analyst points out, 74% of deals go to the company that engages in this manner, helping establish the buying agenda, while a paltry 26% of wins go to the winner of the bake-off. 3. CEB Cost of Do Nothing Forrester Frugalnomics Frugalnomics Survival Guide No decision Sales Benchmark Index SiriusDecisions Value SellingPeople buy from people.

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Return on Sales Enablement: The Adoption Challenge

The ROI Guy

Forrester indicates that for each typical sales rep, $130,000 is spent annually on sales enablement, training and support, trying to make each rep smarter, faster and more powerful. Worse, less than 10% of sales reps are identified by buyers as focused on what matters to them most – value and outcomes – with 58% disengaging as a result (Forrester / Qvidian).

Oops They Did it Again! Gartner Downgrades Overly Optimistic IT Spending Forecast

The ROI Guy

According to Forrester, prospects indicate that less than 10% of sales engagements are focused on customer value (down from a paltry 12%). Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2014. According to Gartner, worldwide IT spending was expected to reach $3.8 trillion in 2014, a 3.2%

Value Selling and the Buyer’s Journey: 3 Conversations to Get "Do Nothing" to "Yes"

The ROI Guy

Fail to provide that guidance and the purchase decision likely stalls (where 58% of the deals end up according to Sales Benchmark Index) or the decision goes to your competitor who does a better job at facilitating the buying decision. According to Forrester, 76% of the deals go to the solution provider who can help the prospect establish the buying vision, versus only 24% for the vendor who wins the bake-off. During the Ideas phase, it is not about the benefits or superiority of your solution, after all, the buyer may not even be aware they have an issue worth addressing.

Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?

The ROI Guy

According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2014. According to Gartner, worldwide IT spending growth has been revised upwards to 2.6% for 2014.

Frugalnomics – Why the IT spending growth forecasts from Gartner are wrong again!

The ROI Guy

According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. Trillion in 2013 • IDC 2013 Buyer Experience Study (Oct) • Forrester Sales Enablement Conference 2013 • SiriusDecisions SiriusIndex, results from 2011 – 2013. However, as has been proven over the past two years, this forecast may be dramatically optimistic.

Where is ROI Best Applied in the Sales Process?

The ROI Guy

This was presented at the latest Forrester Sales Enablement Forum, and is a marked increase from the 65/35% split of just two years ago. It is important at this stage to deliver: Peer Comparisons - Helping the Prospect understand how their issues benchmark versus the competition, and how their current capabilities might be lagging and putting them at a competitive disadvantage.

Will Gartner's Latest IT Forecast Put a Chill in your Growth Plans?

The ROI Guy

Why Change Now? – the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks). Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% YoY decline from 2014.

Top Ten Ways to Immediately Improve Sales Tool Adoption

The ROI Guy

Forrester reports that less than 12% of sales professionals are perceived as value-focused by executive prospects, while the inability to communicate value messages remains the number one challenge for sales teams making quota. Status-Quo Bias Adoption Sales Enablement IDC SiriusDecisions Pisello b2b selling Alinean Sales Tools Sales Benchmark Index Step 3: Where we are Going?

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The Telltale 8% Drop In Content Marketing Effectiveness

Tony Zambito

The annual Content Marketing Institute and MarketingProfs B2B Content Marketing Benchmark Study 2016 is quite startling. What the CMI/MarketingProfs Benchmark Study did indicate is that those organizations with a documented content strategy had a better rate of effectiveness.  A little more than half (53%) of the most effective content marketers had a documented strategy. by Aha-Soft.

Gartner says 2013 will be a Better Year for IT Spending Growth?

The ROI Guy

the Prospect should not wait to address the issue because they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks). According to Forrester, less than 12% of sales engagements are focused on customer value. But is Gartner being overly optimistic? Why Now?

What’s the Best Social Media Monitoring Tool? It Depends

Webbiquity

Popular with agencies as well as corporate users, Radian6 offers a rich set of tools for social media monitoring, responding, tracking, benchmarking and analytics. Forrester Research has named Nielsen a leader in brand monitoring solutions, saying “the vendor has the strongest strategic vision and currently competes at a scale unmatched by any other competitor.&#. Until fairly recently, keeping track of your organization’s online presence was relatively easy. Your PR team was aware of most of these as it often had a hand in generating those placements. No more. UberVU.

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Spring has Sprung, and So Should New Sales and Marketing Practices

The ROI Guy

It is not often we see so many thought leaders and pundits confluence around such significant observations: • At Forrester , sales enablement analyst Scott Santucci indicates that “We are in the middle of a major transformation in the B2B sales model, driven by customer’s enterprise-wide strategic procurement initiatives to buy only what they need at the lowest possible price”. TCO Tools IDC Value Marketing ROI tools Alinean Outcome-Based Selling interactive white paper Forrester Diagnostic Selling TCO Excecutive Assessment Tools Pisello Value SellingHow to Fight Frugalnomics?

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Sales Enablement and The Economic-Buyer

Tom Pisello

Advice> Sales professionals need to be armed with interactive business case tools to assess the cost of doing nothing, quantify the benefits of proposed solutions for each stakeholder, and tally the return on investment (ROI). 3) Differentiate Your Value - According to analyst Scott Santucci of Forrester, “We are in the middle of a major transformation in the B2B sales model. April 2009.

B2B Budgeting for 2015: 10 Key Marketing Research Reports & Guides

KoMarketing Associates

Software Advice’s recently released 2014 B2B Demand Generation Benchmark report  revealed that the vast majority of B2B marketers (79 percent) use at least 11 different marketing software applications. Forrester’s New B2B Buyer. This year, Intershop commissioned Forrester Consulting to conduct global research on B2B end-user buyers. Software Solutions Used.

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38 Handy Stats to Prove the Value of Personas

Cintell

Understanding B2B Buyers Benchmark Study, Cintell ). 8% of companies who exceed lead and revenue goals report segmenting their database by persona ( Understanding B2B Buyers Benchmark Study, Cintell ). Using Personas increases email open rate 2-5 times (Forrester). Understanding B2B Buyers Benchmark Study, Cintell ). Understanding B2B Buyers Benchmark Study, Cintell ).

27 surprising facts about salespeople who are Social Selling

Biznology

98% of sales reps with 5000+ LinkedIn connections achieve quota (source:  Sales Benchmark Index ). 50%-70% of the buying process happens before salespeople get involved (source:  Forrester ). You are almost 5x more likely to schedule a first meeting if you have a personal LinkedIn connection (source: Sales Benchmark Series). Social selling is not hard selling.

Creating Content is a Waste of Time – Until You’ve Mapped the Buyer Journey [Part 1: Define The Buying Journey]

CMO Essentials

Both Gartner and Forrester predict that by 2020, more than 80% of the buying process will occur without any direct human-to-human interaction. Check out next week’s article to learn how to map the journey.  In the meantime, take advantage of the opportunity to benchmark your marketing alignment and accountability by participating in the 2015 annual MPM Survey. Connection. Consumption.

17 Things High-Performing Companies Do to Optimize Their Buyer Personas

Cintell

With this research, we developed a framework for buyer persona optimization to help marketers like you benchmark your persona strategy. But getting to a state of persona nirvana is easier said than done. There are many steps along the way – after you’ve created personas – that can mean the difference between a high-performing persona strategy and a failed one. Core attributes. 1.

Deliver More Sales Qualified Leads Using Predictive Intelligence

SalesPredict

In fact, in the 2016 Demand Generation Benchmark Report , 83% of respondents said that lead quality vs. quantity was a top demand generation priority—which is a 10% jump from last year’s report. It’s depressing, but Forrester found that only 10% of B2B organizations said they were using data analytics effectively to improve how they market to customers. Why leads aren’t qualified.

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Modern Marketing Lessons From PetRelocation [Webinar]

It's All About Revenue

To learn more about PetRelocation’s content-driven marketing strategy from Caitlin Moore, as well as benchmark research from Forrester that highlights how you can adopt these practices, join us for the upcoming webinar, Tues, Mar. “What’s the best airline for my bulldog?” That means better support for pet owners and more leads for PetRelocation. Register now!

29 Ways to Use Your Personas

Cintell

In a recent B2B marketing benchmark study we conducted, the majority of high-performing organizations used personas to guide messaging and tone of voice. Laura Ramos of Forrester says it best, “To win in the age of the customer, B2B marketers need to drive customer intelligence into all areas of the business.”. You Built Personas, Now What? For Demand Generation Marketers. 1.

Email Tools and Forrester's Best & Worst of Email Marketing

Anything Goes Marketing

then check out Email Labs Email Marketing Usability Rating Calculator as well as the Email Evaluation Scorecard from Forrester (page 4 - provided by Responsys). In the Forrester report: " The Best and Worst of Email Marketing of 2006 ", there are some useful tips for email marketers. In B2B, the average score for the Forrester Email Evaluation Scorecard was -0.8 (10 was a pass) which is horrible (that comment summarizes the report). Tags: email marketing , accountability of marketers , Forrester , email ROI calculator. Is my email design appropriate?

87 New (Really) Marketing Automation Stats

Marketing Action

You can find it in the Q2 2011 Forrester Wave™ report.). Gleanster, Q3 2013 Marketing Automation Benchmark , Aug 2013). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Forrester Research, Gauging Your Progress and Success , Dec 2013). eMarketer, Email Marketing Benchmarks , Feb 2013). Not at all.

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This Week in Content Marketing: Can Content Save Advertising?

Junta 42

also want to call attention to new research from Forrester , which says 47% of companies have raised their content marketing budgets by 20% or more. That data doesn’t align with CMI’s latest benchmark survey. When I dug deeper, I discovered that the Forrester study was based on only 86 survey respondents – not very statistically accurate. This week’s show. Image source.

Live From SXSWi: Social Capital & The Hunt For The Magic Metric

It's All About Revenue

The panel featured some sluggers like Richard Margetic of Dell, Bill Parkes of nFusion, Zach Hofer-Shall of Forrester Research and Michael Spataro of Visible Technologies. But rather than simply preach the power of social media, the panelists discussed the dirty secret of social capital: lack of industry benchmarks. Your metrics might become an industry benchmark. Who knows?

70 New (Really) Marketing Automation Stats

Marketing Action

You can find it in the Q2 2011 Forrester Wave™ report.). Gleanster, Q3 2013 Marketing Automation Benchmark , Aug 2013). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Forrester Research, Gauging Your Progress and Success , Dec 2013). eMarketer, Email Marketing Benchmarks , Feb 2013). Not at all.

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Are You Spending Enough on Online Marketing?

The Effective Marketer

Forrester Research has recently released a study, “ Benchmark Your Interactive Marketing Maturity “, that aims to give you some metrics to figure out whether you are putting your money on the right marketing tactics. Five Benchmarks. According to Forrester, you should take a look at the following: Annual interactive marketing budget : this involves branching out from the pure email marketing tactic and looking at mobile, tablets, and the like. Sure, knowing the benchmark metrics help a little but what are the numbers? Using the Benchmarks.

How to Perform a Social Media Audit: Measure What Matters

Act-On

And as far back as 2013, Forrester analyst Zachary Reiss-Davis concluded that “ everybody uses social media for work.”. The goal of this review is to gather the data that will give you benchmarks, and from there you’ll have insight into how you can optimize your return on investment, and improve performance of the social media channels that deliver the best returns. Followers. Views.

7 Amazingly Effective Lead Nurturing Tactics

Hubspot

Research conducted by Forrester has shown that marketers see an average 20% increase in sales opportunities from nurtured vs non-nurtured leads. Furthermore, the research also reveals that companies that excel at lead nurturing generate 50% more sales at a 33% lower cost (Source: Forrester, 2014 ). So you are probably wondering…. Which lead nurturing tactics work best?

Four Keys Areas Where the CMO Must Lead

ANNUITAS

Forrester released a report this year that showed that 96% of CMOs either agree or strongly agree that “the breadth of skills needed to succeed in marketing has increased dramatically”.  According to the most recent Content Marketing Institute Benchmark Study , 55% of those surveyed said they would increase spending on content in the coming year.  Alignment With Their Peers.

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Does Modern B2B Lead Generation Really Work?

The Forward Observer

According to Forrester, these days buyers might be anywhere from two-thirds to 90% of the way through their purchase before they finally contact the seller. According to a benchmark study by Marketo , companies with mature lead generation practices achieve better sales productivity and higher revenue growth. Are you struggling to fill your sales pipeline with quality leads?

More is Not Always More: Be Wary of the Volume Game in B2B Demand Generation

Modern B2B Marketing

In fact, according to a 2014 Forrester Content Marketing Benchmark online survey, only 12% of content marketers are focusing on retention, cross-sell, and upsell. . Author: Heidi Bullock Often in life, more can be wonderful. For example, I like more tacos. If possible, I would like seven, not two. would also like more Amazon Prime boxes and more NBA playoffs. More leads? You bet!

Frugalnomics in Effect - Gartner predicts low IT spending growth for 2016

The ROI Guy

Why Change Now? – the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks). Most technology spending decisions are now driven and controlled by business groups vs. formal IT.

How can you Be Provocative without being Arrogant?

The ROI Guy

One of the challenges you face as a B2B solution provider is that more and more deals are stalled, with almost 60% of prospects choosing to “Do Nothing” versus saying “Yes”, this according to Sales Benchmark Index. All of these are answered in a collaborative way using your Prospect’s own inputs and scores / comparisons to a database of best practices and benchmarks.

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Top 50 B2B Marketing Influencers On Twitter

B2B Marketing Insider

ForresterForrester Research, Inc – An independent research company that provides pragmatic advice to global leaders in business and technology. TonyZambito – TonyZambito – Executive Consultant, Sales Benchmark Index. Who are the top B2B Marketing influencers on twitter? Earlier this month, I released the 20 B2B Marketing Blogs you need to read. link].

10+ Essential Research Reports & Guides for B2B Marketers

KoMarketing Associates

Optify’s 2013 B2B Marketing Benchmark Report. Optify’s annual B2B Marketing Benchmark Report details the performance of the primary sources of traffic to B2B websites, extracted by analyzing over 62 million visits, 215 million pageviews and 350,000 leads from more than 600 small and medium-sized B2B websites. MarketingSherpa’s 2012 B2B Marketing Benchmark Report.

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