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| | HUBSPOT
MAY 4, 2010 5 Best Practices for Lead Nurturing Emails
According to Forrester Research, companies that excel at Lead Nurturing are able to generate 50% more sales-ready leads at 33% lower cost-per-lead. In today's post we will review five best practices for creating lead nurturing campaigns that can make your lead nurturing campaigns a success. This is a perfect opportunity to promote a free trail or the download of a demo.
| | MARKETING GENIUS BLOG
MAY 21, 2010 New Focus Needed for B2B Marketers
This past Tuesday, Craig, Forrester analyst Peter Burris and I headed up a webinar where Peter outlined Forrester’s take on the key B2B challenges and paths for today’s B2B marketer. Forrester’s numbers from the same survey confirm the surge toward social where 85% of B2B buyers are using social to help make decisions. Forrester points out it’s a bit of a mismatch. Marketers are moving more to interactive demos and videos to get the information out, most likely through public social channels. The Focus launch via Twitter. Conference. And few ?about Tweet This!
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| | TOM PISELLO
JUNE 16, 2010 This isn't your Dad's B2B Sales and Marketing
Wednesday, June 16, 2010 This isn’t your Dad’s B2B Sales and Marketing Back in the day, in the 1970s and 80s, companies like Xerox and IBM established the best practices on how B2B, and especially technology, was successfully marketed and sold. Then walk them through the sales cycle — with a demo, proposal, etc. Kaput. According to Mr. Ogden. Think Again.
| | MODERN B2B MARKETING
MAY 16, 2010 5 B2B Social Media Success Stories
case studies and demos). The Facebook fan page of Forrester Research is a constant source of interaction for its fans. Forrester Research. Forrester Research is another shining star in the world of B2B social media, which seems natural since part of its business is to follow the latest social media trends and predict the growth of the social web. UnitedLinen. Kinaxis.
| | TOM PISELLO
OCTOBER 11, 2010 Tom Pisello: The ROI Guy: Marketing Hierarchy of Needs: Achieving.
According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. Marketing Hierarchy of Needs The Marketing Hierarchy of Needs™ represents a hierarchical view of marketing practices, services and investments. Frugalnomics in Full Effect: Forrester and Gartner. Forrester: Understand and Drive Outcomes for Sales.
| | INDUSTRIAL MARKETING TODAY
DECEMBER 7, 2010 B2B Lead Generation without Lead Nurturing is Doomed to Fail
Additional research from Forrester , CSO Insights , Brian Carroll and Marketo demonstrates that lead nurturing does produce measurable results as follows: Reduced the number of marketing-generated leads ignored by sales to as low as 25%. It is not just about posting a bunch of white papers, case studies, online demos and webinars on your website and hoping that someone will download and read. Lead nurturing and its best practices is a vast subject. Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities.
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TOM PISELLO Tom Pisello: The ROI Guy: Basic Content Marketing Trumps Social.
| FRIDAY, AUGUST 20, 2010
Surveying buyers and B2B marketers about specific factors that motivate recipients to opt-in, open and engage with vendors, MarketingSherpa and IDG show that Social Media and blog content lag considerably behind other marketing tools, particularly promotional and education content, tutorials / demos
, competitive comparisons and buying guides, free research reports and peer best practice
/ benchmarking tools. Frugalnomics in Full Effect: Forrester
and Gartner. Forrester
: Understand and Drive Outcomes for Sales. Forrester
and IDC think Sales Enablement is a Big. MORE >>
THE ROI GUY How will the Economy Affect the Buyer’s Decision Process in 2012?
| WEDNESDAY, NOVEMBER 30, 2011
So let’s review each stage of the process, how the current conditions are making the journey more difficult, and how B2B solution providers can optimize their content and engagement practices
to help facilitate and shorten cycles. However, it is during this early phase that buyer’s indicate establishing strong provider preferences, with Forrester
indicating that 65% of vendors who create the buying vision during these early phases of the journey getting the deal. However, continued economic uncertainty will make this desire hard to fulfill. MORE >>
THE ROI GUY Happy New Year! Maybe not for IT Sales & Marketing
| FRIDAY, JANUARY 6, 2012
way may be for IT solution providers to optimize their marketing content and sales engagement practices
to help facilitate the buyer’s journey, working hand-in-hand with today’s more overloaded, skeptical and frugal buyer to break through the status-quo bias to identify and address important opportunities, justify investments and make valuable purchases. The final Decision is a best
-value bake-off, where Forrester
indicates that 35% of vendor selection decisions are made. growth forecasts. predictions. Source: Gartner Says Worldwide IT Spending to Grow 3.7 MORE >>
TOM PISELLO Five Reasons You May Not Be Spending Enough on Content Marketing
| MONDAY, NOVEMBER 29, 2010
For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice
leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues. According to SiriusDecision buyer studies, the most favored sources of content during the early stages of b-to-b decision-making are: White papers (64.4%); Peer referrals (51.1%); Webinars (48.9%); Trials or demos
(42.2%); Analyst reports (37.8%). Powered by Blogge MORE >>
MODERN B2B MARKETING How to Measure the ROI of Your Marketing Programs
| THURSDAY, MARCH 14, 2013
If a Lead becomes a Prospect after watching a product demo
, that demo
would receive revenue credit, even though a sales rep had nurtured the Lead in several other ways. Doesn’t account for the influence of subsequent touches– so insights are directional at best
. This is called multi-touch attribution , and it is often best
done with a simple even distribution – if there were five touches, each touch gets a 1/5 of the revenue. That’s why I believe it’s often best
to weight all your touches equally. Why Measuring Marketing Programs is Hard. Multiple touches. MORE >>
- Tom Pisello: The ROI Guy: The End of Marketing as We Know It. TOM PISELLO | FRIDAY, SEPTEMBER 17, 2010
- The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content THE ROI GUY | FRIDAY, SEPTEMBER 17, 2010
- 17 Silly Missed Lead Generation Opportunities HUBSPOT | TUESDAY, JANUARY 3, 2012
- Online Analytics in Action: Footprints in the dark INSIGHTIQ BLOG | WEDNESDAY, NOVEMBER 17, 2010
- Tom Pisello: The ROI Guy: Who Do You Trust? Industry Analysts. TOM PISELLO | THURSDAY, JUNE 3, 2010
- How To Create A Know-It-All Company - CIO.com - Business Technology Leadership BUZZ MARKETING FOR TECHNOLOGY | FRIDAY, JUNE 27, 2008
- B2B Lead Management Market Heats Up DELICIOUS B2BMARKETING | FRIDAY, JULY 31, 2009
- A Strategic Approach to Sales Enablement [eBook] BRN.SK | TUESDAY, MAY 7, 2013
- Marketing Hierarchy of Needs: Achieving Marketing Efficiency and Effectiveness THE ROI GUY | MONDAY, OCTOBER 11, 2010
- Five Reasons You May Not Be Spending Enough on Content Marketing THE ROI GUY | MONDAY, NOVEMBER 29, 2010
- Top 25 Articles and 8 Topics in B2B Marketing for March 2010 B2B MARKETING ZONE POSTS | MONDAY, APRIL 5, 2010
- Digital Natives in Our Midst | Advice and Opinion BUZZ MARKETING FOR TECHNOLOGY | FRIDAY, JUNE 27, 2008
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