ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Forrester does a great deal of buyer journey research on sources of influence in a lot of other dimensions: First, buyers do like to talk to vendors early in the process. But, like any average, it’s wrong.

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Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

MAY 21, 2015

Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation. Quote from Forrester Research: “Only 15% of salespeople articulate how their solution is going to solve business problems.”. Heat Mapping.

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Conversion Buying Cycle Forrester Consulting 120

ViewPoint

MARCH 6, 2012

According to Aberdeen , 40% of the sales-forecasted pipeline among Best-in-Class companies is generated by marketing, compared with 22% among Industry Average firms and 13% within Laggard companies. Moreover, Best-in-Class companies report a 31.6% Source: Forrester, Metrics that Matter for B2B Marketers, October 26, 2011.

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Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

SEPTEMBER 24, 2013

SiriusDecisions believes that it is need that has emerged as the most important element in this acronym, doing the best job of cutting through an often-confusing set of factors and clarifying direction for the rep or channel partner.". Jeff Ernst (Forrester). Tony Jaros (SVP, Research, SiriusDecisions).

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Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

APRIL 13, 2012

In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. Jeff joined Forrester after spending 20 years in sales and marketing. Jeff Ernst's research at Forrester. Stay Tuned.

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Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 5, 2015

I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. The best programs vary up the messaging, but using multiple channels (not only email!) and a variety of message types.

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