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Study: most B2B tech companies lose sales deals they didn’t even know existed

Sword and the Script | B2B

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.”

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Why Connected TV Advertising Is Key in Your Brand and Demand Strategy

Madison Logic

Yet more and more marketing leaders faced with larger buying committees and longer buying cycles are realizing the need for a balance and a stronger link between their brand and demand activities. Forrester research finds that 67% of B2B marketers say buyers are taking longer to commit to purchases than last year.

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Five Sales Enablement Tactics B2B Marketers Need to Master

Webbiquity

More than 75 percent of prospects feel the sales professionals who contact them lack knowledge of their specific business, role and responsibilities at work, or even the issues they’re trying to resolve, according to research from Forrester. Map Content to the Buying Cycle. Nurture Your Sales Team like Customers.

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5 Tips for Effective Cross-Sell and Upsell Campaigns

ClickDimensions

This finding from Forrester is particularly important to organizations since the onset of the pandemic. Depending on what your business sells and your buying cycle, introducing customer loyalty perks as part of a cross-sell or upsell effort can be an effective way to encourage both present and future purchases. Happy Marketing!

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4 B2B Marketing Resolutions for the New Year

Madison Logic

Forrester Research predicts that poorly personalized content will degrade the purchase experience for 70% of buyers over its failure to demonstrate an understanding of their business needs. According to Forrester, buyers aged 25-44 will make up three-fourths of business buying teams in 2024.

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Plan Before You Execute

Televerde

Having the right technology, and knowing how to use it, is the essential first step in getting the kind of results attributed to modern marketers in a Forrester survey of marketing decision makers which shows, among other things, that 94% of modern markers attain significant market share, with 49% holding the market-leading position. [1].

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Important KPIs to measure sales and marketing alignment

Conversica

Forrester Research reports that 74% of business buyers conduct more than half of their research online before making an offline purchase. Furthermore, a Topo blog post on best practices for building a revenue machine cites a SiriusDecisions poll of 300 sales leaders that found: “The top third of the sales cycle has gone away.