Reputation to Revenue

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Is sales enablement dead?

Reputation to Revenue

Forrester's upcoming forum is a great example.). It's one of the few areas of increased spending (along with digital marketing, of course) amid relatively flat marketing budgets. Tags: Collaboration Creating Demand Marketing Sales Strategy B2B enablement Forrester IDC ISBM ITSMA marketing Neil Rackam sales sales cycle sales enablement sales support SAVO solutions Indeed not.

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Forrester Sounds the Digital Marketing Alarm


The years change but the marketing plans pretty much stay the same, according to recent research from Forrester. ” – Forrester Research. 2016 B2B Budget Plans Show That It’s Time For A Digital Wakeup Call. ” – Forrester Research. The post Forrester Sounds the Digital Marketing Alarm appeared first on Vidyard. But has spending?

Video Marketing Success Starts with Distribution, says Forrester


Many marketers are underestimating the importance of distribution and treating it as an afterthought, according to a recent Forrester report. Different people are on different platforms for different reasons and Forrester argues that your content must align with this. The post Video Marketing Success Starts with Distribution, says Forrester appeared first on Vidyard.

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

KoMarketing Associates

With the end of year fast approaching, many organizations are taking a good look at budgets and priorities for the new year. B2B marketers identified 15 different channels their marketing budgets will be focused on; for the vast majority of respondents, spending will remain the same or increase across all channels. Forrester’s New B2B Buyer. Software Solutions Used.

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Joint Forrester, ITSMA, and VisionEdge Marketing Survey Finds Marketers are Operationally Proficient but Strategically Stalled

Fearless Competitor

AUSTIN, Texas —May 21, 2013—VisionEdge Marketing (VEM), ITSMA, and Forrester, organizations committed to helping marketers improve their effectiveness, released the findings from their 2013 Marketing Performance Management (MPM) Survey. Over half of marketers use measures of operational efficiency such as on-time delivery, budget, productivity, campaign performance and lead data.

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. It’s apropos to the start of a new year, the time when business budgets are finalized and dollars allocated based on hard looks at – and hard decisions about – what yields the highest ROI.

What’s the killer app in B2B marketing? Face-to-face events


Year after year, events and trade shows clock in as the single largest line item in B2B budgets. 20% on average, according to Forrester.  I’ve seen companies that devote as much as 60% of their spend to face to face. B2B Marketing B2B marketing conference Event marketing face to face marketing Forrester lead generation trade showsIt’s not digital, except tangentially. Bingo.

There is no community on social media

grow - Practical Marketing Solutions

And when I saw that headline reporting on a speech provided by a Forrester executive , it made me pause. If you want a community, you need to build a community, and that means a branded community on a domain you own. I am generally a fan of Forrester and their research but this observation has me dumbfounded. Now that’s a headline that gets your attention, right? Your thoughts?

Survey of Surveys: Budgets and Process are Main Barriers to Marketing Technology Success

Customer Experience Matrix

Budget issues emerged as a clear number one, but they reached that rank on just four of the seven surveys and ranked quite low on the other two that included them. Winterberry and Forrester were specifically about online marketing, Gleanster and Marketing Sherpa were B2B surveys, and IBM and the two CMO Council studies were of general marketers. Results are below.

Five Findings From Forrester Consulting’s “Driving SMB Revenue In A Tough Economy”

Marketing Action

We recently commissioned Forrester Consulting to research how small and medium-sized businesses were adapting their marketing methods in response to the current economic uncertainty. Join Act-On’s Jeff Linton in a free webinar to learn seven actionable, achievable habits that any SMB can use to drive revenue, based on this research from Forrester Consulting. SMB use a lot of tactics.

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How To Use Increasing Digital Marketing Budgets


So, you have more digital-marketing budget this year. Just last year (2013), 55% of marketers across the globe increased their digital marketing budgets. The answer depends on your company’s needs, including its current priorities, the industry you’re in, the audience you’re trying to attract, and the size of your budget. Congratulations! Enough said.

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%

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.

Content marketing’s $40 billion miss


Forrester Research has a new report that should serve as a wake-up call to B2B marketers, but probably won’t. On the question of the value buyers derive from the content B2B marketers put in front of them, O’Neill reports that “They delivered a resounding thumbs-down,” in Forrester’s most recent research, “responding decisively with phrases such as ‘trash’ and ‘useless.’ ”.

A Call for Marketing Enablement


This is an issue that must be addressed given that according to Forrester, 96% of CMOs have stated that their departments are being asked to do things it has never been asked to do before. As we head into 2015, many organizations are in the throes of planning and defining their budgets. ANNUITAS recently published a B2B Enterprise Demand Generation Survey. Only 2.8% said effective.

The Top 3 Priorities for 2010 Marketing Budgets

delicious b2bmarketing

About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Design PR SEO-SEM Social Media Strategy More testchannel AdROCK eBooks Educational Facebook Guest Posts Twitter The Top 3 Priorities for 2010 Marketing Budgets November 2nd, 2009 | By guestblogger By Tom Pick | Online Marketing Executive | KC Associates With a lingering recession, the U.S. unemployment rate still near 10%, and uncertain prospects for a quick recovery , marketers need to keep two things in mind. First, that it’s important to continue investing in marketing through the downturn.

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

The ROI Guy

According to Forrester, less than 12% of sales engagements are focused on customer value. Trillion in 2013 IDC 2012 Buyer Experience Study (a survey of 204 IT buying organizations) Forrester Sales Enablement Conference 2012 SiriusDecisions SiriusIndex, results from 2011 - 2012. This represents a significant uptick in spending growth from the anemic 2012 rate of only 1.2%. Why Now?

Five 2015 B2B Demand Generation and Content Marketing Resolutions


In Forrester’s 2013 report B2B CMOs Must Evolve or Move On , 97% of CMOs either strongly agreed or agreed “Marketing must do things it hasn’t done before in order to be successful.”  Yet so few marketing budgets include training for these skills that are needed. Blog Buyer''s Journey buyer-centric Customer lifetime value Engage-Nurture-Convert Enterprise Demand Generation Study Forrester In the ANNUITAS B2B Enterprise Demand Generation study, more than 60% of respondents stated that they ran over 15+ campaigns on an annual basis. The real question however, is what is next?

Tom Pisello: The ROI Guy: Drive Budget Planning with the “IT.

Tom Pisello

Thursday, October 07, 2010 Drive Budget Planning with the “IT Hierarchy of Needs&# For Information Technology, it’s not how much you spend, but what you invest in that matters. But as budget season looms for most organizations, how can you be sure IT is getting its fair share to drive innovation and bottom-line impact? Frugalnomics in Full Effect: Forrester and Gartner.

The new ABCs of Selling: Always Be Challenging!

The ROI Guy

Unfortunately, buyers indicate that: 10% of sales reps are still pitching products right out of the gate, or pseudo-solution selling, asking a few questions before diving into a one-size-fits-all product pitch (Forrester). Tailor: Delivering content that is tailored or dynamically interactive to address individual prospect challenges and value drivers. The key? decision makers?

What three mistakes are you making with video marketing?

PR Meets Marketing

I recently read a video marketing report by Forrester, Branded Video Marketing Success Starts With Customer-Centric Distribution (Samantha Merlivat, October 16, 2015). Per Forrester the days of “organic viral” videos have past. By keeping this mind during the planning phase, your able to maximize your video marketing program in terms of budget, time and results.

No Decision is No Excuse

The ROI Guy

They are not buying your proposed solution, and chances are they didn’t get back to you to tell you the bad news, o r they did, only to indicate that it’s going to go on the back burner for now, or there's no budget. 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).

Sales and Marketing Alignment in 2013? Not so Fast!

The ROI Guy

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. The most telling, if Marketing were given 10% more budget, where would they spend it? Although there is a desire for alignment, where the rubber meets the road, the story is quite contrary.

The Modern Day Social Seller: Buyers are More Empowered, But So Are You!

The ROI Guy

At the same time, Forrester reports that earlier engagement is more important than ever - with 76% of the deals going to the solution provider that is able to help the prospect identify the top priority issues to address and establish the buying agenda (versus only 24% going to the rep who can win the bake-off). Alinean challenger selling conversation fuel customer conversations Dan Sixsmith Forrester ICE Insights Pisello Provocative Selling Selling with Insights SiriusDecisions Value Marketing Value Selling So what are these insights?

The DNA of a Top Performer—Are You Cut From the Same Cloth?

Marketing Action

The questions we asked were taken from an Act-On and Forrester Consulting Report titled “Driving SMB Revenue in a Down Economy,” in which those initial results revealed a new model for successful companies, referred to as “Top Performers.”. We recently surveyed 101 of our customers in the small and medium-sized business category about their online marketing practices.

SMB 29

TCO is So 1990: TCS is the new TCO

The ROI Guy

Think back to the 90's: Bill Clinton and the Bull market, Flip phones and the Internet, Forrest Gump and Pulp Fiction, Boy Bands and Nirvana, Friends and Seinfeld. Cloud Economics Cloud TCO Gartner IT Budgets IT Economics Kirwin TCO TCS Total Cost of Ownership Total Cost of Servicesand if you were in IT, it was all about TCO – Total Cost of Ownership. TCS could be that new model.

How Living in the 57 Percent Will Impact Your Content Marketing Strategy in 2015


As we head into 2015 and final strategies are being developed and budgets finalized, it is incumbent upon marketers to understand that not all content is created the same.  It is now our job to develop content that Engages and Nurtures throughout that 57 percent and once they do engage with sales, enable and train them on Conversion content. This requires more than just pumping out content to fill various channels which 57 percent of marketers do “all the time” according to Forrester.  Blog Buyer''s Journey Content marketing strategy Demand Generation Strategy Forrester

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. TCO Tools Sales Enablement ROI tools Alinean ValueStory TCO Calculator interactive white paper Forrester TCO Benefits Estimator Pisello Sales Tools Value Selling ROI AnalysisQuantify the Pain Why Now? Justify the Gain Why You?

It's Official: Forrester Says B2B Buyers Hate Confusing Jargon

What Works - What Doesn't

Now, it’s official – or at least corroborated by a Forrester Research Inc. Only 15% of the exec surveyed by Forrester felt their meetings with salespeople are valuable and live up to their expectations, and only seven percent usually accept a follow-on meeting. I’ve been yelling for years that technical jargon in marketing content turns off B2B business buyers. report.

Happy New Year! Maybe not for IT Sales & Marketing

The ROI Guy

For IT executives, budgets will remain constrained, an environment of do-more-with-less. Serious budget constraints make even high ROI projects hard to get approved. And in today’s economy, finance is playing more of a key role in setting strategy and budgets – a risk adverse bunch that will need extra convincing. growth forecasts. predictions.

Let the Good Times Roll? IT Spending on the Rise, But Executives Remain Economic-Focused

Tom Pisello

A recent IT spending survey from Forrester confirms that 2010 remained a tough year for IT. Although enterprise technology budgets were trending upward, the progression was slight, in 2010 compared with 2009. As could be expected, Forrester indicates that the majority of 2010 IT spending went to support existing operations – essentially “keeping the lights on”.

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


Budget: $0 (I have no budget, I need something free!). Budget: Under $500 per month. Budget: $500-1,000 per month. Budget: We don’t need no stinkin’ budget. 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.&#. These tools are among the best for social media monitoring, whatever your budget and needs. simple tool like Google Alerts would pick up most stray citations. No more.

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Email Adoption High But Lacking Best Practices

The Effective Marketer

A Forrester Research “ How US Maketers Use Email &# Report sheds some light into the use of email by B2B and B2C companies. Despite email’s prevalent use, interactive marketers still don’t do all they can to get the full value out of their email efforts – Sarah Glass, Forrester Research. Marketing Budgets and Email Effectiveness. Online Video.

SMS 11

Are you CIO Worthy?

The ROI Guy

From Forrester, as reported in their Sales Enablement Forum earlier this year, buyers can easily categorize salesperson agendas, with: · 27% only wanting to tell the buyer about their products / solutions (transactional focused) at over 27% of the time; · 41% listening for a keyword or two so they can give a prepared pitch (buzz word solution focused). Financial Justification – For today’s risk adverse and budget constrained CIO it is often easier to do nothing, than change. As most CIOs have been forced to do more with less, this time allocation is more precious than ever.

Sales Enablement and The Economic-Buyer

Tom Pisello

To effectively fight Frugalnomics, improve sales success and reduce sales cycles, new sales enablement strategies and investments may be required: 1) Engage Earlier – empowered by the Internet, buyers are doing more of their own research on-line, often having set a strategy, allocated budget and selected potential solutions before sales has been invited to the first meeting. April 2009.

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?

28 Awesome B2B Social Media Statistics

Social Media B2B

Forrester predicts B2B interactive marketing spending to reach $4.8 Budgets : B2B product marketers were spending an average of 3.4% of their marketing budgets on social media in February 2010, and B2B services marketers were spending 6.5%. 39.2% of B2B marketers say they plan to boost their marketing budgets in 2010, 47.5% Among those that plan to increase budgets, 11.1% plan to increase budgets less than 10%. Tags: Communications Marketing budget channels forecasts measurement social media measurement statistics stats Source ). Source ).

Tom Pisello: The ROI Guy: Frugalnomics in Full Effect: Forrester.

Tom Pisello

Wednesday, October 20, 2010 Frugalnomics in Full Effect: Forrester and Gartner Downgrade IT Spending Outlook In the latest research from Gartner and Forrester, both IT research firms revised their annual spending projections over the next few years, predicting lower budgets and slower growth. ▼ October (8) Tech Marketers May Need to Rethink Budgets for 201. uptick.

Strong IT Spending Growth Predictions from Forrester Assures IT.

Tom Pisello

Tuesday, August 03, 2010 Strong IT Spending Growth Predictions from Forrester Assures IT Sales & Marketing Success? George Colony, CEO of Forrester, in Forresters most recent earnings conference call, indicates that: "As we move beyond mid-year, Forrester continues to predict growth in the IT market both here and abroad." Marketing Budgets on The Rise. globally.