The ROI Guy

OCTOBER 26, 2018

I had the pleasure to present at a VIP Breakfast yesterday within the Forrester B2B Marketing and Sales event, on-stage with Mary Shea, Principal Analyst for Forrester, This included announcing live our merger with Mediafly, a leading sales enablement company. Clearly, expectations are being missed.

Forrester 69

Forrester Marketing Management FAQ B2B Sales 69

Outreach

FEBRUARY 23, 2021

As the world settles into the new normal, Forrester Research predicts that 80 percent of B2B sales will happen remotely, while 53 percent of B2B workers hope to continue to work from home. It is not enough for your sales reps to personalize for personalization sake. This needs to be clear in all lines of communication.

Conversion 59

Conversion Curation Forrester B2B Sales 59

KoMarketing Associates

JANUARY 23, 2018

For instance, an epic blog post that takes 20 hours to create will get more business results than a blog post that takes just one hour to dash off. equal business results. And it gets you absolutely zero business. Oranges are irrelevant to your business. That content could generate enough business to pay its way, too.

Top of Funnel 275

Top of Funnel Marketing Automation Services Marketing Automation Automation 275

Outreach

JUNE 22, 2021

That’s 3,500 touches per business week. “I Sales managers don’t have time to analyze 100 percent of their reps’ communications and provide personalized feedback. They might point out that Acme Corp was started by a marketing person, whereas we were founded by a product person. Or they could ignore it entirely.

Work Management 89

Work Management Marketing Management Outreach Sales Cycle 89

Seismic

DECEMBER 9, 2021

B2B buying and selling have become reliant on digital technologies, and sales enablement software has graduated from a “nice-to-have” part of the tech stack to “must-have” for businesses aiming to keep up with the rapid pace of change. Looking forward to 2022, enablement innovation won’t slow down. The new “lobby learning”.

Research 52

Research Work Management Marketing Management Marketing Analytics Tools 52

Ambal's Amusings

AUGUST 27, 2010

Content addressed to a Business Decision Maker. We asked B2B Marketing Experts the following question - "How should content that is addressed to a Technical Decision Maker be different from content that is addressed to a Business Decision Maker? Content addressed to a Technical Decision Maker 2. Ardath Albee.

Work Management 100

Work Management Marketing Management B2B Business 100

The ROI Guy

JANUARY 25, 2017

Although buyers leverage digital more than ever in their decision making process, and as a result appear to engage with reps later in the decision making process (up to 57% of the way through), sales reps still have a big impact, ESPECIALLY if they can intersect early in the buyer’s journey, and with value.

Comparison 40

Comparison Peer-to-peer Forrester Marketing Management 40

Cintell

MARCH 10, 2016

This is business. We need ROI. We need tangible results. We need PROOF! Benefits of personas across the business: Persona-based marketing messaging : Best practice demand creation strategy that includes more personalized and customized messaging built on personas yields two times the average sales pipeline.

Lead Scoring 100

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 100

Scoop.it

OCTOBER 29, 2019

Because many organizations don’t understand why sales reps need content and what types of content to provide them to help them win more deals. Why Do Salespeople Need Content? According to Forrester , 62% of buyers prefer to finalize their list of vendors or even decide on a solution based solely on digital content they consume.

Top of Funnel 53

Top of Funnel Buyer Personas Content B2B Thought Leadership 53

Madison Logic

MARCH 13, 2024

According to Forrester research, millennial buyers aged 25-44 are increasingly shifting into purchase decision-making roles and are expected to make up three-fourths of business buying teams in 2024. What distinguishes millennials buyers from older committee members is their digital nativity.

Purchase 52

Purchase Account Based Marketing ABM Multi-Channel 52

The ROI Guy

SEPTEMBER 22, 2014

A whopping 76 % of the deals don’t go to the company that wins the competitive bake-off, where features make a difference, rather the win goes to the solution provider who engages early to help the buyer establish the buying agenda (Forrester). And to this point, the conversation doesn’t stop at the challenge.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

Mereo

MARCH 26, 2020

you have nothing of which to serve your buyer. And over time, your buyers’ needs you first set out to alleviate change. Between competitive information, win/loss analysis, businesses strategy and more, assessing every internal input can set you up for better success. Not every input needs to be positive.

Work Management 41

Work Management Marketing Management Lead Ranking Demand Generation Agencies 41

The ROI Guy

MARCH 15, 2011

B2B buyers are now relying on industry analysts, peers and trusted 3rd party publications, but not on vendors, to help them facilitate important purchase decisions. Quantified savings, tangible bottom-line impact, low risk, significant return on investment (ROI), and fast payback are the new language of the economic-focused buyer.

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

The ROI Guy

NOVEMBER 29, 2010

This requires the right content at each stage of the buying cycle; Information Overload –buyers are inundated with more marketing messages over more channels than ever before, becoming overloaded and confused, leading to stalled decision cycles. And this is but a fraction of the customization that could be made to personalize content.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

AUGUST 13, 2013

As a result, CEB and others report that sales reps are being invited later and later into the decision process, when some 2/3rds of the buyer’s journey is already complete. More Frugal – In the new “Do More With Less” economy, most buyers have less budget, little resources and a low tolerance for risk.

Gartner 40

Gartner Marketing & Strategy Marketing Strategy Lead Ranking 40

The ROI Guy

JANUARY 17, 2011

As today’s buyers are empowered by the Internet to do their own research and drive their own purchasing due diligence – engaging sales later than ever, or not at all – easy to use versions of these diagnostic tools need to be on-line, readily available, interactive and personalized to empower self-service research.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

SEPTEMBER 17, 2010

It was a case study about an enterprise, and you are a small business, it was outlining benefits for companies in Europe when you are located in the US, or it illustrated case studies for the health industry, and you are in high tech. At the middle stage, buyers need to understand product features and savings / benefits that can be derived.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Hubspot

FEBRUARY 8, 2023

Business leaders are already catching on. Forrester also predicts that the market for AI-powered platforms will grow to $37 billion by 2025. Forrester also predicts that the market for AI-powered platforms will grow to $37 billion by 2025. Personalization. AI tools collect and glean insights from hundreds of data points.

Marketing AI 78

Marketing AI RFP Work Management Marketing Management 78

Salesforce Marketing Cloud

JANUARY 11, 2024

About $3 trillion — that’s Forrester’s estimate for B2B sales by 2027, almost double what it was in 2021. In B2B (business-to-business) sales, one business sells goods or services to another. Decision makers will have different agendas, requirements, and needs for the transaction. Multiple stakeholders.

B2B Sales 59

B2B Sales Practices Work Management Marketing Management 59

Madison Logic

MAY 18, 2023

The only way that companies can stand out among the competition is with content and messaging unique to their brand and the specific needs of their target audience. You still need access to quality data to apply the ideas and personalization necessary to reach buyers effectively.

Work Management 52

Work Management Practices Marketing Management Generation 52

Sana Commerce

OCTOBER 4, 2021

whether market-, business-, or customer-related. But regardless of where organizations stood before it, the COVID-19 pandemic has changed business as usual for good ? From this, businesses are seeing major successes, profitability, and growth. It’s no longer good enough for your business to just meet customer expectations.

Digital Transformation 52

Digital Transformation B2B Sales Enterprise Management B2B 52

Crimson Marketing

MARCH 16, 2015

How enterprises respond to this tectonic paradigm shift in the buyer’s journey will determine the winners and the losers of the future. The traditional business model typified by retail is facing an increasingly embattled existence. Consumers expect shopping to be a personalized and consistent omni-channel experience Click To Tweet.

Advertising Channels 100

Advertising Channels Lead Ranking Mobile Marketing Forrester 100

Sales Engine

AUGUST 23, 2016

In the middle, you staff and execute the show, collect business cards, and set up meetings. Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage. And now there’s a budget cut.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

In the middle, you staff and execute the show, collect business cards, and set up meetings. Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage. And now there’s a budget cut.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Marketing Insider Group

JUNE 7, 2012

And it is about earning a prospect’s business vs. buying it. The buyer is in control and decides whether to act on the content or not. Market Forces Driving The Need For Change. Inbound marketing is the marketing of attraction and earns a business the right to gain a customer. Forrester: CMO Mandate: Adapt or Perish.

Inbound Marketing 100

Inbound Marketing Cost Paid Search Agency Lead Ranking 100

Content Standard

OCTOBER 2, 2020

” — Scott Sorokin “Doing business without advertising is like winking at a girl in the dark. The manufacturer who dedicates his advertising to building the most sharply defined personality for his brand will get the largest share of the market at the highest profit.” They are all about the same.

Paid Content 118

Paid Content Top of Funnel Planning Paid Search Agency 118

Webbiquity

OCTOBER 8, 2019

Business-to-business (B2B) marketing is a passion to those of us who’ve devoted our lives and careers to it. In addition, below are six ways B2B and B2C marketing are different (and note it’s not t hat “B2B marketers sell to businesses, B2C marketers sell to people”), plus one very important way they are alike.

Enterprise Management 232

Enterprise Management Work Management Marketing Management B2B Marketing 232

Martech

APRIL 15, 2022

As a result, you can no longer appeal to buyers using traditional tools. Marketers need a more analytical and innovative approach to selling. This article will walk you through various marketing strategies to help you reach your target business audiences and tell you about a few of the latest trends in the industry.

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Marketing AI Marketing Automation Services Account Based Marketing B2B Marketing 118

ANNUITAS

JUNE 1, 2015

The B2B marketing and sales world was abuzz a few weeks ago when SiriusDecisions reported that the decline in importance of the B2B sales person, which has been reported by many, has been greatly exaggerated. As marketers we love research, we seek out anything that we can quote, reference or plug into a business case.

B2B Sales 100

B2B Sales Top of Funnel Research B2B 100

6sense

AUGUST 24, 2017

The Forrester Wave naming us the leader in the space completely validated my instincts. Sanjay : My passion is to help customers drive business results and solve business problems through technology. If the product itself weren’t already enough to convince me, the team put me over the edge.

Top of Funnel 48

Top of Funnel Marketing AI Lead Ranking Marketing Automation Services 48

The ROI Guy

SEPTEMBER 28, 2010

How do you connect with buyers and make sure your message resonates to them personally? One way to overcome these issues is via Interactive White Papers - by creating content that is dynamic, adaptive and personalized in real time , fundamentally changing the way white papers engage buyers.

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

Metadata

FEBRUARY 16, 2021

And I really love the little that I know about what you do and what you value in your personal life. We’ve only had one person on that doesn’t drink. At the end of my tenure, or we were in business analytics, business analytics platforms. I also love the product. Elissa Fink: It was nice [inaudible].

Enterprise Management 52

Enterprise Management Paid Content Sales Management Work Management 52