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Forrester thinks Content Marketing Isn’t Working – They’re Half Right

The Point

Over at Forrester Research, Vice President Laura Ramos recently talked to Advertising Age (“ Marketers Still Struggling to Get Results from Content Marketing “) about what she perceives as a general lack of return from the investment so many companies are making in content marketing. That hardly seems consistent with the characterization of marketers “struggling” to get results.

Death of a Salesman? Forrester says Yes.

The ROI Guy

At the Forrester’s Sales Enablement Forum last week, a study by Andy Hoar, Principal Analyst at Forrester was revealed showcasing this 22% expected decline over the next five years. The main culprit for the decline is a move to self-service. Forrester survey of 250 B2B Buyers reveals that it’s not just B2C purchases that have moved online.

How to simultaneously attract new prospects and retain loyal customers


One of the challenges business owners face is attracting new customers while trying to retain current customers. Because it’s much tougher to “switch brands” when it comes to complex B2B products and services, B2B companies make the mistake of taking their customers for granted. Instead, figure out how you can provide their business even more value for a fair price.

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research


I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Marketing needs to do a better job of communicating on a one-to-one level and connecting what our products and services can do to make people happy. 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. So it’s not in their best interest to work on leads that aren’t going to close this quarter. Does that figure depend on the type of solution?

Forrester study: How marketing analytics increases business performance


Google recently asked Forrester Consulting to survey 150 marketing, analytics and IT executives about the measurement challenges they face. The results showed that: Only 26 percent believed that their marketing analytics tools are well-integrated and work seamlessly together. The post Forrester study: How marketing analytics increases business performance appeared first on Opentopic. Marketing - Financial ServicesOn the other hand, marketers are 39 percent more likely to see improvement in their overall marketing performance when they deploy a.

16 Enigmatic Business Blogging and Other Marketing Stats


This final installment covers some fascinating though sometimes contradictory and confusing stats about business blogging and the value of marketing. For example, what percentage of businesses maintain company blogs? One may have thought this question was answered years ago by Milan Kundera who famously said , “Business has only two functions – marketing and innovation.”.

Work Hard, or Work Smart? Automate Your B2B Lead Nurturing

The Forward Observer

Prospects are spending more time on the web doing research about your company’s products and services. Lead nurturing is the process of building relationships with qualified prospects regardless of when they will buy, with the goal of earning their business when they are ready. Automated lead nurturing will help you keep in touch. The B2B buying process has changed forever. How soon?

New Report Confirms Immaturity of Most Marketing Automation Deployments

The Point

A new report from Forrester Consulting, commissioned by marketing automation provider Silverpop , offers little in the way of groundbreaking insights, but does provide plenty of data confirming what most already know: that many companies are failing to realize the true potential from their investments in marketing automation. cross-sell and up-sell).

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.

Does Modern B2B Lead Generation Really Work?

The Forward Observer

On the Internet, the buyer can research their initial problem, possible solutions and even the seller and their products and services. According to Forrester, these days buyers might be anywhere from two-thirds to 90% of the way through their purchase before they finally contact the seller. Modern Lead Generation Works. And it works, too. Here's how to think about it.

Lead Generation Business Models


Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. When you join our team, you not only get a product that both partners and customers love, but a team everyone loves to work with. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. divider style="simple"].

The Role of MarTech in Customer Service — The New Marketing


He was also very kind and helpful in giving me advice when I started working on my own book, Hacking Marketing. This guest post is based on Jay’s new book, Hug Your Haters — illuminating customer service as the new marketing and the role that a new generation of marketing technology plays in its success. Customer service is the new marketing. Terrific food for thought.

Three reasons social media marketing favors small businesses

grow - Practical Marketing Solutions

For example, I sat through a Forrester presentation on new social web marketing analytics and their ideas on measurement took resources that were way out of reach of the small business owner, meaning … most of us. Are small businesses going to be crowded out by the big chains and big marketing budgets? That’s how business works! Coca-Cola. Pie chart! 

Boost Your Business with Live Chat


What timing could be better to engage customers than real-time while they are viewing products/services on your website? Let’s discuss an underutilized tool called live chat and see how it can boost your business and give you a leg up on the competition. How does live chat work? You can have as many or as few agents as you want depending on your business needs. Busines

B2B Marketers: Is Your Online Brand Working?

B2B Marketing Traction

According to analyst Sheryl Pattek of Forrester Research , by the time Business-to-Business (B2B) buyers engage with you online, they are 60% or more done with their buying process. We need to know our customers and how they access information, both business and personal. 2. What does this mean for B2B Marketers? 1. We need to add value and engage with customers. 5.

Creating New Business with Lead Generation


Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. When you join our team, you not only get a product that both partners and customers love, but a team everyone loves to work with. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. divider style="simple"].

Four Trends Elevating Marketing as the Key Business Engine


As Doug Davidoff of Imagine Business Development points out : “as recently as five years ago, it was not unusual for me to meet with companies that were several hundred million in revenue who had no marketing department or focus whatsoever.”. Now marketing is rapidly emerging as the engine of the company, touching all aspects of the B2B business. How things have changed! Conclusion.

Social Business Q&A: 10 Questions with Augie Ray

It's All About Revenue

When my career began to take a new shape, it was his reports (when he was an analyst at Forrester Research) and writing on “ Experience: The Blog ” that, unbeknownst to him, helped me clarify what I wanted to do, why I wanted to do it, and how I wanted to do it. His perspective was business first – never social for the sake of social. What’s the difference between social media and social business? view social media as a medium, and in this medium you can do a variety of things–service, business intelligence, marketing, commerce, etc.

From High Touch to Low Cost – A Disturbing Trend in B2B Selling?

The ROI Guy

Last year, new research from Forrester boldly predicted the Death of the B2B Sales Rep, making some stark forecasts: Much of B2B buying will not need sales reps anymore, and will move to lower cost self-service or inside sales reps. This as the cost of sales reps, specialists, architects and business value consultants climbs ever higher. Will this work?

B2B Social Marketing: ALL Decision-Makers Use Social for Work

Marketing Action

According to Forrester Research ’s B2B Social Technographics® numbers, fully 100 percent of business decision-makers use social media for work purposes. 98% of business decision-makers are Spectators (they read blogs, watch videos, or listen to podcasts). For some businesses, Twitter works very well indeed. What does this mean for marketers? B2B Marketing

Work Hard, or Work Smart? Automate Your Lead Nurturing

The Forward Observer

Prospects are spending more time on the web doing research about your company’s products and services. Lead nurturing is the process of building relationships with qualified prospects regardless of when they will buy, with the goal of earning their business when they are ready. Automated lead nurturing will help you keep in touch. The B2B buying process has changed forever. How soon?

Focusing on your Klout score is detrimental to your business

Confluent Forms

We've been fielding questions from clients (and potential clients) about Klout scores, Hubspot, and what all these services mean for their websites and their businesses. There is a perception and fear among these business owners that they're not doing enough to "engage", and thereby missing potential customers. Please continue reading for our analysis. What is Klout? Possibly.

Revenue Acceleration Through Content Marketing Is A New Opportunity For Marketing Service Providers

Modern B2B Marketing

Just 15% (each) is collected from either the vendor’s marketing department or the sales contacts.  In a Forrester report last year on content marketing being the new differentiation, I described the new interaction model of need-match-engage, where the buyers now initiate the interaction and spend a major part of their buyer journey doing their own research before calling in potential suppliers.

B2B Social Media Marketing -- Does It Work?

delicious b2bmarketing

Are you a Search Engine Watch Member? | Log in now ClickZ Interactive Marketing Events Search Engine Watch Search Marketing Conferences Subscribe to Newsletter Subscribe to RSS Feeds Free Webcasts Members Area Forums Advertise You are here: SEW Home › Experts › Social Media Marketing › B2B Social Media Marketing -- Does It Work? Real-Time Activity Stream B2B Social Media Marketing -- Does It Work? Nearly 85 percent of B2B decision makers are online and using social media to help in their decision making, according to Forrester Research estimates.

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Use Buyer Persona Research To Improve B2B Customer Experience

Tony Zambito

Recent research by SiriusDecisions found that for 80% of B2B buyers surveyed, customer experience counted as the top significant reason why they chose to work with a specific provider over another.  Whereas in an age of hard to come by differentiation the actual product or service offering plus price combination accounts for only 20% of buying decisions. by Creative Stall.

Are the 4Ps Still Relevant or In Need of a Major Reset?

The ROI Guy

For B2B solution providers, the 4-Ps include: Product – a marketer must understand how their product/ service fits into the adoption life-cycle (innovation, early adopter, early / late majority and laggards), as well as product mix - increasing the depth of the product/service features and potentially the number of product/service lines. Place – Where you can purchase the product / service, such as direct from a sales rep, through a channel partner, in a store or on-line via e-commerce. What is the cost of sticking with business as usual / the status quo?

How the Top Online Video Platforms Are Taking Businesses Beyond YouTube


Fast forward to 2016 when businesses are investing in video to fuel engagement with prospects and customers. In this new world, businesses need to consider a new strategy ‘beyond YouTube’ for hosting, publishing, optimizing and tracking the performance of their online video content. OVPs Deliver Personalized, Interactive Videos Experiences Built for Business. support.

Do the Math to Calculate the ROI of Business Blogs

Blue Focus Marketing

Marketers are being held increasingly accountable for delivering positive, measurable results that align with their businesses’ goals and objectives. Forrester’s Brian Kardon encourages executives to play with social media, to “experiment” and to not be afraid of testing out new ideas or opportunities.  “You can always take it down,” according to Kardon.  And it’s all about winning. 

SMB 34

The Three E's of Boosting Sales Productivity

The ROI Guy

Alinean Forrester IDC Insights Pisello Sales and Marketing Productivity Sales Enablement Sales Training SAVO Selling with Insights SiriusDecisions Value Gap Value Selling The current strategies of revenue growth via hiring more sales reps and throwing a ton of training and content at them are less than productive. So the big question … what are you doing today to address the three E’s ?

Can Find New Customers help my business?

Fearless Competitor

B2B Lead Generation | Can Find New Customers help my business? Can we help YOUR business? Are your lead nurturing campaigns not working? Editor’s Note: Forrester Research found 3 out of 4 companies that invested in lead management software (Eloqua, Marketo, Silverpop, Manticore, etc.) Do you sell products and/or services to organizations rather than individuals?

Lead 36

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

The ROI Guy

By Dan Sixsmith and Tom Pisello The research and the reality: B2B buyers are more empowered than ever, using the Internet and social media to research your company, products, services, customers, team, history and competitors - self propelling themselves toward a purchase decision. nternet and Social Media Research Works Both Ways Buyers will engage earlier with sales reps who can help them overcome challenges and drive competitive advantage. Here''s how the top sales teams are dealing with this new reality, to generate earlier engagements less stalled deals and higher win rates.

Top 3 Challenges in Reaching the BIG Small Business Market


We were recently in Seattle, home to a number of big technology and telecommunications companies, and were delighted to have marketing executives share their time as well as their thoughts concerning business challenges with us. One major telecommunications firm told us that 90% of their current customer base is consumers; they view the SMB market as the next, most profitable business line.

Five Facebook Tips for Small Businesses

Paul Gillin

Most small businesses are terrible at marketing in general and online marketing in particular. But with Facebook becoming the place you just have to be for businesses of all sizes, a little marketing know-how comes in handy. When we look at what platforms our small business customers are using for social media marketing, 94% of them are on Facebook,” Schmulen said.

How 15 Real Businesses Are Getting Creative With Vine for Marketing


Below are some examples of businesses proving that Vine can be an effective marketing platform, and that you can say a lot in six seconds! Gogo, an in-air internet provider for business and commercial flights, got its Twitter followers riled up by posting a quick clip of what they could win in the upcoming giveaway. Which business do you think used Vine the best? Loving #vine

Salesfusion Strengthens Sales Management Team, Wins New Business With Smart Marketing Automation


Why Partner With SalesFUSION. [/one_half] [one_half_last valign="middle"] [frame style="none"] [/frame] [/one_half_last] [divider style="simple"] Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. When you join our team, you not only get a product that both partners and customers love, but a team everyone loves to work with. Feel confident that even your toughest customers will in fall love with our product and service; making you their hero. [one_half valign="middle"] Partner Portal.

How to Tackle Real-Life Social Media Customer Service Obstacles


eMarketer research reveals that 46% of customers want to solve a problem when they're engaging with a brand on social media , and 39% are looking to give feedback about a product or service. Take a look, and see how you could implement social media as a customer service avenue based on their examples. Obstacle 1: Mixing Customer Service Messages and Marketing Messages.

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Forrester and IDC think Sales Enablement is a Big Deal. and We Agree!

The ROI Guy

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. According to Forrester, companies are spending worldwide, on average, 19% of their SG&A costs, some $135,262 per quota-carrying salesperson, in sales support-related activities. Source: Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc., April 2009).

5 Marketing Stats for New Business in 2014


By 2015, 71% of new business leads will originate from the corporate or brand website  (SiriusDecisions, 2012). With always-connected customers increasingly going mobile , this also means your website has to work well on mobile devices, or you risk losing 48% of the U.S. 89% of marketers say email is their primary channel for lead-generation (Forrester Research).

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Reduce, Reuse & Recycle: How to Use Business Byproducts to Create Growth Opportunities


As a Yale Entrepreneurial Institute Venture Mentor, I have the privilege of working with some of the world’s most creative and inspiring future business leaders. For businesses, there's a lesson to be learned here: despite hyper-competitive markets, businesses should be focused on maximizing value from their current output, regardless of what product or service they offer.

It’s Time to Kill Off Your Dreary Customer Reference Program

B2B Marketing Unplugged

They need a reference in the resin lawn ornament manufacturing business. The reality is, customers are working their networks to check up on you. Maybe throw a few bucks at building a great product people want to endorse, or fixing your terrible billing system so your service team can deal with real problems, or training your CSRs to be more polite than your competition’s CSRs.