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. That’s a big improvement.

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Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

MAY 21, 2015

They’ve already advanced far into the buying cycle by the time they engage with sales. They must be all the more knowledgeable and skilled to convince the buyer of the value they can add to the buying process. Quote from Forrester Research: “Only 15% of salespeople articulate how their solution is going to solve business problems.”.

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Conversion Buying Cycle Forrester Consulting 120

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. Source: Forrester, Metrics that Matter for B2B Marketers, October 26, 2011. A turnaround in this area can boost the top line.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

SEPTEMBER 24, 2013

Start smart and begin focusing on the buying signals and behavior to get a more qualified lead and ultimately more conversions for sales. Jeff Ernst (Forrester). [Note from McDade: don’t he talk pretty :)]. Carlos Hidalgo (Annuitas Group). "If If you have not killed BANT in your lead qualification process, do it now. BANT is dead.".

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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

In the same blog he goes on to quote Forrester’s Laura Ramos: In earlier studies, Forrester found that at least half of B2B marketers surveyed did not have well defined L2RM processes or failed to follow the ones they did have in place for activities like lead scoring, nurturing and recycling and management. Lead Reengagement.

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