Heinz Marketing

MAY 16, 2022

We have every episode of Sales Pipeline Radio, past, present and future on demand, always at salespipelineradio.com. Today, featuring the founder and CEO of Demand Revenue, former SiriusDecisions and Forrester Analyst, Alan Gonsenhauser. If you are watching or listening On Demand, thank you so much for doing so. Alan : Yes.

Top of Funnel 97

Top of Funnel Lead Ranking Lead Scoring CMO 97

Cintell

MARCH 10, 2016

You’re about to present to your board/boss/someone about the budget you need for next year, and a big part of that is persona development, maintenance, or persona management technology. I hope you can drop some of these into your next presentation to the board, and as I find more I will absolutely be updating this post.

Lead Ranking 100

Lead Ranking Lead Scoring Top of Funnel Sales Qualified Leads 100

Martech

FEBRUARY 28, 2022

Its primary purpose is to qualify the reader to go to the website and convert, whether you want a macro conversion (requesting a sales contact), a micro-conversion (downloading a white paper or registering for a webinar) or a full conversion (purchase or renewal). A Forrester WAVE matrix of leading vendors is one. Silent periods.

Marketing Automation Services 122

Marketing Automation Services Intent Marketing Automation Email Marketing 122

Albacross

NOVEMBER 4, 2021

Source: Forrester , 2021). It indicates WHO is interested in your products, WHAT they are interested in, WHERE they are on the buyer journey, and WHEN they are ready to buy. Buyers are usually 57% down the buying journey when they reach out to the sales reps. times more likely to make a quick buying decision.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

The ROI Guy

AUGUST 15, 2010

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. April 2009).

Forrester 40

Forrester Lead Ranking Cross-Selling Sales Cycle 40

Seismic

DECEMBER 20, 2022

This requires strategic alignment between sales and marketing teams in order to optimize the sales cycle. We firmly believe that the answer lies with sales enablement. Effective sales enablement includes a lot of moving parts like content management and automation, learning and coaching, and analytics.

Marketing Analytics Tools 40

Marketing Analytics Tools Marketing Management Ad Building Business 40

Exo B2B

FEBRUARY 26, 2019

Or this post from Michael Brenner on Marketing Insider Group’s blog, covering the trend in content personnalisation to reach the right audience, also quoting a Forrester study. This dominance does however present some challenges to companies, especially in B2B. Content marketing dominates.

Marketing AI 49

Marketing AI Trends Enterprise Management Forrester 49

PureB2B

MAY 30, 2022

Every sales rep knows the frustration of sorting through piles of prospective leads, and then still having to do all the work of actually attracting those leads and convincing them to buy. Well, imagine a universe where every lead is high-quality and you can start the sales process focused on the best fitting accounts with high value.

Account Based Marketing 62

Account Based Marketing ABM Planning Paid Search Agency 62

markempa

FEBRUARY 18, 2013

However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal.

Sales Management 120

Sales Management Work Management Marketing Management Marketing Automation Services 120

Marketing Insider Group

OCTOBER 13, 2015

B2B companies have long sales cycles, somewhere in the range of six months to two years. It’s tough to track who’s done what and when between marketing and sales for that long of time, much less understand what impact it had on contributing to revenue. But here goes…. 97% are doing things they’ve never done before.

B2B Thought Leadership 100

B2B Thought Leadership CMO Stats B2B Sales 100

Terminus

MAY 8, 2020

Numbers a CRO Will Love: According to a commissioned study conducted by Forrester Consulting on the Total Economic Impact of Terminus, a sample set of Terminus customers reported 60% more meetings scheduled by SDRs. Also Known As: Pipeline velocity, deal velocity, time to close, or simply just time spent in the sales cycle.

Account Based Marketing 29

Account Based Marketing ABM ROI Ideal Customer Profiles 29

The ROI Guy

FEBRUARY 14, 2011

In the face of frugal buyer sentiment, a majority of B2B vendors are now requiring more leads to generate the same amount of sales and are reporting a substantial increase in buying cycle time. Alinean's research revealed that new sales enablement strategies and investments are required to fight Frugalnomics.

Allocation 40

Allocation Research Practices Forrester 40

The ROI Guy

SEPTEMBER 3, 2010

IDC research shows that because of frugal buyer sentiment, 62% of B2B vendors need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months. So why are the sales enablement investments not paying off?

Effectiveness 40

Effectiveness Forrester B to B Sales Cycle 40

PureB2B

APRIL 21, 2017

According to Forrester , the first vendor who makes contact with an interested prospect closes the deal over 85% of the time. By determining buyer intent through these digital footprints and customer touch points, marketers can focus on engaging prospects who are most likely to buy. This means that they are most likely ready to buy.

Buyer Intent 87

Buyer Intent Intent Work Management Marketing Management 87

The ROI Guy

JANUARY 17, 2011

Monday, January 17, 2011 Value Selling Tools and the Buying Lifecycle With two economic downturns in the past ten years, buyers are more frugal than ever, demanding that each investment help them do-more-with-less, provide a bottom-line impact, and deliver superior value. Exciting time to be a marketer, but challenging as well!

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

SnapApp

AUGUST 24, 2016

What you might not know is that an ROI calculator can actually boost your sales in three ways. Current statistics make that pretty clear: Forrester ’s survey participants revealed that they do more than half of their research online before making an offline purchase. People’s buying habits have transformed because of this.

ROI 48

ROI Marketing Budget Sales Cycle B2B Sales 48

PureB2B

APRIL 21, 2017

According to Forrester , the first vendor who makes contact with an interested prospect closes the deal over 85% of the time. By determining buyer intent through these digital footprints and customer touch points, marketers can focus on engaging prospects who are most likely to buy. This means that they are most likely ready to buy.

Buyer Intent 62

Buyer Intent Intent Work Management Marketing Management 62

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). The key is to not present your solution and features too early.

Lead Ranking 40

Lead Ranking Lead Scoring Forrester Peer-to-peer 40

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.

Peer-to-peer 40

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

The ROI Guy

MARCH 20, 2013

On average, 76% of deals are now won or lost early in the decision making process – going to the solution provider who helps your Prospect uncover and prioritize the issue and set the buying agenda, while only 24% are won / lost during the later competitive bake-off phase.

ROI 40

ROI Process Peer-to-peer Best Practices 40

The ROI Guy

JANUARY 25, 2011

Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

SEPTEMBER 21, 2010

More new channels than ever, buyer Information Overload, Frugalnomics driven by two recessions in the past decade, Internet fueled buying decisions. With so much to work on, its easy for marketers to forget a very important audience, sales professionals, and where marketing meets sales, sales enablement.

Forrester 40

Forrester Paid Search Agency Budget Programs Business 40

Computer Market Research

MARCH 20, 2018

This Conundrum perpetuated in a manufacturer’s unfamiliarity with their customers and a lack of visibility into their channel sales and inventory. Source: Forrester Research. The objective review of the POS metrics helps channel partners to qualify or disqualify an opportunity early in the sales cycle.

Sales Management 60

Sales Management POS Advertising Channels Work Management 60

The ROI Guy

JANUARY 16, 2014

We don’t buy it, and believe that Gartner has missed a major sea change in IT spending and decision-making in their forecasts. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

JANUARY 10, 2011

IT Spending on the Rise, But Executives Remain Economic-Focused A recent IT spending survey from Forrester confirms that 2010 remained a tough year for IT. As could be expected, Forrester indicates that the majority of 2010 IT spending went to support existing operations – essentially “keeping the lights on&#.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Spending 40

The ROI Guy

MARCH 15, 2011

Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.

Forrester 40

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

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. As a result of this shift, marketers and sellers can no longer rely on what has always worked to reach them.

Purchase 52

Purchase ABM Account Based Marketing Multi-Channel 52

Ambal's Amusings

AUGUST 27, 2010

The level of technical detail will depend on buying stage and role. Content for a business decision-maker has to use financial statement type metrics: reduced expenses, increased revenue, faster cash collection, shortened sales cycles, improved margins, more predictable cash flow, etc. Sales Lead Expert’s Learning Center.

Work Management 100

Work Management Marketing Management B2B Business 100

The ROI Guy

SEPTEMBER 17, 2010

The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you.

Interactive Marketing 40

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

The ROI Guy

MARCH 30, 2011

Marketing luminary Seth Godin indicates that "No business buys a solution for a problem they don't have." . Marketing luminary Seth Godin indicates that "No business buys a solution for a problem they don't have." Commodity sales professionals are being disinter-mediated. How to Fight Frugalnomics?

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 40

The ROI Guy

APRIL 8, 2014

We don’t buy these reasons for the forecast shortfalls, and believe that Gartner has missed a major "sea change" in IT spending and decision-making in their forecasts. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. Percent in 2014 Gartner Forecasts 3.1%

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

JANUARY 8, 2013

Sitting in on the majority of sales engagements and you can see that most are still empty product pitches or pseudo-solution engagements with a few cursory questions and canned “death by PowerPoint” presentations. According to Forrester, less than 12% of sales engagements are focused on customer value.

Gartner 40

Gartner Spending Marketing Proposals Terms and Conditions 40

The ROI Guy

DECEMBER 9, 2010

Presenting to a group of IT managers in the UK, Dr Richard Berglin of Dot Net Solutions, outlined the ROI of cloud solutions, the specific areas in which savings can be made, and the flexibility benefits of a cloud solution infrastructure. Value Selling Tools and the Buying Lifecycle Is there an ROI from Social Media? Latest Research.

ROI 40

ROI Marketing Budget Work Management Marketing Management 40

Vidyard

OCTOBER 7, 2015

How are marketers and sales executives supposed to cut through the inbox clutter and stand out? Well, for starters, thanks to research from the Forrester Marketing Group we know that including a video thumbnail in your emails can increase click-through rates by 200%-300%. Prospecting and Selling.

Video Marketing 50

Video Marketing Personalization Top of Funnel Enterprise Management 50

Vidyard

OCTOBER 7, 2015

How are marketers and sales executives supposed to cut through the inbox clutter and stand out? Well, for starters, thanks to research from the Forrester Marketing Group we know that including a video thumbnail in your emails can increase click-through rates by 200%-300%. Prospecting and Selling.

Video Marketing 50

Video Marketing Personalization Top of Funnel Enterprise Management 50

The ROI Guy

APRIL 12, 2013

Most sales professionals will readily admit that buyers have taken control of the buying cycle, and are demanding a different more value-based sales approach. Is there a way to get sales to sell on value and leverage the tools to do so? Step 3: Where we are Going?

Tools 40

Tools Work Management Paid Search Agency Advertising Benchmark 40

The ROI Guy

JULY 9, 2013

Gartner blames the revision on exchange rate fluctuations, but I don’t buy this as the main reason for halving their IT spending growth, as similar reasons were given for lowered expectations in 2012 as well (where initial estimates of 3.7% growth were lowered to 1.2% by mid-year). Gartner Says Worldwide IT Spending Forecast to Reach $3.7

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40