Seismic

SEPTEMBER 16, 2020

The Forrester Wave : Sales Content Solutions, Q3 2020 report published this week. The day the Forrester Wave comes out is one I always look forward to. This year, Forrester redefined how it evaluates sales enablement. And, with this in mind, we welcome the change Forrester has made in how it evaluates the sales enablement space.

Enterprise Management 69

Enterprise Management Work Management Marketing Management Forrester 69

Only B2B

APRIL 3, 2024

It analyzes diverse online behaviors, including content downloads, registrations for white papers, visits to solution-related webpages, and even interactions with competitor content. Let’s spotlight findings from the Forrester 2023 report on B2B Intent data : Over 85% of companies report tangible benefits from employing intent data.

Sales Qualified Leads 71

Sales Qualified Leads Intent Data Lead Ranking High Quality Lead 71

Heinz Marketing

MAY 17, 2023

However, achieving personalization at scale can be challenging, especially as B2B buyers become increasingly anonymous and elusive. Content intelligence refers to the use of content AI, automation, and analytics to optimize B2B buyer journeys and customer experiences. This is where content intelligence comes into play.

Analytics 52

Analytics Automation Personalization Optimization 52

Heinz Marketing

MAY 17, 2023

However, achieving personalization at scale can be challenging, especially as B2B buyers become increasingly anonymous and elusive. Content intelligence refers to the use of content AI, automation, and analytics to optimize B2B buyer journeys and customer experiences. This is where content intelligence comes into play.

Analytics 52

Analytics Personalization Automation Case Studies 52

Martech

OCTOBER 28, 2021

He added, “Once you have a good amount of data, you can draw a conclusion about where that account is in their buyer journey. 3 ways marketing and sales teams can generate buyer interest. What’s more, their survey showed that 80% of B2B buyers expect to conduct more business online in the future than ever before.

Top of Funnel 122

Top of Funnel Account Based Marketing Ideal Customer Profiles Generation 122

G2M Solutions

OCTOBER 25, 2017

Here is a selection: "Customers rate the salesperson as the least influential interaction in the buying process" - Gartner. Death of the B2B salesperson: 93% of buyers say they prefer buying online rather than from a salesperson" - Forrester. "57% 67% of the buyer's journey is now done digitally" - Sirius Decisions.

B2B Sales 76

B2B Sales B2B Buyer's Journey Gartner 76

6sense

NOVEMBER 2, 2021

Principal of Product Marketing (and former Forrester VP & principal analyst) Kerry Cunningham , you’ll learn: What the Dark Funnel is and what kinds of intent data it contains. You should check out that interactive ebook asap. Your team gains a clearer picture of buyer personas. Buyer journeys become more precise, too.

Top of Funnel 62

Top of Funnel Intent Signal Intent Data Buyer Personas 62

Oktopost

JANUARY 12, 2021

Customer Experience is the perception or impression an organization gives through its customer interactions during the buyer journey. They are already used to slick, streamlined interfaces and experiences in their buying process, so they want the same in their B2B interactions. What is Customer Experience (CX)?

Paid Content 101

Paid Content B2B Marketing Top of Funnel Work Management 101

Mereo

JUNE 29, 2023

Your buyers desire meaningful content that is shares keen insights and is backed by facts (statistics, client testimonials). In fact, Forrester estimates that 65% of produced marketing assets go unused because they are irrelevant. Understanding how sellers interact with buyers is crucial to creating successful content.

Top of Funnel 36

Top of Funnel Content Marketing Case Studies Case Study 36

Tony Zambito

MARCH 12, 2017

Multiple studies over the past three years from the likes of PwC, Deloitte, Forrester, and IBM indicate that 75% or more of CEO’s are identifying building out competencies in insights as one of their top goals. It is a mapping of all the internal processes taking place with a view of buyers having internal interactions with an organization.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Albacross

NOVEMBER 4, 2021

To meet ideal buyers earlier in the journey and make an impact before your competitors do so, B2B companies need to craft company-wide strategies to dig deeper into the unseen buyer journey. Source: Forrester , 2021). The Fundamentals: What is Intent Data? Intent data is a collection of behavioral data points.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

Martech

MARCH 10, 2022

More and more, the buyer journey is conducted digitally: Two-thirds of B2B buyers say they are now “self-serving” more information before contacting vendors. 70% of the buyer’s journey is complete before a buyer even reaches out to sales. Ideal e-tailer profile. Automation. Why we care.

Account Based Marketing 109

Account Based Marketing Ideal Customer Profiles Enterprise Management Work Management 109

Marketing Insider Group

AUGUST 11, 2015

Forrester and Gartner support the notion that today’s buyer embarks on an increasingly digital, empowered, and complex buyers journey. Now, the B2B marketing team of tomorrow is a customer experience conductor, orchestrating the various touchpoints that comprise the modern buyers journey.

B2B Marketing 100

B2B Marketing Marketing Management B2B Paid Search Agency 100

ClickZ

AUGUST 27, 2020

According to Forrester Research , marketers are increasingly turning to intelligent chat to support their sales efforts and respond to questions during such an unpredictable era. The faster the process is completed, the less waste there is in the buyer journey—something both borrowers and lenders benefit from.

Marketing AI 111

Marketing AI Work Management Resource Management Marketing Management 111

Inbox Insight

AUGUST 12, 2019

Nurturing your active leads is almost as important as acquiring them in the first place, with a recent Forrester report finding that lead nurturing generated 50% more qualified leads at 33% less cost. But before you hang up your coat, here’s a collection of lead nurturing best practices worth exploring. Reading time: 4 minutes.

Lead Nurturing 81

Lead Nurturing Lead Scoring Lead Ranking Top of Funnel 81

Akoonu

OCTOBER 26, 2017

Buyers journey. Pipeline v Funnel v Buyers Journey. Sales pipelines—often explained as the buyer’s steps from lead to customer—are actually the labels your marketing and sales organizations use to categorize the sequence of activities and outcomes expected as they pursue a sale and interact with buyers.

Top of Funnel 49

Top of Funnel Ideal Customer Profiles Sales Qualified Leads Lead Ranking 49

PathFactory

SEPTEMBER 15, 2021

This is especially pertinent with the rapid expansion of buying groups: champions, influencers, decision makers, ratifiers, and end users all require content to address their specific needs at different stages of the journey. According to Marketo , buyers engage 36 times on average before deciding to make a purchase. They aren’t alone.

Process 52

Process Multi-Touch Attribution Top of Funnel Marketing AI 52

Marketing Insider Group

SEPTEMBER 29, 2014

Just ahead of the conference, MarketingCharts.com previewed this research from ExactTarget , conducted by Forrester and uncovered that “meeting the expectations of the always-connected customer” was the biggest challenge. So personalization is relevant across the buyer journey, not just after the sale.

Marketing Attribution 100

Marketing Attribution Planning Marketing Management Conference 100

Content4Demand

JULY 13, 2021

First-party data gives you intelligence about how customers and prospects interact with your content to learn what’s resonating with them in almost-real time. Leaning too heavily on one type of data can leave holes in your buyer personas and content maps. Intent Data Do's and Don'ts.

Intent Data 109

Intent Data Intent Intent Signal Bombora 109

LeanData

OCTOBER 5, 2021

The GTM processes might be complex, but the buyer journey has to be simple. To make that happen, companies need to make it as easy as possible for customers to buy products, services and/or solutions. With that experience understood, the team can then go about changing the business processes as necessary.

Marketing Analytics Tools 92

Marketing Analytics Tools Top of Funnel Lead Ranking Digital Marketing Funnels 92

Seismic

MARCH 22, 2022

In fact, Forrester has found that 63% of purchases have more than four people involved in the decision-making process. So reps need skills to understand the needs of each stakeholder and personalize their interactions accordingly. The business decision-maker isn’t always the primary stakeholder in a purchasing team. Creativity.

Training 52

Training Outreach Sales Qualified Leads Forrester 52

PureB2B

MAY 30, 2022

Additional data from Forrester revealed that high-performing B2B companies grow their sales enablement budget 2 times faster than low-performing organizations. Sales reps go through many rejections and hurtful customer interactions that could render most normal people catatonic. Lack of coaching. Not enough leads. High expectations.

Ideal Customer Profiles 48

Ideal Customer Profiles Top of Funnel Product Work Management 48

The ROI Guy

NOVEMBER 5, 2015

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. Over 1 million B2B salespeople would go the way of the dodo by 2020.

Cost 40

Cost Forrester Trends B2B 40

Hinge Marketing

JUNE 12, 2019

According to Gartner , “Sales enablement is the activities, systems, processes, and information that support and promote knowledge-based sales interactions with client and prospects. On the buyer side, the sales enablement process helps: Ensure that the sales process maps to the buyer journey for better engagement.

Top of Funnel 91

Top of Funnel Planning Enterprise Management Webinar Metrics 91

Valasys

MAY 27, 2019

This strategic business marketing approach, to target an account or a company instead of individual buyers, creates better chances for conversions by shortening the buyers’ journey which boosts the Return on Investment (ROI). Source: SiriusDecisions). of the total sales closures are completed by a salesperson.

Account Based Marketing 69

Account Based Marketing Inbound Marketing B2B Marketing Marketing & Strategy 69

TrustRadius Marketing

OCTOBER 3, 2022

Even before the pandemic, 68% of B2B buyers preferred to research online independently , according to Forrester. TrustRadius downstream intent data gives brands a more complete picture of the buyer journey. Brands can utilize the data to identify prospective buyers or for competitive research, but that’s not all.

Intent Data 52

Intent Data Top of Funnel Intent Work Management 52

Adobe Experience Cloud Blog

MAY 10, 2013

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.

Enterprise Management 48

Enterprise Management Work Management Marketing Management Service 48

BOP Design

APRIL 16, 2018

According to research by Forrester, 59 percent of B2B buyers prefer to do research online instead of interacting with a sales representative. This means it has become a significant part of the buyer journey. Let’s take a look at five reasons why your B2B marketing strategy should include customer reviews.

B2B Marketing 48

B2B Marketing Marketing Strategy Marketing & Strategy B2B 48

SnapApp

MAY 29, 2018

Every time a sales rep interacts with an unqualified lead, you’re losing money. The specific interactions with your marketing material a lead had before converting. There has been a pendulum shift – the buyer now has the power in the sales process. Interactive tools. Understand the right questions to ask.

Sales Qualified Leads 103

Sales Qualified Leads Lead Ranking High Quality Lead Top of Funnel 103

Terminus

DECEMBER 17, 2019

To deliver this information, Sigstr uses its proprietary Relationship Score, which analyzes the email and calendar interactions between employees at your company and those at your customer and prospective customer accounts. Relationship data adds a rich 1st-party piece of intelligence to your account-based efforts.

Top of Funnel 33

Top of Funnel Account Based Marketing Funnel Advertising Digital Marketing Funnels 33

SnapApp

JANUARY 15, 2019

As we discuss in Demand Generation: An A-Z Guide for B2B Marketers (with Strategies & Examples), “Both Forrester and Gartner predict that by 2020, 80 percent of the buying process will occur without any human contact. Consumers are now in the driver’s seat in their buyer journey.”. Myth #6: “The Buyer”.

Demand Generation Agencies 99

Demand Generation Agencies Demand Generation Top of Funnel Webinar Metrics 99

Tony Zambito

NOVEMBER 22, 2015

According to recent surveys by PWC, Forrester, IBM , and McKinsey, disruptive trends in customer and buying behaviors are expected to continue over the next five years. Many organizations are undergoing digital transformations in order to improve customer interactions, engagement, and understanding.

Buyer Personas 100

Buyer Personas Lead Ranking Buy Research 100

Martech Advisor

DECEMBER 16, 2019

Similarly, if you see a high average ticket resolution time or a high number of interactions per ticket, you know that there’s an issue that needs attention. This requires businesses to take a holistic and customer-centric approach to develop IVAs that appear coherent across various channels and throughout the buyer journey.

Marketing Automation Services 68

Marketing Automation Services Enterprise Management Customer Satisfaction Work Management 68

Outbrain

NOVEMBER 24, 2021

The purchase journey in automotive requires multiple consumer interactions through digital touchpoints: car buyers visit 4.2 References: (1) Cox Automotive, Car Buyer Journey, April 2019. (2) 2) Forrester, Marketing And Media Efficiency Outcomes Drive Content Marketing, 2015. (3) Download Full Guide.

Paid Search Agency 29

Paid Search Agency Top of Funnel Optimization Ads 29

Sharpspring

JUNE 9, 2017

Omni-channel marketing acknowledges that consumers have ready access to information and will move between devices and channels during the buyer journey. 3) Align Content With Specific Buyer Journeys. Each buyer’s journey is different and should receive individual attention. Julie Bernard, Macy’s.

Advertising Channels 54

Advertising Channels Effectiveness Top of Funnel Marketing & Strategy 54

Sharpspring

JUNE 22, 2017

Omni-channel marketing acknowledges that consumers have ready access to information and will move between devices and channels during the buyer journey. 3 Align Content With Specific Buyer Journeys. Each buyer’s journey is different and should receive individual attention. source ). .

Sample 40

Sample Advertising Channels Paid Search Agency Top of Funnel 40

The ROI Guy

JULY 23, 2015

Their research indicates that when B2B buyers are making a purchase decision, they go 57% of the way through the buyer’s journey BEFORE engaging with a sales rep. The study highlights that today’s more empowered buyer is engaging digitally versus personally through most of the cycle.

B2B Sales 40

B2B Sales Forrester B2B Disintermediation 40