The Mx Group

AUGUST 8, 2018

Email open rates are five times higher for companies using personas (Forrester). Detailed insights into the buying process and each persona’s role in the final decision. Buyers’ questions, and corresponding content needs, at each stage of the buying cycle. BETTER (a common method we often practice for our clients).

Buyer Personas 86

Buyer Personas Budget Programs Buying Cycle Deliverability 86

TrustRadius Marketing

OCTOBER 3, 2022

That’s changing, as one of the key ABM trends for brands is uniting the two practices. Research from Demand Gen Report shows that almost 60% of B2B marketers are already blending ABM and demand gen initiatives. Bringing actionable, ready-to-convert buyers to sales teams will speed up the sales cycle and improve close rates.

Account Based Marketing 52

Account Based Marketing Demand Generation Agencies Demand Generation ABM 52

Madison Logic

AUGUST 26, 2020

Forrester Research Principal Analyst Mary Shea predicts that because of COVID-19 and social distancing, face-to-face interactions in a sales cycle will decrease to 5-15% of the total engagement a seller has.

Budget Programs 52

Budget Programs Paid Search Agency Tools Top of Funnel 52

Valasys

NOVEMBER 21, 2019

According to a prediction by Forrester by the year 2021, 48% of the B2B marketing organizations will be organized to support customers’ journeys. Trends in dynamic B2B marketing topics & sales best practices are often ephemeral, vanish-able & capable of surfacing up like phoenixes from the ashes every now & then.

Planning 58

Planning Studies B2B Marketing Trends 58

Madison Logic

OCTOBER 11, 2022

Within this time, they are using content and research to inform their decision to meet with a provider, so marketers need to be sure that buyers have the content they need to move forward in the buyer’s journey. As a result, savvy marketers can engage this account with relevant marketing content and advertising.

Intent Data 52

Intent Data Intent Marketing Budget Buyer Intent 52

Integrated B2B

FEBRUARY 3, 2020

While applauding these achievements, however, we also can’t help wondering how much stronger results companies similar to these could achieve if they adopted 10X sales and marketing practices! Bigger B2B buying centers. What if they were able to win a greater percentage of deals? We’re in 2020 now.

Account Based Marketing 52

Account Based Marketing Work Management Marketing Management ABM 52

Hubspot

AUGUST 30, 2023

HubSpot conducted research on the “State of AI,” with over 1,350+ specialists reporting on how AI affects their business. HubSpot’s research says that sales professionals spend 2+ hours daily to automate repetitive tasks. Outgrow ’s research claims that companies saw a 67% increase in sales after implementing chatbots. “I

Marketing AI 64

Marketing AI Top of Funnel Lead Ranking Work Management 64

Adobe Experience Cloud Blog

JULY 12, 2010

While the presentation focused on B2C, highlighting segments, such as those who abandon carts, best practices from the session could be applied to B2B organizations. . Forrester Research shows that 59% of consumers open email based on their individual interests and 51% open emails based on their needs at that time. Site stats.

Email Marketing 48

Email Marketing Practices Lead Scoring Lead Ranking 48

Industrial Marketing Today

JUNE 19, 2010

The chart below from a research study done by Forrester illustrates this point very clearly. What marketing content you serve at each phase of the buying cycle also matters. That is pretty much the mantra of B2B content marketing. Transforming that concept into an actionable reality is a very different story.

Relevance 60

Relevance B2B Marketing CMS Development Buying Cycle 60

Marketing Insider Group

JANUARY 24, 2013

Forrester – Forrester Research, Inc – An independent research company that provides pragmatic advice to global leaders in business and technology. Gartner_Inc – Gartner – The leading global provider of independent and objective technology related to research and advice. New York · [link].

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

The ROI Guy

MARCH 30, 2011

Marketing luminary Seth Godin indicates that "No business buys a solution for a problem they don't have." According to Forrester’s Scott Santucci, “Buyers are stratifying their suppliers into a caste system, increasingly delineating strategic vendors from commodity providers.”

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 40

The ROI Guy

DECEMBER 23, 2010

From our social media ROI studies, analyzing the investment, popularity, practices and results of social media marketing for the Fortune 500, and select small / medium companies, a key indicator to social media ROI success was level of engagement. the quantified return on investment (ROI) from social marketing efforts.

Social Media 40

Social Media ROI Practices Media 40

The ROI Guy

FEBRUARY 20, 2019

She asks you a series of questions about your particular business, legacy solutions, and your current practices. She packages the insights research, a personalized report from your detailed analysis, the recommended solutions with pricing details, and customer videos and sends them to you via an email on the spot.

Training 40

Training Case Studies Validation B2B Sales 40

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. The quote above is from the same Forrester Consulting study we referenced earlier. million and an ROI of 313%.

Account Based Marketing 29

Account Based Marketing ABM ROI Ideal Customer Profiles 29

Valasys

FEBRUARY 10, 2020

Customer Experience Management (CXM) is the practice of designing & reacting to customer interactions to meet or exceed their expectations, leading to greater customer satisfaction, loyalty & advocacy. According to Forrester , experience-led companies have 1.6x According to Gartner. higher brand awareness, 1.5x

Enterprise Management 52

Enterprise Management Work Management Marketing AI Marketing Management 52

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. Sales Enablement Ineffectiveness?

Effectiveness 40

Effectiveness Forrester B to B Sales Cycle 40

Industrial Marketing Today

AUGUST 3, 2010

Defining B2B Customer Engagement Forrester Research has proposed a definition of customer engagement that makes a lot of sense to me. webinars website design White Paper Marketing whitepapers YouTube Marketing Matters Marketing Matters is our monthly e-newsletter on best practices in industrial and B2B marketing.

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

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

JANUARY 25, 2011

Sales teams will need to analyze the buying cycle, understanding the key steps buyers take to make decisions, and implementing engagement methods and tools to help facilitate the process. The Bottom Line Buyers are clearly in control of the buying cycle and are more frugal than ever before.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

SEPTEMBER 17, 2010

email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions. 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?

Interactive Marketing 40

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

Industrial Marketing Today

DECEMBER 7, 2010

It is a fact of life that the bulk of your site visitors and/or conversions from landing pages are not ready to buy now. This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people.

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

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

The ROI Guy

DECEMBER 6, 2010

At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. From our research and best practices work with leading B2B sales and marketing groups, Alinean provides its top 5 predictions for 2011: 1.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Valasys

JULY 29, 2019

Recent research from searchcustomerexperience.techtarget.com depicts that the facial recognition & emotional analytics technology market will grow from $3.37 According to Forrester, brand equity is considered an important metric by 15% of the B2B executives. in the year 2016, when it began, to a figure of $7.76 Wrapping It Up.

Analytics 49

Analytics Marketing AI Work Management WOMM 49

The ROI Guy

SEPTEMBER 3, 2010

Successful demand generation programs are uniquely challenged today, and must address a changing landscape where: Economics are driving more decisions; The Internet is fueling a prospect driven buying cycle, and; Prospects are faced with information overload resulting in shorter attention spans than ever.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Peer-to-peer Demand 40

Adobe Experience Cloud Blog

MARCH 31, 2011

A 2010 study by Forrester research found that online viewing now equals that of TV viewing. They have become the drivers of the buying cycle rather than passengers on the sales train. Successful content appeals to the community-oriented atmosphere and offers valuable information that research-oriented viewers crave.

Press 48

Press B2B Marketing Tips B2B 48

Industrial Marketing Today

MAY 14, 2010

Here are seven content marketing strategies that you can use to engage your prospects and move them forward in their buying cycle. Match the content to the prospect’s buying cycle to ensure you can nurture them around the cycle (see below). He is the Founder & President of Tiecas, Inc. –

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

Adobe Experience Cloud Blog

JANUARY 3, 2014

At a recent webinar with Cory Munchbach, analyst at Forrester Research, and Jon Miller, Marketo’s co-founder and VP of Marketing, the two speakers clarified exactly that. But to customer obsessed organizations, there’s nothing “random” about this new buying cycle. Which channels do they research your product on?

Ideal Customer Profiles 48

Ideal Customer Profiles Multi-Channel Lead Scoring Lead Ranking 48

Adobe Experience Cloud Blog

JANUARY 3, 2014

At a recent webinar with Cory Munchbach, analyst at Forrester Research, and Jon Miller, Marketo’s co-founder and VP of Marketing, the two speakers clarified exactly that. But to customer obsessed organizations, there’s nothing “random” about this new buying cycle. Which channels do they research your product on?

Ideal Customer Profiles 48

Ideal Customer Profiles Multi-Channel Lead Scoring Lead Ranking 48

Online Marketing Institute

MAY 24, 2009

Buying Cycle – You have a customer – now what? Buying Cycle – What happens after you close the de. You can’t just go out and buy psychographic data like we buy demographic data – it generally requires primary research. What do your C-Level Execs want from Marketing?

Psychographics 40

Psychographics Work Management B2B Sales B2B Marketing 40

The ROI Guy

NOVEMBER 4, 2010

In this session we discussed some important value selling and content marketing research for technology marketers, much of which extends to other B2B segments, with trends and advice you need to excel in 2011. In this blog post, I present a few of the key research metrics and advice.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Madison Logic

DECEMBER 14, 2023

Yet the marketing landscape is also full of noisy predictions that, if you act on only because they’re the “next big thing in marketing” and don’t do your research, will impact your bottom line and make your motions more reactive than proactive. Let’s stop that habit now. And finally, there’s the human element.

Marketing AI 52

Marketing AI B2B Marketing Marketing Automation Services Work Management 52

Hubspot

OCTOBER 11, 2011

You need to know where they are in the buying cycle so you provide them with the correct, relevant content they want and/or need. Place the lead personas you developed in #1 into the buying process stages as they appear to fit. You can determine which type of content is appropriate based on the lead's stage in the buying cycle.

Lead Nurturing 28

Lead Nurturing Sales Qualified Leads Leads Lead 28

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

Engagio

JUNE 20, 2023

We needed technology to be able to map individual leads to accounts, to aggregate individuals’ behavior at the account level so we could recognize the difference between a single interested person and an account in a buying cycle. The real buyers are the select group of people within an account that Forrester talks about.

DemandBase 62

DemandBase Account Based Marketing Aggregators ABM 62

The ROI Guy

APRIL 12, 2013

The More Things Change, the More they Remain the Same When asked to change a certain behavior or practice, science tells us that people tend to resist change naturally, even when there is a compelling and logical reason to change. Is there a way to get sales to sell on value and leverage the tools to do so?

Tools 40

Tools Work Management Paid Search Agency Advertising Benchmark 40

Adobe Experience Cloud Blog

JUNE 21, 2019

If done well, that can lead to winning—also known as accelerated buy cycles, reduced marketing costs, increased customer loyalty, and increased revenue. Now, it is more about marketing helping an empowered customer buy and ensuring relevant content is available at the right time in the journey.

B2B Marketing 133

B2B Marketing B2B Forrester B2B Thought Leadership 133