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Study: most B2B tech companies lose sales deals they didn’t even know existed

Sword and the Script | B2B

Forrester analyst Lori Wizdo wrote those words eleven years ago. All these years later, a new report by 6sense, penned largely by a former Forrester analyst, has come to the same conclusion: when buyers first contact a seller, they are “69% of the way through a buying cycle.” This is where good thought leadership can make a difference.

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The Top Research Organizations for Your B2B Tech Product Strategy

Golden Spiral

Understanding those needs requires significant initial and ongoing research to get the most valuable insights for your business. Thankfully, there are many reputable research firms, associations, and other outlets doing the hard work for you. Below are resources we recommend for your health IT product research. CIO Forums.

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Define "Buying Scenarios" for Better Marketing in 2022

B2B Marketing Directions

In reality many B2B companies derive substantial revenue from other types of sales. Most of the research and other literature relating to B2B marketing has focused on "high consideration" purchases that involve multiple decision makers, complex decision-making processes and lengthy buying cycles.

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The Path to B2B Personalization at Scale: Using Content AI, Automation and Analytics to Optimize Journeys

Heinz Marketing

In fact, according to recent studies by Forrester and Gartner, 74% of B2B marketers recognize that buyers expect a personalized experience, while 86% of B2B customers expect companies to be well-informed about their personal information during interactions.

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The Path to B2B Personalization at Scale: Using Content AI, Automation and Analytics to Optimize Journeys

Heinz Marketing

In fact, according to recent studies by Forrester and Gartner, 74% of B2B marketers recognize that buyers expect a personalized experience, while 86% of B2B customers expect companies to be well-informed about their personal information during interactions.

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What The Top 4% of Account-Based Marketers Have in Common

ANNUITAS

Author Olivia LaBarre wrote on how Forrester Research Shows Gap Between ABM Implementation and Success in her analysis of a recent report from Forrester analyst Laura Ramos, Retro Yet Revolutionary: Demystifying Account-Based Marketing. Look at the case studies in this same issue. The moral of the story?

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BANT Qualified Leads: Accelerating Your Sales Journey

Only B2B

Companies utilizing BANT qualification experience a remarkable 72% improvement in lead-to-opportunity conversion rates, and businesses leveraging BANT qualification witness a significant 36% higher average deal size. According to Nucleus Research, companies that utilize CRM systems achieve an average ROI of $8.71