Are you CIO Worthy?
The ROI Guy
OCTOBER 31, 2011
From Forrester, as reported in their Sales Enablement Forum earlier this year, buyers can easily categorize salesperson agendas, with: · 27% only wanting to tell the buyer about their products / solutions (transactional focused) at over 27% of the time; · 41% listening for a keyword or two so they can give a prepared pitch (buzz word solution focused). Use inside knowledge to help facilitate the buying process for the CIO, providing content that helps them address stakeholder concerns and overcome objections. 2. Your time is very expensive. Your employees need that time.
Demand-Gen Report Interview on Need for New Sales Enablement Tools
The ROI Guy
OCTOBER 5, 2011
Buyers are in control, with almost 70% indicating they don’t think sales is adding enough value-add to their engagements (Forrester 2011). Forrester indicates that buyers can easily classify salespeople, in most cases in quite unflattering terms, with: · 27% still product selling focused, only wanting to tell the buyer about their products / services, · 41% only slightly more advanced, being buzzword focused - listening for a keyword or two so they can launch into the standard product pitch. First, today’s B2B buyer is more empowered than ever before.
4 Content Marketing Industry Trends Unfolding in 2015
FEBRUARY 17, 2015
Growing up in the content marketing industry has been an eventful ride. No longer are we predicting game-changing content strategies: We’re watching them unfold all around us. Here are four must-know trends for the forward-thinking enterprise content marketer: 1. Sixty-eight percent say content marketing will be their top priority. Content Strategy Marketing
The State of the Blogosphere 2010
DECEMBER 13, 2010
On Facebook this month, the average user created 90 pieces of content and contributed to the more than 30 billion pieces of content (web links, news stories, blog posts, notes, photo albums, etc.) Respondents for the survey, which was administered in English, represented 24 countries. Content Marketing Blogging without an audience is merely a public journal. startups.
Numeric Scoring: The Key To Lead Management Success
JULY 31, 2009
Home Forrester Research « We’re renaming the blog | Main | New networks in the news » April 16, 2008 Numeric Scoring: The Key To Lead Management Success [Posted by Laura Ramos ] Recently I saw a preview of Eloqua’s spring release and it got me thinking about the role lead scoring plays in determining campaign effectiveness. Posted by: Devashish Saxena | April 25, 2008 at 01:30 PM Devashish, to answer your question from Forrester's perspective: no, we have not done any research to analyze if higher scoring leads lead to higher conversions or revenue. No, but it’s a start.