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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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AI Trends from 700+ Business Leaders Reveal Global Keys to Success

Salesforce Marketing Cloud

Nine out of ten leaders know a strong data strategy is critical to AI success – so why are only a third of them integrating a unified data strategy across their company? In January 2024, Salesforce commissioned Forrester Consulting to find answers to these gaps and more in the rapidly developing AI landscape. Find what works 2.

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Survey: 73% Say Customer Experience Is an Important Factor in Purchasing Decisions

KoMarketing Associates

To find out, PwC recently surveyed 15,000 people from 12 countries to gauge customer attitudes toward brands and the buying process. However, just 49 percent of respondents claim that companies currently provide a good customer experience. B2B Marketing and the Customer Experience.

Purchase 155
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Sales Pipeline Radio, Episode 248: Q & A with Kelley Hippler @forrester

Heinz Marketing

This week’s show is called “ How Forrester is applying the SiriusDecisions frameworks both within the organization and across the revenue engine to drive results ” and our guest is Kelley Hippler , Chief Sales Officer at Forrester. She is the Chief Sales Officer for Forrester. Or, every week, excuse me.

Forrester 108
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How Younger Generations are Disrupting B2B Buying

Zoominfo

A recent Forrester report found that Millennials and Gen Z make up 64% of business buyers. That’s why it’s important for companies to understand the needs of their younger buyers to avoid costly customer discontent. The Generational Shift If your brand is not thinking bigger than your physical offerings, it’s time to start.

Buy 130
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How to Move from the Voice of the Customer to the Heart of the Customer

Marketing Insider Group

A Forrester and FocusVision study found that the way consumers feel is 1.5 Instead, you need to shift to a research strategy that provides context and depth to your data. Hear from Customers Directly with Surveys. Surveys allow you to clearly see the perspective of the customer.

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Why Enabling Buyers To Buy Is The Future Of B2B

Tony Zambito

Various studies from McKinsey, Gartner, Forrester, Salesforce, and others show increasingly that B2B buyers want seller-free buying experiences. Our very own Center for Buyer Insights ongoing Buyer Outlook Insights Study , a qualitative versus quantitative surveying approach, shows similar findings.

Buy 309