Lead Forensics

APRIL 16, 2024

AI can help you identify high-quality leads that perfectly align with your ideal customer profile (ICP). According to a study by Forrester, companies that leverage AI for lead generation experience a 70% increase in qualified leads , translating to more time spent closing deals and less time spent chasing dead ends.

Ideal Customer Profiles 52

Ideal Customer Profiles Cross-Selling Budget Programs High Quality Lead 52

Vision Edge Marketing

OCTOBER 10, 2023

In this article, we will explore three reasons to perform process mapping and how it positively impacts business performance, 6 ways process maps help your business and seven steps for effective process mapping. Forrester research found that business process management (BPM) typically delivers 30-50% productivity gains.

Process 229

Process Optimization Work Management Marketing Management 229

Zoominfo

OCTOBER 12, 2022

Unlock the Full Conversation with Integrated Sales Tech In a Forrester survey, 58% of respondents agreed that customer, prospect, and account data comes from too many sources. And if you manage a distributed team that crosses international boundaries, you’re also juggling time zones and languages that make attending live calls difficult.

Work Management 130

Work Management Analysis Marketing Management Zoominfo 130

PathFactory

MAY 2, 2019

That’s the question at the heart of an October 2018 report by Forrester: AI Will Enable B2B Marketers To Deliver Customer-Driven Engagement At Scale. Forrester defines AI as “the umbrella term for a variety of techniques and technologies for collecting, applying self-learning statistical techniques to, and acting on data.”

Forrester 40

Forrester Marketing Report Lead Ranking Work Management 40

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. While both focus on selling, the ‘roles’ are different. Sales account management, however, focuses on building long-term relationships with key customers for up-selling and cross-selling purposes. Let’s do a quick overview.

Work Management 130

Work Management Marketing Management Zoominfo Cross-Selling 130

InsightSquared

AUGUST 14, 2019

Here are three of the top ways AI is impacting today’s sales process: Increases Time Spent Selling. Today’s sales reps are facing a major problem: they can’t find enough time in their day to actually sell. Using data should be integrated into all of a team’s daily sales functions. The Future of AI in Sales.

Sales Management 228

Sales Management Marketing AI Process Top of Funnel 228

6sense

JANUARY 26, 2016

To wrap up 2015, Forrester Research, Inc. According to Forrester, all of these developments add up to a lot of change: B2B marketers will have to accept a fundamentally different role in the modern enterprise, reimagine their relationship with sales and change their approach to demand generation.

Forrester 48

Forrester Lead Ranking Marketing Qualified Leads B2B 48

Vision Edge Marketing

JUNE 6, 2023

Why Customer Experience is the Best Growth Driver Several studies reveal the financial impact of CX on growth and profitability: A study by Forrester Research found “revenue growth through increased retention and enrichment makes up more than 90% of the top-line impact from improving CX.” “The Collaboration is Slack’s brand promise.

Touchpoints 182

Touchpoints CMO Work Management Cross-Selling 182

Heinz Marketing

JUNE 23, 2023

After attending this year’s Forrester Summit, Matt Heinz (President of Heinz Marketing) and Domenic Colasante (CEO of 2X) continue the conversation off-site and online by inviting fellow CMOs Todd Grantham, Kerry Desberg, and Helen Baptist to the chat. We are a human-first business that not only sells to humans but is run by humans.

Marketing Analytics Tools 69

Marketing Analytics Tools Urgency Marketing Cross-Selling B2B 69

KoMarketing Associates

SEPTEMBER 10, 2019

Forrester expects B2B ecommerce in the just United States to reach $1.8 Even as of the close of 2018, Forrester says US B2B ecommerce had already exceeded $1.1 Forrester predicts B2B ecommerce will continue with a 10% compound annual growth rate (CAGR) for the next five years. trillion by 2023. billion online with U.S.

eCommerce 121

eCommerce Advertising Benchmark B2B Marketing Practices 121

Madison Logic

FEBRUARY 7, 2024

Experts agree that the key to successful resolutions is setting small goals that help you achieve big results. Forrester Research predicts that poorly personalized content will degrade the purchase experience for 70% of buyers over its failure to demonstrate an understanding of their business needs.

Marketing AI 52

Marketing AI Work Management B2B Marketing Marketing Management 52

Martech

SEPTEMBER 29, 2023

Prospecting data: Have a look at the integrated prospecting data platform called Anteriad Data Cloud, for self-service or managed data across B2B markets, buying groups, and intent, for content syndication, programmatic advertising and cross-channel communications. Your reps can spend more time selling and less time writing.

Marketing Automation Services 91

Marketing Automation Services Budget Programs B2B Marketing Enterprise Management 91

Martech

NOVEMBER 30, 2021

Are you looking to increase upsell and cross-sell opportunities at key accounts to improve customer lifetime value? Many ABM tool vendors offer an array of add-on professional services to help with strategy goals, in addition to onboarding and training on their products. The results of these adoptions are promising.

Account Based Marketing 119

Account Based Marketing Work Management Marketing Management ABM 119

Marketing Insider Group

JUNE 26, 2015

The buyer’s journey and the selling process terms are often confused. While the buyer’s journey presents the client’s questions and needs that need to be answered and met.They need content and contacts to help them through their journey – at their own pace. Your Customers Are Researching For Answers To Help Them Buy. Forrester).

Process 100

Process Cross-Selling Forrester Buyer's Journey 100

Martech

JULY 18, 2022

ABM helps solve this problem by putting the right messages in front of key decision-makers at target accounts. ABM isn’t just about acquiring new target accounts, it’s about retaining and growing target accounts through cross-sell, upsell and advocacy programs. Shortened sales cycles. Increased marketing ROI. Sounds good?

Enterprise Management 93

Enterprise Management Account Based Marketing Work Management Marketing Management 93

Madison Logic

JANUARY 5, 2023

Furthermore, according to the 2022 Forrester Marketing Survey, CMOs cited “addressing changing buyer behaviors” and “understanding buyer preferences” as their top areas of focus in 2023. . This tells us something important: the focus of 2023 will be on the customer and enhancing the customer experience. .

Account Based Marketing 52

Account Based Marketing Top of Funnel Marketing Budget ABM 52

Brandpoint

MAY 18, 2020

Most customers prefer to check out your company’s digital content before taking steps to contact your sales department; Forrester points out that’s now common practice for 68% of B2B buyers. Cross-check strategies If your marketing team is planning campaigns, it should talk to sales leaders first to ensure everything is on the right track.

Top of Funnel 149

Top of Funnel Paid Search Agency Planning Work Management 149

Liveintent

APRIL 18, 2018

In fact, Forrester cites that 30% of transactions by repeat shoppers started with a click on an email from the retailer. Cross-selling emails. ” That’s cross-selling in a nutshell. Similar to other transactional communications, cross-selling works. Up-selling emails. Find out how.

Tactics 78

Tactics Email Marketing Cross-Selling Open Rate 78

Martech

MARCH 10, 2022

When you consider the above, you start to understand why a “zero-touch” approach is so important; it allows the prospect to buy the way they want to buy and not necessarily the way you want to sell. Inbound marketing is about building value and trust, NOT about selling.?. ?Content And that’s where ABM comes in.

Account Based Marketing 105

Account Based Marketing Ideal Customer Profiles Enterprise Management Work Management 105

Directive Agency

FEBRUARY 1, 2022

The original demand waterfall was published by SiriusDecisions (now part of Forrester) back in the early to mid-2000s. Now, there’s another version… released last year under the Forrester brand. The way that Forrester thinks about it is in the screenshot below. You can see more information about this new version here. .

Demand 59

Demand Lead Ranking Top of Funnel B2B 59

Sprout Social

FEBRUARY 17, 2022

Maximizing revenue with upselling, cross-selling and re-engagement. With email marketing, you’re doing more than selling. For example, you can use templates to: Offer customer care to those who need help. Sprout Social’s Analytics tools have advanced reports to help you learn what resonates with your audience.

Template 131

Template Email Marketing Blast Campaigns Planning 131

ClickZ

AUGUST 21, 2019

The Seismic-commissioned study, conducted by Forrester Consulting, surveyed more than 380 director-level and above sales, marketing, and enablement professionals from companies with more than 500 employees. Firstly, all this time spent modifying content detracts from what they should be doing, which is selling. How can you do this?

Organization 105

Organization Personalization Effectiveness Forrester 105

Martech

DECEMBER 13, 2021

An identity resolution platform may help connect these disparate systems to provide a more insightful view of customers. A Forrester study found that the majority of C-level executives overrate their marketing organization’s customer identity accuracy and persistence. Does our C-suite support identity resolution initiatives?

Enterprise Management 106

Enterprise Management Organization Work Management Marketing Management 106

Martech Advisor

NOVEMBER 25, 2019

So, we commissioned Forrester Consulting to conduct a study on identity resolution on our behalf. We wanted to help brands better understand the current state of identity resolution in marketing—and come up with recommendations to solve for the problems of marketing waste, performance and accountability.

Forrester 65

Forrester ROMI Cost per Acquisition Work Management 65

Porch Group Media

JANUARY 14, 2023

Through email personalization, your brand is better equipped to engage with customers and prospects, which helps drive engagement and revenue. Trigger-based email marketing campaigns can generate 4x more revenue and 18x greater profits,” according to Forrester Research. Overall, 42% of online shoppers find cart reminders to be helpful.

Email Campaigns 98

Email Campaigns Personalization Campaigns Marketing & Strategy 98

Porch Group Media

SEPTEMBER 29, 2020

Forbes) 73% of customers agree that customer experience helps to drive their buying decision. Dot Digital) Customer satisfaction and retention, plus improved up-selling and cross-selling, are the main reasons businesses are trying to improve their customer experience. Forrester). Omnichannel Marketing.

Stats 64

Stats Ideal Customer Profiles Cross-Selling Marketing Management 64

Valasys

MARCH 11, 2020

According to Richard Hungerford, VP Business & Corporate Development at Hootsuite stated that Hootsuite is focused on integrating the marketing automation technologies to help organizations gain a cross-channel view of prospects & customers. This is possible by integrating social data from Hootsuite into Oracle Eloqua.

Eloqua 59

Eloqua Marketing Automation Services Advertising Agencies Paid Search Agency 59

Marketing Interactions

MARCH 25, 2023

As someone who reads a ton of B2B marketing content and works to help companies create meaningful, provocative, and forward-looking content, I agree it is hard to come by. It puts marketing organizations in a no-win game where fingers are crossed that their latest campaign will score viable opportunities…as if by chance.

B2B Marketing 91

B2B Marketing Content Marketing B2B Content 91

Metadata

FEBRUARY 14, 2024

What’s your product helping them solve? There likely won’t be one answer, but notes from your Sales team and CRM data will help you pinpoint patterns. Measure metrics far beyond the MQL Have you ever wondered how Forrester feels about MQLs? How can you do that? Start by diving into your customers’ minds.

Lead Ranking 52

Lead Ranking Marketing Qualified Leads MQL Paid Search Agency 52

Anteriad

DECEMBER 14, 2022

And as a result, they expect growth strategies to focus on the retention, cross-sell and upsell of existing accounts. Even further, over half of execs expect to drive revenue through net-new logos and cross-sell/upsell opportunities equally. These tools can synthesize tons of information and turn it into unique content.

Ideal Customer Profiles 40

Ideal Customer Profiles Budget Programs B2B Marketing Psychographics 40

Heinz Marketing

MAY 16, 2022

Today, featuring the founder and CEO of Demand Revenue, former SiriusDecisions and Forrester Analyst, Alan Gonsenhauser. Obviously, if you have been following SiriusDecisions or Forrester for a long time you’ve probably seen Alan’s name in research or content. Alan, thanks for joining us. Nice to do one of these with you.

Top of Funnel 82

Top of Funnel Lead Ranking Lead Scoring CMO 82

Hubspot

AUGUST 30, 2023

Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? 79% reported that AI helped them focus more on the selling part. 11 AI Predictions in Sales for The Next Year Forrester predicts that AI-powered platforms will grow to $37 million by 2025.

Marketing AI 59

Marketing AI Top of Funnel Lead Ranking Work Management 59

Madison Logic

OCTOBER 4, 2023

ML Insights takes the guesswork out of which accounts are worth selling to. Our industry-leading intent data helps B2B marketers prioritize in-market accounts, know which personas to engage across the buying committee, and understand what content is most likely to convert.

Multi-Channel 52

Multi-Channel Account Based Marketing ABM Advertising Channels 52

SmartBug Media

MAY 10, 2022

In a recent Forrester Research mission study conducted on behalf of RollWorks , marketers said it’s just as challenging to retain customers and grow existing accounts as it is to convert leads into net new opportunities. Growing upsell and cross-sell opportunities. Addressing low customer engagement.

Account Based Marketing 52

Account Based Marketing ABM Lead Ranking Lead Scoring 52

The ROI Guy

AUGUST 15, 2010

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. April 2009).

Forrester 40

Forrester Lead Ranking Cross-Selling Sales Cycle 40

Buzz Marketing for Technology

APRIL 30, 2013

Here’s a checklist of six things to help ensure a smoother process. According to Forrester Research, 39% of surveyed companies see a drop in conversion rates after replatforming, while 44% note slower load times once a new platform goes live. Think long-term. Stay focused. Test everything.

Allocation 100

Allocation Forrester eCommerce Merchandising 100

Mereo

APRIL 21, 2022

The potential of a data-driven approach has not been lost on selling organizations. Yet selling organizations are still struggling to transform to actual data- and insights-driven cultures and processes. Data-driven selling is not some fleeting trend. in 2017 to 32.4% in 2018 to 31% in 2019. GROW INTELLIGENTLY.

Organization 41

Organization Peer-to-peer Cross-Selling Ideal Customer Profiles 41