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

Vision Edge Marketing

OCTOBER 10, 2023

Forrester research found that business process management (BPM) typically delivers 30-50% productivity gains. Use visual aids such as flowcharts, swim lane diagrams, or process maps to make the information more accessible and understandable. Here are three data points on why process management matters.

Process 229

Process Optimization Work Management Marketing Management 229

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

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

LeanData

MAY 6, 2022

Forrester bills its B2B Summit North America as “the premier event for B2B marketing, sales and product leaders to empower their strategies, fuel the revenue engine and drive the business forward.” The cross-functional work team included members from Partners and Siemens’ inquiry-to-close revenue team.

De-duping 96

De-duping Marketing Automation Services Lead Ranking B2B 96

Madison Logic

FEBRUARY 7, 2024

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. Resolution #4: Build Trust with Your Audience B2B marketing is not just about selling a product or service.

Marketing AI 52

Marketing AI Work Management B2B Marketing Marketing Management 52

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.

Tactics 78

Tactics Email Marketing Cross-Selling Open Rate 78

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 86

Marketing Automation Services Budget Programs B2B Marketing Enterprise Management 86

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

Martech

MARCH 10, 2022

Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information. More and more, the buyer journey is conducted digitally: Two-thirds of B2B buyers say they are now “self-serving” more information before contacting vendors.

Account Based Marketing 101

Account Based Marketing Ideal Customer Profiles Enterprise Management Work Management 101

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. You can see more information about this new version here. . The way that Forrester thinks about it is in the screenshot below.

Demand 59

Demand Lead Ranking Top of Funnel B2B 59

Martech

DECEMBER 13, 2021

A Forrester study found that the majority of C-level executives overrate their marketing organization’s customer identity accuracy and persistence. Resolving customer identities should create new cross-sell and upsell opportunities because your marketing team will know more about your customers. Why it’s hot now.

Enterprise Management 102

Enterprise Management Organization Work Management Marketing Management 102

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

Sprout Social

FEBRUARY 17, 2022

Maximizing revenue with upselling, cross-selling and re-engagement. With email marketing, you’re doing more than selling. Just plug in the information to make each email marketing campaign unique. ” — Jesse Forrest, Founder of CopywritingCrew.com. Increasing attendance rate for promoted events.

Template 131

Template Email Marketing Blast Campaigns Planning 131

Porch Group Media

SEPTEMBER 29, 2020

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). High performing organizations are more effective at managing and actioning cross-channel journey data. Omnichannel Marketing.

Stats 64

Stats Ideal Customer Profiles Cross-Selling Marketing Management 64

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 93

Top of Funnel Lead Scoring Lead Ranking CMO 93

Seismic

SEPTEMBER 18, 2019

According to The State of Enterprise Sales Enablement 2019 , 85 percent of sales and marketing leaders agree that buyers will dismiss a seller in the first interaction if they don’t receive tailored information. Account-based selling is a B2B sales model that uses a hyper-personalized customer engagement strategy.

Personalization 66

Personalization Lead Ranking Sales Qualified Leads Cross-Selling 66

Hubspot

AUGUST 30, 2023

79% reported that AI helped them focus more on the selling part. In our survey, 49% of salespeople said they don’t wholly trust AI tools such as ChatGPT, which sometimes provides false and inaccurate information. 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

Hubspot

NOVEMBER 16, 2021

We’ve seen this trend play out in our research – according to a recent Forrester study that we co-commissioned with Stripe, over half of SMBs still rely on disparate solutions to manage payment data, averaging five tools per purchase transaction. Having a payment system that’s connected to your CRM takes care of that. with a U.S.

CRM 67

CRM Buy Work Management Marketing Management 67

SalesIntel

FEBRUARY 1, 2022

In the pursuit of growth, many businesses sell into the accounts already in their CRM and marketing automation systems, oblivious to the large number of suitable prospects not in their data. It is the maximum amount of money a company may produce by selling its product or service in a specific market. 1) Top-down.

Planning 52

Planning Marketing Automation Services Cross-Selling Paid Search Agency 52

SalesIntel

FEBRUARY 1, 2022

In the pursuit of growth, many businesses sell into the accounts already in their CRM and marketing automation systems, oblivious to the large number of suitable prospects not in their data. It is the maximum amount of money a company may produce by selling its product or service in a specific market. 1) Top-down.

Planning 52

Planning Marketing Automation Services Cross-Selling Paid Search Agency 52

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

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. Sales Enablement Defined What is Sales Enablement?

Forrester 40

Forrester Lead Ranking Cross-Selling Sales Cycle 40

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. You can capture this information using ZoomInfo and other tools.

Account Based Marketing 52

Account Based Marketing ABM Lead Scoring Lead Ranking 52

Albacross

NOVEMBER 4, 2021

Intent data helps to tackle these 3 problems all at once – from the acquisition of first-time customers to retention of existing customers, and further to obtain cross-sell and upsell opportunities. Source: Forrester , 2021). Customers who received helpful information in the buying process were 2.8 Source: Gartner, 2020).

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

Madison Logic

NOVEMBER 30, 2023

B2B marketing is not just about selling a product or service. It also opens the doors to cross-sell and upsell opportunities that can be used to deepen an account’s investment. Gartner research finds that 70% of the buying journey is complete before a buying group reaches out to a provider.

Demand 52

Demand Brand Identity Branding Work Management 52

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. First-party data is typically bolstered with personally identifiable information (PII), like an email address or a user’s name.

Intent Data 52

Intent Data Intent Marketing Budget Buyer Intent 52

Marketing Insider Group

AUGUST 18, 2015

He’s the guy who coined the classic business advice “the aim of marketing is to know and understand the customer so well the product or service fits him and sells itself,” years ago. What’s old is indeed new again. Intuit saw major growth, but with it, distance from customers’ true needs, and Net Promoter Scores were flat lining.

Examples 100

Examples Paid Search Agency Companies Cross-Selling 100

LeanData

FEBRUARY 10, 2022

Other data included their compelling reason to buy LeanData solutions, and historical customer data allowed us to draw conclusions on average selling price, average sales cycle and average years of customer retention. Identifying industries. Transportation – rail, bus & taxi. Telecommunications. Not so fast!

Ideal Customer Profiles 97

Ideal Customer Profiles Account Based Marketing Demand Generation ABM 97

Cintell

JANUARY 27, 2016

Additionally, they leveraged them for sales training and demand generation to inform campaign decisions. Leverage insights to inform customer personas for specific post-sale activities designed to retain and upsell existing customers. Surprisingly, only 8.2% Here are 29 fresh ideas for putting your personas to work.

Demand Generation Agencies 100

Demand Generation Agencies Lead Ranking Paid Search Agency Ideal Customer Profiles 100

NuSpark Consulting

FEBRUARY 5, 2017

According to a 2015 report from Forrester Research, 83 percent of companies who tried using predictive analytics for insights had positive outcomes. You can find big data in many walks of life, and there’s no reason to reinvent the wheel if you can make use of existing information. These included: Ability to reach the right buyers.

Account Based Marketing 100

Account Based Marketing Marketing Automation Services Marketing Management Top of Funnel 100

Engagio

SEPTEMBER 20, 2021

Demandbase One aggregates all of the data from your CRM and MAP, and automatically layers it with all of the web signals (like intent) that your target accounts throw out every day so that you get all of the insights you could ever need to make informed decisions all in one place. Phase 2: Walk.

DemandBase 71

DemandBase Lead Ranking Marketing & Strategy Lead Scoring 71

Vision Edge Marketing

NOVEMBER 12, 2013

That’s truer today than ever before, because customers have more choices, more control, more ways to connect, and more access information. The purpose of content marketing is to deliver high-quality, relevant, and valuable information to prospects and customers in the right channel at the right time to drive profitable customer action.

Marketing Management 100

Marketing Management Ideal Customer Profiles Paid Search Agency Advertising Agencies 100

TrustRadius Marketing

OCTOBER 3, 2022

Even before the pandemic, 68% of B2B buyers preferred to research online independently , according to Forrester. It’s not just industry tactics and technologies that are changing. Consumer behavior continues to shift toward digital-first buying. Expect the intent data trend to continue to gain importance and evolve.

Intent Data 52

Intent Data Top of Funnel Intent Work Management 52

Webbiquity

DECEMBER 11, 2013

Noting that “The old adage — build it and they will come — doesn’t work for content marketing,” Laurie Sullivan reports on Forrester Research guidance on building a content distribution strategy to overcome the glut on content online. Failing Distribution Strategies Smother Great Content by MediaPost.

Marketing Strategy 100

Marketing Strategy Marketing & Strategy Content Marketing Planning 100

Customer Experience Matrix

SEPTEMBER 1, 2010

A client asked yesterday if I had some benchmark information to justify the cost of her marketing automation project. It includes five pages of properly sourced industry statistics from Aberdeen , Forrester , Gartner and SiriusDecisions. Summary: So you want some hard numbers to prove the value of marketing automation? Here's a bunch.

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Marketing Automation Marketing Qualified Leads 120