Remove customer funnel
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Deepening B2B customer relationships with “the funnel beyond the funnel”

Biznology

I’ve long observed that B2B marketers focus too much on lead generation, and not enough on current customer expansion and retention, which is, after all, where the bulk of profits lie. When asked, the typical B2B marketer will say that 80-85% of their effort goes to customer acquisition. This is a mistake. What’s that?

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Webinars as a Pipeline Accelerator for B2B Marketing Featuring Forrester Research & Hubilo

Top Rank Marketing

Recently, I learned of a new study about webinars during the MarketingProfs B2B Forum that was commissioned by webinar software provider Hubilo and conducted by Forrester. Now, their role has expanded, making them essential for mid-funnel activation, top-of-the-funnel acquisition, and community building.

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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 107
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Sales Qualified Lead vs Sales Accepted Lead: Distinguishing Sales-Ready Leads from Potential Sales Leads  

Only B2B

B2B marketers spend countless hours crafting campaigns, social media posts, and targeted ads, all in the name of capturing potential customers. Imagine your sales funnel as a pyramid. Marketing casts a wide net at the top, attracting potential customers. These are your hottest prospects, most likely to convert into customers.

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5 Ways to Drive Revenue With Your B2B Social Media Strategy

Oktopost

Social media is not just about creating a buzz; it can be a powerful tool for strategically influencing your customers at every stage of the sales funnel. Forrester’s customer life cycle framework for social media, comprising seven stages, emphasizes the cyclical and non-linear nature of customer-brand relationships.

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Key Differences Between MQL and HQL for B2B Lead Generation  

Only B2B

Did you know that only 5-10% of marketing qualified leads (MQLs) convert into paying customers? This statistic, highlighted in a Forrester Research report, underscores the crucial role of lead qualification in B2B marketing. Optimizing your funnel based on this difference maximizes your ROI.

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Report: Why Demand Marketers Should Expand their Focus Beyond the Lead

The Point

Email, as one example, plays a very different (and less dominant) role in the marketing mix than it did only a few years ago, having migrated from acquisition to nurture and customer marketing. When Account-Based Marketing (ABM) first arrived on the scene, vendors were quick to pronounce traditional, funnel-based marketing obsolete.