• MADISONLOGIC B2B WHITE PAPERS  |  SUNDAY, APRIL 26, 2015
    [Forrester] Start engaging from the first click in the Customer Journey
    The Forrester Wave™: Cross-Channel Campaign. Forrester Research, Inc., Forrester Research, Inc., The Forrester Wave™: Cross-Channel Campaign Management, Q1 2012 3. Forrester Research, Inc., The Forrester Wave™: Cross-Channel Campaign Management, Q4 2011 4. Forrester Research, Inc., It is by no means.
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, APRIL 26, 2015
    [Forrester] Predictions 2014: Mobile Trends for Marketers
    Download the Forrester 2014 Mobile Trends report to discover the trends that are transforming business as we know it--and the strategies you need to gain a competitive edge
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, APRIL 26, 2015
    [Forrester] Forrester Report on Mobile Engagement
    Push notifications are no longer just about breaking news, weather, or traffic alerts. The newest--and arguably fastest-growing--channel for directly reaching customers has the potential to benefit both consumers and marketers
  • MARKETING ACTION  |  FRIDAY, APRIL 24, 2015
    [Forrester] The Role of Emotions in B2B Marketing: Telling a Story, Making a Sale
    Watermark Consulting studies the cumulative total stock returns for two model portfolios (comprised of the Top 10 [“Leaders”] and Bottom 10 [“Laggards”] publicly traded companies in Forrester Research’s annual Customer Experience Index ranking. after all, it’s all very personal. It’s not as personal … right? How to do that?
  • THE ROI GUY  |  TUESDAY, APRIL 14, 2015
    [Forrester] Will Gartner's Latest IT Forecast Put a Chill in your Growth Plans?
    According to Forrester, prospects indicate that less than 12% of sales engagements are focused on outcomes and customer value. Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2015. increase compared to 2014. Why Your Solutions?
  • MARKETING ACTION  |  WEDNESDAY, APRIL 8, 2015
    [Forrester] Why CEOs Say Yes to Marketing Automation
    Forrester Research calls this the “ age of the customer.” Why all the noise about marketing automation? As a category, industry revenues grew 50% to reach the $1.2 billion in 2014, and are expected to grow another 50% in 2015 to $1.8 billion, notes analyst David Raab. That’s stratospheric by anybody’s reckoning. What’s driving that growth?
  • THE ROI GUY  |  TUESDAY, APRIL 7, 2015
    [Forrester] Most Popular Articles (so far in 2015)
    Forrester says Yes (at least 1 in 5 at risk)! Alinean Buyers Journey content marketing Dan Sixsmith Forrester Frugalnomics Frugalnomics Survival Guide Pisello popular SiriusDecisions Value Marketing Value Selling Can Your Sales Reps Handle these Four Key Buying Objections? The Buyer’s Journey or Hide and Seek?
  • MARKETING ACTION  |  TUESDAY, APRIL 7, 2015
    [Forrester] Nurturing Leads With Webinars: Awareness is Just the Beginning
    In fact, according to Forrester Research , webinars are the #1 marketing tactic at each stage of the sales funnel. The buyer’s journey has changed due to the high-quality information now easily available to prospects. However, as buyers change their habits, there is an opportunity for marketers to play a bigger role. Awareness. Consideration.
  • VIDYARD  |  MONDAY, APRIL 6, 2015
    [Forrester] 6 Important Takeaways from Oracle’s Modern Marketing Experience
    Forrester VP Analyst Laura Ramos advised attendees to use stories to build empathy with prospects, and to introduce problems that customers and prospects care about. Every marketer knows the real key to success is to always be learning. Here’s some of the big take-aways we learned at MME 2015: 1. Those who don’t, won’t.”
  • VERTICAL RESPONSE  |  MONDAY, APRIL 6, 2015
    [Forrester] 75 Email Newsletter Content Topics You Can Use ASAP
    report by Forrester makes that clear. Wouldn’t it be nice if you had a relationship with every one of your subscribers? If you’re sending an email newsletter, turns out you already do. Did you know that U.S. It’s also clear is that when someone signs up for your email newsletter, they like you, they really like you.
  • MARKETING ACTION  |  MONDAY, APRIL 6, 2015
    [Forrester] Customer Lifecycle Metrics, Part 4: Convert, and Create a Customer
    In a 2013 survey, Forrester Research asked B2B marketing execs about the quality of collaboration between sales and marketing, and 57% reported weak or mixed collaboration with sales when “defining lead qualification criteria” and “administering leads and lead pipelines.” Isn’t that the only metric that matters?
  • VIDYARD  |  THURSDAY, APRIL 2, 2015
    [Forrester] What you Need to Know from Forrester and Lattice Engines’ Insanely Informative Discussion on Video Marketing
    “Many marketers are doing something with video online, but they’re really in their infancy, particularly when it comes to applying video for maximum effect.” – Philipp Karcher, Senior Analyst, Forrester. Watch the full webinar to see Philipp’s and Forrester’s list of recommended attributes for a video marketing platform.
  • LEADERSHIP  |  TUESDAY, MARCH 31, 2015
    [Forrester] If You Dream About Going Rogue, Do It!
    Intershop commissioned Forrester Consulting to research this fact—read “The Rise of the Empowered B2B End User Buyer”. Based on the Forrester study mentioned above, here are 6 useful recommendations on how to market effectively to the empowered B2B buyer. —Be a Fearless CMO, Deliver Exceptional Results   . Sam, however, is not pleased.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MARCH 25, 2015
    [Forrester] Are CMOs Poised To Take Over Technology Purchasing?
    Forrester Research Study says that marketing executives who make technology decisions without the CIO are taking a gamble. Newman is the author of 3 Amazon Best-Selling Books, “Evolve, Marketing (^as we know it is Doomed), “The New Rules of Customer Engagement,” and “The Millennial CEO.”
  • MARKETING ACTION  |  WEDNESDAY, MARCH 25, 2015
    [Forrester] Lead Nurturing Basics: How to Nurture the B2B Buyer’s Journey in 5 Steps
    In fact, according to Forrester Research, prospects wait until they are 65% to 90% of the way through their journey before approaching a vendor. B2B buyers are becoming more like B2C consumers in the way they shop and buy products and solutions. This shift in buying behavior is transforming B2B marketing. Taking the Leads. Lead Score. Action.
  • SYNECORE  |  TUESDAY, MARCH 24, 2015
    [Forrester] 3 Ways to Boost Conversions with Personalization
    In a survey conducted by Forrester Research , nearly half of consumers said that “having questions answered by a live person while in the middle of an online purchase is one of the most important features a website can offer.”. If executed correctly, content personalization can be extremely effective in helping your site convert better.
  • ANNUITAS  |  TUESDAY, MARCH 24, 2015
    [Forrester] Why CMOs Should Align With Their CFOs
    In Forrester’s Report – B2B CMOs Must Evolve or Move On , 97% of CMOs either agreed or strongly agreed that “marketing must do things it hasn’t done ever before to be successful.” However, only 14% of CMOs state that their relationship with the CFO has increased over the last two years according to Forrester. Connecting With the CFO.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, MARCH 19, 2015
    [Forrester] Sales Enablement Takeaways from Forrester’s Forum
    At Forrester’s Forum For Sales Enablement Professionals […]. Events forrester sales research Marketing Strategy sales enablement sales marketing alignment
  • VIDYARD  |  TUESDAY, MARCH 17, 2015
    [Forrester] 9 Smart Examples of B2Bs Using Video for Demand Generation
    Join guests from Forrester and Lattice Engines in this upcoming webinar on Thursday, March 26th: The post 9 Smart Examples of B2Bs Using Video for Demand Generation appeared first on Vidyard. So we figured, why not show you some examples of companies who are putting this video marketing approach into action? Increase Opens and CTRs on Emails.
  • CRIMSON MARKETING  |  MONDAY, MARCH 16, 2015
    [Forrester] How To Compete In An Omni-Channel World
    Online shopping, predicted by Forrester to exceed $370 billion by 2017, will still account for just 10% of all USA retail sales. With Amazon alone gaining 65 billion dollars in market value over the past five years, it isn’t news that retail leads the way in a historic disruption of the relationship between buyers and sellers. Actually—wrong.
  • B2B MARKETING UNPLUGGED  |  MONDAY, MARCH 16, 2015
    [Forrester] Three Reasons Customer Experience Management Fails – Part II
    If you are one of these companies, consider this nifty chart by Watermark  Consulting showing that companies ranking as CEM Leaders in Forrester’s Customer Experience Index also generate 26 points more return than the S&P 500. Last week we looked at Customer Experience management (CEM) and the three reasons I think we’re doing it wrong.
  • VIDYARD  |  THURSDAY, MARCH 12, 2015
    [Forrester] B2B and Mobile: Why you should be Thinking of the Mobile Video Experience, too
    Just look at these findings: A Forrester report found that 54 percent of B2B companies selling online report that their customers are using smartphones to research products. Just last month, Google announced that as of April 21st, 2015 mobile experience will start to play a key role in page ranking on mobile devices. Interesting.
  • THE ROI GUY  |  THURSDAY, MARCH 12, 2015
    [Forrester] Death of a Salesman? Forrester says Yes.
    At the Forrester’s Sales Enablement Forum last week, a study by Andy Hoar, Principal Analyst at Forrester was revealed showcasing this 22% expected decline over the next five years. Forrester survey of 250 B2B Buyers reveals that it’s not just B2C purchases that have moved online. Another sign as to “The Death of a Salesman”?
  • ANNUITAS  |  TUESDAY, MARCH 10, 2015
    [Forrester] Performance Anxiety and the Modern Marketer
    The Business Marketing Association  (BMA) and Forrester Research  released their findings about the expanding role of marketing in B2B organizations. Tie this back to the report findings from BMA and Forrester: if marketers don’t know what to do and feel insecure, how can we find and recruit top talent to join our teams? We can’t.
  • HUBSPOT  |  SUNDAY, MARCH 8, 2015
    [Forrester] 1 Million B2B Sales Jobs Will Vanish by 2020 [New Research]
    This question was the topic of Andy Hoar''s presentation at the 2015 Forrester Sales Enablement Forum. While 91% of B2B buyers in a Forrester survey said they would like to interact with a salesperson on price negotiations, Hoar said he sees "a clear trend toward software and algorithms doing more of that.". Of the 4.5
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MARCH 3, 2015
    [Forrester] Modern Marketing Lessons From PetRelocation [Webinar]
    To learn more about PetRelocation’s content-driven marketing strategy from Caitlin Moore, as well as benchmark research from Forrester that highlights how you can adopt these practices, join us for the upcoming webinar, Tues, Mar. “What’s the best airline for my bulldog?” Register now!
  • CMO ESSENTIALS  |  TUESDAY, MARCH 3, 2015
    [Forrester] Creating Content is a Waste of Time – Until You’ve Mapped the Buyer Journey [Part 1: Define The Buying Journey]
    Both Gartner and Forrester predict that by 2020, more than 80% of the buying process will occur without any direct human-to-human interaction. This is the first in a series of three articles on a timely topic as marketers tackle synchronizing content and channels. Content needs context, and that context is the customer’s buying journey.
  • HUBSPOT  |  TUESDAY, FEBRUARY 24, 2015
    [Forrester] 6 Essential Skills Every CMO Should Have in 2015
    Today’s CMOs will also “step forward and take responsibility for turning the enterprise toward the customer, evolving their role into the engine that fuels customer-centric company growth,” according to Forrester Research. Let’s face it—Chief Marketing Officers have it rough. It is no longer a world of focus groups and market research teams.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 24, 2015
    [Forrester] 48 Phenomenal SEO Guides, Tips & Tactics
    Keys to Improving Search Rankings with Duane Forrester of Bing by Stone Temple Consulting. Eric Enge talks to Bing’s Duane Forrester about the keys to improving SEO rank on Bing. Link building is somewhat surprisingly at #4 of Forrester’s five top areas. But change is.” Image credit: Stone Temple Consulting.
  • VIDYARD  |  MONDAY, FEBRUARY 23, 2015
    [Forrester] Free Forrester Report: Sales and Marketing Teams Must Use Video Platforms or Get Left Behind
    Forrester, a top-tier research firm, has released a new report that’s an industry first: it looks at the emerging and transformative power of video platforms for Sales and Marketing. This is just a taste of what the Forrester Report offers. It’s official. Trust us, you’re really going to want to read this. You can thank us later.
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 10, 2015
    [Forrester] 7 Ways to Increase Email Engagement
    According to Forrester Research, confirmation emails receive the highest open and read rates. Email marketing is one of the most effective ways for Asia Pacific businesses to reach customers and prospects directly. It’s a proactive, outbound tactic as opposed to the more passive, inbound methods of social and search marketing. Open rate.
  • THE ROI GUY  |  TUESDAY, FEBRUARY 10, 2015
    [Forrester] Are the 4Ps Still Relevant or In Need of a Major Reset?
    As a result, according to research a few years back from Forrester, the 4-Ps of marketing are outdated and in need of a major rethink. The 4-Ps of Outcome / Value Marketing / Selling proposed by Forrester include: Problem - What are the customer’s business objectives and challenges –you are helping them to solve.
  • MARKETING ACTION  |  WEDNESDAY, FEBRUARY 4, 2015
    [Forrester] The ROI of Influencer Marketing
    Forrester Research report that 85% of B2B decision-makers rely on trusted online communities when researching business technologies. What does it mean to be an influencer marketing company ? And, furthermore, can the value and impact of influencers be measured? And yes, its value and impact can be measured. This post will talk about how.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, FEBRUARY 3, 2015
    [Forrester] 4 Must Haves For Developing a Mobile Marketing Strategy
    Forrester Research describes the intersection between mobile and the physical world a top priority. Over the past few years we’ve seen a major shift in mobile. The mobile channel is transforming all facets of how we do business. This rush is creating more urgency for marketers to be systematic about their mobile strategy.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, FEBRUARY 3, 2015
    [Forrester] 4 Must Haves For Developing a Mobile Marketing Strategy
    Forrester Research describes the intersection between mobile and the physical world a top priority. Over the past few years we’ve seen a major shift in mobile. The mobile channel is transforming all facets of how we do business. This rush is creating more urgency for marketers to be systematic about their mobile strategy.
  • FATHOM  |  WEDNESDAY, JANUARY 28, 2015
    [Forrester] Become a Direct-to-Consumer Champion For Your Company in 2015
    Forrester Research has found that DTC channels may not negatively impact these relationships.  In fact, they may have the opposite effect. The Forrester study also found DTC channels impact brand awareness and sales for channel partners significantly. Stats from Forrester’s report shared on InternetRetailer.com. Conclusion?
  • VOICE-BASED MARKETING  |  WEDNESDAY, JANUARY 28, 2015
    [Forrester] Call Analytics Help Blue Fountain Media Optimize Clients’ Online Marketing Campaigns
    Agencies Find Success Measuring Attribution A recent Forrester report found that advanced attribution measurement has helped marketers optimize their campaigns in order to drive even greater ROI. How many times have marketing agencies and lead gen services heard from a client that a lead they received “wasn’t one of theirs”?
  • BLOG MY CALLS  |  MONDAY, JANUARY 26, 2015
    [Forrester] How Your Reputation Influences Your Marketing Objectives
    The following statistics underscore the significant role that a company’s reputation has on the bottom line of a business: 90% of consumers value the recommendations of others – Forrester. Even the most smashingly effective marketing campaigns will not produce the desired results if your company standing falls short. Monitor Review Sites.
  • HUBSPOT  |  MONDAY, JANUARY 26, 2015
    [Forrester] 5 Attributes of an Effective Lead Management Process
    Companies that excel at lead nurturing generate 50% more sales ready leads at a 33% lower cost ( source: Forrester Research ). Inbound marketing is a powerful strategy. 2013 study identified generating high quality leads as the number one challenge for B2B marketers. It is important that you clearly define each stage of your funnel.
  • B2B MARKETING INSIDER  |  MONDAY, JANUARY 26, 2015
    [Forrester] The Best Marketing Conferences Of 2015
    Forrester Forum for Marketing Leadership  April 14th in New York. In the last two weeks I’ve had about 10 people ask me “ what are the best marketing conferences? ” It must be that time of year when we start to plan out which marketing events we want to attend. know I missed a few each time. Content Marketing
  • 3D2B  |  TUESDAY, JANUARY 20, 2015
    [Forrester] Turn Leads into Qualified Leads - How to Rock Sales Development in 2015
    And a Forrester Research study says that businesses which put a priority on lead qualification and nurturing have 50 percent more sales-ready prospects and reduce their cost-per-lead by 33%. How to rock sales lead development? The quick answer…put a sales lead management team to work. It seems like this missing link is made of gold.
  • VOICE-BASED MARKETING  |  TUESDAY, JANUARY 20, 2015
    [Forrester] A Few Reasons Why Voice is Vital to Your Call Analytics
    Prove Your Marketing Drives Quality Conversions 69% of employees interact with customers over the phone ( Forrester ). If your business drives a lot of phone leads, it’s likely you’ve wondered what exactly happens on the calls and how it impacts your business. But what happens when they don’t convert, and you have no insight into why?
  • THE ROI GUY  |  MONDAY, JANUARY 19, 2015
    [Forrester] Book Launch: The Frugalnomics Survival Guide
    You’ll have the opportunity to learn directly from leading analysts from SiriusDecisions, Forrester and IDC, and gain lessons from the success and pitfalls of those who have already completed the passage including: ADP, Splunk, Workday and Shoretel. Keep your eye out for the launch site and pre-order opportunity from Amazon.
  • VOICE-BASED MARKETING  |  MONDAY, JANUARY 19, 2015
    [Forrester] 12 Stats That Prove Mobile is Making Voice More Important Than Ever
    The results of the explosive growth of mobile phones can be seen in almost every aspect of business. Smartphones have helped to reestablish phone calls as the most effective channel for generating leads and revenue. Here are 12 powerful stats that establish mobile’s astounding impact on phone calls. Call Tracking Virtual Call Center
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JANUARY 18, 2015
    [Forrester] Data is In the Driver's Seat for Effective Cross Channel Marketing [eBook]
    Well consider the fact that in a study done by Forrester, when marketers were asked about their biggest challenge with their cross-channel marketing programs, the #1 answer was: Understanding customer interactions across channels. Over the next couple of weeks we'll dig into each of these core points. Data is in the Driver's Seat.
  • VIDYARD  |  FRIDAY, JANUARY 16, 2015
    [Forrester] Free Forrester Report: Personalized Video can Help Increase CTRs by 985%
    According to a recent report by Forrester , personalized video has been shown to increase email engagement levels by 10x, raise CTRs by more than 985%, and offer a ten-fold improvement in ROI for companies like BT Global Services, Sass Global Travel, and AT&T. People are inherently selfish. Sorry, err no offense! It’s crazy really.
  • MARKETING ACTION  |  THURSDAY, JANUARY 15, 2015
    [Forrester] 3 Sure-Fire Tactics to Attract More Leads (and Be Better Looking)
    Forrester Research, Jul 2013). When it comes right down to it, marketing is simply about attraction – delivering your best come-hither stare and, fingers crossed, being taken up on the offer. It’s the alchemy of art and science, and is (or should be) in continuous play throughout the entire customer lifecycle. TACTIC 1: Search Marketing.
  • BLOG MY CALLS  |  THURSDAY, JANUARY 8, 2015
    [Forrester] 10 Customer Stats that will shake up your Business Priorities
    customers if their concerns or questions are not addressed quickly – Forrester. Your customers can be very forgiving people. They understand that humans manage businesses, which makes the occasional error inevitable. However, there is one mistake that is completely unforgivable: Bad Customer Service. Read More. Marketing Tactics
  • CRIMSON MARKETING  |  WEDNESDAY, JANUARY 7, 2015
    [Forrester] Business in 2015: How the CMO and CIO Will Determine the Future
    Forrester predicts that 60% of companies will experience a data breach in 2015, “with the worst and most-publicized examples destroying years of brand value.” Source: Forrester. The two executive roles that matter most for 2015 are the CIO and the CMO. Companies can expect competition to arrive from any angle. ”  .
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JANUARY 6, 2015
    [Forrester] Courting Your Customer: Relationship Advice for Marketers
    According to a recent Forrester Consulting study, “As one of the most reliable, consistently used channels, email has an opportunity to be more than another transaction-driving medium. Automation has made it easier for marketers to distribute content, but the content itself needs more attention. Prioritizing Customer-Centric Content.
  • ANNUITAS  |  TUESDAY, JANUARY 6, 2015
    [Forrester] Five 2015 B2B Demand Generation and Content Marketing Resolutions
    In Forrester’s 2013 report B2B CMOs Must Evolve or Move On , 97% of CMOs either strongly agreed or agreed “Marketing must do things it hasn’t done before in order to be successful.”  Yet so few marketing budgets include training for these skills that are needed. The real question however, is what is next? The best news? Commit to Change-.
  • MARKETING ACTION  |  TUESDAY, JANUARY 6, 2015
    [Forrester] 5 Tips for Creating Amazingly Effective Email
    In fact, according to a recent study from Forrester Research, consumer attitudes about email keep getting better and better: “Consumers like promotional emails, delete fewer brand emails, and forward email offers and promotions to friends and family.”. Marketers have been using email for many years, and for good reason.
  • MARKETING ACTION  |  MONDAY, JANUARY 5, 2015
    [Forrester] 87 New (Really) Marketing Automation Stats
    You can find it in the Q2 2011 Forrester Wave™ report.). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Forrester Research, Gauging Your Progress and Success , Dec 2013). Forrester Research, Gauging Your Progress and Success , Dec 2013). It’s from 2009.
  • MARKETING ACTION  |  FRIDAY, JANUARY 2, 2015
    [Forrester] Top 10 Blog Posts of 2014: A Look Back at Act-On’s Most Popular Content
    Forrester Research, Inc. Any time you get expert insights from a highly regarded source like Forrester Research, people listen. There’s a reason so many writers crank out lists of the top blog posts/books/articles/whatever from the past year. For one thing, it’s a great way to recycle articles and blog posts. Let’s take a look.
  • CONVERSIONATION  |  WEDNESDAY, DECEMBER 31, 2014
    [Forrester] 2015: people-centric wishes, predictions and top lists
    Content marketing Customer experience Customer service Digital transformation content marketing customer experience customer journey Doug Kessler Forrester Kate Leggett New Year 2015 It’s also a time to look forward and think about the future, the unknown, […].
  • ANNUITAS  |  TUESDAY, DECEMBER 23, 2014
    [Forrester] How Living in the 57 Percent Will Impact Your Content Marketing Strategy in 2015
    This requires more than just pumping out content to fill various channels which 57 percent of marketers do “all the time” according to Forrester.  Blog Buyer''s Journey Content marketing strategy Demand Generation Strategy Forrester This requires an understanding of the buyer, their buying path and content consumption patterns.
  • THE ROI GUY  |  THURSDAY, DECEMBER 18, 2014
    [Forrester] Alinean launches free on-line ROI calculators and assessments for Sales, Marketing and IT
    Sales & Marketing Productivity Assessment – developed in conjunction with Forrester, to help C-level executives understand and quantify the productivity of their sales and sales enablement investments. Mobility ROI Calculator – developed in conjunction with IDC, to help assess the ROI of different mobility strategies.
  • ANNUITAS  |  TUESDAY, DECEMBER 16, 2014
    [Forrester] Three 2015 Marketing Predictions I Hope Are Terribly Wrong
    Only 13% of vendors that were reviewed passed the “B2B Customer Engagement Test” – Forrester. As mentioned in the previous prediction, according to Forrester, less than 15% of B2B organizations are connecting with their customers with effective content.  Prediction 2:  The Gap Between Vendors and Customers Will Continue To Grow.
  • THE ROI GUY  |  TUESDAY, DECEMBER 16, 2014
    [Forrester] Value Selling and the Buyer’s Journey: 3 Conversations to Get "Do Nothing" to "Yes"
    According to Forrester, 76% of the deals go to the solution provider who can help the prospect establish the buying vision, versus only 24% for the vendor who wins the bake-off. During the Ideas phase, it is not about the benefits or superiority of your solution, after all, the buyer may not even be aware they have an issue worth addressing.
  • ANNUITAS  |  THURSDAY, DECEMBER 11, 2014
    [Forrester] Four Keys Areas Where the CMO Must Lead
    Forrester released a report this year that showed that 96% of CMOs either agree or strongly agree that “the breadth of skills needed to succeed in marketing has increased dramatically”.  I have been to many conferences and read many marketing articles about having marketing get a seat at the table. Alignment With Their Peers. Skill Training.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, DECEMBER 10, 2014
    [Forrester] The 411 On Facebook Q&As For Marketers
    As Julie Ask of Forrester Research states, “this isn’t a question of either-or—this is a question for brands looking for more of their consumers in more places.” He teaches online marketing to business owners around the world. Does your brand have more than 10,000 Facebook fans? How to Create a Facebook Q&A.
  • SYNECORE  |  TUESDAY, DECEMBER 9, 2014
    [Forrester] Forget Facebook & Twitter: Time to Start Marketing on Pinterest & Instagram?
    For those looking for social engagement data, the kind that makes even the stodgiest of C-suite execs see the value of social media, data from the aforementioned Forrester report relates how engagement rates on Instagram are 58X higher than Facebook and 120X higher than Twitter. Social Media Marketing: Either Or vs And And.
  • HUBSPOT  |  SATURDAY, DECEMBER 6, 2014
    [Forrester] UX vs. Marketing: Can These Opposites Attract?
    Forrester Research identifies a different set of features that define a successful branded app: Useful. Forrester''s list is utility-centered, and the focus is squarely on serving the needs of the customer. look at two branded apps, one conforming to the HBR features and one to the Forrester features, will make the differences clear.
  • HINGE MARKETING  |  TUESDAY, DECEMBER 2, 2014
    [Forrester] Top Trends in Technology Marketing for 2015
    Forrester’s 2014 Technology Trends revealed that for many firms “the minimum cost of a data breach is $10 million, and in many cases it can be much larger.” With 2015 right around the corner, we’re all in turbo-planning mode as we build our growth strategies for the year ahead. What does this tell us? ” Voice.
  • MARKETING ACTION  |  MONDAY, DECEMBER 1, 2014
    [Forrester] Advocacy Marketing Part 2: Building Your Plan in 5 Steps
    Forrester Research reports that 85% of B2B decision-makers rely on online communities when researching business technologies. Welcome to part deux of our 2-part series on advocacy marketing. In part 1 we answered two burning questions about the practice:  What is advocacy marketing? and Why is it awesome? Let’s start with …. Ring a bell?
  • SYNECORE  |  WEDNESDAY, NOVEMBER 26, 2014
    [Forrester] Social Media Marketing: It's Complicated.
    The idea was partially inspired by a newly published report from Forrester which outlines the relative ineffectiveness of Facebook and Twitter as social engagement tools for brands. I work from home part of the week. Yesterday, though, I got lucky. In a big picture sense, what are they trying to accomplish as a business? Are they B2B or B2C?
  • TYPE A COMMUNICATIONS  |  MONDAY, NOVEMBER 24, 2014
    [Forrester] 6 Key Characteristics of Becoming an Agile Content Creator
    Research supports this; for example, a recent Forrester report found that 97 percent of marketers are doing things they’ve never done before, and the same number are seeing a dramatic gap in the breadth and depth of skills needed. November 25, 2014. Beyond just surviving, what do content professionals need to thrive and prosper?
  • TYPE A COMMUNICATIONS  |  MONDAY, NOVEMBER 24, 2014
    [Forrester] Are You An Agile Content Creator? 6 Traits of Change Agents
    Research supports this; for example, a recent Forrester report found that 97 percent of marketers are doing things they’ve never done before, and the same number are seeing a dramatic gap in the breadth and depth of skills needed. November 25, 2014. Beyond just surviving, what do content professionals need to thrive and prosper?
  • BIZNOLOGY  |  MONDAY, NOVEMBER 24, 2014
    [Forrester] 11 expectations to have from a great SEO proposal
    54% of consumers find a website through natural search (source: Forrester ). 31% click through to the websites in the first position of natural search (source: MOZ ). 95% of clicks to a website occur on the first page of nature search (source: MOZ). Find the right one and and you’ve found an invaluable asset. How do you know? Like this post?
  • B2B MARKETING TRACTION  |  FRIDAY, NOVEMBER 21, 2014
    [Forrester] Is Your B2B Marketing Provider Showing Jazz Hands or Results?
    Forrester Web Analytics Report for Enterprise from WebTrends. If you’re not getting analytical reports on your marketing results, it’s time to re-evaluate your marketing provider. I saw the greatest expression recently while reading an article by Kate Kaye in AdAge , “ This ad industry is awash in agencies doing jazz hands.
  • HUBSPOT  |  THURSDAY, NOVEMBER 20, 2014
    [Forrester] 25 Jetsetters Share Tricks for Making Business Travel Less Painful
    Nigel Fenwick of Forrester recommends a card that gives you airport lounge access, and says they’re worth the annual fees. The holiday season means a lot of travel for just about everyone, but for some, the holiday travel schedule is actually a bit of a break. 25 Travel Tips From the Busiest Business Travelers from. HubSpot. The Basics.
  • MARKETING ACTION  |  WEDNESDAY, NOVEMBER 19, 2014
    [Forrester] Email Metrics that Matter: Key Data for the Holiday Season
    Some years ago Forrester Research published a study about why people unsubscribe; not much has changed: 71% of unsubscribes say they leave a list due to email frequency. As an email marketer in this day and age, you constantly face a barrage of data, metrics, and numbers for analyzing just how well your email campaigns are going.
  • THE ROI GUY  |  TUESDAY, NOVEMBER 18, 2014
    [Forrester] The Modern Day Social Seller: Buyers are More Empowered, But So Are You!
    At the same time, Forrester reports that earlier engagement is more important than ever - with 76% of the deals going to the solution provider that is able to help the prospect identify the top priority issues to address and establish the buying agenda (versus only 24% going to the rep who can win the bake-off). So what are these insights?
  • KOMARKETING ASSOCIATES  |  TUESDAY, NOVEMBER 18, 2014
    [Forrester] B2B Budgeting for 2015: 10 Key Marketing Research Reports & Guides
    Forrester’s New B2B Buyer. This year, Intershop commissioned Forrester Consulting to conduct global research on B2B end-user buyers. With the end of year fast approaching, many organizations are taking a good look at budgets and priorities for the new year. Software Solutions Used. We’ve been covering industry news  (i.e.,
  • LEADERSHIP  |  TUESDAY, NOVEMBER 18, 2014
    [Forrester] Work Horse Vs. Show Horse — Is Email Marketing Being Undermined by the Lure of Social Media?
    According to this CMO.com article , Forrester Research states that for every dollar spent on email marketing, the average return is over $44. About a year ago, we sparked a heated discussion over email marketing vs. social media. It remains one of the top posts on my blog. think it’s a good idea to revisit this discussion now.  It’s free!
  • ANNUITAS  |  THURSDAY, NOVEMBER 13, 2014
    [Forrester] A Call for Marketing Enablement
    This is an issue that must be addressed given that according to Forrester, 96% of CMOs have stated that their departments are being asked to do things it has never been asked to do before. Blog ANNUITAS Enterprise B2B Demand Generation Study CEB content marketing Demand Generation Forrester marketing enablement Only 2.8%
  • HUBSPOT  |  TUESDAY, NOVEMBER 11, 2014
    [Forrester] Why People Buy Things Online [Data]
    Interesting research by Forrester Research demonstrates that consumer attitudes towards email marketing are becoming less negative -- good news for marketers that rely on this powerful channel. Just because we''re marketing things doesn''t mean we really know the science behind what makes people buy. Key Findings. Takeaway. Key Findings.
  • TYPE A COMMUNICATIONS  |  MONDAY, NOVEMBER 10, 2014
    [Forrester] Want to Keep Your Marketing Job? Why You Must Embrace Change to Survive
    Forrester Research and the Business Marketing Association released their findings about the expanding role of marketing in B2B organizations. November 11, 2014. How buyers buy has changed how we need to think and act as marketers. But apprehensive marketers are holding onto traditional practices. Living in Beta. We need innovative thinking.
  • TYPE A COMMUNICATIONS  |  MONDAY, NOVEMBER 10, 2014
    [Forrester] Want to Keep Your Marketing Job? Why You Must Embrace Change to Survive
    Forrester Research and the Business Marketing Association released their findings about the expanding role of marketing in B2B organizations. November 11, 2014. How buyers buy has changed how we need to think and act as marketers. But apprehensive marketers are holding onto traditional practices. Living in Beta. We need innovative thinking.
  • THE ROI GUY  |  MONDAY, NOVEMBER 10, 2014
    [Forrester] Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?
    According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2014. Although the current forecast is lower than the original 3.2%
  • HUBSPOT  |  MONDAY, NOVEMBER 3, 2014
    [Forrester] What's in a Name? What 6 Popular Brands Are Called Across the Globe
    And Mars'' son -- Forrest Mars -- thought they were pretty delicious, too. After successfully establishing the Mars bar in Europe, Forrest Mars moved back to the U.S. Vincent: "And you know what they call a Quarter Pounder with cheese in Paris? Jules: "They don''t call it a Quarter Pounder with cheese?". What''s in a [Brand] Name?
  • TYPE A COMMUNICATIONS  |  THURSDAY, OCTOBER 30, 2014
    [Forrester] 31 Scary B2B Marketing Statistics
    majority (70%) of B2B marketing leaders surveyed admit they are concerned about brand integrity and execution in social media (Business Marketing Association/Forrester Research). Business Marketing Association/Forrester Research). Business Marketing Association/Forrester Research). October 28, 2014. Stein IAS). Stein IAS).
  • TYPE A COMMUNICATIONS  |  THURSDAY, OCTOBER 30, 2014
    [Forrester] 31 Scary B2B Marketing Statistics
    majority (70%) of B2B marketing leaders surveyed admit they are concerned about brand integrity and execution in social media (Business Marketing Association/Forrester Research). Business Marketing Association/Forrester Research). Business Marketing Association/Forrester Research). October 28, 2014. Stein IAS). Stein IAS).
  • MARKETING ACTION  |  THURSDAY, OCTOBER 30, 2014
    [Forrester] 4 Strategies for Reestablishing Your Website’s Lead-Gen Magnetism
    Forrester reports that typical buyers are 70 to 90 percent of the way through the buying process before they ever agree to engage with a sales person.). How do you get a seat at the table when nobody’s officially invited you to pull up a chair? Know Who They Are. Yes, I’m talking about personas. Thirty-seven. So create personas. Do it.
  • THE POINT  |  WEDNESDAY, OCTOBER 29, 2014
    [Forrester] What’s the Big Deal About Predictive Analytics? A Conversation with Brian Kardon
    He previously held top marketing roles at Eloqua, Forrester Research, and Reed Business Information before taking the reins as CMO at Lattice Engines , a pioneer in predictive applications for marketing and sales. Even Salesforce announced their own Analytics cloud. The second is about the technology. We see it all around us.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 29, 2014
    [Forrester] Your Timetable For Winning at Content Marketing From 8 a.m. to 8 p.m.
    According to Forrester, 85% of marketers find it hard to connect content marketing to its actual business value. Great content marketing is as much about structure as content - so here’s your personal plan for doing it right. Here’s a plan taking you from post-toast to sofa-time. Catch up on content marketing blogs. 500 views?
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, OCTOBER 26, 2014
    [Forrester] 5 Tips For Maximizing Your Video Marketing
    picture is worth a thousand words, and according to Dr. James McQuivey of Forrester Research, one minute of video is worth 1.8 Editor’s Note: Today’s post comes courtesy of Daniel Glickman,CMO of emaze. He loves analyzing marketing data and building strategic and tactical plans. Follow Daniel on Twitter @firmflair. million words.
  • THE ROI GUY  |  FRIDAY, OCTOBER 24, 2014
    [Forrester] The new ABCs of Selling: Always Be Challenging!
    Unfortunately, buyers indicate that: 10% of sales reps are still pitching products right out of the gate, or pseudo-solution selling, asking a few questions before diving into a one-size-fits-all product pitch (Forrester). The key? Many Points of Value Did you know that the average deal now has 5.4 decision makers?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, OCTOBER 23, 2014
    [Forrester] The Buyer’s Journey: How Can Marketers Deliver a First Class Trip?
    According to Forrester Research , on average, buyers are 90% of the way through their buying journey before they ever talk to sales. When was the last time you used a travel agent? This phenomenon – of doing our own research and evaluation without the help of an agent – is not unique to travel. Interactive content can help.
  • LEADERSHIP  |  TUESDAY, OCTOBER 21, 2014
    [Forrester] 3 Essentials of Learning for B2B Marketers — Explore, Discover, Experience
    In a recent survey of 500 B2B and B2C decision makers in the US and UK, Forrester found that only 11% qualified as “modern marketers”. In a presentation by the IDC Executive Advisory Group, it is predicted that by the end of 2014, 60% of CMOs will have a formal recruiting process for hiring advanced marketers. This is how we learn and grow.”.
  • MARKETING ACTION  |  MONDAY, OCTOBER 20, 2014
    [Forrester] The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money
    And according to Forrester Research, companies using lead nurturing (one of marketing automation’s key capabilities) generate 50% more sales-ready leads — with 33% lower cost per lead. (!). But what if you have a small team? Or you’re working with limited resources? Act-On customers are seeing results that confirm the data.
  • MARKETING ACTION  |  MONDAY, OCTOBER 20, 2014
    [Forrester] The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money
    And according to Forrester Research, companies using lead nurturing (one of marketing automation’s key capabilities) generate 50% more sales-ready leads — with 33% lower cost per lead. (!). But what if you have a small team? Or you’re working with limited resources? Act-On customers are seeing results that confirm the data.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, OCTOBER 17, 2014
    [Forrester] 5 Marketing Takeaways From Dreamforce 2014
    We’re in the age of the customer – “Power to the Consumer” - George Colony from Forrester Research said in his session, “technology is moving the power from institutions to customers.” The Salesforce.com hosted event provided face-to-face opportunities to hear industry visionaries and world leaders.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, OCTOBER 16, 2014
    [Forrester] Managing Digital Disruption: 12 Takeaways From Modern Marketing Experience Europe
    In our latest research with Forrester, we determined that only 1 in 9 marketers are truly modern marketers. The theme of “digital disruption” was a core part of the event agenda this week at Modern Marketing Experience Europe. ” A critical notion of digital disruption requires companies to become customer-centric.
  • THE ROI GUY  |  WEDNESDAY, OCTOBER 15, 2014
    [Forrester] Return on Sales Enablement: The Adoption Challenge
    Forrester indicates that for each typical sales rep, $130,000 is spent annually on sales enablement, training and support, trying to make each rep smarter, faster and more powerful. Adoption CEB CRM Forrester Qvidian ROI Sales Benchmark Index Sales Enablement Sales Tools Sales Training salesforce.com SiriusDecisions Value Selling
  • MARKETING ACTION  |  TUESDAY, OCTOBER 14, 2014
    [Forrester] Marketing Automation’s Growing Role in Customer Lifecycle Management
    Editor’s Note: Lori Wizdo is a principal analyst at Forrester Research. Our topic today is marketing automation as it’s applied beyond lead-to-revenue, and our guest is Lori Wizdo, principal analyst at Forrester Researcher. An Act-On Conversation. ATRI:    Hello, everyone. Welcome, Lori. Marketing has a post-acquisition role to play.
  • HUBSPOT  |  THURSDAY, OCTOBER 9, 2014
    [Forrester] How to Design Content Remarketing Campaigns That Actually Work
    According to Forrester Research , 96% of people who visit a website leave without completing the action the marketer would have liked them to take. You know content marketing works, so you''ve been plugging away at blog posts, ebooks, and other valuable, educational content for your potential customers. Getting Started With Remarketing.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 8, 2014
    [Forrester] How Marketers Can Decipher the Data Deluge
    Marketers are inundated with a flood of data about customer engagement based on device, time, channel — the list goes on. While marketers say that making data-driven decisions is a priority, many companies fail to center their overall strategy around data as a way to drive business growth. In fact, according to a report by the U.S.
  • BIZNOLOGY  |  THURSDAY, OCTOBER 2, 2014
    [Forrester] Keep consumers clicking on your online videos
    million words, according to Forrester Research. Digital video content is growing in popularity faster than its creators can seemingly accommodate. Consider these stats: 65 percent of consumers are visual learners and the brain processes visual data 60,000 (!!!) times faster than text alone. Don’t take it too seriously.
  • THE ROI GUY  |  WEDNESDAY, OCTOBER 1, 2014
    [Forrester] Are your Sales Reps Prepared? The Good, the Bad and the Ugly.
    Each year Forrester asks this question of Executive Buyers worldwide, and the results reflect the Good, the Bad and the Ugly of current sales rep capabilities: > The Good – A majority of buyers ( 62% ) indicate that your vendor sales reps are knowledgeable about your company and products.
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