• PR MEETS MARKETING  |  THURSDAY, MAY 26, 2016
    [Forrester] PRMM Interview 21 with Scott Lum on content and social media marketing
    Forrester talks about the development of the chief customer officer. This week, I had the opportunity to interview content and social media expert Scott Lum for PRMM Interview #21. We chatted about  content and social marketing, becoming a customer-centric organization, and advice for future marketers. Enjoy the Video! What should I do?”.
  • SALES ENGINE  |  TUESDAY, MAY 24, 2016
    [Forrester] How Content Becomes a Sales Conversation
    Unfortunately, this approach is not efficient or scalable, and according to Forrester, is less than 20% of sellers are even capable of it. With directives from above to grow revenue through sales, groups as varied as marketing, products, human resources, and even sales itself will rally to find ways to support the sales team.
  • ACT-ON  |  TUESDAY, MAY 24, 2016
    [Forrester] Demand Generation 101: 7 Tactics For Generating High Quality Leads
    And according to Forrester’s B2B Social Technographics , fully 100% of business decision-makers use social media for work purposes. Demand generation, aka “demand gen,” isn’t just about leads. Demand gen is about creating high quality leads that engage with your brand – and eventually turn into revenue. That’s where demand gen comes in.
  • ACT-ON  |  TUESDAY, MAY 24, 2016
    [Forrester] Demand Generation 101: 7 Tactics For Generating High Quality Leads
    And according to Forrester’s B2B Social Technographics , fully 100% of business decision-makers use social media for work purposes. Demand generation, aka “demand gen,” isn’t just about leads. Demand gen is about creating high quality leads that engage with your brand – and eventually turn into revenue. That’s where demand gen comes in.
  • 6SENSE  |  MONDAY, MAY 23, 2016
    [Forrester] Myth Busters: 4 Misconceptions About Predictive Intelligence
    Forrester represented the modern buyer’s journey this way: This change in the B2B buyer’s journey robbed company firmographic and contact demographic data of a lot their usefulness. I hope you find the below post useful. If you want to talk more, stop by the 6sense booth at the SiriusDecisions Summit and ask for Amar Doshi ! Now Acme Inc.
  • THE ROI GUY  |  THURSDAY, MAY 19, 2016
    [Forrester] On-Demand Webinar - From an ROI Business Case to a Value-centric Case for Change
    Alinean business case CSO Insights Forrester Frugalnomics IDC Pisello ROI Calculator ROI Selling Sales Enablement SiriusDecisions ValueStory VSR Council VSR SummitThe Traditional ROI Business Case is often too inside-out (vendor-centric), focused too much on the solution and what it can do. RCID=57f44396c0864b078bcf6282b01a68f8.
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Forrester] Lead Generation Tweaks for Building a Better Sales Pipeline
    Get educated:  Forrester tells us that 77% of executive buyers claim salespeople don’t understand their problems or how they can help. Every business wants the most efficient sales process. From the most productive sales reps and the most streamlined sales funnel, we all want a veritable machine that drives sales. 30% are not decision-makers.
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Forrester] Lead Generation Tweaks for Building a Better Sales Pipeline
    Get educated:  Forrester tells us that 77% of executive buyers claim salespeople don’t understand their problems or how they can help. Every business wants the most efficient sales process. From the most productive sales reps and the most streamlined sales funnel, we all want a veritable machine that drives sales. 30% are not decision-makers.
  • KEO MARKETING  |  TUESDAY, MAY 17, 2016
    [Forrester] The Advanced Guide to Content Marketing for 2016
    Research by Forrester shows that 4.8 With the explosion of content marketing, businesses have been publishing white papers, e-books, and blog posts in order to get their customers’ attention.  But now it is almost too much. Interactive Content. Disruptive Content. Mobile Content. Content Marketing
  • LATTICE  |  TUESDAY, MAY 17, 2016
    [Forrester] Marketing’s Role in the Age of the Customer
    In fact, Forrester thinks this age of the customer is a 20-year business cycle, and that this power shift towards customer will continue for a while. Image courtesy of Forrester Research, Inc. Over the past few years there has been a power shift in the B2B space, away from marketing and sales teams and toward the customer.
  • VIDYARD  |  TUESDAY, MAY 17, 2016
    [Forrester] Everything You Need to Generate, Score, and Nurture Leads with Video
    In fact, in 2015, video viewing overtook all other activities online, according to Forrester. Did you know that marketers who use video for lead generation see 19% lower cost per lead than those who don’t? For demand generation and content marketers alike, more quality leads for less cost is the consistent, ever-present struggle. We know.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 11, 2016
    [Forrester] Live From Marketing Nation Summit: Day 2 Keynote – Step Up, Shape Up, and Fight On
    In fact, Forrester predicts that by 2020, most boards will want to see a trust metric. Author: Elaine Ip Day 2 of Marketing Nation Summit has been a whirlwind of amazing sessions and fantastic keynotes…the momentum is going strong. This afternoon’s keynote brought great insights, celebrations, and inspiration.  Getting Students Engaged.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 11, 2016
    [Forrester] Live From Marketing Nation Summit: Day 2 Keynote – Step Up, Shape Up, and Fight On
    In fact, Forrester predicts that by 2020, most boards will want to see a trust metric. Author: Elaine Ip Day 2 of Marketing Nation Summit has been a whirlwind of amazing sessions and fantastic keynotes…the momentum is going strong. This afternoon’s keynote brought great insights, celebrations, and inspiration.  Getting Students Engaged.
  • MODERN B2B MARKETING  |  TUESDAY, MAY 10, 2016
    [Forrester] Live From Marketing Nation Summit: Digital Transformation, Resilience, and Authenticity
    One of today’s breakout sessions came from Rusty Warner, Principal Analyst at Forrester. Author: Ellen Gomes The energy and excitement is palpable at the Marketo Marketing Nation Summit. Marketers from across the globe are in Las Vegas, Nevada to join the brain power of 5,300 marketers and peers. And, it’s already begun. The Nation Talks.
  • LATTICE  |  TUESDAY, MAY 10, 2016
    [Forrester] Why Shared Data is Leading to Better Marketing and Sales Experiences
    Watch this video to learn why Forrester analyst Laura Ramos says believes it’s not just about throwing data over the wall at sales, that marketing needs to make sure sales understands what action can be taken, based on the data. The post Why Shared Data is Leading to Better Marketing and Sales Experiences appeared first on Lattice Engines.
  • FATHOM  |  MONDAY, MAY 9, 2016
    [Forrester] Why You’ll Never Reach Your Audience Unless You’re an Anti-Channel Marketer
    Forrester has estimated that less than 4% of businesses are in a place that will allow them to take advantage of the growing opportunities in mobile, though. Even the laws of nature support this—when you combine all colors in the light spectrum you get transparent white light. Marketing Daily ). The options were relatively limited, though.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MAY 5, 2016
    [Forrester] Marketing Automation Technology and What Marketers Need to Look For
    Forrester. Since marketers love a good stat, let's start this post off with one: 2567%. That percentage represents the increase in the number of martech vendors from 2011 to today. – Aberdeen Group. Rest assured there are many more such stats that support the need for marketing automation. Campaign Management.
  • KEO MARKETING  |  THURSDAY, MAY 5, 2016
    [Forrester] Essential Mobile Marketing for your 2016 Plan
    Owners of mobile devices use them 150 – 200 times per day (Forrester research). When you create your 2016 marketing plan, make sure all of your marketing efforts are mobile optimized because mobile is an omnipresent channel now. More people spend time online through their mobile devices than spend time on desktop. hours. 25 – 34. hours.
  • ANNUITAS  |  THURSDAY, MAY 5, 2016
    [Forrester] 3 Common Mistakes in Demand Generation
    Engaged to Opportunity rate, which is higher than the mean cited by both Forrester and Sirius Decisions. “Hold the vision; trust the process.”. — Author unknown. Marketers are often eager to get started on the road to Demand Process Transformation℠. It also may require a few leaps of faith. However, know that there are rewards.
  • ACT-ON  |  THURSDAY, MAY 5, 2016
    [Forrester] Team Trifecta: Why Align Customer Success with Sales & Marketing?
    According to Forrester, acquiring a new customer costs a business six times more than satisfying and retaining a current customer. As the Forrester data shows, these existing relationships with current customers yield more predictable and more reliable revenue than just acquiring new customers. Why is this so important? Why marketers?
  • SNAPAPP  |  WEDNESDAY, MAY 4, 2016
    [Forrester] 15 Facts to Know About Bottom of the Funnel Marketing
    Forrester. 4. The sales funnel , as a whole, is a beautiful thing – but the bottom of the funnel is where things really get interesting. As a lead moves closer and closer to becoming a customer, marketers need to know how to increase the likelihood that the conversion actually happens. Are there remaining questions that need answered?
  • CONTENTLY  |  MONDAY, MAY 2, 2016
    [Forrester] Contently Case Story: How AARP Media Sales Taps a Trillion-Dollar Market
    And a Forrester report from a few years ago found that baby boomers spend twice as much money online as younger demographics. Contently Case Stories is a series highlighting some of Contently’s most successful clients. At times, people over the age of 50 are unfairly portrayed as inactive and indolent as they head toward retirement.
  • FATHOM  |  MONDAY, MAY 2, 2016
    [Forrester] Video is Killing the Written Content Star
    According to Forrester Research ‘s Dr. James McQuivey, “a minute of video is worth 1.8 According to Cisco , global consumer internet video traffic will be 80% of all consumer Internet traffic in 2019. This number is substantially higher than the 64% of internet video traffic in 2014. As such, 2016 has been dubbed ‘The Year of Video’.
  • BULLDOG SOLUTIONS  |  THURSDAY, APRIL 28, 2016
    [Forrester] Five Steps to Thriving in the Age of the Customer – Part 5
    I'm ready for the ‘what now.’" We have spent almost a month now looking at the findings from our Forrester study * on thriving in the age of the customer. Forrester, “Marketing-Led Organizations Survive and Thrive in The Age of The Customer,” October 2015. He said, "I get the ‘what.’ I even understand the ‘so what.’
  • LATTICE  |  WEDNESDAY, APRIL 27, 2016
    [Forrester] Why Scaling Account-Based Marketing is So Important
    ABM processes help focus the marketing and sales efforts of any company, and push towards creating that kind of personalized engagement that will drive increased ROI for the business. The post Why Scaling Account-Based Marketing is So Important appeared first on Lattice Engines. account-based marketing
  • BULLDOG SOLUTIONS  |  THURSDAY, APRIL 21, 2016
    [Forrester] Marketing-Led Companies Outperform Their Peers – Part 4
    And even though we established that we’ve been living in the age of the customer for over six years, our research with Forrester surprised us by showing that less than half (43 percent) of respondents fit the build of “customer focused.”. Forrester, “Marketing-Led Organizations Survive and Thrive in The Age of The Customer,” October 2015.
  • CONTENTLY  |  TUESDAY, APRIL 19, 2016
    [Forrester] The Customer Service Arms Race
    New research from Forrester shows that 73 percent of adults say valuing their time is the most important thing a company can do to provide good online customer service. The Forrester study also showed that, for the second consecutive year, more people turned to self-service web and mobile tools than customer call centers. Chat with us.
  • TONY ZAMBITO  |  SUNDAY, APRIL 17, 2016
    [Forrester] Overcoming The Content Personalization Challenge With Buyer Persona Research
    Recent surveys of marketing professionals by Rapt Media , Forrester , Seismic, SAP , IBM , and others all indicate that content personalization remains the biggest challenge for marketers this year and for the foreseeable future. by icon 54. The percentages of marketers indicating this as their top challenge are not measly either. 
  • BULLDOG SOLUTIONS  |  THURSDAY, APRIL 14, 2016
    [Forrester] Customer Obsession Relies on Marketing – Part 3
    That's right, this cycle Forrester deemed the age of the customer started in 2010 and has been going strong for over six years now—and it’s really beginning to pick up speed. Source: Forrester Research, Inc. First, let's recap the top three findings from our research with Forrester:*. But, we have good news. Organization Desig
  • HUBSPOT  |  THURSDAY, APRIL 14, 2016
    [Forrester] How a Knowledge Discovery Program Elevates Your Content Curation
    Premium subscriptions - Paid access to premium content (Forrester and Gartner). Marketers need to keep their pipeline full of the most relevant and cutting-edge content that will effectively speak to their audience and convert them into qualified leads. strong marketer is equipped with the content ammo they need to excel. Content Marketing
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, APRIL 14, 2016
    [Forrester] The Benefits of a Partner Ecosystem
    ISVs in particular are very open partnerships—as per the findings of a Forrester study which showed that "66% of surveyed companies indicating that channel partners are strategically important to growing revenues from their SaaS products.” But that’s another story for another time.) Oracle Marketing Cloud
  • LATTICE  |  WEDNESDAY, APRIL 13, 2016
    [Forrester] Are you reaching your decision makers in real-time?
    In fact, according to Forrester, 74% of business buyers say they conduct more than half of their research online before making an offline purchase. Buyers are now in possession of unlimited information and online content has become a dominant driver for purchase decisions. Content that engages prospects with current customers.
  • VIDYARD  |  TUESDAY, APRIL 12, 2016
    [Forrester] Forrester Sounds the Digital Marketing Alarm
    The years change but the marketing plans pretty much stay the same, according to recent research from Forrester. ” – Forrester Research. ” – Forrester Research. The post Forrester Sounds the Digital Marketing Alarm appeared first on Vidyard. But has spending? Get the Report. Get the Report.
  • ACT-ON  |  TUESDAY, APRIL 12, 2016
    [Forrester] Agencies Under Pressure to be More Digital
    2015 Forrester survey found that “37 percent of firms place ownership of digital strategy at the ‘C’ level, with a further 44 percent looking to a senior vice president (SVP), executive vice president (EVP), or similar role to direct digital plans.”. Marketing has changed more in the past five years than in the past 50. over 2015.
  • FATHOM  |  MONDAY, APRIL 11, 2016
    [Forrester] Abandoning the Marketing Campaign: How to Think Long Term
    Recent Forrester research found that only 27% of consumers reporting having ‘good’ or ‘excellent’ experiences with brands in 2015, but 75% of brands thought their consumers had ‘good’ or ‘excellent’ experiences with them. The marketing campaign has been dying a slow death for awhile now. In fact, as an Inc. Read on to find out. Conclusion.
  • KAPOST  |  MONDAY, APRIL 11, 2016
    [Forrester] Taking Action to Turn Content Into Revenue
    Research conducted by Forrester sums it up. B2B content marketers are under the gun to prove that content marketing performance is tied to business value—namely revenue. This has been difficult to achieve, however, likely because of a few misconceptions about content marketing. Myths About Content Marketing. Problem #1: Content Relevance.
  • BULLDOG SOLUTIONS  |  WEDNESDAY, APRIL 6, 2016
    [Forrester] Customer Obsession Is Now Essential – Part 2
    Forrester defines the age of the customer as a “20-year business cycle in which the most successful enterprises will reinvent themselves to systematically understand and serve increasingly powerful customers.” and it is also what caused us to commission this Forrester research project to begin with. Stay tuned! Organization Design
  • RADIUS  |  WEDNESDAY, APRIL 6, 2016
    [Forrester] Radius Product Innovation Solves Top Marketer Challenge: Proving ROI
    This pain point is echoed in research that we commissioned through Forrester Consulting , when B2B marketing leaders shared that “difficulty measuring marketing ROI/campaign success” is one of the top 5 challenges they face in making strategic decisions. Users can now easily visualize and measure top-performing segments in real-time.
  • RADIUS  |  WEDNESDAY, APRIL 6, 2016
    [Forrester] Radius Product Innovation Solves Top Marketer Challenge: Proving ROI
    This pain point is echoed in research that we commissioned through Forrester Consulting , when B2B marketing leaders shared that “difficulty measuring marketing ROI/campaign success” is one of the top 5 challenges they face in making strategic decisions. Users can now easily visualize and measure top-performing segments in real-time.
  • ACT-ON  |  TUESDAY, APRIL 5, 2016
    [Forrester] Why You Should Consider Using Twitter for B2B Leads
    Forrester , 2013. Every day there are new B2B opportunities waiting for you on Twitter, LinkedIn and the other social media channels. Whether you turn these moments of opportunity into high-quality leads is up to you. Many marketers recognize Twitter’s usefulness for engagement and brand awareness. – Social Media Today , 2014. Connect.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 1, 2016
    [Forrester] Two Thirds of Marketers Cannot Measure Mobile
    Although marketers know mobile is a strategic imperative, the vast majority still fail to strategically integrate it into their marketing mix, according to fresh findings from Forrester. It's Friday Five time. This week's topic: Mobile Marketing. Study: Few Marketers Using Mobile Marketing Strategies. Read the full story on Inquisitr.
  • SALES ENGINE  |  THURSDAY, MARCH 31, 2016
    [Forrester] How important is contextual content in the B2B sales process?
    You have to build what Forrester calls a contextual marketing engine. As technology and connectivity advances, marketers have had to move away from mass media targeting campaigns towards producing more real-time, contextual content that creates one-to-one interaction with potential buyers. What is Contextual Content? Delete. Content Strateg
  • BULLDOG SOLUTIONS  |  WEDNESDAY, MARCH 30, 2016
    [Forrester] Who Survives and Thrives in the Age of the Customer? – Part 1
    So, in August of 2015, we partnered with Forrester Research to learn more about the role B2B marketing plays in propelling businesses to drive success and thrive. Forrester surveyed 300 North American B2B marketers, and, voila, we learned a lot more about how organizations can thrive in the age of the customer. Marketing Planning
  • JUNTA 42  |  SATURDAY, MARCH 26, 2016
    [Forrester] This Week in Content Marketing: FTC to Brands — It’s All on You
    It means Instagram users organically following brands may miss those brands’ organic posts, warns Forrester. PNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher. Rants and raves include the death of social content and L’Oreal’s launch of an unbranded fashion website. Sponsor (36:38).
  • 3D2B  |  TUESDAY, MARCH 22, 2016
    [Forrester] 6 Changes You Can Make to Optimize B2B Demand Generation
    According to Forrester Research, businesses that nurture and qualify the leads have 50% more sales–ready leads than those that do not. “When you’re finished changing, you’re finished,” said Ben Franklin. And in a business world that seems to change more rapidly than ever, his words are still relevant. Here are six ideas that can pay off.
  • ACT-ON  |  FRIDAY, MARCH 18, 2016
    [Forrester] Top Instagram Influencers
    Forrester found that engagement rates on Instagram are almost 58 times higher than engagement on Facebook and 120 times higher than Twitter’s. 10 People Who Built (or Strengthened) Their Personal Brand Using the Small Screen. Social media influencers hold a great deal of power. Why Instagram? All signs of approval (e.g., Adam Braun.
  • LATTICE  |  WEDNESDAY, MARCH 16, 2016
    [Forrester] Enriching Your Account Universe: Turn Data into Revenue
    There is an 8x increase in ROI on personalized campaigns, according to Forrester Research. While B2C marketers have been doing this forever, it has taken longer to catch on in the B2B world. But smart teams understand that better segmentation is the key to B2B sales and marketing success. industry, revenue, employee band). Figure 1. Figure 2.
  • HUBSPOT  |  TUESDAY, MARCH 15, 2016
    [Forrester] 7 Amazingly Effective Lead Nurturing Tactics
    Research conducted by Forrester has shown that marketers see an average 20% increase in sales opportunities from nurtured vs non-nurtured leads. Furthermore, the research also reveals that companies that excel at lead nurturing generate 50% more sales at a 33% lower cost (Source: Forrester, 2014 ). So you are probably wondering….
  • WEBBIQUITY  |  TUESDAY, MARCH 15, 2016
    [Forrester] 16 Enigmatic Business Blogging and Other Marketing Stats
    But, seemingly in support of Kundera’s quote above, Forrester Research says marketers are the ““sole source of sustainable competitive advantage.”. As winter comes to an end, so too does the  Winter Wonderland of Marketing Stats series that’s been running here over the past few months. But apparently not. Meghan M. ClickZ ).
  • 6SENSE  |  MONDAY, MARCH 14, 2016
    [Forrester] 5 Reasons You Can’t Miss This Year’s B2B ESP Summit
    You’ll hear from organizations like Cisco, Forrester and Brocade. This year 6sense is going back to the iconic San Francisco Four Seasons Hotel to host our annual predictive intelligence summit, B2B ESP , but that doesn’t mean we’ll be covering old ground. Here are 5 reasons you won’t want to miss this year’s B2B ESP Summit. Network in Style.
  • VIDYARD  |  FRIDAY, MARCH 11, 2016
    [Forrester] No marketing tactic works well Forrester says, it’s all about strong content
    Forrester has been following marketers to ask them how those efforts were going, and the answer is… not so well. The post No marketing tactic works well Forrester says, it’s all about strong content appeared first on Vidyard. Content marketing has cut itself a lion’s share in the marketing world. Blog Content Marketing
  • CINTELL  |  THURSDAY, MARCH 10, 2016
    [Forrester] 38 Handy Stats to Prove the Value of Personas
    Using Personas increases email open rate 2-5 times (Forrester). We’ve all been there. You’re about to present to your board/boss/someone about the budget you need for next year, and a big part of that is persona development, maintenance, or persona management technology. But empathy is hard to put a dollar value to. We need ROI.
  • BIZIBLE  |  THURSDAY, MARCH 10, 2016
    [Forrester] The Beginner's Guide To B2B Marketing Attribution
    And with so much information at every buyer’s fingertips, Forrester says that 90% of the B2B buying process happens before the customer ever reaches out to a salesperson. The B2B customer journey is more complicated today than ever before. accurately capturing the complete journey requires a number of technologies and integrations.
  • KEO MARKETING  |  WEDNESDAY, MARCH 9, 2016
    [Forrester] Predictive Analytics a Valuable Tool for B2B Marketers
    Forrester Consulting recently released a paper entitled, “ How Predictive Marketing Analytics Boosts B2B Business Performance.” As the name implies, predictive analytics involves using detailed data to identify trends and customer behavior patterns, which can then help you determine the best ways to motivate a lead to take a desired action.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MARCH 8, 2016
    [Forrester] The Two Paths CMOs Must Pursue When Planning Their Technology Roadmap
    In a new report, Take Two Technology Roads To Digital Experience Success, Road Map: The Digital Experience Delivery Playbook , Forrester analyst Ted Schadler lays out the two paths CMOs not only must pursue when planning their technology roadmap, but do so at the same time. It is not an understatement to say this is paramount for success.
  • THE ROI GUY  |  MONDAY, MARCH 7, 2016
    [Forrester] Value Summit Keynote - The Importance of Getting Value Selling Right
    Alinean Death of a B2B Sales Rep Financial Justification Forrester Gartner IDC Jim Ninivaggi Pisello ROI SiriusDecisions Value Selling Value Summit VSR Council VSR SummitHow buyers have changed and trends are driving more involvement from vendors to better communicate and quantify unique value.
  • RADIUS  |  WEDNESDAY, MARCH 2, 2016
    [Forrester] 5 Ways to Get Your Executive Team on Board With Predictive
    SiriusDecisions, Forrester, Gartner, and TOPO are all experts in the new, emerging space. View Forrester’s Predictive Report >> 3. Marketing and Sales teams are well aware of a transformation that is taking place in the Marketing world: the shift to Predictive to redefine data and insights for Marketing strategy. Case Studies .
  • RADIUS  |  WEDNESDAY, MARCH 2, 2016
    [Forrester] 5 Ways to Get Your Executive Team on Board With Predictive
    SiriusDecisions, Forrester, Gartner, and TOPO are all experts in the new, emerging space. View Forrester’s Predictive Report >> 3. Marketing and Sales teams are well aware of a transformation that is taking place in the Marketing world: the shift to Predictive to redefine data and insights for Marketing strategy. Case Studies .
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 2, 2016
    [Forrester] 4 Account-Based Marketing Lessons from the Field
    Forrester Research states that less than 1% of leads turn into revenue generating customers. Author: Charm Bianchini What happens when B2B marketers from leading companies gather for a day? They talk about account-based marketing (ABM), of course! The Funnel Must Be Flipped. Gone are the broad-based marketing days. What does that mean?
  • 3D2B  |  TUESDAY, MARCH 1, 2016
    [Forrester] Back to the Future: Why Outbound B2B Marketing Is Back in Style
    Because, according to Forrester Research, buyers don’t always know what they need. The funeral for outbound marketing took place several years ago. Friends and relatives celebrated its life and moved on, letting inbound marketing fill the void. But now, what was old is new again. Outbound marketing is coming back to life. The result?
  • THE ROI GUY  |  TUESDAY, MARCH 1, 2016
    [Forrester] Frugalnomics in Effect - Gartner predicts low IT spending growth for 2016
    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. Why Your Solutions?– Percent in 2014 Gartner Forecasts 3.1%
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 29, 2016
    [Forrester] Onward and Upward: Research-backed Tips to Rise Above the Noise on Social Media
    According to Forrester, today’s customers distrust and resent one off campaigns that interrupt or intercept them—which is why your marketing should feel like a natural conversation with your customer. Before I realized it, I had already scrolled through hundreds of posts, without batting an eye. So what’s a marketer to do?
  • VIDYARD  |  WEDNESDAY, FEBRUARY 17, 2016
    [Forrester] New from Forrester: Building a Predictable Lead-To-Revenue System
    Forrester Report: Understanding the Performance Levers in Your Lead-to-Revenue System. Forrester suggests that it is, in fact, feasible to accurately predict the outcome of your marketing efforts if you take an analytical approach to understanding the key performance drivers. Get the Report. Get the Report. Blog Marketing ROI
  • CHIEFMARTECH  |  TUESDAY, FEBRUARY 16, 2016
    [Forrester] The Role of MarTech in Customer Service — The New Marketing
    According to Kate Leggett, principal analyst at Forrester Research, self-service increases customer satisfaction and lowers costs for the business. Forrester found that 72 percent of consumers prefer using a company’s website to answer their questions. Terrific food for thought. Customer service is the new marketing. Sachdev asks.
  • KOMARKETING ASSOCIATES  |  TUESDAY, FEBRUARY 16, 2016
    [Forrester] Master These 10 Content Marketing Skills to Become an All-Star
    Listening. “87 percent of B2B marketers say they struggle to produce content that truly engages their buyers.” – Forrester. Each year, typically during a weekend in mid-February, the NBA’s best players flock to a designated city for NBA All-Star Weekend. But, what kinds of skills are needed to become a content marketing all-star?
  • ION INTERACTIVE  |  FRIDAY, FEBRUARY 12, 2016
    [Forrester] Monday is the day! What We’re Most Excited for at Content2Conversion
    It’s About The Content Experience! 4:20 PM You have got to be authentic and Forrester's Laura Ramos tells us how with Your New Source of Impactful and Authentic Content 6:00 PM Day Two is in the books! The B2B Content2Conversion Conference starts on Monday and ion is thrilled to be a part of it. Don’t forget! You won’t miss them!
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, FEBRUARY 10, 2016
    [Forrester] Are marketers getting lost in the Dark Funnel?
    Forrester Research report from way back in 2007 predicted a transformation of the buyer’s journey was underway and the traditional sales funnel had “outlived its usefulness.” By Krista LaRiviere, {grow} Community Member. Many marketers are now asking: Did this prospect know about us before coming to our site?
  • CINTELL  |  TUESDAY, FEBRUARY 9, 2016
    [Forrester] 17 Things High-Performing Companies Do to Optimize Their Buyer Personas
    But getting to a state of persona nirvana is easier said than done. There are many steps along the way – after you’ve created personas – that can mean the difference between a high-performing persona strategy and a failed one. Related reading: Why Personas Fail. Here are 17 things the top performers do really well.  Core attributes. 1.
  • HINGE MARKETING  |  TUESDAY, FEBRUARY 2, 2016
    [Forrester] AEC Marketing: The Upcoming Elections Demand Change
    In a Forrester study last year, 74% of B2B buyers told Forrester they research half or more of their work purchases online. With the Iowa caucuses now behind us, we’re fully entrenched in the volatility between establishment candidates and the party disruptors. The one thing we know for sure, there will be a new president.
  • CINTELL  |  WEDNESDAY, JANUARY 27, 2016
    [Forrester] 29 Ways to Use Your Personas
    Laura Ramos of Forrester says it best, “To win in the age of the customer, B2B marketers need to drive customer intelligence into all areas of the business.”. You Built Personas, Now What? Creating buyer personas is only half the battle. Additionally, they leveraged them for sales training and demand generation to inform campaign decisions.
  • 6SENSE  |  TUESDAY, JANUARY 26, 2016
    [Forrester] Forrester Report: 3 Pillars of B2B Marketing’s New Mission
    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. Latest
  • VIDYARD  |  FRIDAY, JANUARY 22, 2016
    [Forrester] Brand Guidelines for Video: Unicorn Ice Cream, Man-Cats, and a Powerful Experience
    Remember the twinkling, light-hearted and touching music at the end of Forrest Gump, as the feather is floating away from Tom Hanks? Imagine this: Nike. Will You Do It? Or how about “Nike. Just Do It Already!” or even “You Should Do It.” They just don’t work as well as the slogan Nike is actually named for, right? Why is that? It’s simple.
  • HUBSPOT  |  FRIDAY, JANUARY 22, 2016
    [Forrester] Why You Won't Recognize SEO in Five Years
    According to Forrester , it turns out that 85% of the time we spend on phones is spent in apps -- really it's spent in just a handful of apps. As marketers, we've gotten quite good at evolving our playbooks when it comes to SEO. But the changes we've seen to this point are nothing compared to what's coming next. Not anymore. billion. How so?
  • INFLUITIVE B2B  |  FRIDAY, JANUARY 15, 2016
    [Forrester] We Tried Launching A Full B2B Marketing Campaign From Start To Finish In 1 Day – Here’s What Happened
    We selected the 250 dead opportunities that made it furthest through the buying process to receive a direct piece of mail inviting them to check out BuyingIsScary.com , along with a printed copy of the new Forrester Report: Advocate Marketing Creates B2B Customer Relationships That Last A Lifetime to ease their advocate marketing worries.
  • ACT-ON  |  MONDAY, JANUARY 11, 2016
    [Forrester] Four Trends Elevating Marketing as the Key Business Engine
    Today’s buyers might be anywhere from two-thirds to 90% of the way through their journey before they reach out to a vendor,” according to Lori Wizdo, a principal analyst of Forrester Research. Marketing was staff, not line , so not a revenue generator, and so not particularly powerful. How things have changed! Consumerization of B2B.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JANUARY 8, 2016
    [Forrester] Ultimate Marketing Automation Statistics and More Marketing Automation News
    According to a Forrester report, 58% of all top performing companies use marketing automation softwares to aid their marketing efforts. The term " marketing automation " is very much in vogue today among marketers the world over. So with that I give you this week's Friday Five : Marketing Automation. And for good reason, too.
  • VIDYARD  |  FRIDAY, JANUARY 8, 2016
    [Forrester] High-Performing B2B Marketers Will Make These 4 Shifts in 2016, Predicts Forrester
    And Forrester is taking notice, predicting massive shifts in marketing in the coming year. Forrester Predictions for 2016: B2B Marketing's New Mission. Forrester’s predictions see massive changes in 2016 in four major realms: go-to-customer strategy, the accelerating shift from art to science, tech investments, and  B2B messaging.
  • HUBSPOT  |  THURSDAY, JANUARY 7, 2016
    [Forrester] Omnichannel: A Fancy Word for Increasing Product Discoverability
    With the Fed recently raising interest rates, it is clear that consumer confidence is up. Shoppers have more money in their pockets and are willing to spend it. So, trying to persuade them to purchase won’t be as much of a need in 2016 as compared to years past during the economic downturn. The Rise of Omnichannel. Let’s take a step back though.
  • ONALYTICA B2B  |  WEDNESDAY, JANUARY 6, 2016
    [Forrester] 5 Predictions for Influencer Marketing in 2016
    According to Forrester’s recent report by Nate Elliott entitled Vendor Lanscape: Word-Of-Mouth Platforms , there are 3 distinct focuses for tools in the word-of-mouth category: customer advocacy platforms, employee advocacy platforms and category influencer platforms. Increased Focus on Employee Advocacy. REQUEST A FREE DEMO.
  • 6SENSE  |  WEDNESDAY, JANUARY 6, 2016
    [Forrester] 6sense Hits 3X Revenue Growth in 2015
    Positioned in top right quadrant as an “expert” among “predictive modelers” for data analysis in the July Forrester report. For B2B professionals, 2015 was the year of data-driven marketing. T2D3 was the growth path for market-leading SaaS organizations like Salesforce, Marketo and Netsuite. Sign up for our newsletter.
  • BIZIBLE  |  TUESDAY, JANUARY 5, 2016
    [Forrester] Is Account-Based Marketing the Death of Inbound?
    According to Forrester , the waterfall marketing funnel looks like this for the average company: And this works to a degree, especially for smaller deal sizes. Most B2B businesses prescribe to the waterfall approach of marketing. The common funnel. That is, a little bit of prospects drop off at each stage of the funnel. CLICK TO TWEET.
  • WEBBIQUITY  |  TUESDAY, JANUARY 5, 2016
    [Forrester] 88 Expert Content Marketing Posts Worth Another Read
    Laura Ramos details fascinating findings from Forrester Research. As noted here previously, content marketing is now ubiquitous, with 93% of all marketers saying they do content marketing. All of those marketers are creating an enormous amount of content, which is making it difficult to stand out and rise above the noise. by Comms Axis.
  • THE ROI GUY  |  MONDAY, JANUARY 4, 2016
    [Forrester] Top 5 Articles of 2015 to Get You Ready for the New Year!
    Forrester says Yes (at least 1 in 5 at risk)! Death of a B2B Sales Rep Forrester Frugalnomics Frugalnomics Survival Guide Gartner IDC ROI SiriusDecisions TCO TCS Value Marketing Value SellingAs we look forward to a great 2016, what lessons can we learn from the past year? Why TCS is the new TCO. link].
  • MODERN B2B MARKETING  |  TUESDAY, DECEMBER 29, 2015
    [Forrester] It’s Show Time! 6 Sales Demo Tips from Stage Performers
    Like Forrest Gump, they see their goal in sight and just keep running. Author: Chris Gillespie As Shakespeare wrote, “All the world’s a stage, and all the men and women merely players.” ” Sales demos are like shows, with salespeople as the main cast. Haven’t seen too many of the latter? Modulate your tone.
  • SALESFUSION  |  THURSDAY, DECEMBER 17, 2015
    [Forrester] How to Avoid a Failed Marketing Automation Implementation
    For example, Forrester Research reports that B2B marketers who implement marketing automation increase their sales pipeline contributions by 10%, and organizations like the Cleveland Caveliers professional basketball team have used marketing automation to increase sales and enhance the customer experience while simultaneously reducing costs.
  • RADIUS  |  MONDAY, DECEMBER 14, 2015
    [Forrester] Should “Data Scientists” Really Be #1 on CMOs Wish List?
    This complements feedback that we collected in a survey commissioned through Forrester Consulting. A recent Forbes.com article shared that CMOs placed “data scientists” at the top of their 2015 holiday wish list. They want to know how to leverage the data in cool (not creepy) ways that drive commercial value.”.
  • VIDYARD  |  FRIDAY, DECEMBER 11, 2015
    [Forrester] Forrester Claims Marketing Content Not Relevant for Sales Teams, Customers
    “If ‘mobile-first’ is the new rallying cry for digital design, then ‘sales-first’ should be the mantra by which marketing delivers and distributes content.” – Laura Ramos, Forrester Analyst. Research released by Forrester this month found some shocking information about sales’ use of marketing content. Yep, useless.
  • ANNUITAS  |  TUESDAY, DECEMBER 8, 2015
    [Forrester] 5 Things That Need to Change in B2B Marketing 2016
    Additionally, in a recent Forrester report, 96% of CMOs responded by saying that “marketing is being asked to do things it has never had to do before.”. Every year around this time, I, along with many others think about how quickly this past year went by. In the document there are over 60 different technologies that this organization owns.
  • ACT-ON  |  MONDAY, DECEMBER 7, 2015
    [Forrester] What the 2015 Holiday Shopping Season Can Teach Us about the New Buyer’s Journey
    This graphic from Forrester shows how the buyer now moves freely (and unpredictably) throughout the Buyer’s Journey. Image Source: Forrester). The Internet analytics company comScore reported that Cyber Monday 2015 set a record as the biggest US shopping day of all time, with sales topping more than $3 billion. Well … everything.
  • SALESFUSION  |  TUESDAY, DECEMBER 1, 2015
    [Forrester] 3 Steps for Gaining Executive Buy-In for Marketing Automation
    B2B marketers who implement marketing automation increase their sales pipeline contributions by 10% (Forrester Research). How many of you watch Shark Tank? Gaining executive buy-in for any new technology is not unlike pitching an idea in the shark tank. Start by focusing on these three areas: 1. Build a Business Case. Marketing Insights.
  • SALESFUSION  |  TUESDAY, DECEMBER 1, 2015
    [Forrester] 3 Steps for Gaining Executive Buy-In for Marketing Automation
    B2B marketers who implement marketing automation increase their sales pipeline contributions by 10% (Forrester Research). How many of you watch Shark Tank? Gaining executive buy-in for any new technology is not unlike pitching an idea in the shark tank. Start by focusing on these three areas: 1. Build a Business Case. Marketing Insights.
  • HUBSPOT  |  MONDAY, NOVEMBER 30, 2015
    [Forrester] Why You Should Invest In Inbound Marketing Before CRM Implementation
    Companies that excel at lead nurturing (a core part of the inbound methodology) generate 50% more sales ready leads at 33% lower costs ( source: Forrester Research ). Since the beginning of time, humanity has sought to answer unanswerable questions, like which came first, the chicken or the egg? The Purpose of CRM. Providing clear reporting.
  • PR MEETS MARKETING  |  MONDAY, NOVEMBER 30, 2015
    [Forrester] What three mistakes are you making with video marketing?
    I recently read a video marketing report by Forrester, Branded Video Marketing Success Starts With Customer-Centric Distribution (Samantha Merlivat, October 16, 2015). Per Forrester the days of “organic viral” videos have past. While the report was focused on B2C there are insightful points relevant for a B2B audience.
  • TONY ZAMBITO  |  SUNDAY, NOVEMBER 22, 2015
    [Forrester] 7 Elements Of Customer Understanding The C-Suite Must Master
    According to recent surveys by PWC, Forrester, IBM , and McKinsey, disruptive trends in customer and buying behaviors are expected to continue over the next five years. by Yarden Gilboa. Changes in customer and buying behaviors continue to rock the very foundations of many industries. The yield on these promises, thus far, has been lacking.
  • BIZIBLE  |  THURSDAY, NOVEMBER 19, 2015
    [Forrester] 52 MarTech and Marketing Ops Champions You Need to Follow
    VP, Principal Analyst at Forrester | Serving CMOs | B2B enthusiast. Forrester VP analyst writing for and advising B2B CMOs | Speaker | Blogger | Passionate about marketing profession. Marketing technology is rapidly evolving and so with it grows the role of Marketing Ops. Gary Katz, @garymkatz. Chris Garrett, @chrisgarrett.
  • CONTENT STANDARD  |  THURSDAY, NOVEMBER 19, 2015
    [Forrester] Your Content Marketing Program Isn’t Perfect and Never Will Be
    My favorite part of monthly magazines is the Editor’s Letter. This is the page-long note at the beginning, before the feature story on service dogs, the gift guide for foodies, or the top five most practical uses for coffee cup sleeves. It’s meant to evolve, not be perfected. Start Somewhere. Find a Framework of G rowth (Not Perfection).
  • VIDYARD  |  MONDAY, NOVEMBER 16, 2015
    [Forrester] Video Marketing Success Starts with Distribution, says Forrester
    Many marketers are underestimating the importance of distribution and treating it as an afterthought, according to a recent Forrester report. Different people are on different platforms for different reasons and Forrester argues that your content must align with this. Most marketers will need to pay to get preliminary traffic.
  • ION INTERACTIVE  |  FRIDAY, NOVEMBER 13, 2015
    [Forrester] Bring the Focus to your Customers with Brand New Quick Starts
    This Age of the Customer, according to Cliff Condon via Forrester, will be a “20-year business cycle in which the most successful enterprises will reinvent themselves to systematically understand and serve increasingly powerful customers.” This month, we’re making it all about YOUR customers. Not sure where to start?
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 11, 2015
    [Forrester] Keeping Up With The Joneses: 8 Ways to Stay on the Cutting Edge of Your Industry
    also enjoy news websites like eMarketer , Business Insider , Mashable and research papers put out by institutions like Gartner and Forrester. For marketing professionals, ‘the Joneses’ are everyone and everything from your customers, to your industry, to your competitors, to the latest developments in the marketing and media industries.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, NOVEMBER 9, 2015
    [Forrester] Why Lead Nurturing is Now Marketing’s Domain
    Forrester Research says that as much as 90 percent of the buyer’s journey may be complete before a prospect reaches out to a salesperson. Once upon a time, B2B lead nurturing was strictly the domain of the sales team. Salespeople then followed up with the leads, nurturing them on the phone and sometimes even with a three-martini lunch.
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