• 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? and reduces marketing overhead by 12.2%.
  • MADISONLOGIC B2B WHITE PAPERS  |  SATURDAY, OCTOBER 18, 2014
    [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.
  • 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. LORI :  Thank you, Atri. ATRI: Great.
  • 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.
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 30, 2014
    [Forrester] Welcome to the Era of Engagement Marketing
    Forrester’s recent research demonstrates that two-thirds to 90%  of a buyer’s journey today is self-directed, happening before buyers interact directly with the brand. 'Author: Chandar Pattabhiram Hey, you talkin’ to me? But today’s digital, social, mobile world has made it very hard to drive that cycle. Marketing is in the driver’s seat.
  • B2B MARKETING INSIDER  |  MONDAY, SEPTEMBER 29, 2014
    [Forrester] Digital Marketing – What Are The Top Goals And Challenges?
    Just ahead of the conference, MarketingCharts.com previewed this research from ExactTarget , conducted by Forrester and uncovered that “meeting the expectations of the always-connected customer” was the biggest challenge. 'Last week I attended the ExactTarget Connections conference with nearly 10,000 other digital marketers.
  • MARKETING ACTION  |  FRIDAY, SEPTEMBER 26, 2014
    [Forrester] Retention that Drives Revenue: 5 Tips for Customer Loyalty Programs
    According to Forrester Research , loyalty programs today are doing much more than driving more purchases and bigger profits. 'Customer loyalty programs are a great way to boost sales and revenue. But they can be even more valuable when it comes to increasing the satisfaction and ensuring the retention of your high-value customers. Miles?
  • THE ROI GUY  |  MONDAY, SEPTEMBER 22, 2014
    [Forrester] Your Unique Value: Solution Focused versus Challenge Centric?
    whopping 76 % of the deals don’t go to the company that wins the competitive bake-off, where features make a difference, rather the win goes to the solution provider who engages early to help the buyer establish the buying agenda (Forrester). SiriusDecisions). and “Why do so now?” , way before “Why your solution?”.
  • BIZNOLOGY  |  MONDAY, SEPTEMBER 22, 2014
    [Forrester] 27 surprising facts about salespeople who are Social Selling
    50%-70% of the buying process happens before salespeople get involved (source:  Forrester ). 'Social Selling is the use of social media to interact directly with prospects, to answer questions and offer thoughtful content until the prospect is ready to buy. Social selling is not hard selling. In fact, it’s the opposite. It’s not a buzzword.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 15, 2014
    [Forrester] Why Content is the New Sales Call
    When Forrester Forrester Study that showed on average customers are 70%+ through the sales cycle prior to engaging a vendor, they were basically announcing a shift of massive proportion that affects nearly every company. • 10.4 Pieces of Information in the Buyer’s Journey Prior to Purchase. Content Is The New Sales Call.
  • FATHOM  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Forrester] Attention B2B Marketers: Go Digital or Go Home
    Given the fact that 100% of B2B buyers visit prospective vendor websites prior to making a purchase (Forrester Research), there remains no more time to think about investing in digital marketing. 'As a 10 year veteran of Business Development at Fathom, I’ve had conversations with a wide-variety of B2B marketers.
  • MARKETING ACTION  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Forrester] Getting to Yes: 5 Marketing Automation Myths Debunked
    Maybe this is (partly) why Forrester Research (and some vendors) prefer the term “lead-to-revenue” platform.  'Two marketers walk into a bar. As they inch up to the slab, the barkeep levels her gaze, raises an eyebrow, shakes her head. The answer is no.”. But we haven’t asked the question yet.”. It’s a classic tale of marketing automation.
  • HUBSPOT  |  THURSDAY, AUGUST 28, 2014
    [Forrester] Your Leads Are Annoyed With You: Here's Why [Data]
    Source: Forrester Research ). 'When your job is to generate and nurture new leads like it is for pretty much every marketer and salesperson, it can be all too easy to think of every new lead as just another number on a waterfall report or just another name on a call list. Probably not. The Stats. Lead Nurturing. Source: InsideSales.com ).
  • THE ROI GUY  |  WEDNESDAY, AUGUST 27, 2014
    [Forrester] How can you CLOSE the Value Gap?
    Alinean CLOSE the Value Gap Forrester Frugalnomics Pisello SiriusDecisions Value Framework Value Gap Value Marketing Value Selling ValueStory 'Today’s buyer is more empowered, skeptical and frugal than ever before – a condition called Frugalnomics. Today, it’s all about the Benjamins.
  • MARKETING ACTION  |  TUESDAY, AUGUST 26, 2014
    [Forrester] Whitelisting Tips for Email Marketers: How to Get on the Safe Senders List
    Plus, nearly 60% of US consumers own smartphones, and Forrester forecasts that smartphone adoption will reach nearly 2 billion users around the globe by the end of 2015. Your messages might contain most amazing content in the world, but if they never make it into your recipients’ inbox, all that work is for nothing. Become a Safe Sender.
  • 3D2B  |  TUESDAY, AUGUST 19, 2014
    [Forrester] Are You Reaching Executive-Level Decision Makers
    However, according to Mark LIndwall of Forrester Research, not all buyers know what they need. Forrester’s research backs up this assertion, showing that most executive-level buyers are seeking help in understanding complex problems before they even start to think about products. It’s all about “first-mover advantage.”. What works?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, AUGUST 19, 2014
    [Forrester] Test Your Digital IQ with Mark Schaefer’s Social Media Quiz
    D) According to a 2014 Forrester study, 44% use the second screen of social media while watching TV. 'How much do you know about social media platforms, facts and trends? Well, it’s time to find out if you are a guru or a newbie! Take out a piece of paper and write down your 20 answers to this fun social media quiz! a)  Blogger. b)  VK.
  • THE FORWARD OBSERVER  |  FRIDAY, AUGUST 15, 2014
    [Forrester] How To Get Super Smart On Keyword Research In One Hour
    The changing role of SEO and keyword research is best summarized by Duane Forrester : "SEO is a marketing function, but it needs to be baked into a product, not slapped on like icing after the cake is baked.". 'Artillery B2B Marketing Blog > The Forward Observer Are you mystified by what goes in to keyword research? Don''t be. And why not?
  • HUBSPOT  |  WEDNESDAY, AUGUST 13, 2014
    [Forrester] How to Promote Your Content Using Paid, Earned & Owned Media
    In Ryan Skinner''s Forrester report, “ Put Distribution at the Heart of Content Marketing ,” he talks about traditional online ad networks and the quickly growing ecosystem of paid content distribution channels. 'This post originally appeared on the Insiders section of Inbound Hub. If only it were that simple. Content Coverage.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 13, 2014
    [Forrester] How (and Why) to Personalize Content on the Web
    'Author: Maggie Jones According to Forrester research, your audience will consume around three pieces of content on your website for every one piece you can realistically complete and deliver. So let’s assume that you, as a marketer, have a finite volume of content that you can create. Personalization and Content Marketing.
  • MARKETING ACTION  |  FRIDAY, AUGUST 8, 2014
    [Forrester] Is 2014 the Year of Video Marketing?
    picture may be worth 1,000 words, but according to Dr. James McQuivey of Forrester Research, one minute of video is worth roughly 1.8 The second part will cover the Q&A. million words. Using video in content marketing is gaining traction, and for good reason  it increases visitor engagement, clickthrough rates, and conversions. office.
  • SYNECORE  |  THURSDAY, AUGUST 7, 2014
    [Forrester] Multiple Channels, One Marketing Strategy
    Forrester Study. 'In this modern digital age, it has become obvious to most brands, the crucialness of leveraging a range of various online channels in order to attract their target audience. However, merely knowing that it is important to do this isn’t enough to be truly effective in implementation. Sounds pretty great, right? Be consistent.
  • HUBSPOT  |  THURSDAY, AUGUST 7, 2014
    [Forrester] How to Expand Your Lead Nurturing Strategy Beyond Just Email [SlideShare]
    Forrester suggested that a B2B buyer’s journey could be anywhere from 65-90% complete by the time he or she contacts the vendor to move forward with a sale. 'Lead nurturing is a critical part of a marketer’s job, especially in the B2B space. All of this results in lower engagement across the board. Use the Right Tools.
  • ANNUITAS  |  TUESDAY, AUGUST 5, 2014
    [Forrester] Buyers Don’t Care About Your Sales Funnel
    of effectiveness mentioned above notwithstanding, Forrester also highlights the alternate reality in their July 2014 Study Compare Your B2B Content Marketing Maturity that shows 51% of those surveyed rated their Content Marketing Practice as mature, yet an overwhelming 85% say it is only somewhat effective. Pretty anemic!  The 2.8%
  • WEBBIQUITY  |  TUESDAY, JULY 22, 2014
    [Forrester] 23 Outstanding Social PR Guides
    Forrester #CMO REPORT: Embracing Digital and Delivering Brand Experience by #SocialPR Chat. 'As noted in several of the posts highlighted below, the PR professional has changed considerably over the past few years. The audiences, topics, tools, and tactics employed in PR have evolved. Image credit: PRNews. Are they still important for SEO?
  • HUBSPOT  |  MONDAY, JULY 21, 2014
    [Forrester] 10 Things Every Email Marketer Can Relate To
    billion email accounts, and last year, Forrester claims that over 838 billion marketing messages were sent via email. 'Sometimes, it can be rough to be an email marketer. Designing email templates, segmenting lists, drafting copy, planning your campaigns -- a lot goes into executing a successful email marketing program. source: [link].
  • ENGAGE  |  MONDAY, JULY 21, 2014
    [Forrester] This Week in Content: The Social Network That Pays You
    The latest findings from our friends at Forrester research give us something to think about. 'Content marketing hasn’t yet reached full maturity and with new social platforms popping up daily, consumer preferences changing in the blink of an eye, and money being spent hand over fist, it’s shaping up to be a wild ride. Mashable. AdAge. Forbes.
  • THE POINT  |  FRIDAY, JULY 18, 2014
    [Forrester] Forrester thinks Content Marketing Isn’t Working – They’re Half Right
    'Over at Forrester Research, Vice President Laura Ramos recently talked to Advertising Age (“ Marketers Still Struggling to Get Results from Content Marketing “) about what she perceives as a general lack of return from the investment so many companies are making in content marketing. 51% responded “somewhat effectively”.
  • E-STORM  |  WEDNESDAY, JULY 16, 2014
    [Forrester] The Executive Guide to Programmatic Media Buying – Programmatic Simplified
    For example a recent survey by ANA/Forrester shows that 41% of marketers don’t understand […]. 'Even though programmatic buying has been an industry buzzword for over 5 years, I have a feeling that many marketers are not completely clear on what this ‘new’ way of media buying is and what it really means for their business.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 15, 2014
    [Forrester] Marketers Have Gained Their “Seat at the Table,” Now it’s Time to Prove Why They Deserve it
    'by Kevin Akeroyd | Tweet this The onus is on us. Piecing back together the now fragmented customer experience requires marketing leaders to ramp up their activities far beyond basic brand awareness and meaningfully engage with customers across all marketing channels. Simply put, modern marketers have to deliver the goods. Marketing Efficiency
  • HUBSPOT  |  TUESDAY, JULY 15, 2014
    [Forrester] 9 Awful Ways We Push Customers Away
    According to a study by Forrester Research , 44% of online shoppers considered live chat one of the most important features of ecommerce sites. 'Picture this. You''re the owner of AtoZJeans.com. She quickly clicks on the email and goes to your website. What made Patty leave? She wanted to buy patterned jeans, didn’t she? steps long.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 14, 2014
    [Forrester] The Global State of the Mobile App and Push Notification Markets
    Co-presented by Joe Pezzillo, Senior Director, Push Operations & Adoption, Oracle Responsys and Thomas Husson, VP & Principal Analyst, Forrester Research, Inc, it was broken into three topics. 'by Kaila Garrison | Tweet this On May 28, the webinar entitled Push Your Mobile Marketing Strategy Forward was held. Direct sales. Ecommerce.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 9, 2014
    [Forrester] 8 Tips for Improving Open Rates for B2B Sales and Marketing Emails
    Make sure it’s mobile-friendly: According to Forrester , 72% of US online adults send or receive personal emails on a smartphone at least weekly. 'AG Salesworks is pleased to bring you a guest post from Janelle Johnson , Director of Demand Generation at Act-On Software. Marketing emails lure the leads, and sales reels them in. marketing?”)
  • THE ROI GUY  |  TUESDAY, JULY 8, 2014
    [Forrester] Oops They Did it Again! Gartner Downgrades Overly Optimistic IT Spending Forecast
    According to Forrester, prospects indicate that less than 10% of sales engagements are focused on customer value (down from a paltry 12%). Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2014. trillion in 2014, a 3.2% for the year.
  • THE FORWARD OBSERVER  |  TUESDAY, JULY 8, 2014
    [Forrester] 20 Stunning Inbound Marketing Statistics
    Forrester Research) Tweet this! 'Artillery B2B Marketing Blog > The Forward Observer Looking for some inbound marketing statistics that will blow you away? Here are 20 to get you inspired. That''s not the case with inbound marketing. Far from it. Inbound marketing is a proven methodology that is gaining widespread acceptance. Blogging.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JUNE 24, 2014
    [Forrester] 10 Aligned Lead Nurturing Statistics for B2B Sales and Marketing
    Source: Forrester Research) Tweet This Stat. 'Many companies aren’t utilizing the full potential of their lead nurturing campaigns. They’re passing all lead nurturing responsibilities to marketing. They’re separating the lead nurturing cycle from the sales funnel. And they’re not aligning their departments for better conversions.
  • THE ROI GUY  |  TUESDAY, JUNE 24, 2014
    [Forrester] Qvidian & Alinean Announce Strategic Partnership to Deliver Comprehensive Sales Execution Solutions
    Unfortunately, only 1 in 10 sales reps have made the transition from pitching products to engaging prospects with value according to Forrester Research, and 60 percent of buyers disengage with sales because reps do not communicate compelling value according to Qvidian’s recent Sales Execution Trends report.
  • BIZNOLOGY  |  THURSDAY, JUNE 19, 2014
    [Forrester] Mobility and why it matters
    Forrester. 'Mobile is primarily about the devices and platforms, but mobility is a bigger idea. Mobility is very much at the heart of culture right now. It is about fulfilling consumers’ desire to stay constantly connected and helping people to get tasks done on the move. Why should I be interested in mobility? billion. What am I doing?
  • MARKETING ACTION  |  THURSDAY, JUNE 19, 2014
    [Forrester] 10 Amazing Email Marketing Statistics for 2014
    Mobile is making up a lot of that volume: A whopping 72% of US online adults send or receive personal emails via smartphone at least weekly, says Forrester. 'We’re only halfway through 2014, but there are already quite a few amazing email marketing statistics out there that demonstrate the staying power of email. billion in 2014 to over 2.8
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JUNE 17, 2014
    [Forrester] John Legend Coming to Interact 2014
    Shar VanBoskirk, VP, Principal Analyst, Forrester Research. John Legend has revealed several personas during his award-winning career. Singer/Songwriter. Musician. Producer. Philanthropist. Entrepreneur. To quote music industry pioneer Quincy Jones, the nine-time Grammy winner is simply “a genius.” The fun begins now. Columbia).
  • MARKETING ACTION  |  MONDAY, JUNE 9, 2014
    [Forrester] What Sales Should REALLY Expect From Marketing Automation
    That’s probably why Forrester Research chooses to use the term “Lead to Revenue Management” system to refer to marketing automation platforms.). 'The benefits of marketing automation are clear—better customer engagement, increased loyalty, and more effective campaigns. But what can your organization realistically expect in terms of sales?
  • VOICE-BASED MARKETING  |  FRIDAY, MAY 30, 2014
    [Forrester] How to Turn a Conversation With a Customer Into a Sale
    Companies with lead nurturing strategies generate 50% more sales-ready leads at 33% lower costs (Forrester Research). 'B2B sales today call for a strong back-and-forth between brand and customer to fully nurture a lead or create a long-term relationship. Don’t believe me? Ready…set…stats! Identify Needs. Rather, think of it as a first date.
  • HUBSPOT  |  THURSDAY, MAY 29, 2014
    [Forrester] The 10-Minute Marketing MBA
    Check out this SlideShare presentation featuring marketing org structures from Mindjet, Zendesk, HubSpot, Forrester, GitHub, Atlassian, and Rue La La: The CMO''s Guide to Marketing Org Structure From HubSpot. 'Have ten minutes? Want to learn business school basics? Keep reading -- this post is for you. The Case Study Method. Economics 101.
  • MARKETING ACTION  |  THURSDAY, MAY 29, 2014
    [Forrester] AGILE SELLING: Jill Konrath and Shawn Naggiar Discuss New Book on Rapid Learning and Sales
    Another statistic in the book: Forrester Research says only 13 percent of executives think that the salespeople who call them are prepared for the call. 'An Act-On Conversation. Editor’s Note: Jill Konrath is one of America’s top experts and speakers on sales. Her clients range from organizations like IBM, Wells Fargo, and Microsoft to SMBs.
  • THE ROI GUY  |  MONDAY, MAY 26, 2014
    [Forrester] New Sales Rep Ramp Up Taking Longer than Ever
    And Forrester indicates that it can take even longer, up to 36 months to effectiveness, in certain industries like technology, medical solutions and complex business services. CSO Insights Forrester Mind the Value Gap new hire new salesperson Qvidian Ramp up SiriusDecisions Value Gap Value Selling ValueStory become fully productive.
  • HUBSPOT  |  FRIDAY, MAY 23, 2014
    [Forrester] Need Some B2B Blogging Inspiration? Check Out These 10 Companies
    5) Forrester. As one might imagine, market research company Forrester Research excels at gathering and delivering data. 'In content marketing, there may be no more desirable medium than the blog. Blogs are timely, informative, and interactive. They''re the kingpin of customer communication, and the cornerstone of B2B campaigns.
  • MARKETING INTERACTIONS  |  TUESDAY, MAY 20, 2014
    [Forrester] B2B Marketers Must Stay In the Game to Prove Business Impact
    'I was reading an interview with Laura Ramos , VP and Principal Analyst with Forrester, and a couple of things she said caught my eye: “The ideal model for understanding how B2B buyers buy is a life cycle, not a funnel.”. The question that came up for me (and has for some time) is: Why is there a distinct handoff? There shouldn’t be a pause.
  • KOMARKETING ASSOCIATES  |  MONDAY, MAY 19, 2014
    [Forrester] How Helping Others Helps You …Get More Links
    I’ve been on the receiving end of this skepticism myself and one can’t really be surprised when industry leaders / search engine spokes people like Matt Cutts and Duane Forrester call out abused SEO tactics and misguided outreach. An important factor in the amount of success in execution relies on effective outreach communication.
  • HUBSPOT  |  FRIDAY, MAY 16, 2014
    [Forrester] Marketing Trivia: How Much Random Knowledge Do You Have?
    from Forrest Gump. 'Are you trying to win that elusive $50 gift card to your local watering hole? free t-shirt? Maybe just bragging rights? By day I work in HubSpot''s marketing department, but by night, I''m a huge trivia fan. So, in the spirit of Friday afternoon fun, let''s test our Marketing trivia knowledge, shall we? billion. Guinness.
  • HUBSPOT  |  FRIDAY, MAY 16, 2014
    [Forrester] It's Been a Rough Week for Beyoncé: How a Different PR Approach Could Help
    But when I went to check out Beyoncé’s blog, this was what I found: In the words of Forrest Gump, “that’s all I have to say about that.” 'There used to be a myth that PR was reserved for big brands with deep pockets. For a lot of celebrities, this type of affair is business as usual. Major #fail. Enough said.
  • SYNECORE  |  FRIDAY, MAY 16, 2014
    [Forrester] Schema Markup: The Most Under-Utilized Tool for SEO
    'Today, I’d like to let you in on a secret, perhaps one of the biggest secrets in marketing today. secret so impactful that it may very well change the way your customers interface with your brand. Well, it’s not really a secret, more of a grossly underutilized tool for SEO: Schema Markup. The benefits of this are obvious…. Schema Markup and SEO.
  • THE FORWARD OBSERVER  |  MONDAY, MAY 5, 2014
    [Forrester] 5 Ways to Improve the Quality of Your B2B Leads
    2010 Forrester Research study found that companies that excelled at lead nurturing were able to generate 50% more sales-ready leads at a 33% lower cost per lead than other companies. 'Artillery B2B Marketing Blog > The Forward Observer Are you generating lots of leads but few sales? You might have weak leads. The number and the quality.
  • THE ROI GUY  |  THURSDAY, MAY 1, 2014
    [Forrester] The Three E's of Boosting Sales Productivity
    2) A Failure to Advance: As a result of not being able to provide valuable insight or differentiate the value of their solutions to buyers, up to 80% of marketing leads don''t advance , and only 7% of sales reps get a 2nd meeting , this according to research by Forrester.
  • HINGE MARKETING  |  WEDNESDAY, APRIL 30, 2014
    [Forrester] Hinge’s Fab Five: April 2014
    No, and Here’s Why” from Duane Forrester of Bing. By: Duanne Forrester, Search Engine Journal. 'Top Professional Services Marketing Content from April 2014. Each month an enormous amount of content is published on marketing. This monthly column will help you keep up with the best marketing articles on the web. Enjoy!
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, APRIL 29, 2014
    [Forrester] Introducing the Oracle Marketing Cloud
    Forrester calls it customer obsession; others go so far as to call themselves customer companies. Forrester. 'by Kevin Akeroyd | Tweet this We all want to be customer-centric with our marketing. But, let’s step back and look at where we really are — and how far we still have to go. CMOs face a dilemma. That’s right, nada. Accenture.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 28, 2014
    [Forrester] First World Problems: What To Do With Too Many B2B Leads
    Laura Ramos, Forrester Research. 'Artillery B2B Marketing Blog > The Forward Observer Are you getting lots of leads but not enough sales? Lead scoring can help you practice smart B2B sales triage, while boosting conversions and revenues. Wait, Too Many Leads Can Be A Problem? And then the finger pointing begins. Or A, B, C, or D.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 28, 2014
    [Forrester] First World Problems: What To Do With Too Many Leads
    Laura Ramos, Forrester Research. 'Artillery B2B Marketing Blog > The Forward Observer Are you getting lots of leads but not enough sales? Lead scoring can help you practice smart B2B sales triage, while boosting conversions and revenues. Wait, Too Many Leads Can Be A Problem? And then the finger pointing begins. Or A, B, C, or D.
  • MARKETING INTERACTIONS  |  THURSDAY, APRIL 24, 2014
    [Forrester] Curiosity and Context: Keys to Engagement for B2B Buyers
    Even Forrester says so. 'Many B2B marketers have jumped on the bandwagon about answering their buyers and customers' questions. Campaigns are dead. Curiosity and Context are the fuel for engagement. And in B2B, you're going for the long-term - not the one-off. Consistency and longevity critical. So what drives engagement? Curiosity.
  • THE FORWARD OBSERVER  |  THURSDAY, APRIL 24, 2014
    [Forrester] Work Hard, or Work Smart? Automate Your B2B Lead Nurturing
    According to Forrester , CSO Insights , Marketo and others, companies that excel at lead nurturing: Generate 50% more sales-ready leads at 33% lower cost per lead. 'Artillery B2B Marketing Blog > The Forward Observer Are you losing touch with prospects who are not ready to buy, but might buy from you in the future? Ignore them. How soon?
  • THE FORWARD OBSERVER  |  THURSDAY, APRIL 24, 2014
    [Forrester] Work Hard, or Work Smart? Automate Your Lead Nurturing
    According to Forrester , CSO Insights , Marketo and others, companies that excel at lead nurturing: Generate 50% more sales-ready leads at 33% lower cost per lead. 'Artillery B2B Marketing Blog > The Forward Observer Are you losing touch with prospects who are not ready to buy, but might buy from you in the future? Ignore them. How soon?
  • MARKETING ACTION  |  WEDNESDAY, APRIL 23, 2014
    [Forrester] A New Framework for Sales Enablement
    No: In a 2010 blog post, Forrester’s Scott Santucci described the struggle an executive roundtable composed of VP-level sales and marketing executives representing 16 blue-chip companies had to define the term, way back in 2008. 'Is “sales enablement” just another buzzword? Yes, and no. I’m paraphrasing, but you know what I mean.).
  • FATHOM  |  TUESDAY, APRIL 15, 2014
    [Forrester] Marketing for Manufacturing in the Age of the Self-Directed Buyer [Lunch & Learn]
    Fast-forward to today: Buyers might be anywhere from two-thirds to 90% of the way through their buying journey before they contact the vendor  (Forrester). 'Retooling Your Marketing for Exponential Growth & Profitability. You’ll walk away with a concrete plan for growing your company in the age of the self-directed buyer. 00 p.m.).
  • THE ROI GUY  |  TUESDAY, APRIL 15, 2014
    [Forrester] Interview: Guided Selling with Storytelling, Insights and Financial Justification
    And research from Forrester indicates that the late engagement could have serious impacts on win rates? Indeed, Forrester surveyed buyers, and they quickly indicated that only 10% of sales reps sell with a value-focused approach - selling with insights, diagnostics, financial justification and value differentiation. Indeed.
  • MARKETING ACTION  |  TUESDAY, APRIL 15, 2014
    [Forrester] Act-On Announces $42 Million in Venture Financing, Led by Technology Crossover Ventures
    Along with the trust and confidence of our customers, Act-On has earned high approval ratings from industry analysts: We were named a leader in the Q1 2014 Forrester Wave™ report on lead-to-revenue management platform vendors, and received the Frost & Sullivan 2014 Entrepreneurial Company of the Year award. The timing is excellent.
  • WINDMILL NETWORKING  |  FRIDAY, APRIL 11, 2014
    [Forrester] The Future of Social Customer Service: Seamless Customer Experience
    Social Media for Customer Support channels company Customer Customer experience customer service customers department Email Facebook Forrester Research Las Vegas manager media mobile platforms the social time Twitter view Website Customers need to … Continue Reading. Comments Is that all there is to this post? paragraph?
  • ANNUITAS  |  THURSDAY, APRIL 10, 2014
    [Forrester] 5 Mistakes Companies Make When Automating Their Marketing
    recent Forrester study showed that of 25 different tactics listed, B2B organizations are using on average 15 different tactics in their demand generation mix. '*This article first ran in VentureBeat on April 2, 2014. According to Raab Associates, Inc. billion. So where is the disconnect? Taking a tactical versus strategic approach.
  • 3D2B  |  THURSDAY, APRIL 10, 2014
    [Forrester] How to Avoid the Black Hole of Sales Leads
    recent Forrester Research study confirms that companies that actively qualify and nurture leads will have 50 percent more prospects that are “sales-ready,” and their cost-per-lead will be 33% lower. 'Are Sales Driven by Numbers or Quality? But choose the wrong metaphor and you can be headed for trouble. Is it simply lost?”.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, APRIL 9, 2014
    [Forrester] Needs-Based Marketing for Executive Buyers Today
    According to a Forrester research, executive buyers today are frustrated by “product-focused” salespeople. It’s no secret that the buyer’s journey has changed. There have been countless articles written in attempts to coach organizations on how to get into the decision-making process earlier and earlier. 1) Focus on the right market.
  • THE ROI GUY  |  TUESDAY, APRIL 8, 2014
    [Forrester] Why the Increased IT Spending Growth Forecasts from Gartner are Wrong Again!
    According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. Trillion in 2013 IDC 2013 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2013. 'According to Gartner, worldwide IT spending is on pace to reach $3.8
  • VOICE-BASED MARKETING  |  TUESDAY, APRIL 8, 2014
    [Forrester] 4 Tips to Modernize Your Call Center Customer Experience From Start to Finish
    An estimated 2 million Americans work from home, up 61% from 2005 ( Forrester ). 'While call center operations may seem pretty straightforward, there is always room for improvement. In fact, did you know a mere 2% increase in customer retention has the same financial impact on a company as a 10% reduction in cost? Well, it’s true! Ping Me.
  • VERTICAL RESPONSE  |  TUESDAY, APRIL 8, 2014
    [Forrester] Google Penalties – All You Need to Know
    Duane Forrester of Bing says they really don’t penalize sites unless they’re doing some “really bad stuff, like hacking, malware and things like that.” 'Penalties from search engines, mainly Google, have become more and more common in the past few years. What is a penalty? How did you get a penalty?
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 8, 2014
    [Forrester] Rise of the Marketing Platform
    Nearly half of the online adults globally are always addressable, and they expect marketers to meet their specific needs — always and everywhere — according to Forrester’s 2013 Interactive Marketing Predictions report. We have what Forrester calls “an ever-widening aperture of customer context” at our fingertips. Ready for it? Why Now?
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [Forrester] 70 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  |  TUESDAY, APRIL 8, 2014
    [Forrester] 70 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.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 7, 2014
    [Forrester] 5 Memorable Takeaways From the Modern Marketing Tour Amsterdam Stop
    Peter O’Neill of Forrester kicked off the day by explaining how consumers researching products and services online and expecting a joined up customer experience across all marketing channels is driving marketing today. 'by Sylvia Jensen | Tweet this Have you ever been to Amsterdam? It is one of the most beautiful cities in the world. love it.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 7, 2014
    [Forrester] B2B Websites: How To Generate More Leads
    According to Forrester , buyers can be anywhere from two-thirds to 90% through their purchase before first contacting the seller. recent Forrester survey found that only 20% of buyers believe what a brand says about itself, because people view any brand-to-buyer communication as an advertisement. Don''t be. But there’s a catch.
  • B2B MARKETING INSIDER  |  MONDAY, APRIL 7, 2014
    [Forrester] Content Marketing Must Focus On Customer Value
    That is according to a March 2014  report by Forrester Research, Inc., Forrester conducted in-depth interviews with marketers, agencies and publishers in order to gain insights into the importance of content marketing, and the top strategies for how brands can become more effective with it. Building audiences as a core asset.
  • SAZBEAN  |  SATURDAY, APRIL 5, 2014
    [Forrester] Internet Marketing Strategy Articles for the Week of March 31, 2014
    Why Every Marketer Should Use Google Plus (Forrester). 'Here are the top Internet strategy, marketing and technology links for the week of March 31, 2014…. The cost of bad data: stats (eConsultancy). THE NEW BUZZWORD THAT IS 100 PERCENT B T (Social Media Explorer). What is search jacking and how can it hurt your brand? grow}). How the Inc.
  • THE ROI GUY  |  THURSDAY, APRIL 3, 2014
    [Forrester] A Failure to Communicate Value
    If you allow your competitors to drive the value conversation they will frame the value to their advantage, as Forrester indicates 3 in 4 deals going to the vendor establishing the buying agenda and value framework (as opposed to 1 in 4 to the vendor winning the “bake-off”). So be provocative. But if you don’t take the challenge, who will?
  • THE ROI GUY  |  WEDNESDAY, APRIL 2, 2014
    [Forrester] Mind the Value Gap - Presentation from Qvidian Connect 2014
    Alinean Financial Justification Forrester IDC Pisello Qvidian Sales Enablement Selling effectiveness SiriusDecisions Storytelling Value Gap Value Selling ValueStory visual storytelling Checkout the what we presented here: [link].
  • HUBSPOT  |  TUESDAY, MARCH 25, 2014
    [Forrester] New Research Firms Harness Wisdom of Crowds
    But that wasn''t big enough to get them much attention from big market research firms like Forrester, Gartner, and IDC, and the team became frustrated trying to build awareness among enterprise customers. 'The following post is an excerpt adapted from our new ebook, "The ''Yelpification'' of the Software Buying Process: A CMO''s Guide."
  • KOMARKETING ASSOCIATES  |  MONDAY, MARCH 24, 2014
    [Forrester] 12 Examples of B2B Companies Managing Impactful Twitter Profiles
    Forrester. Twitter Profile:  @Forrester. Why It’s Notable : Forrester is well-known  as one of the premier sources of pragmatic and forward-thinking advice to global leaders in business and technology through research and analysis. 'Nowadays, Twitter, its tweets, and hashtags seem to be everywhere around us. to the masses.
  • WEBBIQUITY  |  WEDNESDAY, MARCH 19, 2014
    [Forrester] Eight Experts Explain (Almost) Everything You Need to Know about Google Authorship and Author Rank
    Reporting that “A Forrester Research study revealed that 70% of consumers trust brand recommendations from friends, only 10% trust advertising,” Ray Hiltz notes that still, “the majority of companies remain in their Mad Men rut and give no serious attention to building relationships with their market.” Simple, really.
  • ACSELLERANT  |  THURSDAY, MARCH 13, 2014
    [Forrester] Engaging Early with Video Stories
    'Forrester reports that solution providers who engage prospective buyers earlier, helping them “turn a vision into a clear path to value,” win a game changing 74% of the deals! Empowered buyers of business goods and services are leveraging the Internet, social media and peer groups to research potential solutions.
  • ACSELLERANT  |  THURSDAY, MARCH 13, 2014
    [Forrester] Engaging Early with Video Stories
    'Forrester reports that solution providers who engage prospective buyers earlier, helping them “turn a vision into a clear path to value,” win a game changing 74% of the deals! Empowered buyers of business goods and services are leveraging the Internet, social media and peer groups to research potential solutions.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, MARCH 13, 2014
    [Forrester] CMOs Win When High-Value Customers Are Treated Personally Online
    According to a new Forrester Research global eCommerce report, e-commerce revenues are going to continue to grow in 2014 as customers’ online buying habits evolve. With constant access to a growing list of channels and devices, today’s connected customers are no longer satisfied with vanilla, one-size-fits-all experiences and offers.
  • HUBSPOT  |  WEDNESDAY, MARCH 12, 2014
    [Forrester] Is "Nurture" Code for "Neglect"?
    As a matter of fact, Forrester Research says companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost -- that means you can achieve big wins by preventing good leads from going dark. 'Do you ever wonder how much hidden potential is buried in your lead nurturing pile? The CMO Opportunity.
  • BIZNOLOGY  |  TUESDAY, MARCH 11, 2014
    [Forrester] Social Media is a life sentence
    Washing out because they burst out of the block in a sprint when what they need to do is take it easy because social media is even longer than an ultramarathon, it’s more like the run that Forrest Gump took , covering 19,024 miles over 1,169 days with an average of 16-miles-per-day. Every day. Don’t’ Freak Out.
  • VIEWPOINT  |  THURSDAY, MARCH 6, 2014
    [Forrester] Social media ROI sucks! (Or, you can prove anything if you send out a survey)
    Social distribution of content and messages isn’t considered all that effective in providing business value to companies, according to a recent analysis by Forrester Research. In last place: Facebook, whose problem (according to Forrester VP and principal analyst Nate Elliott) is poor targeting and static-image ad units.
  • MARKETING ACTION  |  THURSDAY, MARCH 6, 2014
    [Forrester] Is 2014 the Year of Marketing Automation? For SMBs, Signs Point to Yes.
    Did you know: Forrester recently identified Act-On as the only leader for both SMBs and large enterprises? Download the full Forrester Wave Report ». 'I have a Magic 8 Ball on my desk. It’s about 30 years old; surely the age of sage wisdom for a predictive plastic orb. To which Magic 8 Ball replied: Answer 1:  It is certain. license.
  • HUBSPOT  |  MONDAY, MARCH 3, 2014
    [Forrester] The CMO's Guide to Marketing Org Structures [SlideShare]
    We received generous contributions from top executives at Forrester Research, ZenDesk, Atlassian, GitHub, and Rue La La, as well as Jascha and HubSpot CMO Mike Volpe. 'The old playbook is broken, consumers are in control, and technology has enabled more marketing innovation and accountability than ever before. Inbound Marketing
  • KOMARKETING ASSOCIATES  |  MONDAY, MARCH 3, 2014
    [Forrester] The LinkedIn Publishing Platform Puts Power in the Hands of the B2B Buyer
    As detailed in Forrester’s 2012 post on B2B buyer behavior , B2B buyers are anywhere between two-thirds to 90% of the way through their journey BEFORE they reach out to the vendor. 'This past month LinkedIn announced they will be opening up the ability for every user to publish their own content on LinkedIn, through individual profiles.
  • MODERN B2B MARKETING  |  FRIDAY, FEBRUARY 28, 2014
    [Forrester] Brand Loyalty isn’t Dead – Don’t “Buy” the Hype
    As we already know, consumers trust Don Draper about as far as they can throw him – recent stats from Forrester indicate that only 10% of adult US internet users trust online advertisements, and 95% of millennials told Social Chorus that they consider their friends to be the most trusted source of information about products. Mac versus PC.
  • 3D2B  |  THURSDAY, FEBRUARY 27, 2014
    [Forrester] The Proven Technique for Generating 50% More Qualified B2B Leads
    'According to a Forrester Research study, companies that excel at lead nurturing are able to generate 50% more sales-ready leads at 33% lower cost-per-lead. Also, Marketing Sherpa’s research shows that marketing departments with lead nurturing in place generate a 45% higher return on investment than those that lack such a program.
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