• MADISONLOGIC B2B WHITE PAPERS  |  WEDNESDAY, SEPTEMBER 2, 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  |  WEDNESDAY, SEPTEMBER 2, 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  |  THURSDAY, SEPTEMBER 3, 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  |  TUESDAY, SEPTEMBER 1, 2015
    [Forrester] 5 Myths of Social Media Marketing
    2014 report from Forrester found that 26 out of 30 B2B companies failed to create compelling content that engaged their audiences , losing sales and buyers to competitors in the process. Not so, says that Forrester report. Have you tied your social media efforts to a positive ROI? Myth #1: Social Media is Only for B2C Companies. adult.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, AUGUST 27, 2015
    [Forrester] The Good, The Bad and The Ugly of eCommerce
    The world of eCommerce and marketing can be broken down into three distinct groups, as per statistics via Forrester. Let's cut right to the chase. The Good : Nearly 70% of consumers purchase online regularly. In other words: SILO. Yes that four letter word - literally and figuratively, is at the heart of the matter and root of the cause.
  • THE ROI GUY  |  WEDNESDAY, AUGUST 26, 2015
    [Forrester] TCO is So 1990: TCS is the new TCO
    Think back to the 90's: Bill Clinton and the Bull market, Flip phones and the Internet, Forrest Gump and Pulp Fiction, Boy Bands and Nirvana, Friends and Seinfeld. and if you were in IT, it was all about TCO – Total Cost of Ownership. TCO was first developed in 1987, to help compare the costs of different compute infrastructure.
  • BIZNOLOGY  |  MONDAY, AUGUST 24, 2015
    [Forrester] Branding as a full funnel journey
    According to Forrester Research, “customer experience doesn’t drive behavior, customer loyalty does.” Content Marketing Digital Marketing Market Research Organic Search Reputation Management Traditional Marketing Consumer Customer experience Forrester Research funnel branding marketing Online shoppingLike this post?
  • B2B MARKETING INSIDER  |  FRIDAY, AUGUST 21, 2015
    [Forrester] Why CMOs Need To Embrace Goal-Directed Customer Engagement
    The statistics on surveys from Forrester, McKinsey , IBM , Sirius Decisions, and others have all been surprisingly constant. One of the recurring themes over the past three years is the yin and yang of attempts to engage customers and buyers through digital and content marketing. Customer Engagement: The Primary Driver Of Growth. The Future.
  • MARKETING ACTION  |  THURSDAY, AUGUST 20, 2015
    [Forrester] The Simple, 3-Step Process to Generating Leads and Revenue through Social Media Channels
    According to Forrester Research , 100% of B2B decision makers use social media for work. Social media is a huge opportunity for businesses to spread their message to a large number of people in a relatively short amount of time. So first, how do you drive more traffic to your site through social channels? Actionable Content. Webinars.
  • VERTICAL RESPONSE  |  WEDNESDAY, AUGUST 19, 2015
    [Forrester] 9 Things Your Online Store Should Have To Keep Customers Happy
    In fact, according to a report by Forrester , 55 percent of adult customers are likely to abandon their online purchase if they can’t find a quick answer to their question. Is your online store as customer-friendly as it could be? If your website isn’t up to par , you could be losing customers. Social media icons. search function.
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 18, 2015
    [Forrester] 3 Examples Of Companies Being Customer-Centric
    Now, in 2015, we are operating within a new age – the Age of the Customer , according to Forrester Research, one that has changed the expectation buyers have from vendors. I can’t believe Jurassic World is out again in theatres. I saw a great meme recently that asked “What year is it!?” Re-living the Age of the Dinosaurs? from the audience.)
  • VIDYARD  |  FRIDAY, AUGUST 14, 2015
    [Forrester] Free Forrester Report: 90% of B2B Marketers Not Effective at Using Data
    Forrester believes that marketers are measuring too many of the wrong things and that metrics should, rather than be program-focused, follow the customer lifecycle methodically instead. Learn more about Forrester’s research into the real struggle of measuring marketing ROI and their top recommended metrics in this report. Why is that?
  • THE FORWARD OBSERVER  |  FRIDAY, AUGUST 14, 2015
    [Forrester] How To Plan Your B2B Lead Generation Content Over Three Martinis
    Forrester illustrated the chaos of the buyer’s journey in this image. Are you overwhelmed and confused about creating the ideal content for increasing traffic, leads and sales? It's nothing a stiff drink can't cure. Many Great Ideas Started Over Drinks In A Bar The. United States Marine Corps , Southwest Airlines and. Or create content.
  • LEADERSHIP  |  THURSDAY, AUGUST 13, 2015
    [Forrester] 7 Essentials of Your B2B Customer Self-Service Strategy
    Forrester had an insightful report on B2B Loyalty, the B2C Way—you can download it here. “By 2017, two-thirds of all customer service interactions will no longer require the support of a human intermediary. Current research shows that, in 2014, this was 55% of the interactions.”  . That is a prediction 1 by analysts at Gartner, Inc.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, AUGUST 11, 2015
    [Forrester] 5 Statistics That Show it's Time for Marketers to Get Real – Lessons from #eTailEast Day 1
    Forrester. – Forrester. According to UrbanDictionary.com "When someone tells you to get real, they want you to get a reality check and to stop behaving as though you're living in a fantasy world." " The phrase "get real" is incredibly apropos given the five stats I will share with you below.
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 11, 2015
    [Forrester] You May Be Surprised At The Biggest B2B Marketing Responsibility Of 2016
    Forrester and Gartner support the notion that today’s buyer embarks on an increasingly digital, empowered, and complex buyers journey. You May Be Surprised at the # 1 B2B Marketing Responsibility of 2016. Why Customers? Why Now? So where does this prediction (or perhaps dread) related to the need for buyer understanding come from?
  • B2B MARKETING INSIDER  |  WEDNESDAY, AUGUST 5, 2015
    [Forrester] 7 Must-Read Tips To Simplify Content Marketing Planning
    Forrest Gump tells us “Stupid is as stupid does.” Well, if that is the case then we should stop being stupid with our content marketing planning. Rather, the new quote should be “Simple is as simple does.”. Simplification is the new innovator. Simplification is the new disruptor. Simplification is the key to a deeper customer connection.
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 4, 2015
    [Forrester] The Yelpification of B2B Enterprise Tech: Why All Reviews Are Good Reviews
    In fact, peer experience and product ratings are the most valuable sources of non-vendor content for technology buyers, according to a Forrester survey. Author: Russell Rothstein When I’m looking to make an important purchase, the first thing I do is check out product reviews on the internet. What is B2B Tech Yelpification?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JULY 29, 2015
    [Forrester] 8 Tips to Jump Start Your Account-based Marketing
    Before Eloqua, Brian was Chief Strategy and Marketing Officer at Forrester Research, where he helped turn the brand into a leader in the technology research sector. Some people are okay reading the reviews and making a decision. Others need to have that first-hand experience. Ask yourself a few things before you decide about ABM.
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 29, 2015
    [Forrester] Listen to Your Customers! Mobile Is Not a Medium for Blast Marketing
    Author: Aden Forrest Marketers can no longer afford to ignore the power of mobile marketing. Deloitte’s Media Consumer Survey revealed that in Australia alone, 81% of people have a smartphone, and more than half have the trifecta of tablet, laptop, and smartphone. Bottom line: mobile is everywhere, and it’s time for marketers to get on board.
  • THE ROI GUY  |  FRIDAY, JULY 24, 2015
    [Forrester] Death of the B2B Sales Rep? An Interview with SiriusDecisions
    Alinean b2b selling CEB Dan Sixsmith Death of a B2B Sales Rep Forrester Frugalnomics Jim Ninivaggi Pisello SiriusDecisionsSeveral analyst firms have predicted the "Death of the B2B Sales Rep", with their research indicating how sales reps are engaging later and later in the sales cycle and are being replaced by digital.
  • HUBSPOT  |  FRIDAY, JULY 24, 2015
    [Forrester] 12 About Us Page Examples That Are Probably Better Than Yours
    million words, according to Forrester Research's Dr. James McQuivey. When you’re building a website, it’s tempting to get distracted by all the bells and whistles of the design process and forget all about creating compelling content. But having awesome content on your website is crucial to making inbound marketing work for your business.
  • B2B MARKETING INSIDER  |  FRIDAY, JULY 24, 2015
    [Forrester] The Content-Ready Buyer Persona
    What’s more, 75% of buyers believe vendors give them too much material to sort through, 62% of which is considered useless (Forrester). Recently, Cintell was a proud sponsor of a Marketo webinar with Ardath Albee on the topic of content marketing and buyer personas. You can watch the recording here if you missed it. Objectives. Problems.
  • THE ROI GUY  |  THURSDAY, JULY 23, 2015
    [Forrester] Death of the B2B Sales Rep? An Interview with the Sales Enablement Lab
    Forrester reports that this shift to digital buying is real, and as a result, there will be a 22% decline in the number of B2B sales reps over the next 5 years. Alinean CEB Forrester Frugalnomics Frugalnomics Survival Guide Jim Ninivaggi Pisello Sales Enablement Sales Enablement Lab SiriusDecisions Value SellingHerwijnen. Indeed.
  • THE FORWARD OBSERVER  |  WEDNESDAY, JULY 22, 2015
    [Forrester] Why B2B Lead Generation Without Content Is Like Fishing Without Bait
    CEB and Forrester estimate that B2B buyers are now 60% to 90% through their purchase before they first reach out to a vendor. Are you actively pursuing B2B lead generation but still not getting results? You might be fishing without bait. Here’s how to catch the big ones. Deep sea fishing is big business. Increased brand awareness. Articles.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JULY 22, 2015
    [Forrester] Content Is The Key To Social Selling Success
    Forrester research shows 90% of customers start their purchase with a search engine. Forrester reports 70% trust content provided by an individual, while 10% trust ads on websites (think about the tweets that point to the registration page). Content marketing is the key to open the door to your social selling success.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, JULY 22, 2015
    [Forrester] Manufacturers: Are you Using Marketing Automation Tools?
    The Forrester graphic below is probably more accurate. By John Sonnhalter, Rainmaker Journeyman at Sonnhalter. To keep our sanity in trying to keep up with and engage potential customers, it makes sense to use some sort of marketing automation tools to help the process. The problem is most sales funnels aren’t simple straight lines.
  • B2B MARKETING INSIDER  |  TUESDAY, JULY 21, 2015
    [Forrester] Banners Have 99 Problems And A Click Ain’t One
    Forrester ). A couple of years ago, when he was still with WPP’s Mindshare, I heard Scott Sorokin explain how 99.99% of people who see a banner ad will ignore it. This has become one of my favorite content marketing quotes  and I use it in almost every presentation: Banners have 99 problems and a click ain’t one! Tweet This ].
  • HUBSPOT  |  FRIDAY, JULY 17, 2015
    [Forrester] Reduce, Reuse & Recycle: How to Use Business Byproducts to Create Growth Opportunities
    If you think about it, entire global businesses -- Experian, Nielsen, Gartner, Forrester -- have made on aggregating data. 2) Consider Open Sourcing. As a Yale Entrepreneurial Institute Venture Mentor, I have the privilege of working with some of the world’s most creative and inspiring future business leaders. What's the Sawdust Principle?
  • ANNUITAS  |  THURSDAY, JULY 16, 2015
    [Forrester] Put The Phone Down – I’m Not Ready
    According to a 2015 blog post by Forrester analyst, Lori Wizdo , B2B Buyer Journey Mapping Basics , 74% of buyers report conducting half of their research online before buying offline. No wonder we hate to pick up the phone these days. It’s always a sales call. Seriously. Big mistake. Does that warrant a call?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JULY 16, 2015
    [Forrester] Polish up your best content to drive content marketing value
    According to  Forrester , 50% of content from enterprises is not even being used. According to Forrester, 50% of content from enterprises is not even being used. By Luke O’Kelly {grow} Community Member. First I have to tell you that I am upset with myself. Anyway, enough lamenting. Your blog’s secret weapon? . Links.
  • MARKETING ACTION  |  THURSDAY, JULY 16, 2015
    [Forrester] Simply Put: Simplicity Is a Strategy
    One last thought: in 2014 Forrester Research published The Forrester Wave ™ Lead-To-Revenue Management Platform Vendors” which evaluated the use of marketing automation by small marketing teams and large enterprises. ” Download the full the full report here: Forrester Wave™ Lead-to-Revenue Management Platform Vendors.
  • THE ROI GUY  |  WEDNESDAY, JULY 15, 2015
    [Forrester] Frugalnomics in Effect - Gartner predicts 5.5% decline in IT spending for 2015
    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 for the year. Why Your Solutions?
  • MODERN B2B MARKETING  |  TUESDAY, JULY 14, 2015
    [Forrester] Beacons and Chat: 2 Technologies Giving Marketers Fresh New Ways to Engage
    Thomas Husson, Forrester’s principal analyst of marketing and strategy says, “…messaging apps are morphing into marketing and e-commerce platforms…For brands, it won’t necessarily be about ads, but about mixing content in a relevant way.” Location Marketing Solutions. Beacons Can Benefit Numerous Industries. Automotive: Dealerships, etc.
  • MARKETING ACTION  |  MONDAY, JULY 6, 2015
    [Forrester] Successful Sales and Marketing Alignment, Part 1: Get Started
    According to a study from Forrester, only 8% of companies say they have tight alignment between sales and marketing. This post is part of a series to help B2B organizations improve sales and marketing cooperation. Sales and marketing alignment is key to business success. You know it, and the research proves it. According Before You Begin.
  • B2B MARKETING INSIDER  |  SUNDAY, JULY 5, 2015
    [Forrester] 3 Incredibly Easy Ideas To Get Customers To Pay For Content
    pieces of content before they buy, suggesting they are spending a lot of time reading content (Source: Forrester). Is your gated content worth the relationship currency you’re asking your customers to pay? What you think is valuable content may be considered worthless to the customer on their buying journey! GerryMoran.png">.
  • HUBSPOT  |  TUESDAY, JUNE 30, 2015
    [Forrester] The Key to Driving Consistent Growth: Understanding Costs
    Research shows that companies that manage leads well enjoy 50% more sales ready leads (Forrester Research) that make 48% larger purchases (The Annuitas Group). I have a confession to make. I’m a revenue (sales) guy. I can think about, conceive and vision growth opportunities without even trying. Calculating CAC. Let’s go back to our example.
  • HUBSPOT  |  TUESDAY, JUNE 30, 2015
    [Forrester] 10 Publishers Killing It on Instagram
    According to a recent Forrester study, Instagram boasts engagement rates that trounce Twitter and Facebook: 4.21% on average for an Instagram post, while neither Twitter nor Facebook break 1%. Instagram isn't just for celebrities and teenagers anymore. Even better, nearly half of Instagram's users check it daily. John Deere? Innovation?
  • B2B MARKETING INSIDER  |  FRIDAY, JUNE 26, 2015
    [Forrester] Stop Focusing On The Sales Process, Silly!
    Forrester). Forrester). The buyer’s journey and the selling process terms are often confused. However, the sales process focuses on how to push the customer to get them to buy from you. They need content and contacts to help them through their journey – at their own pace. Your Customers Are Researching For Answers To Help Them Buy.
  • THE FORWARD OBSERVER  |  WEDNESDAY, JUNE 24, 2015
    [Forrester] Does Modern B2B Lead Generation Really Work?
    According to Forrester, these days buyers might be anywhere from two-thirds to 90% of the way through their purchase before they finally contact the seller. Are you struggling to fill your sales pipeline with quality leads? You may need a lead generation mindset change. Here's how to think about it. Yeah, those days are over. Conclusion.
  • VIDYARD  |  MONDAY, JUNE 22, 2015
    [Forrester] Video SEO Making You Craz-EO? Try These Helpful Tips!
    Video can help you accomplish all three things. I’ll give you some proof: Pages with video are 53 times more likely to rank on the first page of Google search results, according to one Forrester Research study. It’s serious business, and ultra-important. Why else would it get the “acronym” treatment? But only if you’re doing it well. Content.
  • MARKETING ACTION  |  THURSDAY, JUNE 18, 2015
    [Forrester] Five Areas Where B2B Marketers Can Leverage Big Data
    Forrester’s “ Forrsights Strategy Spotlight: Business Intelligence And Big Data ” study notes that “High-growth firms are more interested in what’s possible tomorrow than what’s painful today.” I think this is a very admirable goal. What is Big Data? First of all, what is big data? There are plenty of definitions all over.
  • THE ROI GUY  |  WEDNESDAY, JUNE 17, 2015
    [Forrester] No Decision is No Excuse
    Scott Santucci ex-Forrester analyst points out, 74% of deals go to the company that engages in this manner, helping establish the buying agenda, while a paltry 26% of wins go to the winner of the bake-off. 3. What other falsehoods are out there? Well, we might have found another one, but first let’s recap the myth busting by SiriusDecisions.
  • HUBSPOT  |  WEDNESDAY, JUNE 17, 2015
    [Forrester] The Blogging Tactic No One Is Talking About: Optimizing the Past
    According to Paul Hewerdine of B2B marketing agency Earnest (via Forrester's 2014 report on building the case for content marketing ), the problem is that " the supply of content is growing, but demand is static." In other words, the people on the receiving end of all this content are only going to consume so much. The goal? nuts, right?
  • EMAGINE B2B BLOG  |  THURSDAY, JUNE 11, 2015
    [Forrester] Digital Awesomeness Series: Sales & Marketing Collaboration. For Real.
    Still, Forrester states , “just 8% of companies say they have tight alignment between sales and marketing.”. Up until now, it seems as though most companies (agencies included) separate the roles of sales and marketing. The discussion was largely theory and we didn’t see the realization of it. Why is this, you ask? Deep understanding.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JUNE 11, 2015
    [Forrester] Learn Why 2,000 B2B Leaders Agree That Sales-Marketing Alignment is a Hot Topic!
    On June 3rd we hosted a terrific webinar with Forrester […]. Marketing Sales forrester research forrester tips tricks forrester webinar laura ramos laura ramos webinar marketing tips tricks sales marketing alignment sales marketing collaboration sales marketing leadership sales marketing relationship sales tips tricks
  • THE ROI GUY  |  THURSDAY, JUNE 11, 2015
    [Forrester] What do Myth Busters, B2B Sales Reps and Real Estate Agents Have in Common?
    Analysts Marisa Kopek and Jennifer Ross retold the “tall tales” of Gartner, Forrester and CEB, about the Death of a Salesman. Shy the pyrotechnics and crazy stunts, but still to the delight of the 2,000+ on hand, SiriusDecisions played the role of “Myth Busters” at their latest Summit in Nashville. The myths?
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JUNE 8, 2015
    [Forrester] Marketing Maturity: How Do You Stack Up?
    study conducted by Forrester Consulting revealed that most companies are in the process of evolving their marketing practices, but only 11% of those surveyed scored well enough to be considered modern marketers ? What surprises me is how often the conversation turns to something like this: “So… how are we doing?”
  • HUBSPOT  |  MONDAY, JUNE 8, 2015
    [Forrester] Beyond Responsive Design: How to Optimize Your Website for Mobile Users
    Sally’s experience is illustrative of the cross-device journey that many customers now make as they move through the marketing funnel: 75% of US online adults use 2+ devices connected to the internet, and 67% have switched devices while completing common tasks, according to Forrester. You’ve weathered Mobileggedon. Congrats! We must adapt!”.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JUNE 8, 2015
    [Forrester] There is no community on social media
    And when I saw that headline reporting on a speech provided by a Forrester executive , it made me pause. If you want a community, you need to build a community, and that means a branded community on a domain you own. I am generally a fan of Forrester and their research but this observation has me dumbfounded. They’re not archived.
  • THE FORWARD OBSERVER  |  TUESDAY, JUNE 2, 2015
    [Forrester] What B2B Marketers Can Learn About Lead Generation From Costco
    Forrester estimates that buyers may be up to 90% through their purchase before they finally contact the seller. Are you struggling to generate leads without creating content to attract them? You're doing it the hard way. Take a cue from Costco samples. Like a salesperson. Or a CEO. Once Upon A Time Salesmen Had The Upper Hand. Price.
  • ANNUITAS  |  MONDAY, JUNE 1, 2015
    [Forrester] Right vs. Wrong – B2B Sales People and Additional Thoughts About the SiriusDecisions B2B Buyer Research
    Citing sources from their own research and that of Forrester and Corporate Executive Board (CEB ) that show how the majority of B2B buying cycles are self-driven, digital endeavors, Sirius then showed additional research that said these research backed statements – including their own –  may not be completely accurate.
  • THE EFFECTIVE MARKETER  |  WEDNESDAY, MAY 27, 2015
    [Forrester] A Primer on Sales Competitive Battle Cards
    If you don’t subscribe to Gartner, Forrester or other analyst organization then getting the reports is more difficult but not impossible as vendors mentioned in the report will showcase the document on their websites and allow people to download for free. My process is the following: 1. Structure. 2. Data Collection. 3. Analysis. 4.
  • VIDYARD  |  TUESDAY, MAY 26, 2015
    [Forrester] Marketers Still Struggle with all that Data, But Technology Offers a New Hope
    In research conducted by Forrester in 2013 on how marketers manage performance, only 10% of respondents felt that their marketing teams were effective at using data analytics to make decisions. Remember what it was like to navigate someplace before you had Google maps? Or before you had a smart phone? Before even having a computer?
  • HUBSPOT  |  MONDAY, MAY 25, 2015
    [Forrester] 5 Simple Ways to Optimize Your Website for Lead Generation
    According to Forrester Research , companies that nurture their leads see 50% more sales ready leads than their non-nurturing counterparts at a 33% lower cost. Optimizing your website to generate leads is a no-brainer. But it's not as simple as throwing a "click here" button on your home page and watching the leads pour in. Unfortunately.).
  • BIZNOLOGY  |  MONDAY, MAY 25, 2015
    [Forrester] What does Ricky Bobby know about SEO? 31 stats
    source: Forrester ). “If you ain’t first you’re last” said Ricky Bobby. What’s true for race car drivers with NASCAR is true for businesses online with search engines. What makes SEO worth the effort? Why should businesses think about SEO like Ricky Bobby? source: Search Engine Journal ). source: Search Engine Journal). source: BrightEdge ).
  • SALES INTELLIGENCE VIEW  |  THURSDAY, MAY 21, 2015
    [Forrester] Forrester’s Laura Ramos Offers 5 Ways to Align Sales & Marketing in Upcoming Webinar
    Marketing Sales forrester b2b forrester insideview forrester marketing forrester research tips forrester research webinar forrester sales marketing forrester sales research forrester thought leadership forrester webinar laura ramos webinar sales marketing alignment
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, MAY 21, 2015
    [Forrester] 3 Early Bird Tactics to Uncover New Sales Opportunities
    Research shows that one of the best ways to do this is by being an early bird: Forrester Research discovered that the first vendor to reach a prospect and set the buying vision has a 74% close rate. Want to win more sales? Then you need to do everything you can to give yourself an unfair advantage over your competitors.
  • VIEWPOINT  |  THURSDAY, MAY 21, 2015
    [Forrester] Changing the Sales Conversation [PowerViews LIVE Highlights]
    Quote from Forrester Research: “Only 15% of salespeople articulate how their solution is going to solve business problems.”. On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World.
  • THE FORWARD OBSERVER  |  WEDNESDAY, MAY 20, 2015
    [Forrester] B2B Lead Generation: 2 Things You May Be Doing Wrong
    Forrester estimates the buyers are anywhere from two-thirds to 90% finished before they finally engage with the seller. Is your lead generation slowing down? You might be doing it wrong. Let marketing help generate more qualified leads with your website. Here's how. Sales leads. Not so much anymore. It’s a long, tough slog. Conclusion.
  • THE ROI GUY  |  TUESDAY, MAY 19, 2015
    [Forrester] Three Big Myths Debunked at SiriusDecisions Sales and Marketing Summit
    Forrester concurred , reporting that digital experiences are replacing sales reps at a rapid pace, foretelling a 22% decline in the number of B2B sales reps over the next 5 years = a total of 1 million sales reps expected to lose their jobs. There was plenty of content, conversations and cowboy hats. More is not more when it comes to content.
  • HUBSPOT  |  FRIDAY, MAY 15, 2015
    [Forrester] 7 Ways to Be Insanely Honest in Your Marketing
    When Velocity lost Ryan Skinner, a beloved account director, to Forrester (where he’s now very happy), we could have done the normal thing and issued the standard press release to "wish him well in his future endeavours.". And call Forrester names. If you haven't seen the SlideShare yet, check it out below. I'll wait. Not even Coke.
  • THE ROI GUY  |  THURSDAY, MAY 14, 2015
    [Forrester] Roadmap for how B2B marketing and sales can use unique value to market better, stand out & sell more
    Alinean releases new book: The Frugalnomics Survival Guide On Tuesday we announced the release of a new B2B sales and marketing best practices book by CEO / founder Tom Pisello: The Frugalnomics Survival Guide – How to Use Your Unique Value to Market Better, Stand Out and Sell More.
  • HUBSPOT  |  WEDNESDAY, MAY 13, 2015
    [Forrester] 10 Resources to Help You Teach Inbound Marketing
    For instance, you'll find stats such as 53% of US digital marketers plan to prioritize mobile ads in 2015 over social media (Forrester Research) and 40% of women like strawberry flavored alcoholic drinks (Nielsen). Sources for their data includes Deloitte, Nielsen, TechCrunch, and Forrester Research (among others).
  • KEO MARKETING  |  TUESDAY, MAY 12, 2015
    [Forrester] B2B Marketing: Significant Shift Towards Online Solutions
    A recent report from Forrester blared what initially sounded like a fatal finding for B2B operations. The big takeaway from the report was the prediction that one million B2B salespeople will lose their jobs by the year 2020. On the surface, that certainly seems like terrible, depressing news.
  • MARKETING ACTION  |  FRIDAY, MAY 8, 2015
    [Forrester] Small Marketing Budget? Use In-House Experts to Get Huge Results
    According to Forrester Research , 51% of B2B marketers expect to increase their budgets this year, and they’ll average an increase of 6%. Many marketing teams struggle to make the most of limited resources. That’s good news for big brands with big budgets to match. For smaller businesses, 6% of not much is still … not much. And you know what?
  • I-SCOOP  |  WEDNESDAY, MAY 6, 2015
    [Forrester] Customer experience metrics and measurement – beyond CSAT and NPS
    Contact center Customer experience Customer service Digital transformation Research Smart data CSAT CSI Customer Effort Score customer experience metrics CX Index Forrester Research Net Promoter Score NPS RockbridgeOn top of being incredibly important, the customer experience is also one of the hottest topics in 2015.
  • VIEWPOINT  |  TUESDAY, MAY 5, 2015
    [Forrester] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
    In the same blog he goes on to quote Forrester’s Laura Ramos: In earlier studies, Forrester found that at least half of B2B marketers surveyed did not have well defined L2RM processes or failed to follow the ones they did have in place for activities like lead scoring, nurturing and recycling and management. The impact? Retargeting.
  • MARKETING ACTION  |  MONDAY, MAY 4, 2015
    [Forrester] A/B Testing: Optimize Your Emails and Landing Pages and Improve Conversions
    According to Forrester, B2B buyers may be as much as 90% of the way through their journey before they reach out for a sales person. One of the tough things about being a marketer these days is the fact that what worked in the past doesn’t always work anymore. Our B2B customers and prospects changing the way they search, consider, and buy.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 1, 2015
    [Forrester] Master the Changing Sales Landscape: 8 Key Strategies to Becoming a B2B Salesperson of the Future
    Author: Amy Guarino Forrester’s pronouncement of the death of the B2B salesperson recently made headlines. But, I ask, is it really a death, or a chance at reinvention ? Here’s the situation: it’s not news that the buying process has changed. How does this new digital-first world effect the traditional B2B salesperson? Be Genuine.
  • KEO MARKETING  |  THURSDAY, APRIL 30, 2015
    [Forrester] Digital Marketing: Spending Up But Confusion Common
    The analysis of the data by Forrester researchers seemed to warn that marketers trying to find their way in the digital landscape these days are susceptible to what you might call the “shiny object” syndrome. Businesses know that digital marketing is increasingly important, and many plan to increase their spending in that area.
  • HUBSPOT  |  MONDAY, APRIL 27, 2015
    [Forrester] 9 Highly Reputable Resources for Compelling Marketing Stats
    Self-described as a “research discovery engine,” Factbrowser compiles the latest power stats on business and technology from reputable sources, like Nielsen, Forrester, Gartner, Google, and more. If you’re in the business of content marketing, there is a 100% chance you need marketing statistics. However, not all statistics are worth citing.
  • 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?
  • BUZZ MARKETING FOR TECHNOLOGY  |  SUNDAY, APRIL 5, 2015
    [Forrester] Social Customer Service Is the New Heart of Marketing
    This webinar was sponsored by  Lithium and featured Dave Evans ( @evansdave ), the VP of Social Strategy at Lithium, Erna Alfred Liousas ( @ErnaLiousas ), an analyst serving B2C Marketing Professionals at Forrester Research, and Brien Hall ( @BrienHall ), Social Media Manager for Guest Services at AMC Theatres.
  • 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.
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