TOM PISELLO | WEDNESDAY, JANUARY 5, 2011
[Forrester] Sales Enablement and The Economic-Buyer
Learn more: [link] Sources: IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010 Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc., TCO Calculator Sales Enablement Forrester IDC Diagnostic Selling Excecutive Assessment Tools Alinean ROI CalculatorHow Do You Fight Frugalnomics? April 2009.
THE ROI GUY | TUESDAY, NOVEMBER 18, 2014
[Forrester] The Modern Day Social Seller: Buyers are More Empowered, But So Are You!
At the same time, Forrester reports that earlier engagement is more important than ever - with 76% of the deals going to the solution provider that is able to help the prospect identify the top priority issues to address and establish the buying agenda (versus only 24% going to the rep who can win the bake-off). So what are these insights?
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). With all the choices available to buyers, it is important to communicate how your solution is unique.
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.
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?
WEBBIQUITY | WEDNESDAY, OCTOBER 27, 2010
[Forrester] Measuring the Impact of Social Media in B2B Marketing
Forrester recently released a report by Laura Ramos and Augie Ray on How to Assess the Impact of Social Media in B2B Tech Marketing. Tags: Marketing Research Social Media Marketing Augie Ray b2b marketing engagement channel Forrester Research Laura Ramos social media budget allocation top five social media platforms. Podcasts. Video.
THE ROI GUY | FRIDAY, NOVEMBER 22, 2013
[Forrester] Sales Revenue Growth for 2014? More of the Same Won’t Deliver Results
Worse, according to Forrester, up to 3 years for complex selling like for technology sales reps, medical equipment and many more. Each sales rep costs as much as $135,000 in additional costs beyond salary and incentives according to Forrester, including costs for training, CRM, sales enablement, content and leads. Why is this?
MARKETING ACTION | MONDAY, MARCH 11, 2013
[Forrester] Going from Good to Great in Marketing
We just completed a research project that gave us insight into this: In November 2012 we published the results of a research project we’d commissioned from Forrester Consulting; the study’s purpose was to determine the strategies used by small and mid-sized business to drive revenue in a down economy. Here’s a sample set: 1.
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.
SALES INTELLIGENCE VIEW | TUESDAY, NOVEMBER 20, 2012
[Forrester] Vorsight: If You Can’t Beat ‘Em, Train ‘Em
All of the research of Forrester, IDC, CEB, SiriusDecisions, etc. The sales trainers at Vorsight know that great customer service starts with the very first customer interaction. Understanding your customers’ needs is essential to making a sale, but understanding won’t get you far if you can’t get in the door. All told, we got 1 meeting.
THE EFFECTIVE MARKETER | THURSDAY, NOVEMBER 3, 2011
[Forrester] Are You Spending Enough on Online Marketing?
Forrester Research has recently released a study, “ Benchmark Your Interactive Marketing Maturity “, that aims to give you some metrics to figure out whether you are putting your money on the right marketing tactics. It’s worth trying out: Forrester Benchmarking Tool. Five Benchmarks. Comparing Your Numbers.
SOCIAL MEDIA B2B | WEDNESDAY, MARCH 23, 2011
[Forrester] Top 10 B2B Companies on Twitter [March 2011]
Forrester ( @Forrester ). 5. Social Networks Twitter Cisco CMEGroup ComScore emarketer Forrester gartner Hubspot marketingprofs marketo radian6 top 10 twitterEarlier this year we established a set of criteria to rank B2B company Twitter accounts. Below you will find this month’s version of the rankings. March 2011).
THE ROI GUY | TUESDAY, JANUARY 8, 2013
[Forrester] Gartner says 2013 will be a Better Year for IT Spending Growth?
According to Forrester, less than 12% of sales engagements are focused on customer value. Trillion in 2013 IDC 2012 Buyer Experience Study (a survey of 204 IT buying organizations) Forrester Sales Enablement Conference 2012 SiriusDecisions SiriusIndex, results from 2011 - 2012. But is Gartner being overly optimistic? Why Now? Why You?
THE ROI GUY | THURSDAY, MAY 1, 2014
[Forrester] The Three E's of Boosting Sales Productivity
Alinean Forrester IDC Insights Pisello Sales and Marketing Productivity Sales Enablement Sales Training SAVO Selling with Insights SiriusDecisions Value Gap Value Selling The current strategies of revenue growth via hiring more sales reps and throwing a ton of training and content at them are less than productive.
CHRIS KOCH | FRIDAY, FEBRUARY 12, 2010
[Forrester] How to squander your leadership in social media
That’s why a change in the policies of perhaps the leading voice for social media, Forrester , has bigger implications than it may seem. The most powerful example of one of these personally branded blogs is Web Strategy by Jeremiah, by Jeremiah Owyang , an analyst who left Forrester prior to the policy change. Forrester loses IP.
TYPE A COMMUNICATIONS | WEDNESDAY, JULY 16, 2014
[Forrester] B2B Content Marketing Execution: We’re Not as Mature as We Think
The report points out a couple of reasons, primarily that most B2B content marketers are still, what Forrester calls, “aspiring editors” rather than “content masters.”. It’s like what Forrester Analyst Jeff Ernst says: “People don’t buy your products, they buy your approach to solving their problems.”. July 16, 2014.
THE ROI GUY | TUESDAY, JANUARY 7, 2014
[Forrester] Top 3: Key Research to Drive Your New Year Success
To hit these targets you will have to do more, with most organizations investing in three key areas to try and drive results: More Sales Reps More Training More Traditional Content But research from SiriusDecisions and Forrester indicate that these well intentioned investments may not deliver expected returns. link].
TOM PISELLO | MONDAY, JANUARY 10, 2011
[Forrester] Let the Good Times Roll? IT Spending on the Rise, But Executives Remain Economic-Focused
A recent IT spending survey from Forrester confirms that 2010 remained a tough year for IT. As could be expected, Forrester indicates that the majority of 2010 IT spending went to support existing operations – essentially “keeping the lights on”. The news is good for worn down IT managers and IT sales professionals and marketers.
B2B MARKETING UNPLUGGED | THURSDAY, JULY 1, 2010
[Forrester] Why Most Executives Should Stay Clear of Social Media
Even Forrester has jumped on the CEOs-Must-Join-the-Party party. . Social Media bizmarketer blognocracy blognocrats blogocratic boctaoe corporate communications Elizabeth Williams facebook Forrester foursquare Google. And then began the Ritual Disemboweling of myopic Palm-toting dinosaur executives who just “don’t get it”. enough.
THE ROI GUY | WEDNESDAY, MARCH 30, 2011
[Forrester] Spring has Sprung, and So Should New Sales and Marketing Practices
According to Forrester’s Scott Santucci, “Buyers are stratifying their suppliers into a caste system, increasingly delineating strategic vendors from commodity providers.” To prevent being relegated to a commodity provider, fighting it out on undifferentiated offerings and discounts, a new set of sales and marketing best practices are emerging.
TOM PISELLO | FRIDAY, SEPTEMBER 3, 2010
[Forrester] Tom Pisello: The ROI Guy: Frugalnomics Forces Changes in Sales.
There is a cost to doing nothing, but sales professionals need to be armed with the tools to quantify these costs. 3) Quantify Best Value - According to analyst Scott Santucci of Forrester, “We are in the middle of a major transformation in the B2B sales model. says Scott Santucci, Forrester analyst. Do White Papers Still Engage?
FIFTH GEAR ANALYTICS | WEDNESDAY, NOVEMBER 9, 2011
[Forrester] How Can Customer Intelligence Deliver the Vision?
Two recent studies by Forrester Research highlight an interesting challenge for Customer Intelligence (CI) professionals and the business community that they support, shrinking the distance between the vision and reality. Similar to the findings in the Forrester reports, we embrace and recommend a strategy of incremental improvements
MUTT GROUP | THURSDAY, FEBRUARY 24, 2011
[Forrester] Measuring Customer Engagement
Personally, I have adopted my own version of Forrester Research’s take on measuring customer engagement. But, those same measures will also show that Forrester’s indicators can read maximum engagement, with no value at all. I’m a huge fan of General Motors. It sounds dramatic I know. That is a very simple truth.
TRADESMEN INSIGHTS | WEDNESDAY, NOVEMBER 28, 2012
[Forrester] What’s Your Plan for Lead Nurturing?
According to Forrester Research, companies that excel in lead nurturing generate 50% more sales-ready leads at 33% of the cost. Marketing Tips Social Marketing Traditional Marketing different stages of a selling cycle Forrester Research getting leads into a sales funnel lead nurturing what are you doing to nurture leads
TRADESMEN INSIGHTS | TUESDAY, OCTOBER 29, 2013
[Forrester] How Are Your Marketing Efforts Impacting the Customer Experience?
Forrester claims that Adaptive Marketing Confederation is the trend of the future. Forrester refers to customer intelligence teams. Marketing Trends adaptive marketing confederation forrester impacting customer experience marketing efforts than impact the customer experience
THE ROI GUY | SUNDAY, AUGUST 15, 2010
[Forrester] Forrester and IDC think Sales Enablement is a Big Deal. and We Agree!
A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. Sales Enablement Defined What is Sales Enablement?
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.
IT'S ALL ABOUT REVENUE | WEDNESDAY, APRIL 20, 2011
[Forrester] Measuring by Anecdote with SlideShare
Figuring viewers associate analyst firms with data collection, we ran our LeadShare campaign around a PowerPoint that accompanied a webinar on Revenue Performance Management conducted by Eloqua CMO Brian Kardon and Forrester analyst Suresh Vittal. by Joe Chernov | Tweet this. And from the perspective of aspiration, he’s right. Not me.
FIFTH GEAR ANALYTICS | THURSDAY, JULY 26, 2012
[Forrester] How can marketers best make sense of database intelligence today?
Business Intelligence Customer Data Integration Customer Intelligence Marketing Data Management customer data database marketing Digital Marketing forrester research marketing dataThe buzz amongst marketers is, “How can marketers best make sense of database intelligence today?” Join in and contribute your thoughts.
WINDMILL NETWORKING | TUESDAY, APRIL 12, 2011
[Forrester] 3 Winning Examples of B2B Blogs Done Right
Kinaxis first did its homework by hiring Forrester Research to better understand the audience that they were trying to reach in creating their social media strategy. Over the last few years blogging has become a recognized marketing tool as a component of a social media strategy. Louis E. What is exciting about mesh and fencing? Nothing.
FOLLOW THE LEAD | FRIDAY, JANUARY 28, 2011
[Forrester] Key questions about social demand generation
Roughly 75% of all b2b buyers are active on the social Web, using social technologies at least once a month, according to a study released by Forrester Research. [.]. Guest Blog | Adam Metz The b2b community is guardedly optimistic about social media, and the economic results that are going to derive from it, in 2011.
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, APRIL 6, 2011
[Forrester] The End of Traditional Marketing
In 2009 Forrester issued a report that outlined the world of interactive marketers in the digital space. Paid, owned and earned media. Those three words, often shortened to “POE,” have bounced around for years. It’s about the death of traditional marketing.
MARKETING GENIUS BLOG | FRIDAY, MAY 21, 2010
[Forrester] New Focus Needed for B2B Marketers
This past Tuesday, Craig, Forrester analyst Peter Burris and I headed up a webinar where Peter outlined Forrester’s take on the key B2B challenges and paths for today’s B2B marketer. Forrester’s numbers from the same survey confirm the surge toward social where 85% of B2B buyers are using social to help make decisions. And few
FIFTH GEAR ANALYTICS | THURSDAY, AUGUST 4, 2011
[Forrester] Is Customer Intelligence Delivering?
On a recent flight home, I had the opportunity to read a recent report by Forrester Research. The report, “CI Teams: Blocking and Tackling is Not Enough” caught my eye amongst the stack of reading that I’d brought along, and I didn’t get to the other papers. I’ll save them for another day.
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, APRIL 13, 2011
[Forrester] Consolidate and Coordinate your Media
Forrester has observed that advertising/PR agencies are battling each other for dominance in the digital media space. To learn more about Paid Owned and Earned Media – check out this Webinar with Forrester’s Sean Corcoran. Kirk argued that if you keep paid, owned and earned (POE) media in their current silos, you will fail.
FEARLESS COMPETITOR | WEDNESDAY, DECEMBER 8, 2010
[Forrester] The Decline of Advertising and the Rise of Content Marketing
The folks over at Junta42 and Forrester had an interesting discussion. Here is Forrester’s take-away: “The most interesting takeaway from the research is that overall advertising budgets will decline.
IT'S ALL ABOUT REVENUE | FRIDAY, FEBRUARY 4, 2011
[Forrester] The Revenue Performance Management Bandwagon
We hosted webinars on RPM with Forrester Research. The bandwagon now includes: analysts firms like Forrester and Gartner, who have begun to speak and write about RPM-related topics; bloggers who are writing about it; and clients who are speaking about it in videos, case studies and webinars. by Brian Kardon | Tweet this. Trust me.”).
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.
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. And lastly, the range of rankings in the Forrester survey is extremely close, and may paint a picture of marketer satisfaction that doesn’t reflect reality.
BUZZ MARKETING FOR TECHNOLOGY | MONDAY, DECEMBER 15, 2008
[Forrester] Brands that Tweet
There has been a lot of discussion lately about whether or not brands should be on Twitter. Quite frankly I really enjoy and appreciate some of the brands that I follow on Twitter because they give me news about their brand without me having to go find it. Brands need to think before they tweet!
TYPE A COMMUNICATIONS | THURSDAY, OCTOBER 30, 2014
[Forrester] 31 Scary B2B Marketing Statistics
majority (70%) of B2B marketing leaders surveyed admit they are concerned about brand integrity and execution in social media (Business Marketing Association/Forrester Research). Business Marketing Association/Forrester Research). Business Marketing Association/Forrester Research). October 28, 2014. Stein IAS). Stein IAS).
TOM PISELLO | MONDAY, OCTOBER 11, 2010
[Forrester] Tom Pisello: The ROI Guy: Marketing Hierarchy of Needs: Achieving.
According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. Frugalnomics in Full Effect: Forrester and Gartner. Forrester: Understand and Drive Outcomes for Sales. Forrester announces Sales Enablement Conference fo. For marketers, the news is good overall.
THE EFFECTIVE MARKETER | TUESDAY, MAY 3, 2011
[Forrester] The Challenges in Adoption of Marketing Technology « The Effective.
Marketers as Technologists According to Forrester’s research, data driven marketers are divided about technology investments. Based on a recent report on Marketing Technology Adoption for 2011 , the findings of their research shed some light on the challenges we face when it comes to marketing technology. United States License.
IT'S ALL ABOUT REVENUE | SUNDAY, MAY 15, 2011
[Forrester] B2B Gets Yelp’d
According to a survey of high-tech of marketing executives at B2B companies by Forrester Research, only 3% of respondents claimed marketing was the most influential business function at their company. by Jesse Noyes | Tweet this. This article originally appeared on SocialTimes on May 6. Well, now it’s the B2B industry’s turn to get Yelp’d.
FEARLESS COMPETITOR | WEDNESDAY, NOVEMBER 24, 2010
[Forrester] Marketing Automation is like Skiing – need for Jumpstart
Forrester Research recently shared some interesting insights on marketing automation. The author observed that most companies who buy marketing automation load their house list into the software, then send out an email campaign.
B2B MARKETING INSIDER | TUESDAY, JULY 23, 2013
[Forrester] Is It A Good Time To Be CMO?
The main finding from a survey of senior marketing executives conducted by Forrester and the Business Marketing Association was that there has never been a better time to be a CMO at business-to-business organizations. And it was straining traditional marketing strategy. 34% feel overwhelmed by the change occurring in B2B Marketing.
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].
FIFTH GEAR ANALYTICS | THURSDAY, JUNE 24, 2010
[Forrester] The Web Content Management Maturity Curve
In March 2010, Forrester Research released its survey results on the evolution of Web Content Management in the corporate enterprise. Forrester Research). Analytics CRM Customer Data Integration Marketing Strategy Marketing Technology Personalized Communication Chris Dewey content management forrester research web cmsDigg this!
PR MEETS MARKETING | WEDNESDAY, OCTOBER 6, 2010
[Forrester] Does Size Matter with Virtual Events?
Cisco GSX in 2009 with 19,000 attendees and AMD with 672,000 attendees in 2006 (Forrester Report, Market Many virtual events vendors and companies have touted that they have held the “largest virtual event.
INDUSTRIAL MARKETING TODAY | THURSDAY, NOVEMBER 14, 2013
[Forrester] Industrial Marketing in the Age of the Customer
Let me give credit where credit is due, I first heard the phrase “The Age of the Customer” from Forrester Research. It has a nice ring to it and IMO, [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].
SOCIAL MEDIA B2B | FRIDAY, JULY 23, 2010
[Forrester] Updated B2B Facebook Page Examples with Data
Forrester. Tags: Facebook Social Networks cdw cintas Cisco dell Ernst&Young Examples fan pages Forrester gartner Hubspot salesforce sodexho This short post is to let you know that we updated the 10 Examples of B2B Facebook Pages post. That was just a tip I hope you caught. Dec 2009. July 2010. Increase. 51,183. 183,554. Cisco.
INSIGHTIQ BLOG | MONDAY, MAY 7, 2012
[Forrester] Creating Your Marketing Technology Roadmap
If you didn’t attend the Forrester Customer Intelligence Forum held in Los Angeles on April 18 th and 19 th , you missed a great chance to hear William Band define the marketing technology roadmap. Do you already have a planning process and marketing technology roadmap that incorporates Forrester’s guidance?
BUZZ MARKETING FOR TECHNOLOGY | TUESDAY, MARCH 23, 2010
[Forrester] It pays to provide Support with Social Media
In a recent Forrester Report on “ Customer Experience Pays Off as Social Media reduces Obstacles for Real Change ” they have really nailed down the argument I have been making over the last year about why Support is the single best place to build your business case for Social Media. Why not be on the winning side of that equation. Tweet This!
SOCIAL MEDIA B2B | FRIDAY, JULY 16, 2010
[Forrester] Some Recent Posts about B2B Social Media
by Peter O’Neil on Forrester Blog. Last week, I held my quarterly Forrester Teleconference and discussed my April report on how European tech buyers use social media. According To The 2009 Forrester Groundswell Awards B2B Social Media Is Still Mostly Tech Focused Since we started Social Media B2B we have spent a. Oh, Yes!
FEARLESS COMPETITOR | THURSDAY, APRIL 18, 2013
[Forrester] Help ITSMA with its Annual Marketing Performance Survey
ITSMA is partnered with VisionEdge Marketing and Forrester, By completing the study below, you will help in this research and get a copy of the final results. A Survey on Marketing Performance Management. Our friends at ITSMA are doing their annual survey on Marketing Performance Management and they need your help. ITSMA MPM Survey.
WINDMILL NETWORKING | MONDAY, FEBRUARY 7, 2011
[Forrester] Social Media Online Courses – Where are They?
This is consistent with Forrester Research ’s recent finding that more than 45% of all companies now use social media assets for product development in addition to customer engagement (83%), and indicates a sea change in the strategic value that CMOs place on social today. Surprisingly nada. Where should you go to study? pleasecomment.
LEADER NETWORKS | SUNDAY, MAY 15, 2011
[Forrester] The Future Of Social Shopping
recent study by Forrester and GSI Commerce states that social media marketing rarely leads directly to online purchases; less than 2% of orders among the retailers surveyed were the result of shoppers coming from a social network, according to The Purchase Path of Online Buyers report 2010, Forrester Research and GSI Commerce. Hurray!
CRIMSON MARKETING | WEDNESDAY, JANUARY 7, 2015
[Forrester] Business in 2015: How the CMO and CIO Will Determine the Future
Forrester predicts that 60% of companies will experience a data breach in 2015, “with the worst and most-publicized examples destroying years of brand value.” Source: Forrester. The two executive roles that matter most for 2015 are the CIO and the CMO. Companies can expect competition to arrive from any angle. ” .
MODERN B2B MARKETING | TUESDAY, JULY 10, 2012
[Forrester] The Lead-To-Revenue Performance Framework Explained [Infographic]
This infographic, based on independent research from Forrester, gives a visual representation of how marketers can make the most of their L2RM investments by keeping a few things in mind: be honest about your marketing process maturity, identify what capabilities you really need, and develop a marketing automation road map.
FIFTH GEAR ANALYTICS | THURSDAY, OCTOBER 7, 2010
[Forrester] Is Multichannel Marketing Really “Dual-Channel” Marketing?
Forrester estimates that “multichannel customers spend five times more on their in-store purchases alone, compared with the retailer’s average customer. Also in the same Forrester study, “Seventy percent of US online consumers research products online and purchase them offline.”. Kenyon Blunt. Why is this important? Tweet This!
BEYOND | TUESDAY, APRIL 21, 2009
[Forrester] Who is the social media voice for your business?
You don't often hear phrases like "305% ROI" attached to discussions about social media, so I was delighted to read, via Kipp Bodnar , about Forrester's recent research into "live chat" as a sales tool.
EMAGINE B2B BLOG | THURSDAY, JULY 8, 2010
[Forrester] Stymied by seeming roadblocks to social media? …try this Rx
By now, you’ve probably heard all the good reasons why your B2B should be using social media; maybe you even caught our recent post recapping research showing that that’s exactly where your early-stage buyers are doing much of their product/vendor short-listing these days. So you’re giving it a try …or maybe you’re committed to try, [.].
THE POINT | TUESDAY, JANUARY 21, 2014
[Forrester] Campaign Makeover: Simple Changes Increase Email Response by 25 Percent
would a) break it up into 2 paragraphs at minimum, and 2) tie the copy back to the offer in action-oriented terms, as in: “In a new white paper from Forrester, learn how …”. I received an email recently from Kevin Payne, Senior Director of Field Marketing at customer service software provider 7. What would you change?”.
TOM PISELLO | THURSDAY, JUNE 3, 2010
[Forrester] ROI conversations at the wrong time will get you nowhere
Frugalnomics in Full Effect: Forrester and Gartner. Forrester: Understand and Drive Outcomes for Sales. Forrester announces Sales Enablement Conference fo. Forrester and IDC think Sales Enablement is a Big. Certainly the need for personalized engagements is strong. CIO Priorities for 2011 Indicate Continued Frugaln.
FIFTH GEAR ANALYTICS | THURSDAY, SEPTEMBER 16, 2010
[Forrester] Unified Marketing: Buzzword or Bellwether?
Forrester’s research article titled Marketing Mandate: Connect the Dots , recently called out “integrated marketing as a good thing that rarely happens.” Resources: Forrester Research: Marketing Mandates: Connect the Dots. Forrester Research: Organizing for Interactive Marketing. Kenyon Blunt. What happens?
CEEKUE | MONDAY, AUGUST 16, 2010
[Forrester] 3 Reasons To Start Using Crowdsourcing In B2B Marketing
According to a report published last week by Forrester, US customers are willing to be co-creators. The question “Would you be interested in providing input to help design and build new products or improve current products? was answered with yes by 61% of the 3990 people interviewed.
IT'S ALL ABOUT REVENUE | TUESDAY, MARCH 15, 2011
[Forrester] Live From SXSWi: Social Capital & The Hunt For The Magic Metric
The panel featured some sluggers like Richard Margetic of Dell, Bill Parkes of nFusion, Zach Hofer-Shall of Forrester Research and Michael Spataro of Visible Technologies. by Jesse Noyes | Tweet this. If marketers know one thing it’s that social media is huge. Brands can’t scale talking to everyone talking about you out there,” Spataro said.
SOCIAL MARKETING FORUM | TUESDAY, MAY 10, 2011
[Forrester] Defining & Applying Social Media Intelligence
Yesterday I posted about how important it is to use social media to monitor the brand conversations going on out there. I’ve just been reading a whitepaper from Forrester titled: “Defining Social Media Intelligence” which lists in detail how social media intelligence can be applied in an organization.
FIFTH GEAR ANALYTICS | THURSDAY, JUNE 17, 2010
[Forrester] A Hyper Digital World Still Leads to Offline Cash Register Sales.
According to Forrester’s Using Digital Channels to Create Breakthrough Multichannel Experiences : 53% of U.S. 68% of Forrester’s eBusiness panelists say that their organizations support a consistent cross-channel experience—but only 29% say their companies do it effectively. Forrester). Andrew Lucyszyn. Who cares!? Omniture).
B2B LEAD BLOG | WEDNESDAY, FEBRUARY 23, 2011
[Forrester] What Exactly is a Nurture Campaign…?
According to Andre Pino over at Forrester Research, Lead nurturing is Just the other day I found myself defining for a co-worker what exactly a nurture campaign is and isn't and in doing so I ran across some great content that helps to clarify things a bit and wanted to share.
PWB MARKETING BLOG | WEDNESDAY, SEPTEMBER 14, 2011
[Forrester] 12 Tweetable Statistics Prove B2B Social Media ROCKS
FACT] B2B #socialmedia spending set to explode to $54M over next 5 years per @Forrester ( Source ) TWEET THIS. Know B2B social media fact from fiction. Fiction: Social media offers limited value to B2B marketers. Fact: 86% of B2B companies are using social media. Dispel the myth that social media isn’t for B2B and tweet the truth.
THE FORWARD OBSERVER | WEDNESDAY, NOVEMBER 13, 2013
[Forrester] Why B2B Companies Should Worry More About Customers Than Competitors
According to Forrester’s research study, “ Competitive Strategy in the Age of the Customer ,” companies that become obsessed with their customers will rise above their competitors. Forrester calls customers the “sole source of sustainable competitive advantage.”. They do little that is original and tend to be also-rans.
B2B MARKETING INSIDER | TUESDAY, JANUARY 7, 2014
[Forrester] Is This The Year Of Big Data For Marketing?
She covers Forrester’s latest marketing report “ Predictions 2014: Marketing Leaders Put Insights To Use. Big Big Data Makes Way For Smart Data Across Social, Mobile, And Media “ According to Rebecca, Forrester predicts that Big Data will have a significant impact on marketing in 2014. What do you think? Strategy
ANNUITAS | TUESDAY, AUGUST 5, 2014
[Forrester] Buyers Don’t Care About Your Sales Funnel
The 2.8% 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!
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.
FATHOM | TUESDAY, JANUARY 15, 2013
[Forrester] Keep More SaaS Customers With Lead Nurturing
It’s hard to believe when Forrester Research reported that the companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost. More than half of B2B marketers have not established lead nurturing, according to MarketingSherpa. B2B Technology Industry lead nurturing SaaS
SAZBEAN | SATURDAY, MARCH 23, 2013
[Forrester] Top Internet strategy, marketing and technology links for the week of March 23, 2013
Forrester) Top 10 Marketing Mistakes, and How to Correct Them (Part 2 of 3) (Marketing Profs) Use Content Marketing to Grow Your Company Beyond Being a Me-Me-Me Brand (Top Rank Blog) The Truth About Bounce Rate: Why Context Matters (Search Engine Watch). News & Notes
ANNUITAS | TUESDAY, FEBRUARY 4, 2014
[Forrester] Why Organizations Should Stop Focusing on Lead Nurturing Campaigns
The stats, guides and tips to effective lead nurturing abound in the B2B marketplace and yet with all of this information, still only a fraction of B2B companies are using or effective in the use of lead nurturing according to MarketingSherpa. Clearly, not best practice. Figure 1: Lack of Content Alignment to Buyers Purchase Pattern.
BUZZ MARKETING FOR TECHNOLOGY | THURSDAY, AUGUST 27, 2009
[Forrester] Using Social Media to Deepen Customer Relations
recently saw figures from Josh Bernoff of Forrester Research that showed 92% of BtoB Technology buyers consider themselves engaging in some form of Social Media. An obvious win for companies looking to jump into Social Media is in the Customer Support area. If that isn’t a wake up call for Technology Companies, I don’t know what is!
PWB MARKETING BLOG | WEDNESDAY, SEPTEMBER 7, 2011
[Forrester] Three Stats Prove B2B Social Media Set To Explode [Charts]
Forrester Research predicts that B2B firms will spend $54 million on social media marketing in 2014, up from just $11 million in 2009. Social media has reached prime time. Did you know more searches are done on YouTube than Yahoo? Or if Facebook were a country, it’d be the 3 rd largest in the world? Social media isn’t just for B2C marketers.
SALES INTELLIGENCE VIEW | FRIDAY, JUNE 7, 2013
[Forrester] Great Minds & A Great Time: Insider Summit 2013 Recap
The second annual Insider Summit was held a couple weeks ago on May 21-22 at the InterContinental Hotel in San Francisco. We think it did a great job building off the momentum from last year’s first Summit. This year we kicked it up a notch and hosted 26 sessions, 61 industry experts, and added a new track on account management. Coincidence?
B2B MARKETING INSIDER | THURSDAY, AUGUST 23, 2012
[Forrester] The Multi-Channel Marketing Mandate: Be Where Your Customers Are!
And so Kimberly McCabe from Sitecore found me on LinkedIn and offered to send me a report they commissioned with Forrester on Multi-channel Marketing. And that is why Forrester called their report “The Multi-channel Maturity Mandate.” According There are a few benefits of focusing on “B2B Marketing” as a topic.
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.
FEARLESS COMPETITOR | WEDNESDAY, JULY 20, 2011
[Forrester] The Simple Guide to Lead Nurturing
Forrester estimates that as few as 1 in 20 companies are doing a decent job of lead nurturing – so simple is good. B2B Demand Generation | Lead Nurturing. created a nice overview of lead nurturing and posted it to Slideshare. Slideshare is a great place to post as it lets you put in keywords and links. The presentation is below.
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!
MARKETING ACTION | WEDNESDAY, JANUARY 22, 2014
[Forrester] So, The Underdog is on Top Now?
Yesterday’s release of Forrester Research, Inc.’s Click here to read the press release about Act-On’s standing in “The Forrester Wave™: Lead-to-Revenue Management Platform Vendors, Q1 2014”. It enables companies to make well-informed decisions without spending months conducting their own research. Is it our technology?
IT'S ALL ABOUT REVENUE | THURSDAY, JANUARY 30, 2014
[Forrester] How Marketers Are Managing The Buyer Journey [Infographic]
In 2012, Forrester indicated that buyers could be up to 90% through their buyer’s journey before even reaching out to a vendor. by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Jen Augustin, Senior Director of Marketing, Bizo. Follow Jen on Twitter @leadjen. Branding does indeed matter in the B2B buying process.
INSIGHTIQ BLOG | MONDAY, APRIL 30, 2012
[Forrester] Use analytics for good, not evil.
or, what I learned at Forrester's Customer Intelligence Forum this year. Finished with the piece? Then stay for a moment and let's focus on the warning for marketers offered by this entertaining, but still alarming article: customer analytics can be a slippery slope. That's what Target did quite well. Consumers believe it does.
I-SCOOP | SUNDAY, FEBRUARY 24, 2013
[Forrester] How many content sources does your buyer consult?
B2B marketing Content marketing content marketing personas content sources Forrester Michael Gale PulsePoint Group People proactively look for information themselves. Depending on the sources, it seems that […].
E-STORM | MONDAY, NOVEMBER 28, 2011
[Forrester] Social Commerce Potential in Asia
Back in April 2011, Forrester Research declared that the “ability of the social network to drive revenue for e-commerce businesses continues to remain elusive.” ” Indeed, Forrester has placed paid search as the most effective channel while social as among the weakest. International Social Commerce Trends
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.
BLOG MY CALLS | FRIDAY, NOVEMBER 1, 2013
[Forrester] Yikes.Forrester Says 'Don't Dedicate a Paid Ad Budget for Facebook'
In a study published earlier this week, Forrester says that digital marketers should avoid buying Facebook advertising. Forrester surveyed several hundred marketing executives and asked them to rate ROI for every single digital marketing strategy. Forrester even says that Facebook has becom ".reliant Facebook came in dead last.
FEARLESS COMPETITOR | TUESDAY, APRIL 3, 2012
[Forrester] 6 in 10 Senior Marketers Say Social Media Key to Company Survival
59% of senior marketers either agree (39%) or strongly agree (20%) that companies that do not fully embrace social media will not survive, according to [pdf] a recently-released study commissioned by Facebook and conducted by Forrester Consulting. This article is based on a report by MarketingCharts. Read the original here.
SAZBEAN | TUESDAY, AUGUST 24, 2010
[Forrester] Social Media Must Align with Customer Service for Success
Augie Ray , from Forrester , recently had the following experience at the mall: Retailer One: I spent 15 minutes trying to find someone to offer assistance. – Forrester Blog. But, if your customer service doesn’t align with the expectations set by your social media interactions, your success will only be short term.
SYNECORE | MONDAY, APRIL 22, 2013
[Forrester] The Whimsical Nature of Data Analytics
The Wired post based its analysis on a recent survey conducted by Forrester Research of 4,500 U.S. started with the Forrester one. The one thing I did know was that I was too cheap to pony up the $499 Forrester was asking to access the full study and clarify this question. ONLINE IS THE PLACE TO BE. Now wait just a minute here….
MI6 MARKETING AGENCY | THURSDAY, MAY 27, 2010
[Forrester] Mi6 Briefing #1: Inside the Mind of the B2B Tech Buyer
This briefing condensed research from Forrester, IDG, Information Technology Services Marketing Association (ITSMA) and The Society for New Communications Research (supported in part by SAP). Author: Chris Herbert, B2B Specialist & Founder of Mi6. Presentation. Inside the Mind of The B2B Tech Buyer. Slide Shift.
B2B MARKETING TRACTION | THURSDAY, MAY 31, 2012
[Forrester] Thought Leadership is the New Black for B2B Marketers
According to analyst Jeff Ernst at Forrester Research , in order to break through and dominate your industry, you need to position your company as a thought leader. Forrester created a four-step IDEA thought leadership creation model: 1.) The old way of marketing features and benefits no longer works for B2B marketing success.
BIZNOLOGY | MONDAY, JANUARY 14, 2013
[Forrester] 21 stats show CMOs leap before they look at ROI
source: Forrester ). source: Forrester). Photo credit: Wikipedia. The average tenure of a CMO has increased from 23.6 to 43 months since 2004 according to Spencer Stuart. That’s good news. Perhaps, companies are finally appreciating the business impact a CMO has. Does longer tenure put more or less pressure on CMOs?
IT'S ALL ABOUT REVENUE | SUNDAY, JULY 15, 2012
[Forrester] Are Sales and Marketing Chatting Enough? [CHART]
On the left hand side of this chart, you can easily see the pain experienced by the 92% of companies who responded to Forrester’s survey as being less than tightly aligned. by Egan Cheung | Tweet this Collaboration has been a big topic for us at Eloqua lately. Are you using social tools at your company? Tell us your stories!
INBLURBS | TUESDAY, AUGUST 14, 2012
[Forrester] VMAIL is the new EMAIL
According to an August 2011 Forrester Research survey: 50% of interactive marketers believed that marketing’s effectiveness will increase with online video over the next 3 years; while 43% said it would with E-mail marketing. 5. VMail is the new Email. Extraordinary results can be achieved using this technology. Cisco predict –.