3D2B | TUESDAY, MARCH 1, 2016
[Forrester] Back to the Future: Why Outbound B2B Marketing Is Back in Style
Because, according to Forrester Research, buyers don’t always know what they need. The funeral for outbound marketing took place several years ago. Friends and relatives celebrated its life and moved on, letting inbound marketing fill the void. But now, what was old is new again. Outbound marketing is coming back to life. The result?
MARKETING ACTION | MONDAY, OCTOBER 20, 2014
[Forrester] The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money
And according to Forrester Research, companies using lead nurturing (one of marketing automation’s key capabilities) generate 50% more sales-ready leads — with 33% lower cost per lead. (!). But what if you have a small team? Or you’re working with limited resources? Act-On customers are seeing results that confirm the data.
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?
SOCIAL MEDIA B2B | FRIDAY, SEPTEMBER 17, 2010
[Forrester] 10 B2B Social Media Case Studies and Examples
Related posts: 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. As we have learned by writing posts for this site, people are interested in examples of what other B2B companies large and small are doing with social media. Continue reading.
ANNUITAS | TUESDAY, JULY 17, 2012
[Forrester] The Sales Perspective – An Interview with Jill Rowley of Eloqua
We recently had the chance to catch-up with Jill Rowley a.k.a Much has been written about the change that has occurred in B2B marketing as a result of the buyer landscape change. Has there been a corresponding impact on B2B sales as well? Traditionally, sales people have only wanted to talk to people who were “stamped qualified”.
ACT-ON | MONDAY, NOVEMBER 9, 2015
[Forrester] Dear CMO, Part 1: Why Your Content Misses the Mark
Recent research by McKinsey, Forrester , and Gartner bolsters the importance of this conclusion, noting that consistency coupled with close and personal customer connectivity is the glue of long-term customer satisfaction. What we heard surprised us – and the group. First things first; what’s “content”? What do we mean by “content”?
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.
KOMARKETING ASSOCIATES | MONDAY, OCTOBER 22, 2012
[Forrester] #Pubcon 2012: Tips, Tools & Trends
Duane Forrester does a tremendous job of connecting with the search community, talking about the company, what they are doing and how they are improving. Last week I was fortunate enough to spend the week in Las Vegas for Pubcon 2012. With over 50 sessions a day along with non-stop networking events, Pubcon can be pretty overwhelming.
FIFTH GEAR ANALYTICS | TUESDAY, NOVEMBER 16, 2010
[Forrester] 10 Marketing Trends for 2011
Dave Frankland, in the aforementioned analysis by Forrester, said that “today’s firms are schizophrenic about customer segmentation.” Kenyon Blunt. Given that disclaimer, here’s what I see as the big issues facing marketers next year: Customer engagement is not a passing fad. And this new step in the sales process is here to stay. Digg this!
HUBSPOT | WEDNESDAY, FEBRUARY 6, 2013
[Forrester] How 15 Real Businesses Are Getting Creative With Vine for Marketing
Forrester Research estimates that $22 billion was spent on automotive advertising alone in 2012. A lot can happen in six seconds. You can text your mom, read an email (or delete 20), or give an epic high five. But can you create a lasting impression within six seconds? Marketers seem to think so. Excuse me for one second. Loving #vine ?
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?
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!
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 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?
TOM PISELLO | MONDAY, NOVEMBER 29, 2010
[Forrester] Content Marketing and the Forgotten Sales Professional
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. One of the most important, but often forgotten consumers of content marketing programs are sales professionals.
DELICIOUS B2BMARKETING | SUNDAY, AUGUST 14, 2011
[Forrester] Open Research: A Framework for Social Analytics
After interviewing nearly 40 experts and working with Charlene Li and a bit of help from myself, she’s found six distinct use cases (see compass below) on how companies are measuring using these new toolsets. Why are social analytics so important? This is a new medium, and proof over re allocation of investment is key. Wowza! Wowza! Wowza!
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?
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.
MARKETING ACTION | WEDNESDAY, NOVEMBER 19, 2014
[Forrester] Email Metrics that Matter: Key Data for the Holiday Season
Some years ago Forrester Research published a study about why people unsubscribe; not much has changed: 71% of unsubscribes say they leave a list due to email frequency. As an email marketer in this day and age, you constantly face a barrage of data, metrics, and numbers for analyzing just how well your email campaigns are going.
B2B MARKETING INSIDER | TUESDAY, FEBRUARY 1, 2011
[Forrester] 7 Steps To Sales And Marketing Alignment
Recently, BtoB Magazine provided a snapshot of a Forrester report that stated that only 8% of companies surveyed feel a tight alignment between marketing and sales. Ask any practitioner in B2B Marketing what their greatest challenge is and chances are they will say how to align sales and marketing. Why is this so difficult? Watch a demo.
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.
SALESFUSION | FRIDAY, APRIL 11, 2014
[Forrester] Lead Generation Programs
Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"].
HUBSPOT | MONDAY, NOVEMBER 3, 2014
[Forrester] What's in a Name? What 6 Popular Brands Are Called Across the Globe
And Mars'' son -- Forrest Mars -- thought they were pretty delicious, too. After successfully establishing the Mars bar in Europe, Forrest Mars moved back to the U.S. Vincent: "And you know what they call a Quarter Pounder with cheese in Paris? Jules: "They don''t call it a Quarter Pounder with cheese?". What''s in a [Brand] Name?
MARKETING TO BUSINESS EXECUTIVES BLOG | THURSDAY, APRIL 28, 2011
[Forrester] 7 not 3… actions for marketing automation implemenation success
The five steps that the Forrester report didn’t mention are critical to success. Without question this is true. Agree on the end-to-end lead management process. Have a champion in senior management. Improve the sales-marketing relationship. Develop a process for lead scoring and updating lead scoring.
ACT-ON | MONDAY, DECEMBER 7, 2015
[Forrester] What the 2015 Holiday Shopping Season Can Teach Us about the New Buyer’s Journey
This graphic from Forrester shows how the buyer now moves freely (and unpredictably) throughout the Buyer’s Journey. Image Source: Forrester). The Internet analytics company comScore reported that Cyber Monday 2015 set a record as the biggest US shopping day of all time, with sales topping more than $3 billion. Well … everything.
TOM PISELLO | MONDAY, DECEMBER 6, 2010
[Forrester] Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.
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. Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? They do if they are.
MODERN B2B MARKETING | SATURDAY, JUNE 15, 2013
[Forrester] 7 Rules to Live By for Creating Legendary Webinars
According to Forrester Research, videos are 53 times more likely than traditional web pages to receive a first-page ranking.*. Author: Tania O''Connor Webinars, done well, can be an integral part of your event marketing mix. In my experience, webinars have become a more and more powerful lead qualifier. Introduction to ABC Office Supplies”.
FATHOM | FRIDAY, NOVEMBER 29, 2013
[Forrester] 5 Marketing Stats for New Business in 2014
89% of marketers say email is their primary channel for lead-generation (Forrester Research). OK, so I’m a liar. You will actually find 7 stats below, but 2 of them are closely related to the 5 main ones, and 5 seems like a tidier (if not cooler) number for this list. IBM: “From Stretched to Strengthened,” 2013).
LEADERSHIP | TUESDAY, NOVEMBER 18, 2014
[Forrester] Work Horse Vs. Show Horse — Is Email Marketing Being Undermined by the Lure of Social Media?
According to this CMO.com article , Forrester Research states that for every dollar spent on email marketing, the average return is over $44. About a year ago, we sparked a heated discussion over email marketing vs. social media. It remains one of the top posts on my blog. think it’s a good idea to revisit this discussion now. It’s free!
TONY ZAMBITO | WEDNESDAY, JANUARY 5, 2011
[Forrester] The Importance of Buyer Personas to Lead-to-Revenue Management
When looking at lead-to revenue management models, as recently put forth by Marketo and Forrester , they offer promising perspectives on shifting the focus from the quantity of leads to actual revenue generation. Image by nicolasnova via Flickr. Every story has to have a beginning.
HUBSPOT | THURSDAY, JUNE 28, 2012
[Forrester] 12 B2B Facebook Cover Photos to Get Your Creative Juices Flowing
Plus, Dropbox carries over this design to their Twitter account and website for a consistent brand experience. 4) Forrester Research. Forrester Research is an independent research company that prides itself on its objectivity and pragmatism, which is why this cover photo is so appropriate! B2B is sooo boring. Pshh, no way! All of 'em.
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.
HUBSPOT | TUESDAY, NOVEMBER 11, 2014
[Forrester] Why People Buy Things Online [Data]
Interesting research by Forrester Research demonstrates that consumer attitudes towards email marketing are becoming less negative -- good news for marketers that rely on this powerful channel. Just because we''re marketing things doesn''t mean we really know the science behind what makes people buy. Key Findings. Takeaway. Key Findings.
INDUSTRIAL MARKETING TODAY | MONDAY, NOVEMBER 1, 2010
[Forrester] 3 Business Blogs with Proven ROI from Industrial Companies
Took a leap of faith by investing $70,000 in hiring Forrester to thoroughly research their target audience; implemented every single recommendation for building a community around the audience. A business blog is an important and integral component of inbound marketing. Exhibit #1: Emerson Process Management Experts. Results: 2.7
SALESFUSION | TUESDAY, DECEMBER 3, 2013
[Forrester] What I’m Thankful For…
Why Partner With SalesFUSION. [/one_half] [one_half_last valign="middle"] [frame style="none"] [/frame] [/one_half_last] [divider style="simple"] Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"] Partner Portal. Marketing Blo
SALES ENGINE | THURSDAY, OCTOBER 8, 2015
[Forrester] Feeding Sales Is a Process, Not a Project.
In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor. For decades, the B2B marketer has been a manager of projects. They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. And now there’s a budget cut. Ingrates !"
JUNTA 42 | WEDNESDAY, JULY 22, 2009
[Forrester] Why You Should Be Thinking Video in Your Email Marketing
This recent Forrester study caught my eye - that incorporating video into email can increase click-through rates two-to-three times ( full report here from Forrester for $749). To find out more, I called my colleague (and customer) Todd Smart from VideoNewsletters.com. Tell the story. Thanks Todd!
FEARLESS COMPETITOR | TUESDAY, JULY 26, 2011
[Forrester] What is Lead Nurturing?
According to Forrester Research, only about 1 in 5 is doing it at all – and far fewer are “best practices.. B2B Lead Generation | Lead Nurturing. “Marketers rank lead nurturing highest as under-funded relative to value potential.. Lead Gen ROI Report 2010, Lenskold Group. Let’s start with a definition.
CLIENT BRIDGE | WEDNESDAY, FEBRUARY 9, 2011
[Forrester] Five Habits of Adaptive Marketers
Forrester Research interviewed global marketing leaders with demonstrated success in the digital age. Through these interviews, they identified the following habits: Accept change. Flexibility prepares an organization for the unexpected. Dare the status quo to encourage innovation. Act continuously to avoid indecision.
MARKETING ACTION | FRIDAY, MAY 3, 2013
[Forrester] Lead Nurturing Makes It Happen
Forrester Research). A long time ago, in a galaxy far away, I was a salesperson. To be specific, I sold health and wellness training materials (videos, posters, booklets) to enterprise organizations that used them to educate employees, with the goal of lowering health care costs and raising productivity and satisfaction levels.
TOM PISELLO | FRIDAY, AUGUST 20, 2010
[Forrester] Tom Pisello: The ROI Guy: Basic Content Marketing Trumps Social.
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. Lack of ROI Measures Threatens Marketing Budgets Strong IT Spending Growth Predictions from Forrest.
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, JULY 28, 2010
[Forrester] B2B Marketing needs to Curate a Vibrant Community
Getting a customer is not the end goal it’s the middle In a recent speech by Josh Bernoff of Forrester Research. If you ask the members of my leadership team – they will tell you I keep talking about how I think we have B2B Marketing backward. Let me explain …. But what if we focused on those buyers who have already purchased from us?
ONALYTICA B2B | WEDNESDAY, JANUARY 6, 2016
[Forrester] 5 Predictions for Influencer Marketing in 2016
According to Forrester’s recent report by Nate Elliott entitled Vendor Lanscape: Word-Of-Mouth Platforms , there are 3 distinct focuses for tools in the word-of-mouth category: customer advocacy platforms, employee advocacy platforms and category influencer platforms. Increased Focus on Employee Advocacy. REQUEST A FREE DEMO.
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].
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.
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.
3D2B | TUESDAY, MARCH 22, 2016
[Forrester] 6 Changes You Can Make to Optimize B2B Demand Generation
According to Forrester Research, businesses that nurture and qualify the leads have 50% more sales–ready leads than those that do not. “When you’re finished changing, you’re finished,” said Ben Franklin. And in a business world that seems to change more rapidly than ever, his words are still relevant. Here are six ideas that can pay off.
RADIUS | TUESDAY, OCTOBER 27, 2015
[Forrester] Top 3 Challenges in Reaching the BIG Small Business Market
When we commissioned Forrester to conduct a survey of over 100 B2B marketing leaders to understand their challenges and the technologies that they are turning to, 67 percent agreed that the problem is not lack of data, but rather being able to draw insight from that data. Furthermore, the U.S. This feedback wasn’t surprising. B2B Marketing
BLUE FOCUS MARKETING | MONDAY, JULY 25, 2011
[Forrester] Google+ Is it a Digital Disruption for CMOs?
Forrester’s advice to CMOs: “Elevate digital to the highest level of business strategy.” (source: Forrester Report “CMOs must connect the dots of the online brand. Mary Beth Kemp-Forrester, July 27, 2010). Google + or Google - ? 20 Experts Voice Their Opinions. Ford is Fully Engaged in the Business Beta. John J.
THE ROI GUY | TUESDAY, DECEMBER 16, 2014
[Forrester] Value Selling and the Buyer’s Journey: 3 Conversations to Get "Do Nothing" to "Yes"
According to Forrester, 76% of the deals go to the solution provider who can help the prospect establish the buying vision, versus only 24% for the vendor who wins the bake-off. During the Ideas phase, it is not about the benefits or superiority of your solution, after all, the buyer may not even be aware they have an issue worth addressing.
MARKETING ACTION | MONDAY, JANUARY 27, 2014
[Forrester] How to Leverage LinkedIn for Lead Generation and Recruitment
LinkedIn remains the great stalwart of professional networks, regularly attracting some 81% of today’s B2B marketers (“How B2B Marketers Use Social Now ,” Zachary Reiss-Davis , Forrester Research ). Though it might lack the flair its younger siblings on social possess (Facebook, Twitter, et al.), LinkedIn for Recruiting. Grow your following.
SAVVY B2B MARKETING | MONDAY, SEPTEMBER 19, 2011
[Forrester] Confronting the Trust Barrier
And Forrester Research found that just 15% of executives believe sales meetings meet their expectations. We're pleased to present this guest post by Britton Manasco, who specializes in helping companies establish thought leadership and enable their sales teams to engage more prospects and close more business. But here’s the problem.
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, SEPTEMBER 22, 2010
[Forrester] Social Customer Support: AT&T is doing it Right!
It pays to provide Support with Social Media In a recent Forrester Report on “Customer Experience Pays Off. I have been an avid iPhone user almost since the day it came out. just had to have one and it killed me that it took a week to get one when it first hit the market. So I decided to give it a try. Bravo AT&T! Email this to a friend?
HUBSPOT | FRIDAY, NOVEMBER 16, 2012
[Forrester] Understanding the New Roles in Marketing
In 2011, Forrester released a report called " The Rise of the Chief Customer Officer." "Ch-ch-ch-ch-changes." Could David Bowie's 70s hit be a marketer's theme song, or what? In terms of both department size and budget, Marketing is on the rise. And as the role of marketing grows, it also continues to evolve. Inbound Marketing Strategist.
SALESFUSION | TUESDAY, DECEMBER 17, 2013
[Forrester] Four Reasons Subject Lines Matter
Why Partner With SalesFUSION. [/one_half] [one_half_last valign="middle"] [frame style="none"] [/frame] [/one_half_last] [divider style="simple"] Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"] Partner Portal.
B2B MARKETING ONLINE | WEDNESDAY, DECEMBER 15, 2010
[Forrester] Hope for IT Marketing in 2011
Forrester (as reported on CIO.com) found that cost-cutting is no longer on top of the IT decision makers’ to-do lists. There’s hope that 2011 will be more Matt Cardle than Wagner (Carilho not Richard that is) for those in IT marketing. The pips of suppliers, staff and systems have all been squeaking for long enough.
B2B MARKETING UNPLUGGED | TUESDAY, SEPTEMBER 3, 2013
[Forrester] Feeling Undervalued as a Marketer? It’s Probably Your Fault.
In our final look at RAOMs (random acts of marketing), let’s consider this freshly minted bunch of stats from Forrester. 86% of marketers agreed that the link between marketing activities and business goals is well-defined at their organizations. 51% said business leaders see the financial value of marketing. Holy sh*t.
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.
MI6 MARKETING AGENCY | WEDNESDAY, SEPTEMBER 21, 2011
[Forrester] Canadian Companies Use of Social Media
Consider using Forrester’s POST framework. Here’s a post on Forrester’s POST method entitled: Strategies for Tapping the Groundswell. The Mi6 Chart of the Day is a new blog series where we feature a chart each weekday that we think is relevant and of interest to our readers. Some Thoughts to Consider. Questions and Conversation.
SALES LEAD INSIGHTS | MONDAY, APRIL 13, 2009
[Forrester] Is social media effective for B2B lead generation?
talks about a recent Forrester Research study that looks at social media’s influence on the business technology buyer. I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. What’s all this have to do with social media?
SAZBEAN | TUESDAY, OCTOBER 30, 2012
[Forrester] What Social Media Does And Doesn’t Do For Business
Contrary to popular belief, it doesn’t look like social networks do a whole lot to drive sales, according to a recent report by Sucharita Mulpuru at Forrester Research. Retailers of every size are pressured to invest in making money off social network sites like Facebook and Twitter. News & Notes
THE ROI GUY | WEDNESDAY, MAY 9, 2012
[Forrester] Value Selling & Marketing with the iPad?
Forrester) The “Inability to communicate value messages” remains the number one inhibitor to achieving quota (SiriusDecisions) With the iPad and the right interactive applications however, we might be able to overcome these issues. The traditional pitch and marketing vehicles just don't work as well as they used to. and "Why You?".
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, JUNE 30, 2010
[Forrester] Getting a customer is not the end goal it’s the middle
In a recent speech by Josh Bernoff of Forrester Research at the ITSMA Marketing Leadership forum it occurred to me that customer acquisition is no longer an “end state” for marketers its somewhere in the middle. Let me explain …. would argue (and so did Josh) that the real work comes on Day 2 of the customers purchase. Tweet This! Digg this!
SAZBEAN | SATURDAY, MAY 11, 2013
[Forrester] Top Internet strategy, marketing and technology links for the week of May 12, 2013
Here are the top Internet strategy, marketing and technology links for the week of May 12, 2013… Social Media Marketing: Dell reveals how it turns thousands of brand detractors into fans (B2B Lead Roundtable Blog) What Should Lead Your Online Marketing Strategy: SEO or Content Marketing? News & Notes
SAZBEAN | THURSDAY, MAY 9, 2013
[Forrester] The Importance of Content Distribution to B2B Brands
Forrester has found that B2B buyers found 70% of the content they used to make a purchase decision themselves (as opposed to through marketing or advertising efforts). newspapers (Tehr?n) n) (Photo credit: birdfarm) We all know that the B2B buying cycle is much longer than the typical B2C cycle (hello, <5 mins?). News & Notes
SAZBEAN | SATURDAY, FEBRUARY 11, 2012
[Forrester] Top Internet strategy, marketing and technology links for the week of February 11, 2012
Principles For Mobile Marketing Success (The Forrester Blog). Here are the top Internet strategy, marketing and technology links for the week of February 11, 2012… . How to Handle Criticism: a Practical Guide (ProBlogger). An Easy Way to Decrease Your Unsubscribe Rate (ProBlogger). Is Content More Important than Conversation?
SAZBEAN | SATURDAY, DECEMBER 24, 2011
[Forrester] Top Internet strategy, marketing and technology links for the week of December 24, 2011
Forrester Blogs). Here are the top Internet strategy, marketing and technology links for the week of December 24, 2011… Remembering Email (Tech Crunch). Social Media: Spotting the fakes (Jim’s Marketing Blog). What’s the right social cocktail for you? GigaOM). How to Use Images in Your Blog Posts (Pro Blogger). All Facebook).
SAZBEAN | SATURDAY, AUGUST 27, 2011
[Forrester] Top Internet strategy, marketing and technology links for the week of August 28, 2011
What makes a community successful? (The Forrester Blog). Here are the top Internet strategy, marketing and technology links for the week of August 28, 2011… Four Lessons From the Social Business Trenches (Marketing Profs). Review of Social Media Judo (Small Business Trends). How Are People Using Twitter? Mashable!). Sysomos).
VIEWPOINT | TUESDAY, APRIL 10, 2012
[Forrester] PowerViews with Jonathan Farrington: Stay Focused
The next PowerViews will be with Jeff Ernst of Forrester Research. I’m really pleased to introduce you to PowerViews, a new series of Q&A video interviews that are all about providing solutions to the marketing and sales challenges we face today. He is based in London and Paris. Sales Trends Companies Should be Looking At.
CONVERSIONATION | WEDNESDAY, APRIL 24, 2013
[Forrester] Open Letter to the CxO: Can You Survive the Age of Integration and Collaboration?
And, guess what: that’s what employees expect from IT as this recent blog post by Forrester indicates. Here’s the golden rule I always followed as an IT business guy, marketer, publisher and digital strategist: I only care about the customer of the customer. An open letter to the CxO. Your people and teams are my customers too.
MARKETING ACTION | WEDNESDAY, FEBRUARY 4, 2015
[Forrester] The ROI of Influencer Marketing
Forrester Research report that 85% of B2B decision-makers rely on trusted online communities when researching business technologies. What does it mean to be an influencer marketing company ? And, furthermore, can the value and impact of influencers be measured? And yes, its value and impact can be measured. This post will talk about how.
MODERN B2B MARKETING | TUESDAY, MAY 7, 2013
[Forrester] Agencies Anonymous: 6-Step Program to Overcoming Lead Nurturing Failures
To learn more about Marketo’s agency offerings, register for our upcoming webinar with Peter O’Neill of Forrester to learn more about your agency can create new opportunities. by Dayna Rothman We are excited to announce Anne Shaneen as today’s guest blogger. Anne wrangles words as a marketing content specialist for MarketStar.
HUBSPOT | MONDAY, JANUARY 26, 2015
[Forrester] 5 Attributes of an Effective Lead Management Process
Companies that excel at lead nurturing generate 50% more sales ready leads at a 33% lower cost ( source: Forrester Research ). Inbound marketing is a powerful strategy. 2013 study identified generating high quality leads as the number one challenge for B2B marketers. It is important that you clearly define each stage of your funnel.
SALESFUSION | FRIDAY, MARCH 7, 2014
[Forrester] Content Marketing Basics
Why Partner With SalesFUSION. [/one_half] [one_half_last valign="middle"] [frame style="none"] [/frame] [/one_half_last] [divider style="simple"] Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"] Partner Portal.
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.
CINTELL | THURSDAY, MARCH 10, 2016
[Forrester] 38 Handy Stats to Prove the Value of Personas
Using Personas increases email open rate 2-5 times (Forrester). We’ve all been there. You’re about to present to your board/boss/someone about the budget you need for next year, and a big part of that is persona development, maintenance, or persona management technology. But empathy is hard to put a dollar value to. We need ROI.
MI6 MARKETING AGENCY | SATURDAY, OCTOBER 31, 2015
[Forrester] Mi6 Round Up: LinkedIn advertising, IBM’s Watson and Startup Enterprises
Enterprise cloud software (SaaS) is one of the fastest growing segments in tech with Forrester forecasting companies projected to spend $106B on it in 2016. Round Ups are published twice a month and feature summaries and opinion on 6 handpicked articles that caught our eye in the areas sales and marketing; technology and the c-suite.
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.
MARKETING ACTION | TUESDAY, JUNE 11, 2013
[Forrester] The 5 (Reasons) and 10 (Ways) to Nurture
Companies that nail lead nurturing generate 50% more sales-ready leads, at 33% lower cost per lead, according to a report by Forrester Research. There are five solid reasons for this, beginning with the nature of B2B sales: 1. B2B buyers are not impulse purchasers. This means a stretched-out period of consideration. Leads are expensive.
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? All rights reserved.
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.
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?
HUBSPOT | THURSDAY, DECEMBER 12, 2013
[Forrester] Content Retargeting: A Marketer's Guide to Getting Started
Our issues were not really all that unique -- data from Forrester shows that 96% of website visitors just don’t convert to a lead or sale. Retargeting is a paid search marketing strategy whereby website visitors are identified and remarketed to using search or social media ads. Very low conversion rate ( under 2% ). Why or why not?
B2B LEAD BLOG | THURSDAY, APRIL 26, 2012
[Forrester] The Care and Feeding of Your Marketing Automation Engine
Not long ago I found a piece of research from Forrester regarding marketing automation best practices and one nugget caught my attention.
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.)
MARKETING GENIUS BLOG | MONDAY, FEBRUARY 15, 2010
[Forrester] Monday Marketing Term: Lead Management
While sometimes used as synonym for demand creation, demand generation and lead generation it’s actually less about acquisition and more about, as Forrester’s Laura Ramos puts it, “managing the customer lifecycle. Lead Management is a term that is getting a lot more attention recently.
MODERN B2B MARKETING | TUESDAY, SEPTEMBER 3, 2013
[Forrester] How to Write Your First Blog Post
The reason was partly because she was scared, and partly because she didn’t know what to write about. A few weeks later during a conversation with Peter O’Neill, a top analyst at Forrester, he also confirmed that a lot of people and even companies are afraid of creating content. thought raced through my mind. Overcoming the Fear. Writing.
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.
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.
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
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?
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.
MI6 MARKETING AGENCY | THURSDAY, SEPTEMBER 23, 2010
[Forrester] Mi6 Briefing #2: Marketing, Lead Generation and Selling to CIOs
North American/European B2B Social Technographics® Online Survey (Forrester, 2010) [blog post]. Author: Chris Herbert, B2B Specialist & Founder of Mi6. Audience: Senior Executives, Business Owners, Marketing/Sales professionals in High Tech Industry. What this Brief Covered. Presentation. Mi6 briefing – sep 2010 v2. Slide Shift.
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.
TOM PISELLO | TUESDAY, SEPTEMBER 28, 2010
[Forrester] Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.
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. Tuesday, September 28, 2010 Do White Papers Still Engage? They do if they are Interactive! They do if they are.
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. As of 2010, they’d determined that –. Select solutions.
BLUE FOCUS MARKETING | SUNDAY, DECEMBER 5, 2010
[Forrester] Top 11 Ad Agency Predictions for 2011
squirrel fights ”). As Forrester said in March, 2010, agencies are “entering into the great race for relevance”. Madison Avenue Crystal Ball for 2011. If you think 2011 will be the same as this year, get ready to strap on an extra seat belt. We have already seen top creative directors leaving the best agencies to find their souls.
HUBSPOT | FRIDAY, MAY 16, 2014
[Forrester] Marketing Trivia: How Much Random Knowledge Do You Have?
from Forrest Gump. 3) How much money (in billions) was spent on product placement in 2012? 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. See how well you do. Bubba Gump Shrimp Co.
SOCIAL MEDIA B2B | WEDNESDAY, JANUARY 26, 2011
[Forrester] B2B Social Networking Around the Globe
Much of my research was spent reading through Forrester Research reports, online publications, and talking with with our field marketers, program managers, and re-sellers. According to Forrester data, Japan has highest rate of “inactives” in all countries researched. Suffice it to say: all were influential, and all were helpful. Japan.
MARKETING ACTION | THURSDAY, JUNE 20, 2013
[Forrester] Cheetah-Speed, Agile Marketing
She’s held positions as an Ad Agency Executive, a Management Consultant and a Forrester Software Analyst. Cheetahs achieve the fastest land speed of any living animal. How fast do they go? Between 70 -75 mph, in short bursts covering distances up to 1,600 ft. What does this have to do with marketing, you ask? Wondering how to do that?