| | | Funnel Focus | |  Forrester | 4 articles |
| Page 1 of 1 | Previous | Next | FUNNEL FOCUS SEPTEMBER 7, 2010 The Business Case for Marketing Automation Forrester Research finds that salespeople follow up on >75% of leads in 46% of firms where marketing has developed formal lead management processes. Metrics have fostered a lot of discussion with marketers in the last year or two. Those who have adopted marketing automation software have discovered the difference of using data to drive decisions that help them to realize higher returns on marketing investment as well as customer acquisition. That’s quite a difference when compared with 65% of marketers not using automation systems who said they needed improvement in this area. | FUNNEL FOCUS DECEMBER 8, 2010 B2B Marketing Tips for Reaching the Web-influenced Buyer Forrester estimates that $917 billion worth of retail sales last year were “Web-influenced.” My fiancé and I met with a travel planner this weekend to help us plan our honeymoon in May. She has been in the business for over 30 years, has traveled all over the world, and makes travel arrangements for many corporate clients as well as individuals. We spent over an hour and half discussing our preferences and getting her recommendations on how to get the most out of our trip. The experience got me thinking about how drastically buying behavior has changed. billion worth of in-store sales. | | | | | |
| FUNNEL FOCUS MAY 26, 2010 Four Reasons for Marketing and Sales to Collaborate few research examples include: A Forrester Research survey into buyers’ perspectives about salespeople found that: Only 34% of buyers said salespeople understand their role and responsibilities. Last week there was a discussion in a LinkedIn group about marketers creating ineffective sales collateral. Most of the people involved in the discussion were salespeople and thought that marketers should be put through sales training so they’d understand the sales process. While not a bad idea, the reverse is also true. Lack of a business value proposition. Lack of proof of ROI. | FUNNEL FOCUS FEBRUARY 18, 2013  The Final Solution: Lead-to-Revenue Management If you are looking for more information on building or adjusting a successful lead-to-revenue management process, two great resources to look at are: The November 2012 Forrest Research Inc. Report: Pinpoint the Actions and Outcomes that Elevate Leads to Revenue by Principle Forrester Analyst, Lori Wizdo. Past Problem : Buyers took control. It just makes a bad process run faster.” | |
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