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B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

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I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Forrester does a great deal of buyer journey research on sources of influence in a lot of other dimensions: First, buyers do like to talk to vendors early in the process. But, like any average, it’s wrong.

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Social media ROI sucks! (Or, you can prove anything if you send out a survey)

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Social distribution of content and messages isn’t considered all that effective in providing business value to companies, according to a recent analysis by Forrester Research. In last place: Facebook, whose problem (according to Forrester VP and principal analyst Nate Elliott) is poor targeting and static-image ad units.

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Changing the Sales Conversation [PowerViews LIVE Highlights]

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Quote from Forrester Research: “Only 15% of salespeople articulate how their solution is going to solve business problems.”. Decreased influence on the buyer. Truncated sales time. They must be all the more knowledgeable and skilled to convince the buyer of the value they can add to the buying process. Heat Mapping. Value Tracking.

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CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table

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As Forrester analyst Jeff Ernst says i , “…to gain respect, keep from being viewed as a cost center and justify budgets; marketing must be a driving force in what tops the agendas of boards of directors, CEOs, and CFOs: sustainable profitable revenue growth.

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Power Opinions - BANT is BUNK … Revisited

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Jeff Ernst (Forrester). Questions such as ‘How do projects like this normally happen’ or ‘What are the next steps if you were to proceed’ are more appropriate than ‘what is the budget’.". First our sales people have to show that the buyer is in a role that is a fit for our research in order to create an opportunity.

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PowerViews with Jonathan Farrington: Stay Focused

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The next PowerViews will be with Jeff Ernst of Forrester Research. I encourage you to find out more about Jonathan and his sales initiatives by visiting the following sites: JF BLOGIT – Jonathan Farrington’s Blog. Top Sales World. Stay Tuned.

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PowerViews with Jeff Ernst: Marketing & Sales Must Work Together

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In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. Jeff joined Forrester after spending 20 years in sales and marketing. Jeff Ernst's research at Forrester. Stay Tuned.