PureB2B

JUNE 23, 2022

Therefore, as Forrester states, the role of B2B marketing is “no longer to attract and persuade; it’s really to engage buyers and help them through their journey.”. Avoid the temptation to gatekeep key resources.

Top of Funnel 62

Top of Funnel Buyer's Journey Ideal Customer Profiles B2B 62

Marketing Insider Group

AUGUST 31, 2020

Sales teams aren’t information gatekeepers anymore. Gatekeeping information and publishing content for its own sake don’t do you any favors. According to a Forrester study , 57% of B2B buyers say most of the material they receive is completely useless. 42% hold managerial positions. 21% have vice president or C-level roles.

B2B Thought Leadership 363

B2B Thought Leadership Peer-to-peer Lead Scoring Lead Ranking 363

Conversica

NOVEMBER 25, 2022

Long gone are the days when salespeople were the relationship and information gatekeepers, we have entered a much more collaborative, and targeted, era of sales. According to the same Forrester study, 60% of buyers would rather not communicate with Sales Reps as their primary information source. .

Ideal Customer Profiles 97

Ideal Customer Profiles Sales Management Lead Ranking Enterprise Management 97

Metadata

JANUARY 11, 2024

By multithreading with paid media (aka ads) you can target the buying committee and ensure you’re engaging with all the important stakeholders involved in a deal, including the influencers (the people who provide insight into a potential purchase without an official “vote”) and gatekeepers (the people who control access to the true decision-makers).

Peer-to-peer 52

Peer-to-peer Media Work Management Sales Qualified Leads 52

Content4Demand

SEPTEMBER 16, 2020

Steve Casey, a Principal Analyst at Forrester/SiriusDecisions put it this way: “Buyers expect providers to know who they are what they want in every experience they have throughout the lifecycle of the relationship.” When you can, speak to several players in the buyers group, from gatekeepers to decision makers.

Top of Funnel 99

Top of Funnel Peer-to-peer Conversion Ad Building 99

Engagio

JUNE 4, 2023

This group typically includes various roles such as decision-makers, influencers, end-users, and gatekeepers, each contributing to the final purchasing decision in their own unique way. As Forrester Research writes in The Emergence of the B2B Marketing Revenue Platform: B2B marketers have realized leads and accounts are the wrong orientation.

Lead Ranking 71

Lead Ranking Marketing Qualified Leads Sales Management Buy 71

Martech Advisor

OCTOBER 15, 2019

CDM is also the gatekeeper to the conversation on compliance with globally evolving customer privacy rights and regulations. According to a Forrester blog post, “On average, between 60% and 73% of all data within an enterprise goes unused for analytics.” Data analysis. Data activation. Data collection and integration.

Enterprise Management 84

Enterprise Management Work Management Marketing Management Ideal Customer Profiles 84