Drew Neisser

JULY 7, 2023

This special 350th episode was brought to you from Drew’s hotel room at Forrester’s 2023 B2B Summit and holds 12 key takeaways that B2B marketers can use to drive customer-centric growth. Long-time listeners will recognize Drew’s CATS framework and the enduring importance of being courageous, artful, thoughtful, and scientific.

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Forrester B2B Trust Marketing B2B Marketing 52

PathFactory

JUNE 23, 2022

After 7+ years as a SiriusDecisions then Forrester analyst leading B2B content research, I joined PathFactory as SVP of Product Marketing and Research. In its 2021 B2B Buying Study study, Forrester benchmarked that over 80% of B2B purchases involve three or more people in a typical buying group.

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Forrester Research B2B Content 59

Heinz Marketing

JUNE 7, 2021

By Matt Heinz , President of Heinz Marketing. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

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Forrester Top of Funnel B2B Thought Leadership Lead Ranking 120

PathFactory

JUNE 13, 2023

By Christine Polewarczyk, SVP Product Marketing and Research, PathFactory Last year at Forrester B2B Summit, I was on the mainstage with former colleague Phyllis Davidson giving a keynote on “Time Travel and Transformation: The Future of B2B Content.” Content AI has now reached a critical inflection point in the market.

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Forrester B2B Thought Leadership B2B CMO 52

Only B2B

MARCH 20, 2024

Did you know that only 5-10% of marketing qualified leads (MQLs) convert into paying customers? This statistic, highlighted in a Forrester Research report, underscores the crucial role of lead qualification in B2B marketing. But how do you identify leads ready to be handed off to your sales team?

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High Quality Lead Lead Ranking Marketing Qualified Leads MQL 62

Allocadia

MAY 25, 2021

It’s imperative that marketers remain agile in marketing planning and make strategic budget allocation decisions. Join Forrester analyst, Brett Kahnke to get expert guidance on how to approach 2022 planning and leave with a foundational understanding of how to lead the strategic planning and budgeting process in your organization.

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Planning Forrester Allocation Marketing Plans 52

KoMarketing Associates

AUGUST 24, 2021

Most C-Suite executives have a certain perception of marketers and their team, and new research suggests that they believe their colleagues are falling short when it comes to sustaining their overall bottom line. The CMO Council recently published the “C-Suite Scorecard” to gauge how C-Suite executives are gauging their marketing teams.

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Demand Demand Generation Forrester Budget Programs 276

Only B2B

MARCH 6, 2024

“The only metric that matters in marketing is how many qualified leads you generate every month.” ” – Seth Godin, Marketing Author and Entrepreneur Generating qualified leads is the heart of lead generation and contributes to your bottom line i.e. revenue.

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Lead Qualification Lead Ranking Lead Generation Lead Scoring 71

Visitor Queue

MAY 19, 2023

Lead nurturing is one of the most important aspects of the sales process. Yet, time and time again it is overlooked or underutilized by many sales and marketing professionals. According to Forrester Research, companies that properly implement a lead nurturing strategy can generate 50% more sales leads at a 33% lower cost per lead.

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Lead Nurturing Cost per Lead Leads Lead 87

Influitive

OCTOBER 21, 2015

The most powerful tool B2B marketers have in today’s hyper-connected world is genuine word of mouth from their customers—such as reviews, social media shares and recommendations. And brands that use advocate marketing programs to inspire and encourage their customers to create social proof for their products will be the ones that thrive.

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Forrester Marketing Management B2B Marketing Word of Mouth 100

Contently

FEBRUARY 23, 2018

There’s a line in Forrester’s latest report on content marketing platforms, or CMPs for short, that I love. It goes like this: “If content is the soul of digital, content marketing platforms are its church.” At Contently, we believe that content is the “ atomic particle ” of digital marketing.

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Forrester Marketing Report Work Management B2B Marketing 107

markempa

JULY 6, 2017

In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, B2B lead conversion to actual revenue conversion is low. According to Forrester, top performers convert 1.54% of leads to revenue. And average performers turn less than 0.75% of leads into closed deals.

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Sales Management Lead Management Ideal Customer Profiles Lead Ranking 326

Metadata

AUGUST 23, 2022

When the Metadata Marketing Team read through the Forrester Wave : B2B Advertising Solutions report, we were…a little surprised. Here’s our hot take on where Forrester got it right and where they missed the mark with B2B advertising. What Forrester got right. Number 1: The state of B2B Marketing. Well, it depends.

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Forrester Lead Ranking Account Based Marketing ABM 52

PathFactory

JUNE 7, 2022

Toronto, ON – June 6, 2022 – With more than 20 years of experience in B2B marketing , content strategy, and operations, Christine Polewarczyk joins PathFactory from Forrester where she was an evangelist for content strategy, content marketing , and content operations. . In my role at Forrester, I saw the landscape of players.

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Forrester Product Advertising Agencies Gartner 52

Only B2B

APRIL 3, 2024

You got it—Generating sales-qualified leads. According to a Gartner survey, a mere 34% of marketing-qualified leads (MQLs) progress to sales-accepted leads (SALs), and only 47% of these SALs become sales-qualified leads (SQLs) , with just over half culminating in successful deals. But how does it work?

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Sales Qualified Leads Intent Data Lead Ranking High Quality Lead 71

Zoominfo

OCTOBER 18, 2022

However, investors today expect to see sophisticated user-attraction models and established growth trajectories from even seed-stage startups , making lead generation mission-critical for businesses hoping to secure additional investment. There are essentially two competing schools of thought among B2B marketers. The good news?

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Lead Gen Startups Demand Allocation 130

Valasys

NOVEMBER 28, 2018

A definitive agreement was reached between Forrester Research and SiriusDecisions Inc. SiriusDecisions will be acquired by Forrester for $245 million to aid in creating a robust platform that guides companies and Chief Marketing Officers (CMO) to drive business growth in this customer oriented era. According to George F.

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Forrester Acquisitions Cross-Selling Verticals 58

The Point

JULY 18, 2014

Over at Forrester Research, Vice President Laura Ramos recently talked to Advertising Age (“ Marketers Still Struggling to Get Results from Content Marketing “) about what she perceives as a general lack of return from the investment so many companies are making in content marketing.

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Forrester Work Management Content Marketing Demand Generation Agencies 100

Only B2B

SEPTEMBER 18, 2023

One of the key aspects of gaining an edge is the efficient management of leads. This is where Automated Lead Qualification steps in as a game-changer. In this comprehensive guide, we will explore the intricacies of Automated Lead Qualification, demystifying its key components, benefits, and challenges. The result?

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Lead Qualification Lead Ranking Marketing Qualified Leads Lead Scoring 62

Valasys

MARCH 4, 2019

ProKarma’s strategy and design division, Lenati, was recently named the top B2B marketing agency by the B2B Marketing Agencies, North America, Q1 2019 report conducted by Forrester Research Inc. They are a leading provider of enterprise applications, IT services and business consulting. About ProKarma.

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Advertising Agencies Forrester Paid Search Agency Enterprise Management 49

Martech

FEBRUARY 2, 2022

Account-Based Marketing is essential to any B2B strategy. This requires sales and marketing to work together to identify and engage buying groups within their target accounts. Enter Buying Group Marketing. According to Forrester , 94% of B2B purchasing decisions are made by buying groups and not individuals.

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Account Based Marketing Top of Funnel Marketing Funnels ABM 96

Zoominfo

APRIL 20, 2022

Marketers have spent years making sure they get credit for the leads generated by their hardworking teams. But as B2B sales gets more competitive and complex, simply knowing who sourced a lead may no longer be good enough. Data from Forrester Research shows how rapidly marketing metrics are changing.

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Multi-Touch Attribution Zoominfo Account Based Marketing Lead Ranking 130

Marketing Insider Group

JULY 29, 2020

What Does Content Marketing ROI Include? You can’t convert leads that don’t exist. Measuring content marketing effectiveness (and discovering the ROI beneath your campaigns) makes the difference between frustration and confidence when presenting on your progress. Calculating Content Marketing ROI.

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Top of Funnel ROI Lead Scoring Lead Ranking 347

Madison Logic

DECEMBER 29, 2022

Investment underscores BC Partners’ deep expertise in technology enabled services and digital marketing, within its continued focus on the TMT sector. Madison Logic provides advanced B2B ABM services through its proprietary, industry-leading account-based marketing platform to improve its clients’ sales and marketing results.

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Account Based Marketing Advertising Agencies Enterprise Management Work Management 98

Vidyard

FEBRUARY 17, 2016

There was a time when marketing was considered a cost center. Unable to determine what impact their segment of the business was having on the bottom line, marketers fought hard to prove their worth. Now, marketing has earned its spot at the table with more and more marketing execs committed to pipeline and revenue performance.

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Forrester Lead Scoring Lead Ranking Ad Building 50

Conductor

SEPTEMBER 9, 2020

Organic search has always been a key pillar in every digital marketing strategy. A truly great SEO platform functions as a partner to brands to scale their Organic Marketing program— ensuring teams create valuable content, that this content can be found, and that they can measure the effectiveness of their efforts. Are you being found?

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Forrester SEO Best Practices Marketing Proposals 59

Marketing Insider Group

AUGUST 28, 2017

In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, the average conversion rate of marketing qualified leads to actual revenue conversion is low. According to Forrester, top performers convert 1.54% of marketing qualified leads to revenue.

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Lead Management Marketing Qualified Leads Lead Ranking Sales Qualified Leads 140

Zoominfo

JANUARY 4, 2022

The digital marketing landscape is more competitive than ever — and if you’re not prepared, you’re already behind. Here are four B2B marketing trends to implement (or at the very least, be on the lookout for) in 2022. Forrester also predicts that marketing tech budgets will increase from 19% to 25% in 2022.

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Trends Account Based Marketing B2B Marketing Paid Search Agency 130

Martech

FEBRUARY 8, 2024

Part one: The promise The birth of marketing technology brought so much potential to the marketing department. I was a young, freshly minted MBA with a background in computer science, and a two-year stint doing software marketing at IBM. We were doing it all back then, with very little playbook guidance: Lead magnets.

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Marketing AI Lead Ranking Ideal Customer Profiles B2B Marketing 126

6sense

JUNE 22, 2017

Forrester has just released The Forrester Wave TM : Predictive Marketing Analytics for B2B Marketers, Q2 2017. In the first report of its kind for the predictive marketing analytics space, Forrester named 6sense a leader among predictive analytics providers. So you can reach and engage in-market buyers.

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Forrester Lead Ranking Lead Scoring Marketing Budget Creation 48

SalesIntel

DECEMBER 27, 2021

The ultimate goal of any sales and marketing team is to increase total sales volume by maximizing the number of lead conversions. Various processes of lead generation and lead nurturing are followed to aid in this process. What do you mean by lead nurturing? Get Started. Lack of adequate research .

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Lead Nurturing Lead Scoring Lead Ranking Conversion 132

Martech

JANUARY 25, 2022

You’ve worked hard to turn the engagement from your recent marketing campaign into leads. Once your suspects have become prospects who’ve finally reached the scoring threshold, you toss the leads over the proverbial wall for sales to work. Later, you learn that after an initial push, your warm marketing leads have gone cold.

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Lead Ranking Top of Funnel Marketing Qualified Leads Ideal Customer Profiles 100

Biznology

JUNE 23, 2021

Still, according to a 2021 Forrester study , most marketers admit to having a tough time replicating the “compelling storytelling and lead-generating aspects” of in-person events. Reusable marketing assets. You can start creating new marketing videos and demos with segments that are easy to excerpt. Where to start.

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Forrester Personalization Trade Show Webinar Metrics 171

Vidyard

APRIL 12, 2016

The years change but the marketing plans pretty much stay the same, according to recent research from Forrester. Many companies have marketing mixes that are fairly set in stone. In-person events such as conferences have existed pretty much ever since the term marketing was invented. ” – Forrester Research.

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Forrester Planning Budget Programs Work Management 50

ANNUITAS

AUGUST 19, 2022

My most recent blog posts have proposed a new approach for B2B go-to-market teams — a Converged Growth organizational model. This new organizational model represents a complete rethink of traditional B2B sales, marketing and customer service roles, with blended teams, organized around stewardship of customer journey phases.

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Lead Ranking Paid Search Agency SIC Research 130