SpotMe Blog

JUNE 13, 2023

With 10 out of the 20 leading life science companies in our customer database, we’ve worked with 80+ pharma event management companies. They also have established vendor relationships and buying power that can save you money, for example with event technology specifically tailored to the life sciences industry.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Paid Search Agency 52

Hinge Marketing

FEBRUARY 2, 2016

The months leading up to the presidential election are actually the calm before the storm—a storm of changeover within agencies. In a Forrester study last year, 74% of B2B buyers told Forrester they research half or more of their work purchases online. The one thing we know for sure, there will be a new president.

Work Management 48

Work Management Marketing Management Demand Paid Search Agency 48

The ROI Guy

SEPTEMBER 22, 2014

A whopping 76 % of the deals don’t go to the company that wins the competitive bake-off, where features make a difference, rather the win goes to the solution provider who engages early to help the buyer establish the buying agenda (Forrester).

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Peer-to-peer 40

The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. Because of Frugalnomics, Sales is being invited later and later into the purchase decision process. The unique competitive value of proposed solutions, c.

Lead Ranking 40

Lead Ranking Marketing Management Forrester Lead Scoring 40

The ROI Guy

JUNE 24, 2014

Unfortunately, only 1 in 10 sales reps have made the transition from pitching products to engaging prospects with value according to Forrester Research, and 60 percent of buyers disengage with sales because reps do not communicate compelling value according to Qvidian’s recent Sales Execution Trends report.

B2B Sales 40

B2B Sales Lead Scoring Lead Ranking Marketing Proposals 40

The ROI Guy

JANUARY 13, 2010

All major analyst firms are predicting better times ahead for technology vendors in 2010, with many estimating a modest 3% growth. Forrester however thinks these estimates are low and is indicating that 6.6% In sentiment, Forrester indicates that formal IT budgets do not point the way to the upward revision in growth estimates.

Budget Programs 40

Budget Programs Spending Lead Scoring Lead Ranking 40

The ROI Guy

APRIL 15, 2014

An interview with Dario Priolo, Chief Strategy Officer for Richardson, a leading training and sales effectiveness firm. Research indicates that sales reps are being engaged later and later into the decision making process? And research from Forrester indicates that the late engagement could have serious impacts on win rates?

Storytelling 40

Storytelling Enterprise Management Peer-to-peer Work Management 40

The ROI Guy

MARCH 30, 2011

Marketing guru Geoffrey Moore , who’s Crossing the Chasm remains the guidebook for many technology marketers, indicates that buyers are forced to do-more-with-less, leaving less than 15% in discretionary funds to fund new projects, and with less money to go around, subjecting proposals to higher levels of review in buying organizations. •

Enterprise Management 40

Enterprise Management Work Management Marketing Management Practices 40

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Marketers are scrambling to address the power shift and overcome lead generation and conversion issues by delivering more content and tools over more channels to actively engage ever more empowered, skeptical and frugal buyers.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

MARCH 15, 2011

Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Worse, the vendor is viewed as commodity provider versus trusted advisor.

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

The ROI Guy

JANUARY 5, 2011

As a result of Frugalnomics and other market drivers: 62% of B2B vendors indicated they needed more leads in order to generate the same amount of sales, 72% indicated an increase in buying cycle time over the past 6 month, The buying cycle timeframe has increased over 10% in the past 12 months. April 2009.

Allocation 40

Allocation Forrester Buying Cycle Sales Cycle 40

The ROI Guy

AUGUST 17, 2011

This presents a substantial challenge for sales and marketing to prove that “doing nothing” has a cost, and that the proposed return on investment is worth the change risk. Forced to “do more with less”, these buyers need more consultative advice and help from vendors.

Lead Scoring 40

Lead Scoring Lead Ranking Forrester Marketing Proposals 40

Buzz Marketing for Technology

JUNE 27, 2008

Personal IT Organization Enterprise Partner/Vendor. Process Improvement. Partner/Vendor. Vendor Management. To drive KM at Russell Reynolds, the company circulates a document every afternoon throughout its 32 offices worldwide that shows all outstanding proposals and projects. Advice & Opinion. Research & Analysis.

Enterprise Management 100

Enterprise Management Work Management Marketing Management Paid Search Agency 100

The ROI Guy

DECEMBER 6, 2010

From our research and best practices work with leading B2B sales and marketing groups, Alinean provides its top 5 predictions for 2011: 1. During the B2C Internet revolution many a vendor’s world was turned upside down by failing to recognize and invest in the fundamental shift towards empowering consumers with content and buying tools.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. When asking over 200 IT buyers what they felt was most important part of the overall purchase process, over 1/3rd of the buyers indicated Vendor Content as key to the purchase decision.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Online Marketing Institute

MARCH 13, 2011

Laura Ramos , a principal analyst at Forrester Research who focuses on business-to-business marketing trends and technology, says that services like Demandbase could prove useful, but adds that it may be hard to measure its impact on sales and marketing. But Longo says that Demandbase does a better job of integrating relevant data.

Enterprise Management 40

Enterprise Management Marketing Automation Services Work Management Marketing Management 40

The ROI Guy

OCTOBER 11, 2010

According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. For example, we see many firms that have neglected lead handling operations, launching marketing campaigns, but not having an adequate back end system to centrally capture and nurture the leads to close.

Efficiency 40

Efficiency Marketing Budget Marketing Management Effectiveness 40

The ROI Guy

MAY 4, 2006

in 2006, with annual growth in software sales leading the way at 7.0%. Compared to 2002 where growth was a dismal -31% for system vendors and -18% for service providers, these are happy days. Our partner IDC's CMO Advisory Practice projects that the global marketing budgets of IT vendors will increase by 7% on average in 2006. [1]

Marketing Budget 40

Marketing Budget Budget Programs Advertising Agencies SMB 40

Sword and the Script | B2B

DECEMBER 28, 2022

Nearly three-quarters (73%) said they believe “most vendors fall short” of the honesty mark, according to a third-party survey commissioned by Rob Roy Consulting. Just 27% said most vendors are honest most of the time. It takes one less piece of friction out of your sales process.”. Trusted sources of B2B information.

PR 75

PR Trust Marketing Stats B2B Marketing 75

KoMarketing Associates

MARCH 2, 2017

When we begin a conversation with a new client, we discuss how their own prospects typically find them and turn into qualified leads and customers. Our understanding the B2B buyer’s journey, from market realization to vendor selection, becomes critical in developing a successful online marketing program. B2B Buyer Journey Basics.

Top of Funnel 120

Top of Funnel Buyer's Journey Marketing Automation Services B2B 120

Pam Didner

JANUARY 20, 2021

This definition focuses on setting up a systematic process to assist sales, so they can have productive conversations with relevant prospects and existing customers. Content not only covers sales training but also assets needed to support sales tactics during the sales processes and as part of customer outreach, both on and offline. .

Enterprise Management 138

Enterprise Management Work Management Marketing Management Ideal Customer Profiles 138

Rev

NOVEMBER 20, 2018

To transform this data into actions, those companies are using machine learning, predictive analytics, natural language processing, and other programming techniques under the banner of artificial intelligence. Conversion Rate —the percent of those clicking a paid search ad, sharing their identity and converting into a lead— 3.04%.

Marketing AI 119

Marketing AI Paid Content Paid Search Agency Allocation 119

Rev

NOVEMBER 20, 2018

To transform this data into actions, those companies are using machine learning, predictive analytics, natural language processing, and other programming techniques under the banner of artificial intelligence. Conversion Rate —the percent of those clicking a paid search ad, sharing their identity and converting into a lead— 3.04%.

Marketing AI 68

Marketing AI Paid Content Paid Search Agency Allocation 68

B2B Digital Marketer

OCTOBER 19, 2020

“If you want to sell well you have to have process.” And what I realized from the sales side from the, the systems kind of tech side is that you have to really have process if you want to sell well, if you want to build a system and you know, software, well, you need to have process. That is his process.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Sales Qualified Leads 52

chiefmartech

FEBRUARY 8, 2017

And while the vendor landscape is one concrete artifact of that growth, the range of expert insights and case studies to be shared on the implementation and application of this technology is another quantifiable testament to the sheer scale of the remaking of marketing underway. Candid discussions with leading CMOs and VCs. EXPERIENCE.

Top of Funnel 40

Top of Funnel Work Management Marketing Management Planning 40

Rollworks

JUNE 3, 2018

Traditional segmentation separates leads into different buckets (the “segments”) so that you can market to them with more specific messaging. It often relies on tracking the lead’s behavior online to take a guess at where they land. What lead magnets did they download?

Account Based Marketing 40

Account Based Marketing Work Management Top of Funnel Marketing AI 40

Ambal's Amusings

AUGUST 27, 2009

Forrester Blog for Interactive Marketing Professionals. Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. Recommended Resources from B2B Marketing Experts. Get Content.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

SnapApp

JUNE 6, 2017

Salespeople and buyers have a new relationship with one another, and it has directly impacted the sales process. . What is a sales process? . A sales process is a set of predictable, repeatable steps that a salesperson takes with a prospect to move them down the sales funnel to become a customer. . Pitch and/or demo.

B2B Sales 89

B2B Sales Process Top of Funnel Work Management 89

Hinge Marketing

APRIL 17, 2019

As a leader in your professional services organization, you know you need to continually improve the way you attract and nurture new leads, as well as grow existing business accounts. Lead scoring and management. Download the Lead Generating Website Guide – Second Edition. Social media marketing. Content marketing.

Marketing Automation Services 93

Marketing Automation Services Enterprise Management Marketing Automation Work Management 93

The ROI Guy

AUGUST 4, 2010

This permanent shift towards frugal buyers has forced B2B vendors to fundamentally change the way they reach prospects and convert them to customers. Leading B2B vendors are implementing value selling / marketing programs, and have received dramatic benefits as a result. Here are the top six benefits: 1.

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 40

Heinz Marketing

FEBRUARY 21, 2022

That it’s people and there’s buying committees and there’s decision makers, but the process of buying and the democratization of buying, and I think your characterization was that consumerization of B2B is a real thing. People don’t want to talk to seven different vendors and technology providers.

Top of Funnel 101

Top of Funnel Work Management Marketing Management Ideal Customer Profiles 101

TrustRadius Marketing

NOVEMBER 2, 2022

The platform’s infinite canvas is designed to enable its more than 20M users to lead engaging workshops and meetings, design products, and brainstorm ideas. The vendor boasts users among ninety-nine percent of the Fortune 500, and that their customers include Google, GE, NBC Universal, and Johnson & Johnson. LEARN MORE.

Enterprise Management 98

Enterprise Management Digital Asset Management Work Management Marketing Management 98

TrustRadius Marketing

NOVEMBER 2, 2022

The platform’s infinite canvas is designed to enable its more than 20M users to lead engaging workshops and meetings, design products, and brainstorm ideas. The vendor boasts users among ninety-nine percent of the Fortune 500, and that their customers include Google, GE, NBC Universal, and Johnson & Johnson. LEARN MORE.

Enterprise Management 52

Enterprise Management Digital Asset Management Work Management Marketing Management 52