Content Marketing Institute

MAY 4, 2018

Marketing claims, “We are generating more leads than sales can handle.” Sales responds, “Marketing’s leads aren’t worth our valuable time.”. That’s the question the CMI research team pondered prior to conducting a new study on the topic with LinkedIn this year. You can find the complete results in this white paper.

Top of Funnel 98

Top of Funnel Research Content Marketing Marketing Budget 98

Onalytica B2B

AUGUST 23, 2017

Last week we published our white paper called The Definitive Practical Guide to Influencer Relationship Management. First thing’s first- what does the white paper cover? This white paper is extensive and exhaustive, with each section covered deserving of its own limelight. DOWNLOAD NOW!

Peer-to-peer 192

Peer-to-peer Advertising Agencies Word of Mouth Work Management 192

Webbiquity

DECEMBER 4, 2018

More than 75 percent of prospects feel the sales professionals who contact them lack knowledge of their specific business, role and responsibilities at work, or even the issues they’re trying to resolve, according to research from Forrester. Nurture Your Sales Team like Customers. And for marketing, that’s your sales team.

Sales Management 218

Sales Management Top of Funnel B2B Sales Tactics 218

Full Circle Insights

SEPTEMBER 12, 2022

By personalizing the approach to specific accounts, companies using ABM show their prospects that they understand the challenges they’re facing, which increases engagement and leads to more sales. According to research from the ABM Leadership Alliance and ITSMA , 76% of marketers saw higher ROI with ABM than any other marketing strategy.

Account Based Marketing 98

Account Based Marketing ABM Full Circle Insights Ideal Customer Profiles 98

Convince & Convert

FEBRUARY 5, 2018

Credible research and data validate the proposition that mobilizing employees as media is a good thing: Peer recommendations drive business value. Research from the Boston Consulting Group and the Edelman Trust Barometer are explicit when it comes to measuring trust and credibility. They have no agenda. But don’t take my word for it.

Social Media 145

Social Media Social Marketing Marketing & Strategy Peer-to-peer 145

The Point

APRIL 23, 2013

One, a white paper offer from sales tax automation company Avalara , is a plodding recitation of facts that does little to grab the reader. Note the sub-head (“Forrester Research, Inc. For more tips on email creative, download a copy of the white paper: “ Top 10 B2B Email Marketing Mistakes.”.

Email Campaigns 100

Email Campaigns Campaigns Copywriting Demand Generation 100

Thinkers360

FEBRUARY 28, 2024

com, the world’s leading platform for B2B influencer marketing and managing analyst and influencer relations, delves into 10 best practices that will optimize your AR and B2B influencer relations programs, transforming them into powerful engines for business success. Driving high-quality leads? What are you hoping to achieve?

Enterprise Management 52

Enterprise Management Work Management Marketing Management B2B Thought Leadership 52

KEO Marketing

MARCH 30, 2017

Research can be biased. When we examine the results from companies that make their living selling Inbound Marketing services , then the answer is that inbound marketing generates the most leads. When we study the results from businesses that create email marketing programs, the answer is that email marketing draws the most leads.

Lead Generation 48

Lead Generation Lead Scoring Lead Ranking Marketing Qualified Leads 48

Rev

APRIL 2, 2019

According to a recent IDG white paper on lead generation , 61% of B2B marketers say increasing demand is the top challenge they face today. How do you generate high quality leads, consistently? Forrester reports that 74% of B2B buyers conduct half their research independently online before making a purchasing decision.

Demand Generation 111

Demand Generation Ideal Customer Profiles Marketing AI Demand 111

Martech

DECEMBER 8, 2021

“However, the thing that has not changed is that marketing leaders are still held accountable for funnel metrics,” such as leads, MQLs, SQLs. Buyers now do extensive online research before contacting sales, a trend that has accelerated during the COVID-19 pandemic. “Fundamentally you’re measuring the wrong thing.

Account Based Marketing 71

Account Based Marketing Buy Process Marketing Automation Services 71

The Mx Group

SEPTEMBER 11, 2018

74% of today’s B2B buyers will conduct research online prior to making an offline purchase, so either you’re creating what they’re looking for, or you run the risk that your competitor might be doing so instead. Forrester ). Did you know that small businesses with blogs get 126% more lead growth than small businesses without blogs? (

B2B Marketing 83

B2B Marketing Content Marketing Planning Marketing Budget Creation 83

Ambal's Amusings

JANUARY 21, 2010

One of the goals of marketing is to generate leads. What is the next logical step once you have managed to get high quality leads? Yes, getting those leads into the sale pipeline. Salespeople need leads—right now. How do marketers overcome this roadblock? So marketing tries to feed the pipe.

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Marketing Leads 100

Only B2B

APRIL 13, 2022

Do your research if you don’t have any prior experience in the industry. If this is a B2B situation, do some research on the firm you’re calling. Forrester Research. Allow Technology To Lead You. Leads who aren’t ready for an appointment should be nurtured. Website Visitors: .

Effectiveness 118

Effectiveness Ideal Customer Profiles Sales Qualified Leads Cold Calling 118

Digital B2B Marketing

APRIL 2, 2013

No one makes a million dollar decision based on one white paper, one email or one Google search. It is called a complex sale for a reason, but B2B marketers keep trying to fit it into a simplistic measurement framework: where did we get that lead? Beyond cold, these leads may frozen solid.

Top of Funnel 100

Top of Funnel Peer-to-peer B2B Work Management 100

Content4Demand

JANUARY 9, 2020

At the 2019 conference, keynote speaker Steve Casey, Principal Analyst at Forrester Research , shared some startling research about the impact of putting content behind gates: 81% of surveyed Millennials and Gen-Xers had decided not to download offered content because they didn’t want to fill out a form. Content is expensive.

Top of Funnel 66

Top of Funnel Verticals Digital Marketing Funnels Content 66

Vision Edge Marketing

NOVEMBER 12, 2013

Forrester defines the customer life cycle as follows: “The customers’ relationship with a brand as they continue to discover new options, explore their needs, make purchases, and engage with the product experience and their peers.” Initial triggers that lead to first contact .

Marketing Management 100

Marketing Management Ideal Customer Profiles Paid Search Agency Advertising Agencies 100

Industrial Marketing Today

DECEMBER 7, 2010

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? What is lead nurturing?

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

Outbrain

NOVEMBER 24, 2021

As with all complex decisions, it requires a lot of research, thinking, and planning on behalf of the consumer to define your brand as the best choice. Online advertising is not only key to bringing in these leads, but also driving consideration to move consumers through the marketing funnel. websites on average (1), and consume 11.4

Paid Search Agency 29

Paid Search Agency Top of Funnel Optimization Ads 29

Scoop.it

OCTOBER 29, 2019

It is a proven model to increase your brand’s visibility, develop thought leadership, and generate leads. According to Forrester , 62% of buyers prefer to finalize their list of vendors or even decide on a solution based solely on digital content they consume. Content marketing is no longer a new fad. Source CMI ).

Top of Funnel 53

Top of Funnel Buyer Personas Content B2B Thought Leadership 53

Webbiquity

DECEMBER 26, 2012

It was viewed as being about name recognition and industry credibility, not something as mundane as lead generation. Wendy Marx interviews Brian Kardon, CMO at Lattice Engines and formerly with Eloqua and Forrester Research, about PR and its integration with B2B marketing, social media and lead generation efforts.

PR 100

PR Paid Search Agency Tips Advertising Agencies 100

Albacross

NOVEMBER 4, 2021

Does this mean that buyers will decrease their online research when comparing different providers? 68% of B2B buyers prefer to research online independently. Source: Forrester , 2021). Learning Intent: accounts who are doing research to learn more about the solutions or people who find your blog post interesting and helpful.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

EMagine B2B Blog

SEPTEMBER 26, 2017

Forrester Research reported that Executives in Professional Services expect 49% of revenue to come through digital channels or products by 2020. Premium content includes offers like white papers, guides, eBooks, case studies and blog posts.

Impressions 40

Impressions Marketing Websites Service Forrester 40

B2B Marketing Directions

JUNE 7, 2015

In an earlier post , I explained why most B2B companies need to focus more attention on strengthening relationships with existing customers, and I suggested that marketing should play a leading role in these efforts. The most effective way to achieve this goal is to help your customers successfully implement and use your solutions.

Enterprise Management 53

Enterprise Management Marketing Management Forrester Content 53

Adobe Experience Cloud Blog

MAY 17, 2011

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. Improving lead quality requires a commitment from sales and marketing to focus on both quality and quantity, not just one or the other.

Sales Leads 48

Sales Leads Lead Scoring Lead Ranking Top of Funnel 48

SnapApp

AUGUST 12, 2014

We prefer to research, plan, and book travel ourselves using the tools available to explore ideas, review other’s opinions, identify options and compare prices. This phenomenon – of doing our own research and evaluation without the help of an agent – is not unique specifically to travel. Chances are, probably not.

Ad Exchange 48

Ad Exchange Content Forrester Marketing Mix 48

Marketing Insider Group

JANUARY 24, 2013

Forrester – Forrester Research, Inc – An independent research company that provides pragmatic advice to global leaders in business and technology. Gartner_Inc – Gartner – The leading global provider of independent and objective technology related to research and advice.

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

SnapApp

SEPTEMBER 24, 2015

Whether it’s bringing in a certain number of net new leads or nurturing existing contacts to hit a qualified leads goal, laying out your core objective at the start makes you that much more likely to achieve them. Where do they go to research solutions? Is your white paper seeing diminishing returns in terms of clicks or leads?

Planning 54

Planning B2B Marketing Buyer Personas Business 54

Ambal's Amusings

APRIL 29, 2010

Which content should be gated to genereate leads? We asked B2B Marketing experts: " How should B2B marketers balance the need for free content (helpful for prospects decision making) Vs. the need to have content that produces a steady flow of good leads (that can directed to sales team)? White papers. Blog posts.

Top of Funnel 100

Top of Funnel Marketing Automation Services Webinar Metrics Content Marketing 100

Terminus

JUNE 16, 2020

Forrester Research predicts that by 2017, online display ad spending will reach $28 billion. As marketers, we want people to know about our brand and what we do, leading them to want to do business with us. Keeping your brand in front of prospects who have shown interest will increase leads and drive sales.

Account Based Marketing 26

Account Based Marketing Top of Funnel Display Paid Search Agency 26

Ambal's Amusings

FEBRUARY 18, 2010

Before a B2B company can decide which tactics to use, they need to do some research and develop a strategy for being “findable.” Sewell is president of Spear Marketing Group , a full-service agency with offices in Silicon Valley and Seattle that specializes in demand generation, lead management, and ROI-based marketing.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency Emarketing Inbound Marketing 100

The ROI Guy

MAY 9, 2012

Forrester) The “Inability to communicate value messages” remains the number one inhibitor to achieving quota (SiriusDecisions) With the iPad and the right interactive applications however, we might be able to overcome these issues. The traditional pitch and marketing vehicles just don't work as well as they used to.

Lead Scoring 40

Lead Scoring Lead Ranking Paper Comparison 40

PureB2B

APRIL 20, 2016

In fact, content marketing has now become an essential part of the sales funnel, which helps to create quality business leads. Forrester has reported that 70% of the B2B purchase decision is complete before a prospect ever contacts a vendor. Today’s buyer is educated, web-savvy and ready to do their own research.

Top of Funnel 62

Top of Funnel B2B Marketing Content Marketing B2B 62

PureB2B

APRIL 20, 2016

In fact, content marketing has now become an essential part of the sales funnel, which helps to create quality business leads. Forrester has reported that 70% of the B2B purchase decision is complete before a prospect ever contacts a vendor. Today’s buyer is educated, web-savvy and ready to do their own research.

Top of Funnel 62

Top of Funnel B2B Marketing Content Marketing B2B 62

Valasys

NOVEMBER 1, 2018

According to a study conducted by Forrester Research, there are only 8% of companies that have created a strong alignment between their sales and marketing departments. These companies suffer from fractured relationships, lost leads and sales, processes that are inefficient and lowered revenues. to keep audiences well informed.

Top of Funnel 40

Top of Funnel Planning Paid Search Agency Lead Ranking 40

Industrial Marketing Today

AUGUST 3, 2010

Some B2B marketers are using more sophisticated ROI measurement tools to track activities over the entire life cycle of a lead. For example, at Sopheon , a software provider, measures qualified leads by their source, their region, volume per region, the speed of aging, movement through the sales cycle and other metrics.

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

Marketing Craftmanship

MARCH 27, 2013

The original purpose of white papers as a B2B marketing tactic was to produce objective information, packaged as quasi-academic research, that might validate a company’s or product’s value proposition. White papers jumped the shark when they became paid content.

Paper 100

Paper Paid Search Agency Advertorials Allocation 100