ViewPoint

MARCH 12, 2013

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. That’s a big improvement.

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ViewPoint

SEPTEMBER 24, 2013

If the right person has the right pain and is in your target market, work the deal.". In other words, what environment is the purchaser in and how can a sales person leverage that context to make a compelling case for their product or service?". Jeff Ernst (Forrester). Craig Rosenberg (TOPO and Funnelholic). "I

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ViewPoint

MAY 5, 2015

In the same blog he goes on to quote Forrester’s Laura Ramos: In earlier studies, Forrester found that at least half of B2B marketers surveyed did not have well defined L2RM processes or failed to follow the ones they did have in place for activities like lead scoring, nurturing and recycling and management. Personal nurturing.

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