SmartBrief - Marketing

JANUARY 22, 2024

Let’s take a look at three trends in AI for B2B marketing that Forrester sees. Through its ability to recognize patterns and learn from past interactions, AI can create highly relevant and personalized experiences that resonate with target audiences, but the success of those outputs depends on the quality of the data fed into AI models.

Marketing AI 83

Marketing AI B2B Marketing Trends Planning 83

Biznology

JULY 5, 2017

Forrester Research recently stated that 44% of online consumers are of the opinion that a live person in the middle of an online purchase is one of the most important features a website can offer. Focus on personalization: To improve sales, offer personalized advice based on each visitors’ past experience.

Software 163

Software Customer Satisfaction Paid Search Agency Forrester 163

The ROI Guy

MARCH 12, 2015

At the Forrester’s Sales Enablement Forum last week, a study by Andy Hoar, Principal Analyst at Forrester was revealed showcasing this 22% expected decline over the next five years. A Forrester survey of 250 B2B Buyers reveals that it’s not just B2C purchases that have moved online. Another sign as to “The Death of a Salesman”?

Forrester 40

Forrester B2B Sales Marketing Proposals Case Studies 40

Zoominfo

DECEMBER 20, 2021

Analysts at Forrester Research call this approach content contextualization , noting that “marketers must be able to respond to customers in real time with content that motivates the next best action.” When making a purchase, they typically want all interactions to occur on their terms.

Conversion 130

Conversion Account Based Marketing Zoominfo Planning 130

Martech

APRIL 3, 2023

If your B2B go-to-market strategy doesn’t prioritize delivering a personalized and engaging experience for your audience, you could be missing out on potential customers and growth opportunities. To build your strategy, identify your audience, select tools, create a messaging framework, train your team and measure results.

Marketing Analytics Tools 123

Marketing Analytics Tools B2B Marketing Conversion Marketing & Strategy 123

Vidyard

DECEMBER 16, 2020

Sellers embracing a digital-first and video-first approach to customer engagement see significant gains in 2020; New video-for-sales training tools help every business ramp up their sales teams to embrace video in new ways in 2021 . Free Video-for-Sales Training Tools Help Sellers Embrace Video in 2021.

B2B Sales 76

B2B Sales Video Marketing Class B2B 76

Seismic

NOVEMBER 2, 2023

How AI presents an opportunity for enablement leaders Forrester predicts that the global demand for AI software will reach $37 billion by 2025. Customized coaching and training: AI-driven coaching tools can analyze sales calls and provide feedback to your sellers and leaders.

Marketing Analytics Tools 87

Marketing Analytics Tools Allocation Work Management Customer Satisfaction 87

NetLine

APRIL 23, 2024

Per a survey from Forrester and Adobe , the majority of B2B buyers have an expectation of personalization throughout their journey. This is especially true towards the later stages of that journey, with two-thirds saying they expect fully personalized or mostly personalized content when buying a service or product.

Intent Data 52

Intent Data Top of Funnel Intent Outreach 52

Seismic

JUNE 27, 2022

As new products are made available, messaging and processes will change, requiring new training and coaching. In order to be effective, skill enablement programs should be personalized for the individual employee. It’s important to remember that every person is on their own journey, so their strengths and weaknesses will vary.

Marketing Analytics Tools 52

Marketing Analytics Tools Training Paid Search Agency Forrester 52

Lake One

APRIL 18, 2023

HubSpot CEO Yamini Rangan introduced the Crisis of Disconnection at the first in-person Inbound conference post-global lockdown. Ensure that training is in place once the implementation is complete. Incorporate training where necessary. buyers will quit a brand if their experience isn’t personalized.

Marketing & Strategy 82

Marketing & Strategy Paid Search Agency Work Management Hubspot 82

Salesforce Marketing Cloud

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. Partners can magnify your marketing efforts with their own by hosting local events, driving webinar registrations, or providing onsite training with customers. See how it works What is channel sales? Amplified reach.

Enterprise Management 111

Enterprise Management Work Management Advertising Channels Marketing Management 111

Vidyard

DECEMBER 16, 2020

New data from Vidyard , the video platform for businesses, suggests that in response to the shift to digital selling, the use of video for sales–both live video conferencing and personalized video messaging–has grown exponentially in 2020, and so too has its impact on sales performance.

B2B Sales 65

B2B Sales Video Marketing Class B2B 65

Seismic

MARCH 22, 2022

Here’s the short answer: sales training and coaching. What is sales training and coaching? Sales training is closely related but slightly different from coaching. Training educates your sellers on the knowledge and techniques they need to be most successful when selling your company’s products, services, or solutions.

Training 52

Training Outreach Sales Qualified Leads Forrester 52

KoMarketing Associates

DECEMBER 12, 2017

Forrester research shows that less than 1 percent of leads turn into customers. Additionally, the widespread praise of ABM by practitioners who are successfully practicing the new approach has helped B2B marketers jump on the ABM train. There is no ABM without sales and marketing alignment – the two go hand in hand.

Account Based Marketing 177

Account Based Marketing Planning ABM Forrester 177

Only B2B

JUNE 19, 2023

According to a study conducted by LinkedIn , B2B buyers are 5x more likely to engage with a sales representative if the outreach is personalized to their specific business needs. A study by Forrester Research found that companies that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost per lead.

Sales Qualified Leads 62

Sales Qualified Leads High Quality Lead Lead Ranking Marketing Qualified Leads 62

Velocity Partners

APRIL 9, 2024

Hubspot research shows that B2B brands with aligned sales and marketing teams: Deliver 20% annual revenue growth as opposed to a 4% decline in non-aligned companies Have 38% higher win rates Enjoy 14% faster sales cycles And Forrester adds 27% higher margins to this growth. It’s a profit windfall. We have thoughts.

Sales Management 78

Sales Management Top of Funnel B2B Lead Ranking 78

InsightSquared

AUGUST 14, 2019

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. This allows their predictive model to generally achieve greater than 90% accuracy within the first three months of training. Equips Sales Reps With Data-Fueled Insights.

Sales Management 228

Sales Management Marketing AI Process Top of Funnel 228

Lake One

JUNE 6, 2023

HubSpot CEO Yamini Rangan introduced the Crisis of Disconnection at the first in-person Inbound conference post-global lockdown. Ensure that training is in place once the implementation is complete. Incorporate training where necessary. buyers will quit a brand if their experience isn’t personalized.

Marketing & Strategy 52

Marketing & Strategy Paid Search Agency Work Management Hubspot 52

Outreach

JUNE 22, 2021

Now, your reps are no longer expected to remember ALL the information they learned in sales training, which (based on research) was never possible in the first place. Sales managers don’t have time to analyze 100 percent of their reps’ communications and provide personalized feedback. Competitors. Or they could ignore it entirely.

Work Management 89

Work Management Marketing Management Outreach Sales Cycle 89

Sprout Social

FEBRUARY 28, 2024

A recently commissioned Total Economic Impact™ study conducted by Forrester Consulting found that Sprout helped a composite organization representative of interviewed customers gain 92% of time back by using the Smart Inbox. Request a personalized demo with a member of the Sprout Social team.

Social Media 102

Social Media Work Management Marketing Management Media 102

Martech

JULY 18, 2022

As a result, ABM is more personalized and delivers more consistent customer experiences across channels. Can we invest in organizational training? Account engagement, win rate, average deal size, and ROI increase after implementing account-based marketing, according to a recent Forrester/SiriusDecisions survey. Sounds good?

Enterprise Management 86

Enterprise Management Account Based Marketing Work Management Marketing Management 86

Marketing Insider Group

AUGUST 30, 2021

Additionally, Forrester Consulting discovered , “ 65 percent of marketers struggle to employ emotional marketing as they turn to automation to improve customer engagement.”. Empower your employees, especially those who directly touch customers like sales development reps , with the resources, training, and tools to help them.

Paid Search Agency 291

Paid Search Agency B2B Sales Marketing & Strategy CMO 291

SalesIntel

DECEMBER 27, 2021

According to Forrester Research, around 47% of B2B marketers claim to close less than 4% of their marketing leads. Lead conversion rates go up when the company can connect to the buyer personally. SalesIntel makes the research process easier with its firmographics and technographics to find, segment, and personalize content for leads.

Lead Nurturing 132

Lead Nurturing Lead Scoring Lead Ranking Conversion 132

Sana Commerce

JANUARY 5, 2023

According to research done by McKinsey , at the end of 2020 only 30% of B2B buyers wanted to order from their suppliers in person. What makes real-time data integration such a reliable — and scalable — solution is the fact that there is no personnel training needed, nor is there any room for human error. Improve customer experience.

Trends 98

Trends Digital Transformation Forrester Order 98

markempa

JULY 6, 2017

According to Forrester, top performers convert 1.54% of leads to revenue. Source: Forrester US and Europe B2B Marketing Tactics and Benchmarks Online Survey. Established training for sales reps on how to engage and convert qualified leads in the CRM. Here’s why: First, B2B lead conversion to actual revenue conversion is low.

Sales Management 326

Sales Management Lead Management Ideal Customer Profiles Lead Ranking 326

Seismic

FEBRUARY 28, 2023

In fact, Forrester has forecasted that growth in US tech spending will fall from 7.4% Proper training and coaching, combined with the right technology, can lead to meaningful gains in efficiency. Text and Image Replacement in Guided Assembly: Replace and personalize text fields and images when building content with Guided Assembly.

Budget Programs 52

Budget Programs Work Management Marketing Management Software 52

Seismic

FEBRUARY 28, 2023

In fact, Forrester has forecasted that growth in US tech spending will fall from 7.4% Proper training and coaching, combined with the right technology, can lead to meaningful gains in efficiency. Text and Image Replacement in Guided Assembly: Replace and personalize text fields and images when building content with Guided Assembly.

Budget Programs 52

Budget Programs Work Management Marketing Management Software 52

Hubspot

MAY 31, 2018

Searches are becoming more personalized. Says search expert Duane Forrester at Yext: “If we look at pure search results, AI is deep in the mix, helping to sort the results we do still read. Forrester at Yext says to look at your “content and its context.” Your content should resemble an answer to a question,” says Forrester.

Marketing AI 71

Marketing AI Forrester Long Tail Marketing Act-On 71

Salesforce Marketing Cloud

FEBRUARY 14, 2022

What happens when your top sales rep — along with all their institutional knowledge, leadership, and training — jumps ship? Get personal, get vulnerable, get connected. This was especially jarring for the typically extroverted sales community, where in-person, face-to-face reactions are a key component of many reps’ sales tactics.

Work Management 98

Work Management Customer Surveys Training Forrester 98

Cintell

FEBRUARY 9, 2016

Or maybe you knew that already, because organizations from SiriusDecisions to Aberdeen Group to Forrester have all studied, at length, the impact and importance of buyer personas to fostering and achieving customer-centricity in marketing organizations.). But getting to a state of persona nirvana is easier said than done. Using personas.

Buyer Personas 100

Buyer Personas Paid Search Agency Demand Generation Agencies Optimization 100

Sprout Social

JUNE 13, 2023

The Total Economic Impact™ of Sprout Social, a commissioned study conducted by Forrester Consulting on behalf of Sprout, found that a composite organization, based on real interviewed customers, realized a 233% return on investment (ROI) and $1.3M My team acts as more of a concierge or front door rather than technical support.

Social Media 101

Social Media ROI Work Management Marketing Management 101

Hubspot

AUGUST 30, 2023

11 AI Predictions in Sales for The Next Year Forrester predicts that AI-powered platforms will grow to $37 million by 2025. Sales teams collect and store a huge amount of customer data to train AI algorithms. That said, the future of AI in sales is moving toward predictive prospect analytics and hyper-personalization.

Marketing AI 59

Marketing AI Top of Funnel Lead Ranking Work Management 59

Marketing Interactions

APRIL 14, 2019

Given that Forrester finds that 62% of buyers say they can develop selection criteria or finalize a vendor list based solely on digital content, marketers must use technology to effectively grow engagement with buyers. Google has trained buyers to hit the back button when the search result clicked on doesn’t yield the right content.

Conversion 86

Conversion Marketing Automation Services B2B Trigger Marketing 86

Marketing Insider Group

AUGUST 30, 2021

Additionally, Forrester Consulting discovered , “ 65 percent of marketers struggle to employ emotional marketing as they turn to automation to improve customer engagement.”. Empower your employees, especially those who directly touch customers like sales development reps , with the resources, training, and tools to help them.

Paid Search Agency 175

Paid Search Agency B2B Sales Marketing & Strategy CMO 175

Marketing Insider Group

JULY 22, 2015

Forrester research shows 90% of customers start their purchase with a search engine. 45% of buyers require person-to-person contact in the buying process, reports ITSMA/CFO. And, what are customers looking for with this person-to-person contact? Many are self-educating early in the sales cycle.

Curation 100

Curation Sales Cycle RFP Content 100

Hinge Marketing

JUNE 12, 2019

Forrester defines sales enablement as “A strategic, ongoing process that equips employees with the ability to consistently have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s journey. Continuous Training: Provide training that can be measured.

Top of Funnel 91

Top of Funnel Planning Enterprise Management Webinar Metrics 91

Seismic

OCTOBER 10, 2019

In the report, Forrester goes on to explain that sales reps who use effectiveness tools are able to “prepare, refine, and deliver compelling value stories to their customers.” Produce personalized, relevant content in minutes with buyer and seller information and other relevant data automatically integrated into it.

CRM 45

CRM Marketing Management Forrester Marketo 45