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Webinars as a Pipeline Accelerator for B2B Marketing Featuring Forrester Research & Hubilo

Top Rank Marketing

Recently, I learned of a new study about webinars during the MarketingProfs B2B Forum that was commissioned by webinar software provider Hubilo and conducted by Forrester. Laura Ramos, Vice President, Principal Analyst at Forrester Research Technology and Insights: Webinar platforms that offer actionable insights are invaluable.

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4 Ways to Nurture Prospect Relationships and Close More Deals

Oktopost

To achieve these goals, nurturing strong relationships with your prospects will make all the difference in growing your pipelines and increasing your sales win rate. So, in order to efficiently guide prospects to closed-won, nurturing relationships is key.

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How AI is Changing the Sales Process

InsightSquared

In fact, Gartner reported by the year 2020, AI will become a more integral part of the sales process for up to 30% of companies around the world. Here are three of the top ways AI is impacting today’s sales process: Increases Time Spent Selling. Strengthens Communication With Sales Leads.

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Sales Intelligence Tools: A Guide to Predictive Prospecting

Zoominfo

Ideal sales intelligence tools supply your team with up-to-date information about your prospects and addressable market — and how you can reach them. The more information business development teams know about prospects, the better they can tactically craft outreach that cuts through the noise and conveys true value.

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How ZoomInfo Enhances Your ABM Strategy

And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience. According to Forrester Research, only 8% of marketing professionals have confidence that their data is 90-100% accurate.

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The Broken Process Behind B2B Content

PathFactory

Forrester reports that over 80% of purchases now involve complex buying groups, and 63% include at least four people — compared to 47% in 2017. The number of interactions during the purchase process has also increased, rising from an average of 17 in 2019 to 27 in 2021. This has further fueled the need for more content.

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How Virtual Events Can Outperform In-person Events to Drive Sales

Biznology

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. For that you need to develop an easy-to-navigate library of videos on specific product features and benefits that customers and prospects ask about.

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