ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. We have some research to indicate that’s true, and that the statement’s directionally correct. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment.

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Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

MAY 21, 2015

Understand the characteristics of the new empowered buyer: Conduct their online research. Quote from Forrester Research: “Only 15% of salespeople articulate how their solution is going to solve business problems.”. What’s a salesperson to do? Here are some key points and quotes from my conversation with Linda. Heat Mapping.

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Conversion Buying Cycle Forrester Consulting 120

ViewPoint

MARCH 6, 2014

Social distribution of content and messages isn’t considered all that effective in providing business value to companies, according to a recent analysis by Forrester Research. In last place: Facebook, whose problem (according to Forrester VP and principal analyst Nate Elliott) is poor targeting and static-image ad units.

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Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

MARCH 6, 2012

Once CMOs have undertaken the research necessary to understand their target buyers, they need to socialize the findings throughout the organization so a truly customer-centric understanding and approach can take hold. Source: Forrester, Metrics that Matter for B2B Marketers, October 26, 2011.

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Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

SEPTEMBER 24, 2013

Tony Jaros (SVP, Research, SiriusDecisions). Jeff Ernst (Forrester). First our sales people have to show that the buyer is in a role that is a fit for our research in order to create an opportunity. It may mean they’ve been researching alternative solutions, it may mean they have some favorites.

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Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

APRIL 10, 2012

The next PowerViews will be with Jeff Ernst of Forrester Research. I encourage you to find out more about Jonathan and his sales initiatives by visiting the following sites: JF BLOGIT – Jonathan Farrington’s Blog. Top Sales World. Stay Tuned.

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Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

APRIL 13, 2012

In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. Jeff joined Forrester after spending 20 years in sales and marketing. Jeff Ernst's research at Forrester.

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Work Management Marketing Management Planning Paid Search Agency 120