Zoominfo

APRIL 20, 2022

A more nuanced understanding of marketing’s effect on the sales cycles, a better case for increased budgets, and another step forward in the age-old struggle for better sales and marketing alignment. Data from Forrester Research shows how rapidly marketing metrics are changing. The result?

Multi-Touch Attribution 130

Multi-Touch Attribution Zoominfo Account Based Marketing Lead Ranking 130

Oktopost

OCTOBER 8, 2023

In fact, statistics reveal that 63% of leads who inquire about your company won’t make a purchase for at least three months, and another 20% will take more than a year to complete the sales cycle. In this article, we’ll explore four strategies to effectively nurture prospects through the sales cycle so you can close more deals.

Top of Funnel 131

Top of Funnel Marketing Management Buyer's Journey Sales Cycle 131

Zoominfo

JULY 5, 2023

At the recent Forrester B2B Summit North America, ZoomInfo founder and CEO Henry Schuck sat down with leaders from Smartsheet, Sendoso, and BlueOcean to talk about the practical ways ZoomInfo has helped them optimize productivity and align their sales and marketing goals.

Marketing Analytics Tools 130

Marketing Analytics Tools Zoominfo Ideal Customer Profiles Marketing & Strategy 130

Only B2B

FEBRUARY 6, 2024

Imagine knowing exactly which companies are actively researching your solutions, comparing competitors, or preparing for purchase – that’s the power of intent data. Must Read: Guide of Using Intent Data in Your ABM Program Sales Enablement: Equip your sales team with intent data insights to engage.

Intent Data 62

Intent Data Intent B2B Sales ROI 62

Zoominfo

DECEMBER 20, 2021

By understanding a prospect’s tone, language, and approach, marketing and sales teams can better grasp where the prospect is in their buying journey and deliver a tailored experience. According to Salesforce , close rates are three times higher if a sales development rep can schedule a meeting with a lead the same day.

Conversion 130

Conversion Account Based Marketing Zoominfo Planning 130

Marketing Insider Group

SEPTEMBER 14, 2020

I learned that the firm: Experiences 12 to 18-month sales cycle on enterprise accounts with most efforts leading to RFP automatically reducing margin growth. Studies by Forrester Research revealed that salespeople who create a buying vision end up winning out against the competition about 74% of the time.

Differentiation 181

Differentiation Enterprise Management Work Management Marketing Management 181

Only B2B

MARCH 27, 2024

Here’s a breakdown of common challenges and solutions to keep your funnel flowing smoothly: Alignment Between Sales and Marketing: According to Forrester Research, 73% of B2B businesses report challenges aligning marketing and sales on lead qualification. Ready to take your B2B sales funnel to the next level?

Sales Qualified Leads 71

Sales Qualified Leads Lead Ranking Marketing Qualified Leads Ideal Customer Profiles 71

Madison Logic

DECEMBER 29, 2022

Madison Logic provides advanced B2B ABM services through its proprietary, industry-leading account-based marketing platform to improve its clients’ sales and marketing results.

Account Based Marketing 98

Account Based Marketing Advertising Agencies Enterprise Management Work Management 98

Content Marketing Institute

MAY 4, 2018

But what happens when there is alignment – in particular, between content marketing and sales? That’s the question the CMI research team pondered prior to conducting a new study on the topic with LinkedIn this year. CMI’s new research with LinkedIn indicates the answer to those questions is yes. Three words: lack of alignment.

Top of Funnel 98

Top of Funnel Research Content Marketing Marketing Budget 98

Oktopost

APRIL 29, 2024

Forrester research shows that 85% of organizations using intent data report substantial business benefits. In B2B marketing, where sales cycles can be long and building relationships is key, Oktopost offers a smart way to enhance those connections.

Intent Data 62

Intent Data Social Media Intent Lead Ranking 62

Outreach

JANUARY 31, 2018

And as the amount of research prospects do before ever interacting with a rep increases — Forrester found nearly 60% of buyers prefer online research to talking with a salesperson — sales cycles are getting shorter. When in doubt, be authentic and provide value.

B2B Sales 156

B2B Sales Forrester Sales Cycle Trust Marketing 156

Velocity Partners

APRIL 9, 2024

Companies that steer Sales and Marketing in the same direction — both a herculean task in itself and a symptom of doing a lot of other things right — are crushing their targets. And that’s if Sales even gets to talk to a buyer. Sales/prospect interactions are the tip of a very large iceberg these days. It’s a profit windfall.

Sales Management 79

Sales Management Top of Funnel B2B Lead Ranking 79

Zoominfo

MAY 8, 2020

The Top-Down approach to calculating TAM uses industry research to estimate the size of your addressable market. Popularly, secondary market research from companies such as Forrester , Gartner , or other consulting groups are often used to determine how many end users meet your market criteria, and how big that industry is.

Enterprise Management 273

Enterprise Management Marketing Management Analysis Marketing Analytics Tools 273

Valasys

DECEMBER 5, 2019

Forrester predicts that progressive marketers will be more proactive in their engagement with buyers in 2020. There will be some groundbreaking changes in the ways the brands have been engaging with their audiences & driving them to sales. The Key B2B Digital Marketing Trends for 2020.

Marketing AI 110

Marketing AI Trends B2B Marketing Top of Funnel 110

Madison Logic

SEPTEMBER 13, 2022

The collection of customer-led webinars, testimonials, and events showcase how B2B marketers from leading enterprise software organizations leverage research and insights to implement effective ABM strategies that yield higher conversion across the sales cycle.

Top of Funnel 52

Top of Funnel Enterprise Management Buyer's Journey Account Based Marketing 52

Martech

JULY 18, 2022

Automating ABM data, analytics, campaigns and workflow processes can provide numerous benefits, including the following: Improved sales and marketing alignment. A successful ABM strategy requires marketing and sales organizations to work together to identify key accounts to target. Shortened sales cycles. Why we care.

Enterprise Management 87

Enterprise Management Account Based Marketing Work Management Marketing Management 87

Martech

APRIL 3, 2023

More than half of demand and account-based marketers use conversation automation technologies , according to Forrester’s State of Demand and ABM Tactic Survey. Traditional sales cycles can be long, complicated and full of obstacles that make it tough for buyers to get the information they need to decide. And the best part?

Marketing Analytics Tools 124

Marketing Analytics Tools B2B Marketing Conversion Marketing & Strategy 124

Madison Logic

AUGUST 2, 2023

By leveraging data for better targeting, personalization, and optimizing campaigns based on buyer needs, B2B marketers can drive higher engagement and accelerate the conversion of target accounts across the sales cycle. Why Personalization Matters Today’s buyers no longer want a personalized experience; they demand it.

Account Based Marketing 52

Account Based Marketing Personalization Multi-Channel Top of Funnel 52

B2B Marketing Directions

FEBRUARY 5, 2017

Over the past few years, there's been a significant amount of research regarding the benefits of improving customer experiences, but most of the research has focused on qualitative benefits, such as improved customer loyalty. Where these benefits were seen, the improvements were substantial.

Research 45

Research Customer Satisfaction Forrester Loyalty 45

Madison Logic

MARCH 31, 2021

How does the marketing organization influence the number of sales opportunities and closed deals? How fast are they moving opportunities through the sales cycle? In fact, according to Gartner, only 17% of the typical sales cycle includes meeting with potential suppliers. The rest of the time?

Top of Funnel 52

Top of Funnel ROI Multi-Channel Sales Cycle 52

KoMarketing Associates

SEPTEMBER 10, 2019

Forrester expects B2B ecommerce in the just United States to reach $1.8 By that time, it will account for 17% of all B2B sales in the US. Even as of the close of 2018, Forrester says US B2B ecommerce had already exceeded $1.1 They estimate it represented 12% of total B2B sales in the US. trillion by 2023.

eCommerce 121

eCommerce Advertising Benchmark B2B Marketing Practices 121

Full Circle Insights

NOVEMBER 10, 2022

Marketing operations that achieve better alignment with their counterparts in sales experience significant improvements in efficiency. Here’s a closer look at seven steps you can take to align your marketing team with sales as you build out your ABM strategy: .

Ideal Customer Profiles 52

Ideal Customer Profiles Account Based Marketing ABM Webinar Metrics 52

PureB2B

FEBRUARY 3, 2022

Take it from Forrester, whose research found 77% of consumers have either chosen, recommended, or paid more for a brand that’s offered a personalized customer experience. How exactly does AI streamline the B2B sales cycle? Who doesn’t love a little personal attention? It makes us feel special, like we actually matter.

Marketing AI 62

Marketing AI B2B Sales Personalization Paid Search Agency 62

Martech

JUNE 3, 2022

“You’re increasing your average deal size as you’re nurturing them through the opportunities journey and then shortening that sale cycle and increasing the sales velocity.” ” She suggested marketers develop methods for measuring account engagement — both from a marketing and a sales side.

Account Based Marketing 107

Account Based Marketing Ideal Customer Profiles ABM Top of Funnel 107

The ROI Guy

JANUARY 7, 2014

How well prepared are you to meet your 2014 sales and marketing goals? Several analysts published important B2B sales and marketing research in 2013 that could impact your plans. Here''s a round-up of the top 3 research findings and important advice to help you drive success in the New Year: Sales Revenue Growth for 2014?

Research 40

Research Forrester Gartner Sales Cycle 40

Madison Logic

JANUARY 5, 2023

Furthermore, according to the 2022 Forrester Marketing Survey, CMOs cited “addressing changing buyer behaviors” and “understanding buyer preferences” as their top areas of focus in 2023. . What are their motivations for researching a solution? . This is the cornerstone for enhancing the customer experience. .

Account Based Marketing 52

Account Based Marketing Top of Funnel Marketing Budget ABM 52

ANNUITAS

DECEMBER 16, 2014

This is one of the predictions I do hope I get completely wrong, but given the last few years and some of the research from this year, I don’t think I will be. Only 13% of vendors that were reviewed passed the “B2B Customer Engagement Test” – Forrester. Author: Carlos Hidalgo @cahidalgo is CEO/ Principal ANNUITAS.

Forrester 100

Forrester Demand Generation Top of Funnel Marketing & Strategy 100

Marketing Insider Group

JULY 22, 2015

The best social selling teams and representatives are journalists and curators; delivering the right content to the right customer on the right channel at the right time of the sales cycle. Research shows customers’ native behavior includes searching, consuming content and self-educating. 46% of buyers consume content weekly.

Curation 100

Curation Sales Cycle RFP Content 100

NetLine

JUNE 21, 2022

Whenever Sales reps reach out immediately upon requesting a piece of content, not only do you run the risk of annoying your prospect, you run the risk of referencing something they know very little about. . Research from FocusVision states that consumers consume up to 13 pieces of content before coming to a purchase decision. .

Lead Nurturing 126

Lead Nurturing Lead Ranking Marketing Qualified Leads Sales Qualified Leads 126

SmartBug Media

MAY 13, 2022

When potential buyers conduct research, such as website visits, product reviews, or content downloads, they indicate some intent to purchase products or services. Using intent data to prioritize accounts leads to higher conversion rates, better alignment with sales, and shorter sales cycles. Are they going to Forrester?

Intent Data 98

Intent Data Work Management Intent Marketing Management 98

Madison Logic

NOVEMBER 30, 2023

It’s about building positive brand awareness and strong relationships throughout the entire customer lifecycle. We face a changing B2B buying landscape with longer sales cycles and larger buying committees made up of increasingly independent decision-makers.

Demand 52

Demand Brand Identity Branding Work Management 52

Only B2B

JUNE 19, 2023

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. Implementing a customer relationship management (CRM) system allows for efficient lead tracking, data analysis, and streamlined communication between marketing and sales teams.

Sales Qualified Leads 62

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

Biznology

JANUARY 22, 2019

So Forrester predicts , and I agree. I applaud Gyro for taking the initiative on some very interesting research around this topic. We are burdened with long sales cycles, but the payoff is high-ticket sales. But it’s time to be more human. To talk to the buyers as individuals, in a language that moves them.

B2B Marketing 120

B2B Marketing B2B B2B Sales Forrester 120

Outreach

JUNE 22, 2021

If they have to follow up afterward, their sales cycles will slow and their close rates will drop. 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. Or they could ignore it entirely.

Work Management 89

Work Management Marketing Management Outreach Sales Cycle 89

Only B2B

SEPTEMBER 18, 2023

Advanced Lead Segmentation : Research by HubSpot indicates that businesses using automated lead qualification witness a 15% increase in lead segmentation precision. Lead Generation Automation : Research by Marketo indicates that automated lead generation results in a 20% increase in sales opportunities.

Lead Qualification 62

Lead Qualification Lead Ranking Marketing Qualified Leads Lead Scoring 62

Only B2B

FEBRUARY 16, 2022

According to a 2020 McKinsey research , 90% of B2B sales have switched to digital channels. Before making a purchase decision, 74% of business purchasers conduct research online, says Forrester. Source: Grand View Research. As an example—. Elevate Your Content. billion from 2020 to 2025.

Lead Generation 118

Lead Generation Marketing Budget Generation Webinar Metrics 118

6sense

NOVEMBER 22, 2021

When you turn your (obsessive) attention from solo buyers and instead examine the full spectrum of interest or intent that an entire organization is expressing in your solution, you’re able to dramatically increase the quantity and quality of your sales intelligence. How big are these teams? That leads to big problems.

Account Based Marketing 62

Account Based Marketing Tips ABM Intent Signal 62