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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. The Sales Cycle and Webinars: With traditional B2B sales cycles spanning 6-9 months, webinars offer an opportunity to break the monotony.

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B2B Sales Cycles Require 27 Interactions both Digital and Human [Study]

Sword and the Script | B2B

“Buyers now exercise more due diligence than ever before, conducting more research and engaging in more conversations with vendors and third parties,” according to Forrester. Forrester conducted a “buyer’s survey” in the years 2017, 2019 and 2021. That’s up from 17 interactions in 2019. Moreover, buyers value both types of engagement.

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B2B Sales Cycles are Getting Longer, Study Says

Sword and the Script | B2B

68% of B2B professionals surveyed say it takes longer to complete B2B sales cycles compared to a year ago They say recessions don’t start trends – they accelerate those that are already in motion. The publication surveyed 212 B2B professionals and found 68% say the B2B sales cycle has increased compared to a year ago.

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Does your organization struggle with follow-through? Reimagine your sales cycle steps to Seek to Serve™

Mereo

What is the last step of your sales cycle? Most B2B sales organizations will consider the job complete at the contract signature. Yet, if the true goal of sales is to Seek to Serve a buyer, the sales cycle is not over until the value promised is actually the value delivered. All seems to be in order here.

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Forrester thinks Content Marketing Isn’t Working – They’re Half Right

The Point

Over at Forrester Research, Vice President Laura Ramos recently talked to Advertising Age (“ Marketers Still Struggling to Get Results from Content Marketing “) about what she perceives as a general lack of return from the investment so many companies are making in content marketing. They simply want information of value.

Forrester 100
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Madison Logic Named a Leader for Intent Data in New Analyst Report

Madison Logic

The company’s combined dataset from multiple sources scores accounts on purchase propensity that enables enterprise B2B marketers to prioritize accounts, drive higher account engagement, and accelerate conversion across the sales cycle. Madison Logic received the highest possible score of 5.0

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Madison Logic Named a Leader for Intent Data in New Analyst Report

Madison Logic

The company’s combined dataset from multiple sources scores accounts on purchase propensity that enables enterprise B2B marketers to prioritize accounts, drive higher account engagement, and accelerate conversion across the sales cycle. Madison Logic received the highest possible score of 5.0