Trending Sources

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. That hardly seems consistent with the characterization of marketers “struggling” to get results.

Oracle’s Maxymiser Named a Leader in Forrester Wave for Online Testing

It's All About Revenue

Today, it’s my pleasure to share that Oracle’s Maxymiser was cited by Forrester Research as a leader in The Forrester Wave™: Online Testing Platforms, Q3 2015. Click here to download a copy of the Forrester report at Maxymiser.com. At best, marketers lose a revenue opportunity. At worst, they send one to your competitor. Take Alaska Airlines as an example.

Oracle’s Maxymiser Named a Leader in Forrester Wave for Online Testing

It's All About Revenue

Today, it’s my pleasure to share that Oracle’s Maxymiser was cited by Forrester Research as a leader in The Forrester Wave™: Online Testing Platforms, Q3 2015. Click here to download a copy of the Forrester report at Maxymiser.com. At best, marketers lose a revenue opportunity. At worst, they send one to your competitor. Take Alaska Airlines as an example.

Death of a Salesman? Forrester says Yes.

The ROI Guy

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. Forrester survey of 250 B2B Buyers reveals that it’s not just B2C purchases that have moved online. The main culprit for the decline is a move to self-service.

Joint Forrester, ITSMA, and VisionEdge Marketing Survey Finds Marketers are Operationally Proficient but Strategically Stalled

Fearless Competitor

Most Marketers Measure Marketing Activity and Not Business Outcomes – Marketing Metrics are not working – a study finds. So when they invited me to share the findings of this recent study, I was delighted to do so. The study, began by VEM initially, is now in its 12 th year. Find New Customers is also a member of ITSMA. Failing – 35%. What do you think?

Forrester Report: 3 Pillars of B2B Marketing’s New Mission

6sense

To wrap up 2015, Forrester Research, Inc. According to Forrester, all of these developments add up to a lot of change: B2B marketers will have to accept a fundamentally different role in the modern enterprise, reimagine their relationship with sales and change their approach to demand generation. As B2B customers increasingly demand a smooth buying experience the Forrester report notes that marketers will have to “engage deeper into the funnel” to provide content and experiences that accelerate the buying process. B2B marketing voice will become consultative and helpful.

Forrester Confirms Continuing B2B Sales and Marketing Alignment Gap

Fearless Competitor

Forrester’s latest research “ B2B Sales and Marketing Alignment Starts with the Customer ” confirms the dysfunctional and damaging gap that still exists between sales and marketing in the vast majority of B2B organisations. According to Forrester’s survey, the top 3 excuses for failing to achieve alignment were given as: “Marketing thinks long-term, sales thinks short-term”. Forrester and SiriusDecisions aren’t the only organisations to highlight the need for alignment – it’s been a consistent theme in the research by CSO Insights and many others. Bob Apollo.

Forrester Research, Inc. Benchmark Report: How Top Marketers Do Lead Generation, Part 1

Marketing Action

That’s according to a December, 2013 Forrester report by VP and Principal Analyst Peter O’Neill,  Gauging Your Progress and Success , a benchmark-style assessment of what top-performing marketers do. And it’s the focus of this 2-part series where we’ll share key takeaways from the Forrester report. The post Forrester Research, Inc. First things first:  what’s a “top performer”?

Forrester finds b2b marketers lagging with demand generation

Fearless Competitor

Jeff Ernst, Principal Analyst, Forrester Research. B2B marketers are doing a poor job with demand- and lead-generation programs, according to a new study from Forrester Research. The study also found that only 23% of companies have a defined lead management process, and only 5% of companies follow a streamlined lead-nurturing process in which every customer contact is orchestrated. B2B Demand Generation | Companies are struggling with demand generation today. From BtoB Magazine Marketers Lagging in Demand Generation. Jeff Ogden, President, Find New Customers.

A Call for Marketing Enablement

ANNUITAS

The study was focused on companies that had revenues above $250 million to gain an understanding of  their unique approach to Demand Generation. Among the many insights that came from the study, there were two in particular that stood out from the others in terms of the ability for B2B marketers to perform at a high level within their roles. Only 2.8% said effective.

Five 2015 B2B Demand Generation and Content Marketing Resolutions

ANNUITAS

In the ANNUITAS B2B Enterprise Demand Generation study, more than 60% of respondents stated that they ran over 15+ campaigns on an annual basis. According to the ANNUITAS study, less than 30% of B2B enterprise organizations are experiencing effectiveness with their marketing automation solution. In Forrester’s 2013 report B2B CMOs Must Evolve or Move On , 97% of CMOs either strongly agreed or agreed “Marketing must do things it hasn’t done before in order to be successful.”  Yet so few marketing budgets include training for these skills that are needed. The best news?

New Study: Get On YouTube, NOW

Synecore

Besides, we all rely on these kinds of studies from the cool kids to add rhyme and reason (i.e. So let’s just try and keep a dash of rational perspective as I relay these pretty convincing numbers: (One thing to note: Pixability used Interbrand’s Best Global 100 Brands for their study.). As Craig Key and I have said before and Pixability alludes to in their study, #viralsucks.

Forrester find most companies still have small interactive marketing departments

Fearless Competitor

reported in BtoB magazine, (May 2, 2011), b2b marketers need to “significantly realign their organizations&# according to a new report from Forrester Research. The author of the study said that companies have traditionally relied on sales organizations to deliver one-to-one messages to their target audiences, but “in btob organizations, marketers will play a bigger role in recognizing these needs, especially in things like the lead nurturing stage, making sure the right people get the right information.&#. Amen, Forrester!

Salesfusion-Sponsored Study Points to Pain in B2B Lead Generation

Salesfusion

Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. The post Salesfusion-Sponsored Study Points to Pain in B2B Lead Generation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. one_half_last valign="middle"].

3 Secrets To Having A Two-Way Conversation With Your Brand’s Customers Online

Buzz Marketing for Technology

That is what we saw in the  “Mobilizing the Retail Shopping Experience” research study. One of the most important findings of the study revealed that 39 percent of consumers would leave and visit a competitor’s mobile site if their customer experience expectations were not met. Posted in Branding Communities eCommerce Interactive Marketing Mobile Optimization.

New Report Confirms Immaturity of Most Marketing Automation Deployments

The Point

A new report from Forrester Consulting, commissioned by marketing automation provider Silverpop , offers little in the way of groundbreaking insights, but does provide plenty of data confirming what most already know: that many companies are failing to realize the true potential from their investments in marketing automation. cross-sell and up-sell).

Why CMOs Should Align With Their CFOs

ANNUITAS

According to the IBM Global CMO Study , a full 79% of Chief Marketing Officers (CMO) expect the complexity of marketing to increase over the next five years. In Forrester’s Report – B2B CMOs Must Evolve or Move On , 97% of CMOs either agreed or strongly agreed that “marketing must do things it hasn’t done ever before to be successful.” However, only 14% of CMOs state that their relationship with the CFO has increased over the last two years according to Forrester. There is an ever-increasing complexity in B2B marketing that shows no signs of slowing down.

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B2B Content Marketing Execution: We’re Not as Mature as We Think

Type A Communications

Today, the Business Marketing Association (BMA), Forrester and the Online Marketing Institute released the results of a survey about the maturity of content marketing practices in business-to-business (B2B) organizations. (In the spirit of full disclosure, I serve as the Vice President of Thought Leadership for BMA and collaborated with the direction of this survey with Forrester.).

It’s Time For CMOs To Tap Into The Power Of Personalization

Buzz Marketing for Technology

According to  Forrester Research , U.S. According to Forrester’s 2012 North American Brand Performance Study, being indispensable commands greater preference, and that means a higher likelihood that customers are going to keep spending their hard-earned dollars with your brand across multiple channels. Posted in eCommerce Optimization Personalization. Overall, U.S.

CMOs Win When High-Value Customers Are Treated Personally Online

Buzz Marketing for Technology

According to a new Forrester Research global eCommerce report, e-commerce revenues are going to continue to grow in 2014 as customers’ online buying habits evolve. Meanwhile, a new study released by IBM in 2014 reveals that brands stand to lose $83 billion due to poor customer experiences. But the task of keeping brands happy and engaged beyond one big “win” isn’t easy.

Polish up your best content to drive content marketing value

grow - Practical Marketing Solutions

According to  Forrester , 50% of content from enterprises is not even being used. Luke O’Kelly recently graduated from the University of Georgia with degrees in Communications Studies and Religion and is a content marketing specialist with MLT Creative in Atlanta. . According to Forrester, 50% of content from enterprises is not even being used. Anyway, enough lamenting.

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39 More (of the) Best Social Media Guides, Tips and Insights of 2011

Webbiquity

Among the hard numbers he lists: according to a social media industry study , 72% of companies active in social media report higher website traffic, 62% say it has improved search engine rankings, and 48% say it has increased sales. Forrester: 5 Stages Of Social Media Growth by MediaPost Online Media Daily. While certain aspects of social media have stabilized (e.g., And again.

10 B2B Social Media Case Studies and Examples

Social Media B2B

Plus a good interview with LaSandra Brill , senior manager of global social media at Cisco. 3 B2B social media case studies and why they work. There’s no shortage of social media case study posts online these days. Case studies give us examples to learn from and situations to study. Related posts: According To The 2009 Forrester Groundswell Awards B2B Social Media Is Still Mostly Tech Focused Since we started Social Media B2B we have spent a. It is easier to justify your plans to clients and supervisors by showing successes that other companies have had.

White Papers are Not Dead. They’re on Life Support.

Marketing Craftmanship

Over time, however, the market education function was largely assumed by research firms such as Gartner and Forrester, whose opinions carry greater credibility than self-publishers of white papers. Have Marketers Killed This B2B Golden Goose? White paper sponsors sought to educate, inform, raise comfort levels and eventually initiate sales conversations with prospective customers.

Paper 62

Why research firms are screwing up content marketing

grow - Practical Marketing Solutions

Companies like Forrester and Gartner — who used to make their money providing expensive and exclusive research reports — are finding it impossible to “contain” the data. Companies like Forrester and Gartner — who used to make their money providing expensive and exclusive research reports — are finding it impossible to “contain” the data.

Are your Sales Reps Prepared? The Good, the Bad and the Ugly.

The ROI Guy

Each year Forrester asks this question of Executive Buyers worldwide, and the results reflect the Good, the Bad and the Ugly of current sales rep capabilities: > The Good – A majority of buyers ( 62% ) indicate that your vendor sales reps are knowledgeable about your company and products.

Innovators Wanted: Marketing to Generation Live

Biznology

Digital marketers would be wise to start studying this generation now. According to the Forrester Research report, “ How to Build Your Brand with Generation Z ,” they are the first generation to consume more online than offline. Internet Marketing Business Common Sense Media Forrester Research Generation Y Generation Z Internet marketing Millennial

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The ROI of Website Redesigns per Forrester

WebMarketCentral

Forrester Research makes a collection of its past webcasts on various online marketing topics freely available (registration required). Forrester's key findings from their website redesign research: By Forrester's standards, 97% of business websites fail to earn a passing grade for usability. Participants in Forrester's study for the most part thought they had achieved these goals, although building brand loyalty was the most difficult to measure: 28% of respondents had no idea whether or not they had accomplished this. Total ROI varied from 70% to 500%.

The new ABCs of Selling: Always Be Challenging!

The ROI Guy

Unfortunately too many companies are using outdated product pitches when trying to reach prospects, providing negative value-add to the engagement A new study by The Economist bears this out; with 71% of business execs saying content from companies turns them off when it seemed more like a sales pitch than valuable information. The key? decision makers? potential “No’s” in every deal.

Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?

The ROI Guy

According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2014. According to Gartner, worldwide IT spending growth has been revised upwards to 2.6% for 2014.

Oops They Did it Again! Gartner Downgrades Overly Optimistic IT Spending Forecast

The ROI Guy

According to Forrester, prospects indicate that less than 10% of sales engagements are focused on customer value (down from a paltry 12%). Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2014. According to Gartner, worldwide IT spending was expected to reach $3.8

Frugalnomics – Why the IT spending growth forecasts from Gartner are wrong again!

The ROI Guy

According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. Trillion in 2013 • IDC 2013 Buyer Experience Study (Oct) • Forrester Sales Enablement Conference 2013 • SiriusDecisions SiriusIndex, results from 2011 – 2013. However, as has been proven over the past two years, this forecast may be dramatically optimistic.

Death of the B2B Sales Rep? An Interview with the Sales Enablement Lab

The ROI Guy

The study highlights that today’s more empowered buyer is engaging digitally versus personally through most of the cycle. Forrester reports that this shift to digital buying is real, and as a result, there will be a 22% decline in the number of B2B sales reps over the next 5 years. Andy Hoar, Principal Analyst at Forrester , reported these findings at their last Sales Enablement conference and Thierry, you and I were both there. I can still hear the collective gasp and quite a level of uneasiness from the crowd at this reveal. Herwijnen. B2B is quite different than B2C.

Three Big Myths Debunked at SiriusDecisions Sales and Marketing Summit

The ROI Guy

Forrester concurred , reporting that digital experiences are replacing sales reps at a rapid pace, foretelling a 22% decline in the number of B2B sales reps over the next 5 years = a total of 1 million sales reps expected to lose their jobs. According to the study, more than half the time, rep involvement starts at the beginning of the buyer’s journey. During the call. After the call.

How Living in the 57 Percent Will Impact Your Content Marketing Strategy in 2015

ANNUITAS

In their 2012 study End of Solution Sales , the Corporate Executive Board (CEB) revealed that 57 percent of a typical B2B purchase decision is made before a customer even talks to a supplier. This study in conjunction with Google, provided insights into the buying habits and patterns of B2B buyers and also served to confirm the tectonic shift that is impacting marketing and sales professionals today. This requires more than just pumping out content to fill various channels which 57 percent of marketers do “all the time” according to Forrester

The Modern Day Social Seller: Buyers are More Empowered, But So Are You!

The ROI Guy

At the same time, Forrester reports that earlier engagement is more important than ever - with 76% of the deals going to the solution provider that is able to help the prospect identify the top priority issues to address and establish the buying agenda (versus only 24% going to the rep who can win the bake-off). Evidenc e - Provide specific success stories and case studies to let them know that solution like this are real, and they have worked at similar firms to generate significant improvements and bottom-line results. So what are these insights?

Sales and Marketing Alignment in 2013? Not so Fast!

The ROI Guy

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. Sales leaders currently rank Sales Enablement as their number one requirement from Marketing, besting the need for more Demand Creation, Solution Marketing help and Channel Support in studies by SiriusDecisions.

New Sales Rep Ramp Up Taking Longer than Ever

The ROI Guy

Twenty-nine percent of companies expect to expand their sales organizations between 10%-30% in the coming year, with over 6% expecting to grow a whopping 30% , this according to the Sales Execution Trends study of 200 worldwide sales leaders by our partner Qvidian. According to the CSO Insights, most salespeople take ten or more months to? become fully productive.

Going from Good to Great in Marketing

Marketing Action

We just completed a research project that gave us insight into this: In November 2012 we published the results of a research project we’d commissioned from Forrester Consulting; the study’s purpose was to determine the strategies used by small and mid-sized business to drive revenue in a down economy. We compared the similarities and differences; the results are illuminating.

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Will Gartner's Latest IT Forecast Put a Chill in your Growth Plans?

The ROI Guy

According to Forrester, prospects indicate that less than 12% of sales engagements are focused on outcomes and customer value. Trillion in 2013 IDC 2014 Buyer Experience Study (Oct) Forrester Sales Enablement Conference 2014 SiriusDecisions SiriusIndex, results from 2011 – 2015. Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% YoY decline from 2014.

So You Think Your Sales Team Can Dance? Buyers Say “Think Again.”

The ROI Guy

This is clearly evidenced in a study by Forrester, presented at their annual Sales Enablement Forum, where buyers easily categorized salespeople, with some unflattering feedback. ROI Forrester Value Marketing IDC Diagnostic Selling Excecutive Assessment Tools Pisello Alinean Value Selling Outcome-Based SellingSo challenge met and opportunity seized, right? Not so fast.

Where is ROI Best Applied in the Sales Process?

The ROI Guy

This was presented at the latest Forrester Sales Enablement Forum, and is a marked increase from the 65/35% split of just two years ago. TCO Tools Sales Enablement ROI tools Alinean ValueStory TCO Calculator interactive white paper Forrester TCO Benefits Estimator Pisello Sales Tools Value Selling ROI AnalysisQuantify the Pain Why Now? Justify the Gain Why You?

Sales Revenue Growth for 2014? More of the Same Won’t Deliver Results

The ROI Guy

Worse, according to Forrester, up to 3 years for complex selling like for technology sales reps, medical equipment and many more. Each sales rep costs as much as $135,000 in additional costs beyond salary and incentives according to Forrester, including costs for training, CRM, sales enablement, content and leads. Why is this? However, more sales reps do not mean more revenue.